(corporate electronic xylophone jingle intro) >> Good afternoon everyone. Welcome back to theCUBE's live coverage of AWS re:Invent 22 from Vegas. We're at the Venetian Expo Hall with we're hearing, north of 50,000 people. I know we've been giving you different numbers but, that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event. People, John Furrier, Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's data security and their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions and, it's just a whole another, I think, partner friendly cloud. This next gen wave that's coming, it's really next segment I think speaks to, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests. One of them's an alumni, Reza Honarmand SVP Global Cloud at TD SYNNEX. Great to have you back. >> Hello. >> Sergio Farache joins us as well, the Chief Strategy Officer at TD SYNNEX. Welcome to the program. >> Thank you. Thank you for having us. >> Great to be back in person, isn't it? >> Yeah, absolutely. It's a great experience. >> Amazing. The energy here has been hot at the highest levels since we came here Monday, Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show, Tech Data. Tech Data has been around a long time. Now your TD SYNNEX. Talk a little bit about that. What's new, that transformation? >> Yeah, that is correct. It's great to be able now to present TD Synnex as a new merger between Tech Data and Synnex Corporation. Now, we are the largest distributor basically, across the world, with more than 62 billion dollar in a business. And, Amazon is obviously a strategic partner with a hyper growth and, we has been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. There has been very nice experience combine these two company and now have the reach and a scale that enable more than 140,000 partners across the world. >> Wow. >> And, the partner's message here is changing too. The new leader, Aruba is up on stage talking about this new partner paths. A lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously, the ecosystem we see going to be doubling and tripling we see in size and, also the value proposition is going to be stronger too and, more money making of course. But, the new Amazon's posture with partners. What's your reaction? >> We were at Aruba just an hour ago. Fantastic. If I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and, especially what we work with Amazon is deflationary force and, we need scale to actually drive that across all of our partners to the customers. And, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Aruba is doing. I think this is exactly the right direction. >> John: What's your message? >> My message is, this is now channel. This is channel and this is serious. So, partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive, right. And then, to eventually thrive and succeed and grow and the challenging economic times that we've had. What are some of the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what an industrial company etcetera and, those frontiers are blending right now. Then, as a consequence we has been investing in several elements. One is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning, know the industry where you are playing. We have been investing in the healthcare market, of course, as a consequence of all the demand that has been generating. But, at the same time and, we recently announced the competency in the government sector where we expand drastically our capabilities around specifically the federal and non federal business. But, not only in US but, across the world with those elements. Then, I would say that it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to the Iotly and serving the customers end to end. >> Is that the ISV experience project that I heard about, ISV experience with SaaS companies? Is that what you're referring to? >> Yeah, ISVs is one, ISV experience is one of the components that we use but, basically what we are trying to achieve with the ISV is helping in the journey of certification. Is how you transform either a partner that is born in the cloud or a partner that is still in the on-premise side. How you transition to the cloud and enabling how you reach to the end user in a more effective way and, how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribute, it's great distribution. It's a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine, they're incumbent with us. We work with them. So, actually it's finding new ways of consuming technology but, there's thousands of them that actually do not understand how to operate with a channel. And, this is a part where we help them with the channel, build a program, coach them through the process, help them access their partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? You mentioned ecosystem, more growth, Aruba mentioned that's where the growth is. They are serious. So, you going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest, the growth is unlimited in our opinion, right? It's so many areas. >> John: The wave is still coming. Yeah, the wave is still there. When you see still the amount of platform that need to be migrated to the cloud then, we have been investing in a significant way in enable capabilities of migration programs from the on-premise to the off-premise. At the same time, we have been expanding geographically because, it's still several segments and markets we operate globally. As an example, we recently launched our public sector capability in Latin America and Europe, expanding those segments. And, in addition to that, again, how we bring more ISVs more solution oriented driven. There's many spots of growth. And, I think that Amazon message recently recognized more and more the value of, nobody have all the solutions. You need this ecosystem playing together to bring those solutions to market. >> So if I build on that. If we look at the growth in the public cloud last year, was around 40 billion dollars. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now, everybody knows a lot of businesses out there are going under a lot of challenges. So, they have to compete, they have to have the insights, they have to be efficient, and actually, they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skill sets. What we are seeing is the partners with the skill sets who can participate in that 40 billion dollar growth, take a big, big share of it. >> And you guys are providing a great service. I think, when I wrote the story on Friday that I published. One of my premise was is that, this next-gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor, create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and, new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud, tap the ecosystem, partner distribution services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs, thousands of hardware vendors, the hyperscalers. Then somebody need to put all those pieces together. That is our role in the market. >> John: It's a good position to be in. >> It's a good place to be. And, enabling those partners now to collaborate with all those entities to bring the solution because, the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And, that solution require multiple components. >> Last year, no, this year, I'm sorry, you guys were announced as EMEA Distributor of the Year. Congratulations on that. >> Yeah, thank you. >> Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we've driven across the EMEA market space is I think, the reason why we have won it, as well as the competencies that we have built. Now, you were just talking about ISVs to give you an example. There are many ISVs that sit in EMEA that want to access the US market and vice versa. So, where we sit in the middle and enable that access, the frameworks that they need to move. So, those are the kind of things that contribute to the strength in the relationship what those awards are coming from. >> Yeah, the other critical factor here is again, how we bring more capability in terms of the serve to the market to Amazon. And, that has been another component of data where that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support, and services including, again, the competencies that we already described but, including service oriented businesses like migration, like cost optimization of the use, et cetera, that now we through partner serve to the market. >> Reza, Sergio. I want to ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. Trust is a big part of your relationship with your customers. You've got two sides of your business. You got one side is the supply side and you got the distribution side, and then both sides are working together. Requires a lot of trust. What's that look like inside your company? Could you just take a minute to explain, take a bit to explain what's that like, the culture of the company and that trust. >> Yeah, absolutely. And, that is why the term of Trust Advisor came to the table, right? And, and again, for more than 40 years we has been building this ecosystem. We has been driving that motion and, we have been proving to the market a consistent approach with a strong support to the two tier model. We never get in opposition to our customers and, we enable those customers in a consistent way. Then, I think that trust is something that you earn not something that you ask for. And, that is what we are doing day basis. >> Well, congratulations. It's been great chatting with you. Challenge time for the challenge >> Lisa: Challenge Time, all right guys. >> A new challenge on theCUBE, new format. We usually say... >> Yes at the end of the interview. What's the take on the show? What's the bumper sticker? So, think of it like an Instagram Reel. Thought leadership, hot take. Each of you, spend a minute, 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon, why you're here, what's important. What would you say if you were going to do an Instagram Reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the Iotly economy. We are here in TD Synnex to expand that capability across the segments enhancing partners to reach to their goals and, in users to get those transformations. In general, we will provide what is needed and, we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio, you nailed it. Reza, you're up, your hot take, your sizzle reel. >> Well, frankly, I think, Sergio nailed it. It's about covering the geos and taking the competencies and, make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio, thank you so much... >> Thank you so much. for joining John and me on the program, talking about what TD SYNNEX has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by the set >> Thank you. >> Thank you for the time. >> All right, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at live tech coverage. (corporate electronic xylophone jingle outro)

(upbeat music) >> Good afternoon everyone. Welcome back to The Cube's live coverage of AWS Reinvent 22 from Vegas. We're at the Venetian Expo Hall, we're hearing north of 50 000 people. I know we've been giving you different numbers but that's kind of what we've settled on here. Hundreds of thousands are watching online. This is a huge event people. John Ferrior and Lisa Martin are ready to be back. >> Yes, it's really great show. A lot of change going on at Amazon. They're continuing the innovation, continuing to grow. The theme this year's Data Security. And their partner ecosystem, which is continuing to grow. Their partners are filling the gaps on solutions. And it's just a whole nother, I think partner friendly cloud. This NextGen wave that's coming is really, the next thing segment I think speaks to that, I'm looking forward to this. >> It does. We're going to be digging into that partner network. We've got two guests, one of them is an alumni, Reza Honarmand SVP Global Cloud at TD Synnex. Great to have you back. >> Yeah. >> Sergio Farache joins us as well the Chief Strategy Officer at TD Synnex. Welcome to the program. >> Thank you. >> Thank you for having us. >> Great to be back in person, isn't it? >> Yeah absolutely. That's great experience. >> Amazing, the energy here at the highest level since we came here Monday night, which is great. Sergio, I want to start with you. Last year when you guys were on the show Tech Data. Tech Data has been around a long time now you're TD Synnex. Talk a little bit about that, what's new, that transformation? >> Yeah, that is correct. It's great to be able now to present it in Synnex as a new merger between Tech Data and Synnex Corporation. And now we are the largest distributor basically across the world with more than $62 billion in a business. And Amazon is obviously an strategic partner with a hyper growth and we have been very focused to working with them to expand that partner ecosystem across solution ISVs and service providers. That has been very nice experience combine these two company and now have the reach and skill that enable more than 140,000 partners across the world. >> Wow. >> And the partner's message here is changing too. The new leader, Ruba is up on stage talking about this new partner paths, a lot of changes in a good way. They're bringing people together. What's your guys take and reaction to AWS's new posture towards partners? Obviously the ecosystem we see going to be doubling and tripling we see in size. And also the value proposition being stronger too and more money making of course. But the new Amazon's posture with partners. What's your reaction? >> Well, (indistinct) just an hour ago. Fantastic. I mean, if I look at the change from when we first got here a few years ago to now, it is beyond comparison. The realization is that technology and especially what we work with Amazon is deflationary force and we need scale to actually drive that across all of our partners to the customers. And yeah, I can only see that accelerating now in terms of what Amazon is doing and actually with the channel and what Ruba is doing. I think this is exactly in the right direction. >> What's your message? >> My message is, this is now channel. This is channel and this is serious. So partners with Amazon equals growth. >> As we've seen so much transformation in the last couple of years, Sergio, with every business having to become digital to survive. Right and then to eventually thrive and succeed and grow in the challenging economic times that we've had. What are some of the, the pivots that TD Synnex has made through your partner program to meet customer needs to accelerate their transformation? >> Yeah, as you said, has been a significant transformation. I think that in the past was clear what was a technology company and what industrial company, et cetera and those frontiers are blending right now. Then as a consequence we have been investing in several elements. Once is to really increase the capability of the partner network in a way that they can on one side provide more solution-oriented activities to those customers to drive either growth or cost optimization. The other element has been verticalization meaning know the industry where you are playing. We have been investing in the healthcare market, of course as a consequence of all the demand that has been generating. But at the same time and we recently announced the competence in the government sector where we expand drastically our capabilities around specifically the federal, and non feral business, but not only in US but across the world with those elements. Then I would say it's a combination of enhancing the skill, enhancing the knowledge on the industry, and finally provide the tools through our platform to enable the partner to operate in a digital way and enable the access of ISVs to digitally and serving the customers end to end. >> Is that the ISV experience project that I heard about? ISV experience with SaaS companies, Is that what you're referring to? >> Yeah, ISVs is one. ISP experience is one of the components that we use, but basically what we are trying to achieve with the ISV is helping in the journey of specification. It's how you transform either a partner that is born in the cloud or a partner that is still in the, in the OnPrem side how you transition to the cloud and enabling how you reach to the end user in a more effective way. And how we expose 140,000 partner across the multiple geographies to help those ISVs to reach more customers. >> It's great distribution. I mean this is, a business model innovation. >> Sorry? >> It's a business model innovation for these ISVs. >> Absolutely. Some of the ISVs, as you can imagine they're incumbent with us. We work with them. So actually it's finding new ways of consuming technology. But there's thousands of them that actually do not understand how to operate with a channel. And this is a part where we help them with the channel, build a program. Coach them through the process, help them access the partners and the customers that Sergio was referring to. >> Let me ask you guys a question. Where's the growth going to come from? I mean you mentioned ecosystem, more growth, Ruba was mentioned that's where the growth is. They are serious. She's going to deliver that keynote now. Where do you guys see your growth coming from? >> Well, to be honest the growth is unlimited in our opinion, right. It's so many areas. >> The wave is still coming. Yeah >> The wave is still there, you know. When you see still the amount of platform that need to be immigrated to the cloud then we have been investing in a significant way in enable capabilities of migration programs from the on-premise to off premise. At the same time, we have been expanding geographically because it's still several segments and markets we operate globally. As an example we recently launched our public sector capability in Latin America and Europe, expanding those segments. And in addition to that again, how we bring more ISVs more solution oriented driven than many spots of growth. And I think that Amazon message recently recognized more and more the value of nobody have all the solutions. You need this ecosystem plan together to bring those solutions to market. >> So if I build on that. If we look at the growth in public cloud last year, was around $40 billion. We expect a similar growth level this year as well. I mentioned about deflationary force, the technology being a deflationary force. Now everybody knows a lot of businesses out there are going under a lot of challenges. So they have to compete, they have to have the insights they have to be efficient and actually they're going to get a lot of that through the technologies that we're talking about here. The key to that is partners with the right skillsets. What we are seeing is the partners with the skillsets who can participate in that $40 billion growth, take a big, big share of it. >> And you guys are providing a great service. I think when I wrote the story on Friday that I published one of my premise was, is that this Next-Gen cloud is going to lift up more ISVs which is kind of a legacy classic, independent software vendor. Create new kinds of partners that have platforms or unique solutions for verticals. So, the ISV classic definition will still exist and new customers are emerging. It's got a new dynamic developing. We're seeing people build clouds on top of the cloud tap the ecosystem, partner distribution, services. It's a whole new way to build and take something to market. What do you guys think about that? >> Yeah, I think that the beauty of our position in the market is that we are in the center of that ecosystem. Again, we have access to thousands of ISVs thousands of hardware vendors, the hyper-scalers then somebody need to put all those pieces together. That is our role in the market. >> It's a good position to be in. >> It's a good place to be. And enabling those partners now to collaborate with all those entities to bring the solution because the customer is not acquiring technology anymore. They're acquiring a solution to a problem now. And that solution require multiple components. >> Last year. No, this year, I'm sorry. You guys were announced as EMEA distributor of the, of the year. Congratulations on that. >> Yeah, thank you. Talk about that in terms of just the evolution of the partnership. >> The partnership in EMEA is now across our entire geo. The growth that we have driven across the EMEA market space, is I think the reason why we have won it. As well as the competencies that we have built. Now you were just talking about ISVs to give you an example, there are many ISVs that sit in EMEA that want to access the US market and vice versa. So where we sit in the middle and enable that access. The frameworks that they need to move. So those are the kind of things that contribute to the strengthened in the relationship and what those awards are coming from. >> Yeah. The other critical factor here is, again how we bring more capillarity in terms of the serve to the market to Amazon. And that has been another component of data that we are very thankful. Again, we has been enabling and bringing numerous new partners and numerous new end customers that now have access, support and services. Including again, the competencies that we already described but including service oriented businesses like migration, like cost optimization of the use, et cetera. That now we through partners serve to the market. >> Reza and Sergio, I want ask you guys a question around trust. Trust. You're a trust broker because you have a lot of services and people and companies to put together. We were just talking about the good position you're in. >> Trust is a big part of your relationship with your customers. You've got two sides of your business, you got one side's the supply side and you got the distribution side and then both sides are working together, requires a lot of trust. What's that look like inside your company? Can you just chip in and explain, take a bit to explain what's that like? The culture of the company and that trust. >> Yeah, absolutely. And that is why the term of trust advisor came to the table right? And again, for more than 40 years we have been building this ecosystem. We have been driving that motion and we have been proving to the market a consistent approach with a strong support to the two tier model. We never, you know get in opposition to our customers and we enable those customers in a consistent way. And I think that trust is something that you earn, not something that you ask for. And that is what we are doing day to day basis. >> Congratulations, it's been great. Great chatting with you. Challenge time? For the challenge time? >> Challenge time. >> Alright guys. >> New challenge on the Cuba new format. We usually say yes at the end of the interview. What's take on the show, what's the bumper sticker? So think of it like an Instagram reel, thought leadership, hot take. Each of you, spend a minute 30 seconds to share a hot take, thought leadership, what you think was going on at Amazon? Why you're here? What's important? What would you say if you were going to do an Instagram reel right now? >> Yeah, the Amazon enable a new way to do business and a new transformation of the digital economy. We are here TD Synnex to expand that capability across the segments. Enhancing partners to reach to their goals and in users to get those transformations. In general we will provide what is needed and we continue investing to continue growing the capacity across all geographies and all the type of solutions that we deliver. >> All right, Sergio you nailed it. Reza you're up. Your hot take your sizzle reel. >> Well, frankly I think Sergio nailed it. It's about covering the geos and taking the competencies and make sure we execute consistently across all of our geos. >> All right, nailed it. Thanks so much. >> Consistent execution. Reza, Sergio. Thank you so much for joining John and me on the program, talking about what TD Synnex has done since we've last seen you. What you're doing with AWS and the partner ecosystem. We really appreciate you stopping by this side. >> Thank you very much. Thank you for the time. >> Alright, our pleasure. For our guests and for John Furrier, I'm Lisa Martin. You're watching theCUBE, the leader at Live Tech coverage.

>>Hey, welcome back everyone to the cubes coverage of Avis reinvent 2021 here in Las Vegas. Um, John, for your host, the Q with my coach, Dave Nicholson cloud analyst here with SiliconANGLE in the queue. We've got a great guest Rez, the honor, man, SVP cloud hyperscalers transformation TD. Synnex welcome to the cube. Thanks for coming on resident. Hey, >>Good morning. Good >>Morning to you guys. You guys just had this big acquisition with billions and billions of dollars in revenue. Take us through, what are you guys do for set the table for the, for the company? Right. >>Okay. Yeah, it is a pretty big one. Uh, we're now foot number 60 on the fortune 100, um, worldwide revenues around just under $60 billion. Uh, we represent somewhere in the region of, uh, 1500 vendors and OEMs and uh, in over a hundred countries. And, uh, we serve over a hundred thousand parts, 150,000 partners now worldwide. So you got everything from the, uh, end points, style products, uh, all the way up to, uh, data center cloud, serving from the retail to SMB, to VARs going go all the way to enterprise specialists, NSIs. So DD >>And X, big company, you won't global reach. You hit everybody. Basically you T you sell a lot of products, software, hardware, you name it. Cloud is here. What is the big trend that you guys are seeing with cloud? Because you you're innate. You're, you're talking to all the customers, you have a lot of services and you have products. You represent a lot of different brands. How are people rolling them together? Are they composing cloud what's? What are you seeing in the global landscape? >>Um, we specialize in cloud. They've been doing that for a number of years and actually depending on where partners are within the journey, uh, they will have different levels of specialization. And, um, the way we like to look at it is a matrix, um, in terms of where is the complexity of the product that they're trying to take to market, um, versus what is the size and their own maturity. So we, uh, tune our services and our support for those partners to help them better understand and onboard all of that technology and address it towards their partners. Um, so if you can imagine, um, you got many, many announcements that were made here, right? And our partners have to consume all of that information, all of that technology and learn how to use it. And that's where we come in. We, we, we effectively act as the bridge to help them get up there, running and lower the barrier of entry for them to execute >>On those products and they want to add services to it all. Good. Cloud's perfect for that. So what's the relationship with AWS? I'm sure they're obviously enabling a lot of value. What is the relationship with AWS partner network? How do you guys, what are you guys enabled? What are you guys enabled with Amazon? >>So, um, if I give you the, uh, picture of our cloud practice builder, that's a good place to start. Our cloud practice builder program starts with, um, looking at the partner, understanding what is their maturity in that path specifically related to the technologies that they want to work on with AWS. And, um, we look at them in terms of have they got the sales capability, have they got the operational capability, the financial setup, and, um, really helped them then on that journey. So, um, so yeah, we, um, can go very, very deep, uh, where we have our own cohorts who help those partners get up to speed with, >>Do a little, you gotta do a little vetting, you gotta make sure people have the right capabilities. And certain people have certain orientation to certain things, maybe levels of certification. Yep. Is there a swim lanes developing in the partner network that you guys are working with? Big trends, they specializing more in application modernization. Is it more infrastructure or what are you guys seeing in terms of the trends? >>There are multiple, uh, uh trend-setter. So as you say, we have one lane specifically for our ifs. Um, one lane for our, um, uh, people who host with infrastructure. We are, um, you know, obviously data centers, one of our biggest focus areas. Um, and, um, so each of our partners goes into a specific lane specifically related to where they want to focus on. So if you consider for instance, um, somewhere in the area of, uh, ISV ISBNs, um, the primary thing that many of the ISV is out there don't have is the ability to understand all of the AWS programs. So we help them understand that, understand how they can get the most optimal, uh, cost and program with AWS. And then you get into, you get into the next level, which is around, um, uh, their cloud operations, how they actually transact with us. Uh, and you can, you can build a stack, you get into security and then you get a well architected frameworks. So this is just one of the swim lanes that you could effectively go, and we can help, help build them, build that out for them. >>Yeah. So, so Raza draw a little map for me, a sort of a mental map from the perspective of an end user customer say, I'm a very large organization, I've got a large it footprint. I'm looking towards modernizing in the future. How am I engaging with what TD Synnex is actually delivering to the market? We've been talking about partners. So give us a hypothetical again, I'm the customer who is, who's the sales rep. Who's calling on me initially, how am I interacting with you versus the partner? And I know that there are a variety of ways, but give me, give us an example. I want to make sure that people watching this understand cause we use the term partner to me in a whole variety of different things. >>Yeah. Very, very good question. Cause, uh, he is index is one of the biggest companies that the vast majority of the consumers out there have inherited, right? Yeah. We are for number 600 fortune 100. Now most organization deal with a local. It trusted it partner that trusted it partner, um, then is who they would go to, whether it is their infrastructure, whether there is there, uh, um, security that we work with that partner, um, to help them manage it. Now, what we do is really support the partner to have the knowledge they need to have the expertise. They need to have the services that they need to have the solutions that they need to have to deploy those technologies. Um, with that customer. Now, in majority of the cases, the customer will never come in contact with us because we are behind the scenes supporting our partners. >>However, increasingly we are seeing three motions that we work with. One is with our partners, we do sell to right partner, knows what they want. They've worked with the customer, they've established a need. Um, they come to us and we help them deliver that technology. We do a cell width. So this is the part where you're talking about more of the newer technologies, where the partner may be lacking some of that expertise. So this is where are our experts and give you an idea. We have over 300 certifications just in the last year with AWS, um, where our experts would then help the partner actually land that technology with the customer. And then the ultimate level is a sell for you're talking about longer sales cycles, very complex, where they really need to get deep. So we have our own, um, experience centers, uh, customer immersion, uh, uh, programs where the customer actually comes to us with a partner where we then help them actually get through that process. >>So you're a multi-tiered distribution system. You provide service layer to the frontline partners before the end-users provide support and it software technology and, and executive services for them to serve their customer because they're probably not staffed up. They don't have the resources, they have a good business model and they want to make a lot of money. They >>Do, they do. And, um, they have good gross >>Profit margins. >>I hope so. I hope we, we, we help them actually deliver better profit margins and as they move to services and recurring revenues with cloud that becomes more predictable and sustainable for them as well. >>Well, just, I was kidding, but I'm, I'm serious. I want to get into this gross margin because think one of the things that you're bringing up with this question is if I'm a re a partner and I'm talking to an end-user, I might, I want to make a lot of profits. So services are naturally important. I make more gross profit on services. So if you have volume discounts on things that I might not have that volume discount, if I'm going direct to the manufacturer or a platform you provide that, is that right? Like getting that right, that you guys get, provide that discount pass through. >>We do. Um, we laid up, yes, we get a lot of support through their programs. They announced many programs this week, for instance, and as the partner gains more specializations and they gain access to more support through us, they also gain access to some preferred, um, uh, pricing. So to an extent it's about volume. It's also about how deep they go, how, how, how much they invest in their own expertise. So really is a, uh, not just a volume game, but it's a quality game as well. >>Operational value that you provide because you guys must have a lot of programs that pass through to the partner, uh, software systems. What kind of examples can you give if I'm the partner and I have an end-user and I have a boutique, let's just say I specialize in data analytics and whatever unique thing you're providing me services. Is there like certain software systems that you guys have? What operational support do you give to your customers? >>So in terms of the, um, technology that the consumer consumes, um, there is a whole range of technologies around data management and data analytics. Um, then if you're talking about, in terms of the support, operational support that we give to the partner, again, there's the bigger the partner, the more transactions, the more volume they do, they need to have that operational optimization as well. Again, that's where we come in and give them the tools and the technologies. They need to optimize that. >>It's going to ask you the re-invent now that we're in person again, been a year and two years since we've been to reinvent. What's the, what, what are you, what's your assessment of the show this year? What's the big takeaway, um, that you see this year, uh, that that's gonna be relevant for you? >>I, I love the way these guys, um, land some incredibly new technologies. Uh, and I love the theme of Pathfinders from yesterday. Um, so when I look at the, uh, 5g, I mean, that sounds like a game changer to me. And I think there should be a lot of partners out there thinking, hold on a minute, this is a massive opportunity for us. Um, yeah, I mean, so >>The serverless stuff is getting better and better. I mean, like >>It's, they do a good job on their announcements. There is a reason why their technologies so highly rated, uh, these guys know how to do technology. >>And I think if, if I'm, uh, I think of the services that you could roll on top of this, I mean, if you're in front of a customer big, medium or large, I mean, if I'm a developer, a service provider, I can make so much more profit by building more of these services because that pathfind opens up these net new things, 5g AI as a service, kind of the anything. >>Yeah. Um, I mean partners with they, they have their business models. They, the ones who have figured out how to wrap the services around the solutions that are out there. Um, typically we find that they are the most successful with the fastest growth rates and they kind of get themselves into very, uh, positive virtual cycle. Um, the more they can wrap around those services, the higher their value, the more margin they tend to make, the more profitable they are. And actually then they continue to invest and expand their footprint. So >>Quick advice pretend that I am about to become essentially a local trusted value added reseller partner for my end user customers. And I'm going to become a partner of your company. What would your counsel be to me about what I should focus, focus on? What's hot. What's the hottest tip of the spear right now. Yes, right now I need to go out and hire these people, >>Data, data, data, and analytics data. I would absolutely zoom in on that. Um, it is the new oil and every organization needs to have insights. And if businesses out there do not have those insights, they are at a disadvantage partners who can figure out how to build services around data. They're the guys who are really winning. >>Awesome. Great insight. Thanks for coming on the cube here at re-invent great conversation with gradients. I thanks for coming on. Appreciate it. Pleasure. Okay. Cube covers. You're watching the cube, the leader in worldwide tech coverage here in Raven. I'm Jeffrey with Dave Nicholson, host of the cube. Thanks for watching. We'll be right back.

>>mhm mhm. Mhm Welcome back to convert connections 2021. This is the power panel. My name is Dave vellante joined by Reza more like a body was the ceo of calm vault. Isabel geese is the CMO of calm vault and john Gallagher he leads global enterprise infrastructure at sing Creon. And folks welcome to the cube. Thanks for coming on. >>Thank you. >>Thank you. >>So john we heard you this morning. You know, great job you guys are in the industrial logistics business. So supply chains at all a hot topic today. It's got to be challenging. Maybe you could talk about what you're seeing there, but specifically how are you thinking about data management in the context of your overall IT strategy. >>Okay, thank you. So in terms of data management, Synchrotron has 100 sites globally. So if we were to rewind by say 10 years we had data residing a lot out of those remote sites. Uh so over the last few years were basically consolidated a lot of that data and also centralist. So we've brought that into our data centers that we now have, which is a very, very centralist model. So that, that makes it a lot easier to understand where all of that data resides. >>So in the decision pie, as it relates to data, it sounds like cost efficiency is pretty, pretty ranks pretty highly. How does that impact your data management strategy and approach? I mean, is is that like the number one consideration? Is that one of many factors. How should we think about that? >>I would say cost is one of many factors. So obviously cost is key, but you don't want to introduce unnecessary risks. So you've got to keep costs at the forefront. But that's just one of the factors. Obviously data protection is one of the factors ensuring that data is protected and safe. And also understanding, is that exactly where that data resides, making sure that data is encrypted. So I would say that cost is just one of the factors. >>So Isabel good to see you again. I wonder if you could talk about how you're seeing your customers and what they're thinking about, how they're thinking differently about data management today, Are they changing the way they manage data giving given the escalation of ransomware that comprise the called the forced march to digital over the last 18, 19 months, but you've got new threats, new business dynamics, how is that affecting organizations? >>It does, it does affect them a lot. It's um we see a lot more. Actually, I asked a lot of virtual coffee talks with our customers so they can share best practices and a lot of C IOS network ending end with sizzles and they have a readiness plan because they know the question is not if they're going to have an attack, but when and how to recover from it is critical. So all the security team is really looking at the prevention but they know that if they can't stop it all, then they have a plan of end of to the data team for recovery. I see a lot more thoughtfulness because not all data is created equal. So which one is in the cloud and you can recover which one you need fast for minimum business was sorry, minimum business disruption and you keep on prime and which one you cannot lose and you have a go. So we see a lot more planning, a lot more collaboration across all verticals. We have also new services that help customers before the attacks to design and plan and also helping them post attack to recover so very much and to end and as we've seen the king out right now it's all about the people enabling them to do the business while you're risking the business too. So >>All right, thank you for that. So Reza and the fact that your Ceo is C I O. Uh so you must have some interesting conversations there but and you can be a sort of tap Sanjay's brain, how did you handle this kind of thing? And and uh that's a nice collaboration I bet. But what advice can you give to other, see IOS or grappling with cyber threats, data volumes and just the ongoing pressure to do more with less that never changes does it? >>It doesn't. And you're absolutely right. And I obviously as part of my job attracted benchmarks about budgets and everything else that before the pandemic used to track about like 3% growth year over year which is a hard to kind of do a whole lot with them. Um What what I can tell you is not for C I O not two areas the areas of investments are not created equal and from my perspective the biggest areas of investment for somebody like me in my position should be data and protecting the data. So that means that you have to find ways of on the budget side, find ways of shifting money whether you reallocate resources, whether you reform or a really organized differently, automate simplified etcetera. My background is operation so when you talk about people process technology outside of things, I leave the technology to the people that are really good at it and I focus on people and process side and for me that's about again efficiencies and finding ways that you can reorganize, you probably have the people that do the work that you want them to do and you just have to think about reorganizing them differently. And the last thing I said is prioritize prioritize initiatives across the board and it is like partner in crime in these things and we don't always say yes to her and what she wants because we need to be transparent so where we put our money >>so rest, I want to stay with you for me, I want to talk about data sprawl was interesting john during your session this morning I was sort of laying down some of my thoughts because I I feel like data sprawl, it's like social change. You can't fight it. You can maybe, you know for a period of time control it. But data is is out of control. So how do you address data sprawl in an organization? Both from a management perspective there's obviously risk. Somebody said this morning we used to keep, I think it was the C. I. A. In New Jersey. We used to keep everything forever. But that's risky. So how do you deal with that result from an organizational and management perspective? >>Yeah. You again, I'm gonna have to agree with you. As as I said in in a morning session, I like it's a natural phenomenon for a company to go through it. I've seen it in companies that are 150% people and I've seen it in companies that have tens of thousands of people. It's like a foundation onto what what entropy is in thermodynamics. It's the natural order of events. If you don't apply structure, organization data is going to go haywire and everything else. The only way. The best way that I know when the pendulum is here and everybody is doing the wrong thing is to push the pedal on the other side at least for a while to centralize, pick a few of your brightest people that know the data in and out, put them in a team and say you're responsible for making sense out of these things. Identify sources of truth for us and architect them differently. But but start with executive level metrics and board level metrics and push them down. >>So I see. I I agree with that with that. I think the people who have the data context are in the best position to add value as to whether it's data quality and how to get the most out of that data. But the problem is uh john I'd love to pick your brain on this. Especially your urine mia. You got all these different regulations and data silos, which I believe are a byproduct of how we organize. Uh, but but anyway, you have a lot of the considerations to deal with whether it's G. D. P. R. Or or or or data sovereignty etcetera. How do you approach that? >>So one of the first approaches we took when we moved over to con vault with our data protection was to reduce the number of products we used for the data protection. So we had six products through various acquisitions that we, we've done over the last 10-15 years. We've now reduced that six products down to one single product. So it means that all of your data is managed through a sort of single pane, which definitely gives you a much better insight. And also just going back to the costs that you mentioned in the previous question. Obviously going down from six products to one product, we managed to strip around $500,000 out of our costs over three years. We also moved data like I said into the center and allowed us to also concentrate the teams. So also the teams became more efficient because less people were dealing with that data as well. But yes you are right around GDP are there is definitely compliance to be considered and you just have to make sure you're up to date on all of those compliance regulations. >>So it's interesting resident here you talk about you know Isabelle, she's got needs but I would say Isabel that you probably know in your team, you know the marketing data better than anybody but there's got to be Federated governance, you've got to enforce policy in this data sprawl world. So anyway this is sort of a side but Sanjay Isabelle talk today about as a service growing like crazy and given your background I wonder if you can share any insights about how and why you think customers are going to be looking towards SAs I mean the whole world is becoming SAs ified you had some data on that this morning from, from Gardner. What are your thoughts? >>Yeah, no, absolutely, you're right experience this percent coming from cell phones and yes angie mentioned in the keynote by I think 2025 85% of business will be delivered through SAAS apps and that's very simple look at the world today the market dynamics of business changes. You mentioned the supply chain is you were talking you know all the line of business people of the business executives have to change fast. And the fastest way to do that is SAS because it has speed agility and you get the value faster problem being then it becomes very complex or I. T. Because you have workloads in multiple clouds on premise multiple apps and and what convo stands for and what everybody should look at is being able to enable all this innovation but at the same time removing the complexity for I. T. To protect this data to recover it and that's really where you know we're focusing our attention that is unavoidable. It's all about business and gT but it doesn't mean that you should compromise on data management. Yeah. >>Yeah I think you know we gotta we have to wrap here but I think the model, you know again it's about you coming from salesforce, we've contextualized our operational systems. You know, whether it's you know the sales cloud, the logistics, cloud, it's the lines of business actually have a good handle on this. And where I see the role of calm vault is that that notion of Federated governance, you've got to have centralized policy but you've got to programmatically and automate that out to the lines of business and I think that is kind of where the where the future is headed. Uh And I think that's really kind of controlled strategy. I'm hearing a lot on automation cloud like services and pushing that out. Um And so I see a new era in data coming and you guys talked a lot about this but but Isabelle will give you the last word. Put a put a bumper sticker on the on the panel for us. >>Well absolutely. I mean you said it's not left for no workload, sorry, it should be left behind and that's why you know you need a single architecture. I think businesses is changing fast and it's exciting. Uh And as long as you know you got a great I. T. Team with a great plan to have your back as a business leader. Every company should really embrace um all the change and innovation. So thank you day for for giving me the last world >>go. Thank you guys. I really appreciate you coming on the cube has been a fun day. We got more here that convulsed connections, keep it right there. We're gonna come back right after this short break my nose and I are going to wrap up and summarize the day. Yeah

>> Announcer: Live from Boston, Massachusetts, it's theCUBE. Covering Red Hat Summit 2019. Brought to you by Red Hat. >> Good to have you back here on theCube we are live in Boston at the Convention Center here. Along with Stu Miniman, I'm John Walls and on theCUBE we're continuing our coverage of Red Hat Summit 2019 in Boston, as I said. Joined now by Reza Shafii, who is the VP of Platform Services at Red Hat. Former CoreOS guy >> That's right. >> Stu actually has his CoreOS socks on, >> He told me. >> Today, yeah, so he came dressed for the occasion. >> Shh, can't see those on camera, John. I can't be wearing vendor here. >> Don't show it to the camera. >> Well I just say they're cool! They're cool. Glad to have you with us, Reza. And first off, your impression, you have a big announcement, right, with OpenShift. OpenShift 4 being launched officially on the keynote stage today. That's some big news, right? >> It's a big deal, it's a big deal. The way I think about it is that it's really a culmination of the efforts that we planned out when we sat down between the CoreOS leadership team and the Red Hat leadership team, when the acquisition was closed. And we planned this out, I remember a meeting we had in the white board room. We planned this out. In terms of bringing the best of OpenShift and CoreOS technology together. And it's really great to see it out there on the keynote, and actually all demoed and working. >> And working, right? Key part. >> Reza, dig in for us a little bit here, because it's one thing to say okay, we got a white board and we put things together. You know, when I looked at both companies, at first both, CoreOS before the acquisition and Red Hat, I mean open source, absolutely as its core. I remember talking to the CoreOS team, I'm like, you guys are gonna build a whole bunch of really cool tools, but what's the business there? Do you guys think you're gonna be the next Red Hat? Come on. Well, now you're part of Red Hat. So, give us a little bit of the insight as to what it took to get from there to the announcements, CoreOS infused in many of the pieces that we heard announced this week. >> Yeah, so the way I like to think about it is that Red Hat's OpenShift's roots, it started with making sure that they create a really nice comfortable surface area for the deaf teams. The deaf teams can go in and start pushing the applications and it just ensures that it's running those applications in the right way. The CoreOS roots came from the operations perspective and the system administrator. We always looked at the world from the system administrator. Yes, you're right, CoreOS had a number of technologies they were working on, etcd, Rocket, clair. I used to joke that there's a constellation of open source services that we're working on, but where is the one product? And, towards the end, right before the acquisition, the one product I think was pretty clear is Tectonic, the Kubernetes software. Now, if you look at Tectonic, the key value difference was automated operations. The core tenants of what Alex Polvi and Brandon Philips said into the mindset of the company was we're outnumbered, the number of machines out there is going to be way more than we can handle, therefore we need to automate all operations. They started that on the operating system itself, with CoreOS, the namesake of the company. And then they brought that to Kubernetes. What you see with OpenShift is, OpenShift 4, you see us bringing that to, not only the Kubernetes core, that's the foundation of OpenShift 4, so all capabilities of running Kubernetes are automated with 20 plus operators now. But you see that apply to all the other value capabilities that are on top of OpenShift as well, and we're bringing that to ISV. I was walking around and a number of ISV's have their operators as the number one thing they're advertising. So you're seeing automated operations really take hold and with OpenShift 4 being a foundation for that. >> You talk about operations or operators, you have Operator Hub that was launched earlier this year, what was the driving force behind that? And then ultimately what are you trying to get out of that in terms of advancement and going forward here? >> Right, I think it means it's worked. Going back a little bit of history on this, the operator pattern was coined at CoreOS as a way to do things on a Kubernetes cluster to automate operations. The right way. You have to expose it as a proper API, you have to use a controller, so on and so forth. Then as the team started doing that we realized well there's a lot of demand for this pattern, we started documenting it, describing it better and so on. But then we realized there's a good case for a framework to help people build these automations. Therefore we announced the operator framework at Cubeacon. I think it was a year and a half ago. What happened then was interesting, suddenly we started seeing hundreds plus operators being built on the operator framework. But, it was hard because you could see five Redis operators, 10 MySQL operators. It was hard for our customers to know where can I find the right set of operators that have the right functionality and how do they compare to each other? OperatorHub.IO is a registry that we launched together with AWS, Google and Microsoft to solve for that problem. Now that we have a way to create operators easily and capture that automated operations, we have sort of created a pattern and a framework around it, where do you go to find the right set of operators. >> It's an interesting point because if you look in the container space, especially Kubernetes, it's like, okay well what's standardized, what works across all of these environments? We always worry, I've probably got some pain from previous projects and foundations as to well what's certified and what's not and how do we do that? So, did I see there's a certification now for operators and how do you balance that we need it to work everywhere, we don't wanna have it's Red Hat's building an open ecosystem not something that's limited to only this? >> Yes. So OperatorHub.IO is a community initiative. And, every operator you find on there should work on any Kubernetes. So in fact as part of the vetting process we make sure that that's the case. And then on the certification we launched today, actually, and you can see a number of, we have already 20 plus operators that are certified. This is where we take it a step further and we work with the vendors to make sure that it works on OpenShift. It's following a number of guidelines that we have, in terms of using, for example, Rail as the basis. They work with us to run the updates through security checks and so on. And that's just to give our enterprise customers more levels of guarantees and validation, if they would like to. >> So what are they getting out of that, out of the certification system? What, I guess, stability and certainty and all those kinds of things that I'm looking for, standardization of some kind, is that what's driving that? >> It's simple, at the end of the day they got three things. They get automated updates that are pushed through the OpenShift update mechanism. So if you are using the Redis one, for example, and it's certified, you're gonna be able to update the Redis operator through the same cluster administration mechanism, then you would apply it to the entire cluster itself. You see updates from Redis come in, you can put it through the same approval work so on, so on. The second is they get support. So they get first line of support from Red Hat. They can call Red Hat, our customers and actually we work with them on that. And the third is that they actually get that security vulnerability scans that we put them through to make sure that they pass certain checks. And actually one last one, they also get Rail as the basis of the operator, so, yup. >> Reza, help bring us into the customer point of view. What does all this mean to them, what are the big challenges, how do they modernize their applications and get more applications moving along this path? >> Yeah, in this case the operator customer is mainly the infrastructure administrators. It's important to point that out. The developers will get some benefit on that in that it's self service, so the provision, but there's other ways to do that as well. You can go to a Helm chart, deploy that Helm chart, you get that level of self service automated provisioning. To go ahead and configure for example, a charted MongoDB database on a Kubernetes cluster, you have to create something like 20 different objects. And then to update that to change the charts, you have to go and modify all those 20 different objects. Let's just stay at that level alone. An operator makes that before different parameters on a yaml file that you change. The operator takes that and applies all these configurations for you. So, it's all about simplifying the life of the infrastructure administrators. I truly believe that operators, human operators, infrastructure administrators are one of the least appreciated personas right now that we have out there. They're not the most important ones, but there is a lot of pain points and challenges that they have we're not really thinking about too much. And I think OpenShift goes a long way and operators go a long way to actually start thinking about their pain point as well. >> So what do you think their reaction was this morning when they're looking, first off, the general announcement, right? And then some of the demonstrations and all those things that are occurring? Is there, do you have or are you talking to customers? Are you getting the sense of relief or of anticipation or expectation? I mean, how would you characterize that? >> Think they're falling into a couple of different buckets. There's the customers we've talked to, for awhile now, that know this stuff, so this is not super new to them, but they're very happy to see it. There's one big automaker that's a customer of us and the main human operator was telling me awhile ago that he does not want any service on the cluster unless it has an operator, this is a year and a half ago. And he kept pushing me well I want a Kafka one and I want an Elasticsearch one, and you know. And we, CoreOS, were too small to try to build that ourselves. Obviously that's not, we can't maintain a Kafka operator and a CoreOS one. Now, he's able to go to our operator APP, he's gonna be able to get a Kafka operator that's maintained by Kafka experts. He's gonna be able to get a Redis operator that's maintained by Redis experts. So that bucket of customers are super happy. And then there's another one that's just starting to understand the power of all this. And I think they're just starting to kick the tires and play around with this. Hopefully they will get to the same point as the first bucket of customers, and be asking for everything to be operator based all the time. >> Convert the tire kickers, you're gonna be okay, right? >> That's right. >> Thank you for the time. >> Thank you. >> We appreciate that and continued success at Red Hat, and, once again, good to see you. >> Thank you, always a pleasure. >> You bet. Live, here on theCUBE, you're watching Red Hat Summit 2019. (upbeat music)

>> Live from San Francisco, it's theCUBE, covering DockerCon 18. Brought to you by Docker and its ecosystem partners. >> Welcome back to theCUBE's continuing coverage of DockerCon 2018. I'm Lisa Martin with John Troyer. We are in San Francisco on a spectacularly sunny day. We're excited to welcome to theCUBE some guys from Red Hat. We've got Ben Breard, Senior Technical Products Manager, and Reza Shafii, VP of Platform Services. Guys, thanks so much for stopping by. >> Thanks for having us. >> Thank you. >> It's great. >> So, Reza, you come from the CoreOS acquisition, you've been with Red Hat for about five months, Ben, you've been there about eight years, but I did see online that it's Red Hat's 25th anniversary. You guys have been doing something right for 25 years. >> Open source, that's what we do. (laughs) >> Open source. So talk to us, what's going on at Red Hat, what's new, what's exciting? >> I mean, OpenShift is, I mean, that's the big thing, right? I mean, so, just, this is a humbling time to be in the industry, like with this container wave and to see the industry adoption that we've had with OpenShift and, like, how all the technology in Red Hat's portfolio is just pushing and driving that along, it's, I don't know. It's exciting to me. >> No, it's very exciting. For us I think that cultural compatibility between CoreOS and Red Hat has been just fabulous to see. And then seeing how Red Hat provides a platform to really extend that and enhance that is just great, yeah. >> Culture is key. We talk about culture a lot when, at every event we talk about digital transformation, right? And culture is key to that, so maybe, Reza, give us a little bit of perspective, it's been five months now. How has CoreOS been embraced by the Red Hat guys and how are you now living in harmony? >> Right, well, first of all, CoreOS had, we always believed in open source. We were behind many open source projects in the containerized infrastructure space. And in that space, especially there on Kubernetes, we worked very closely with Red Hat. So, we knew each other really well. So as the teams got together, it was very easy for us to really get together and brainstorm towards what are the possibilities. And that's what we've been working on and, you know, the shovel has been hitting the ground for a while now and we're working on a conversion platform that brings Tectonic's technology to OpenShift. That's been very exciting as well as bringing the container Linux technology together with Red Hat, so. >> Some of those announcements happened at Red Hat summit a few weeks back or a month or so back. Can you talk about have there been any other updates? And also like, okay, maybe go one level deeper, so Tectonic was CoreOS', Kubernetes', I don't know, I don't wanna call it, would you call it a distribution? But a lot of autonomic and automation technologies for the operator built into Tectonic which was part of CoreOS' core DNA, now being brought into, kind of, the Red Hat platforms. So maybe you can talk a little bit about some of the stats, some of the recent developments. >> Yeah, so where we're at, it's kind of a phased implementation of bringing those technologies in, right? And so our next quarterly release, right, is gonna start, that's where, you know, we start bringing in some of the components, right? And then the one after that, you know, it's more on the operator side and then, you know, end of the year is when it's fully converged and so that's the path we're on, yeah. >> In terms of Kubernetes in general, Red Hat made a really early bet on Kubernetes and a big shift, a big pivot for its OpenShift platform. Kind of really embracing, throwing out a lot of the internals and embracing Kubernetes. Here at DockerCon, Kubernetes was a big topic, Docker's doing a lot of integration with Kubernetes, I kind of think that maybe that is, one size doesn't fit all but certainly Kubernetes is becoming accepted a lot more places. Can you talk a little bit about, you know, the implications of that, this phenomenon? >> Yeah. >> Yeah, well I think it's, there's a recognition that Kubernetes is now the defacto standard for orchestration, right? I think even if you go back a year ago, that was probably not quite there but now I think that that sense is there, and I think you're right, like, Red Hat embraced that three or four years ago and so did CoreOS and we both had to do a big shift, right? CoreOs was using fleets before that and we made a shift to Kubernetes. That has paid dividends, I think, because now we're really focusing on many of the concerns above and beyond just operating Kubernetes itself. It's what do you do above the stack and how do you operate everything above the stack, and that's where all the operator framework and everything we've been working on comes in. >> Yeah, I mean, it's basically how you get value in a more applied technology and a more application centered way. And so it's just been great to see the whole industry really rally around those standards and API's and everything and, you know, all the cloud platforms, everything, and so it's, you know, it's where the ecosystem is. >> Let's talk about collaboration. When you're talking with customers, you know, we've talked a lot today and at other events too, our enterprises are spending a lot of money, a lot of their IT budgets, on just keeping the lights on on mission-critical applications that they have to have but there's very little budget for innovation. Which is key to an organization being competitive, being relevant and being a leader. What are some of the customer conversations that you guys are having and what are some of the common barriers to container adoption that you're helping, with open to public customers, to eliminate? >> Yeah. >> I can take a shot at it. So, essentially, now on Kubernetes running stateless work goal at Kubernetes, is something that most people can do, right? Once you get to stateful work mode, that starts getting tricky and what we're seeing is that people who have now adopted Kubernetes for a year plus, they're starting to think, how do I run my stateful work on the databases, backend storage, in a, you know, scalable fashion on top of Kubernetes. And that's where we're coming in ans trying to help people, help the community, deliver that, really. Through creation of operators, through creation of reusable business logic that can do that across any Kubernetes department. >> Yip, I was just gonna add on to that, it's, like, as far just keeping the lights on and freeing up resources, right? When you look at all of the path and the deployment models on the net and new stuff, right, we're able to take away a serious amount of, like, operational overhead and just everything to where people can scale and just move way faster, right, and so there's a certain amount of that value that carries over to the traditional stuff, right, and so, you know, I think the biggest thing on the customer side is just, like, a mindset and culture change and getting, getting people to, like, change the way they look at the problem, right? And so, you know, those things and just understanding security, those are the big topics. >> Nice. I was at some Red Hat summit and one of the things that really impressed me there was this promise that, you know, we've all been trying to promise the end customer a time to value that you can actually do things faster, that you actually can innovate, was actually starting to be real in the sense that all of the customer examples were in terms of weeks or months and not years. And the Apple's app and the Apple's multi-cloud and all those other, and, so, can you talk a little about maybe some customers that are doing that or some examples of that, of both time to value and then the fact that a very few number of people were controlling very large infrastructures and I think you were just touching on that in terms of the operators and just all the automation, the day two sort of things. It seems like, I kind of think we've turned a corner in terms of productivity and time to value and real-life, real production workloads. >> Yeah, absolutely, and when you look at, like, where we see adoption, be it the financial sector, or, I mean, it's all over the place, it's really encouraging. And so at summit we had, I don't know, I think, like, 300, or 200 customer talks, it was insane. Going through the use cases and everything. Some of the big ones we're seeing from Amadeus, Optum and it was great. >> I saw an IDC report, I think on the Red Hat website, that showed that customers that adopt OpenShift can see a massive ROI, I wanna say it was, like, over 500% ROI within a 5 year period. >> Well, I think, part of, there's multiple factors to that, right? Part of it comes out of, just the sheer power of containerized infrastructure. Instead of deploying applications on a per compute basis and having to map them to single compute nose, you have the orchestrator that plays that perfect Tetris game with all of your applications. The other part comes a bit out of simplified operations, right? And that's where I think we're just at the beginning of the road. There is plenty more work to do on simplifying operations of Kubernetes and that's what I'm most excited about on this. >> Nice. Let's talk about the future. We are, I don't know, at an inflection point of this container technology, it's becoming more mature, people are in production, multi-cloud is certainly an aspect of what's going on, but I'd love for you to kind of explore a little bit more about some of the tooling. Like, I don't know if you need to get down into the OCI and the runtime level but, you know, what do we see the tooling doing? So, Kubernetes is there, you know, that level is there, but, like, what about, you know, builder and other things like that, like, what other pieces of tooling and automation are being developed to help, again, help developer productivity? >> Yeah, that's a good one, so I'll take a shot. So, it's a couple of things, so Kubernetes itself is plugable on, like, every tier, right, so it's finding that balance of seeing defaults and guidance of what works but then being flexible to work in customer environments so we can lock into, whether we're in, kind of, build strategy pipelines and, you know, whatever works for the customer and their, frankly, different teams, right? Because they all have different levels of maturity and stuff, so that's one thing, is just providing that level of flexibility. And the other thing is, you know, you said multi-cloud, just the way OpenShift provides that, like, common platform across anything, right, it just abstracts away any of the, you know, differences and whatever. >> Yeah, and we're seeing multi-cloud more and more with our customer base. And having a consistent model to deal with every one of them, including your non-prep environment, is becoming a bigger deal. >> In terms of, so on prep, maybe, actually I think it'd be useful. We've been talking about Kubernetes and OpenShift a lot but maybe let's step up a level and say, okay, OpenShift, how do you decide, so OpenShift has Kubernetes in it, but it's much more, it's a services platform built up off of, you know, rail on the bottom all the way up to, kind of, operators now. Can you talk a little bit about what else, what is some of the special sauce of OpenShift? >> Yeah, so, kind of what I was saying earlier about just, like, kind of every layer. So, we start, you know, like you said, rail, right, so the supported bulletproof kernel right up to the runtime, to the, literally the enterprise cube distribution is OpenShift. And then what we bring to it is this, like, amazing developer experience, right? And, like, the secret sauce of where it's going is all of the beauty from the CoreOS side on top of that. So, we've had the developer story, right, so, really, prescriptive onboarding of applications is the power because an empty cluster is useless, right, so you've gotta have that easy path to onboard. And then when we marry that with the day two stuff and all of the, you know, the deployment, and say, operators, everything, I mean, that's the, those pieces coming together is what differentiates it. >> From just up in the air of, kind of, Kubernetes. >> Right. >> Gets you part of the way but there's certainly a lot more. >> Yeah, it doesn't have any of the developer experience, the web console, the admin console, none of that stuff exists, right? >> The way I look at it is that the value add comes from two perspectives, right? One is from the system administrators and the infrastructural owners. That certainly comes to day two operations and how much to simplify that. How do you get a consistent interface across different environments? And how do you do things like accountability? Converging everything on to the same cluster, which is really what Kubernetes does, also changes the focus from a cost perspective, for example. From different application owners to a single owner. How do you make sure that, like, that owner is able to say, well, these are the people that are using it. We have services on top of Kubernetes, in OpenShift, that provide you that capability, for example. Through metering and charge back. Sometimes people call it metering and shame back. (laughing) And then from the point of view of developers, you know, there is multiple opinionated ways of simplifying developers life, right? And any given large enterprise has many, many ways of doing that and we wanna just be ready to address all of them and by the way, we have our own opinions and we have built that on top of OpenShift as well. >> So, you guys work a lot with developers. We have about five or six thousand people that are here at this event. I'm curious, when you go to open source events, including your own, are you finding that same mix of developers, IT professionals, enterprise architects and execs? And if so, what is that conversation like at that higher level where there might be, you know, checkbooks and keys to the kingdom and a business saying, hey, we have to iterate quickly. What is, kind of, the mix of conversations that you guys find in these communities? >> Yeah, it's the difference between the strategy, right, versus, like, bits, right? So, the admin, developer, we wanna focus, we wanna get in the weeds, right, and then the higher levels it's all about strategy, direction and enablement and those types of, you know, higher level concepts, right? So, I mean, that's, I don't know, my perspective. >> Are you learning that your conversations and maybe education of developers helps them then go up the chain within their organizations to explain, this is why we need to do this? >> I think there's some of that, right? The other thing I left off the lift though, is the cultural piece, because traditional enterprises, there's something here that they want to glean and take home in the culture space, right? And so that's a, you know, that's the other big one. >> I find that the conversation varies widely, right? So, when you talk to the infrastructure administrators and developers, you gotta be able to talk very technical and explain to them exactly how all this is working. And they're interested in the feature and technology. But when you talk to the CIO's out there, and the CTO's out there, really they're in interested in the outcome. And when you talk about the outcome it's easy just to show just what everybody wants to get to a pure DevOps model, everybody wants to get to a microservices model. This is kind of like going to the gym and seeing the of really fit people and then saying, well, yeah, but how do I get there, right? And this is where I think a company like Red Hat can come in and say, well, we'll work with you to get you there, right? So that's, that's important. >> Well the other one is just the value of being there and talking to your peers in the industry too, right? I mean, yeah, it's us, we're facilitating, but it's peers too, right? >> But you're right, culture, we talked about that, John, a number of times today, how critical culture is to being able to move past inertia. You know, we mentioned when I kicked off the segment that Red Hat is just celebrating its 25th birthday, so I imagine, I know you've been there, Ben, for 8 years, that there's been a lot of change there and a lot of cultural, kind of, mindset shift. Obviously, Reza, coming on in the last 5 months. Give us a little bit of an insight into the Red Hat culture that's helping to drive the agility that you need to also give your customers. >> Yeah, this is something our CEO talks about all the time, right? He wrote a book on it, The Open Organization, and, you know, just, like, lays out clear values of transparency, doing things very visually. We go through these exercises all the time just for changing our slogans and brands and these types of things, and the way where everybody participates and everybody takes ownership in it, right, and is part of it. And so that's one thing, I mean, we've been going through crazy growth. When I joined it was 3,000 people, now it's, like, 12,000 or so. I don't know the exact number but, and so how we scale that culture has been, it's been interesting, but it's been really successful. I mean, it's a big part of it. Open was a really clear message from summit, you know, basically in the cloud, open has won, right? Open innovation, open source, open culture. That's what's driving all the things we see now, I'd say. >> Yes. >> Well guys, thanks so much, Ben and Reza for stopping by theCUBE and sharing with us what's new at Red Hat and what excites you guys and we look forward to having you back on. >> Thanks so much for having us. >> Thank you. >> We wanna thank you guys for watching theCUBE. Lisa Martin with John Troyer, from DockerCon 2018. Stick around, we'll be right back with our next guest. (upbeat music)

>> Hey, welcome back, everybody. Jeffrey here with the cue, we're having acute conversation that are probably out. The studio's a little bit of a break in the conference schedule, which means we're gonna have a little bit more intimate conversations outside of the context of a show we're really excited to have. Our next guest is running $1,000,000,000 company evaluation that been added for almost 10 years. Cloud first from the beginning, way ahead of the curve. And I think the curves probably kind of catching up to him in terms of really thinking about security in a cloud based way. It's J. Charger. He's the founder and CEO of Ze Scaler. J Welcome. Thank you, Jeff. So we've had a few of your associates on, but we've never had you on. So a great to have you on the Cube >> appreciate the opportunity. >> Absolutely. So you guys from the get go really took a cloud native approach security when everyone is building appliances and shipping appliances and a beautiful fronts and flashing lights and everyone's neighborhood appliances. You took a very different tact explain kind of your thinking when you founded the company. >> So all the companies I had done. I looked for a fuss to move her advantage. So if you are first mover, then you got significant advantage. A lot of others. So look at 2008 we were goingto Internet for a whole range of service is lots of information sitting there from weather to news and all the other stuff right now on Cloud Applications. Point of view sales force was doing very well. Net Suite was doing well, and I have been using sales force in that suite and all of my start up since the year 2001. Okay, when each of them was under 10,000,000 in sales. So my notion was simple. Will more and more information sit on the Internet? Answer was yes. If sales force the nets weed is so good, why won't other applications move? The cloud answer was yes. So if that's the case, why should security appliances sit in the data? Security should sit in the cloud as well. So with that simple notion, I said, if I start a new company, no legacy boxes to what he bought, you start a clean slate, clean architecture designed for the cloud. What we like to call. Born in the cloud for a cloud. That's what I did. What >> great foresight. I mean trying in 2008 if tha the enterprise Adoption of cloud I mean sales was really was the first application to drive that. I mean, I just think poor 80 p gets no credit for being really the earliest cloud that they weren't really a solution right there. That's the service provider. But sales force really kind of cracked the enterprise, not four. Trust with SAS application wasn't even turn back back then. So So, taking a cloud approach to security. Very different strategy than an appliance. And, you know, credit to you for thinking about you know, you could no longer build the wall in the moat anymore. Creon and Internet world. Yeah. >> So my no show, no simple. The old world off security Waas What you just mentioned castle and moat. I am safe in my castle. But when people wanted to go out to call it greener pastures, right, you needed to build a drawbridge. And that's the kind of drawbridge these appliances bills. And then if you really want to be outside for business and all other reasons you're not coming in right? So notion of Castle and Motors, No good. So we said, Let's give it up. So let's get away from the notion that I must secure my network on which users and applications are sitting. I really need to make sure the right user has access to write application or service, which may be on the Internet, which may be on a public cloud, which may be a sass application like Salesforce. Or it may be the data center. So we really thought very differently, Right? Network security will become irrelevant. Internet will become your corporate network, and we connect the right user to write application, Right? Very logical. It took us a while to evangelize and convince a bunch of customers, right. But as G and Nestle and Seaman's off, the Wolf jumped on it because they love the technology. We got fair amount of momentum, and then lots of other enterprises came along >> right, right. It's so interesting that nobody ever really talked about the Internet, has an application delivery platform back in the day, right? It was just it was Bbn. And then we had a few pictures. Thank you Netscape, but really to think of the Internet as a way to deliver application and an enterprise applications with great foresight that you had there. >> Yes. So I think we built >> on the foresight off sales force in that suite and other information sources on the great. I >> came from security side off it. I built a number of companies that build and sold appliances, right. But it was obvious that in the new world, security will become a service. So think of cloud computing. People get surprised about cloud computing being big. It's natural. It's a utility service. If I'm in the business on manufacturing veg, it's a B and C. Gray computing is not my business. If just like I plug into the wall socket, get electricity right, I should be able to turn on some device and terminal and access abdication, sitting somewhere right and managed by someone right and all. So we re needed good connectivity over the Internet to do that. As that has matured over the past 10 years, as devices have become more capable and mobile, it's a natural way to go to cloud computing, and for us to do cloud security was a very natural >> threat. Right. So then you use right place right time, right. So then you picked up on a couple These other tremendous trends that that that ah cloud centric application really take advantage of first is mobile. Next is you know, B Bring your own global right B y o d. And then this this funky little thing called Shadow I T. Which Amazon enabled by having a data center of the swipe of a credit card. Your application, your technology. This works great with all those various kind of access methodologies. Still consistently right >> now. And that is because the traditional security vendors so called network security vendors but protecting the network they assumed that you sat in an office on the Net for great. Only if you're outside. You came back to the network through vpn, right? We assume that Forget the network. Ah, user sitting in the office or at home or coffee shop airport has to get to some destination over some network. That's not What about securing the net for Let's have a policy and security. It says Whether you are on a PC auto mobile phone, you're simply connecting through our security check post. Do what you want to go. So mobile and clothes for the natural. Two things mobile became the user cloud became the destination, and Internet became the connector off the two. And we became the policy check post in the middle. >> So what? So what do you do in terms of your security application? Are you looking at, you know, Mac addresses? Are you looking at multi factor authentication? Cause I would assume if you're not guarding the network per se, you're really must be all about the identity and the rules that go along with that identity. >> It's a good question, so user needs to get to certain applications, and service is so you put them into buckets. First is external service is external means that a company doesn't need to management, and that is either open Internet, which could be Google Search could be Facebook lengthen and type of stuff. Or it could be SAS applications that Salesforce offers on Microsoft Office E 65. So in that case, we want to make sure that been uses. Go to those sites. Nothing bad should comment. That means the malware stuff and nothing good chili con you confidential information. So we are inspecting traffic going in and out. So we are about inspecting the traffic, the packets, the packets to make sure this is not malicious. Okay, Now, for authentication, we use third party serves like Microsoft A D or Octagon. They tell us who the user is into what the group is. And based on that sitting in the traffic path were that I who enforce the policy so that is for external applications. Okay, the second part of the secular service, what we called the school a private access is to make sure that you can get to your internal applications. Either in your data center, all this sitting in a public cloud, such chance as your eight of us there were less. Whatever mouth we're more worried about is the right person getting to the right application and the other checks are different. There you are connecting the right parties, Okay. Unless worried about >> security, and then does it work with the existing, um, turn of the of, you know, the internal corporate systems. Who identified you? Integrate, I assume, with all those existing types of systems. >> Yes. So we look at the destination you did. Existing system could be sitting on in your data center or in the cloud. It doesn't really matter. We look at your data center as a destination. OK, we look at stuff sitting in Azure as a destiny. >> And then and then this new little twist. So obviously Salesforce's been very successfully referenced them a few times, and I just like to point to the new 60 story tower. If anyone ever questions whether people think Cloud of Secures, go look downtown at the new school. But there's a big new entrance in play on kind of the Enterprise corporate SAS side. And that's office 3 65 It's not that noone you are still relatively new. I'm just curious to get your perspective. You've been at this for 10 years? Almost, um, the impact of that application specifically to this evolution to really pure SAS base model, getting more and more of the enterprise software stack. >> So number one application in any enterprise is email >> before you gotta think that's gonna be your next started. We gotta fix today after another e >> mail calendar ring sharing files and what it used to sit in your data center and you had to buy deploy manage Sutter was with in a Microsoft exchange. So Microsoft said, Forget about you managing it. I've will manage your exchange, uh, with a new name, all 50 65 in the clout so you don't what he bought it and are You come to me and I'll take care off it. I think it's a brilliant move by Microsoft, and customers are ready to give up. The headaches are maintaining the boxes, the software and sordid and everything. Right now, when the biggest application moves the cloud, every CEO pays attention to it. So as Office God embraced the corporate network start to break. Now, why would that happen if you aren't in 50 cities and on the globe, your exchanges? Sitting in Chicago Data Center every employee from every city came to Chicago. Did know Microsoft Office. This is sun setting something. Why should every employee go to Chicago? That's the networks on and then try to go to cloud right? So they're back. Haul over traditional corporate network using Mpls technology very expensive, and then they go to them. Then they go to the Internet to go to office. If the 65 slow slow. No one likes it. Microsatellite. >> Get too damn slow >> speed. OnlyTest Fetal light. You can only go so far. It's >> not fast. If you're going around the world and you're waiting for something, I >> have to go to New York City to my data center so I could come to a local site in San Francisco. It is hard, right? Right, And that's what our traditional networks have done. That's what traditional security boxes down what Z's killer says. Don't worry about having two or three gateways to the Internet. You have as many gay tricks as your employees because every employee simply points to the Z's. Killers near this data center were the security stack. We take care of security inspection and policy, and you get to where you need to get to the fastest way. So Office 3 65 is a great catalyst for the skin. Asked customers of struggling with user experience and the traffic getting clogged on the traditional network. We go in and say, if you did local Internet breakout, you go direct, but you couldn't go direct without us because you need some security check personally. So we are the checkpost sitting 100 data centers around the globe and uses a happy customer. We are happy. >> So I was gonna be my next point. Begs the question, How many access points do you guys have just answered? You have hundreds. So you worked with local Coehlo. You got a short You got a short hop from your device into the sea scaler system and then you you're into your network. >> You know, we are deployed and 100 data center. These are generally cola is coming from leading vendors. Maybe it connects maybe level three tire cities of gold and the goal is to shorten the distance. I'll tell you two interesting anecdotes. I talked to a C i o last year. I said, How many employees do you have? He said 10,000 said, How many Internet gateways do you have? I tell you, it's safe. I he's a 10,000. I said What? He said. Every employee has a laptop and laptop goes with it. Employee goes and indirectly goes the Internet. It's a gate for you, Right? Then he said, Sorry, I'm Miss Booke. Every employee is a smartphone, and many have tablets to have 25,000 gate. So if you start thinking that way, trying to take all the traffic back to some security appliance is sitting in a data center or 10 branch offices, right? Makes no sense. So that's where we come in. And I had an interesting discussion with a very large consumer company out of Europe. I went to see them to one of her early customers. I >> met the >> head of security. I said, I'm here to understand how well these killers working. Since our security is so good, you must be loving it. He smiled, and he said, I love you security, but I love something more than your security. I said, Huh? What is that? He said. Imagine if the world had four airport hubs to connect through and you are a world traveler. You'll be missing, he said. I have 160,000 employees in hundreds, 30 countries. I have four Internet gateways with security appliance sitting there and everyone has to go to one of those four before they get out, right, so they were miserable. Now they are blogging on the Internet than entrant has become very fast, she said. As a C so I love it because security leaders are blamed for slowing you down in the name of security. Now I have made uses happy abroad in better security. So it's all wonderful. >> Hey, sounds like you're a virtual networking company that Trojan horsed in as a security company >> way. So let's put it this way. I >> mean, the value problem. Like I'm just I'm teasing you. But it's really interesting, you know, kind of twisted tale, >> so don't know you actually making a very good point. So So this is what happening Every c. I is talking about digital transformation through I t transmission Right now. If you start drilling down, what does that mean? Applications are moving in the cloud. So that's the application transformation going on because applications are no longer in your data center, which was the central gravity. If applications the move to the cloud, the network that designed to bring everything to the data center becomes irrelevant. It's no good. So no companies are transforming the data center bit. Sorry, they're transforming the network not to transform network so you could directly go to the application. The only thing that's holding you back is security, so we essentially built a new type of security, so we're bringing security transformation, which is needed. Do transform your network and transfer your application. Right? So that's why people customers who buy us is typically the head off application, head of security and head of networking. All three come together because transformation doesn't happen in isolation. Traditional security boxes are bought, typically by the security team only because they said, put a box here, you need to inspect the traffic. We go in and say the old world off ideas change. Let me help you transform to the New World. Why we call it cloned enabled enterprise, right? And that's what we come >> pretty interesting, too, when you think of the impact that not only are you leveraging us and security layer in this cloud and getting in the way of the phone traffic in the laptop traffic, but to as people migrate to Maura and Maur of these enterprise SAS APS, you're leveraging their security infrastructure, which is usually significantly bigger than any particular individual company can ever afford. >> That that's correct. So a point there so sales force an enterprise doesn't need to worry about protecting Salesforce, they need to make sure they can have a shortest path and the right user is getting so. We help as a policy jackboots in the middle, and also we make sure employees on downloading confidential customer information and sending out in Gmail to somebody else. But when applications moved to Azure or eight of us, you as an enterprise have to what he bought securing it if you expose them. If there is all to the Internet, then somebody can discover you. Somebody can do denial of service attack. So how do you handle that? So that's where we come in. We kind of say even 1,000,000,000 applications are in azure. I will give you the shortest bat with all the technology that you need to secure your internal >> happy. It's interesting because there's been recent breaches reported at Amazon, where the Emma's the eight of US customer didn't secure their own instance. Inside of eight of us, it wasn't an eight of US problems configuration problem >> or it could be the policy problem or possible. Somebody, for example, came into your data center over vpn, and once they're on you network, they can have what we call the lateral boom and they can go around to see what's out there. And they could get to applications. So we overcome all those security >> issues. Okay, so you've been at this for a while. 3 65 is a game changer and kind of accelerating as you look forward, Um, what excites you? What scares you? You know, where do you see kind of security world evolving? Obviously, you know, here in the news all the time that the attacks now or, you know, oftentimes nation states and you know it's it's the security challenges grown significantly higher than just the crazy hacker working out of his mom's basement. A CZ You see the evolution? You know what, What, what's kind of scary and what's exciting. >> I think the scary part is inertia. People kind of say this high done security than the castle and moat. That's still still because they feel like I can put my arms that only I can see the drawbridge. And I got to see the airplane right over the missing on that. So so one someone gets into your castle, you're in trouble, right? So in the new approach we advocate, don't worry about castles, and moats. The desk applications are out there somewhere. Your users are out there somewhere, right? And they just need to reach the right application. So we are focuses connecting the right people. Now, more and more devices coming in. We all here. But I owe tease out. The I. O. T. At the end of the day is a copier printer of video camera or some machine controls >> or a nuclear power plant. >> They all need to talk to something, something right if they got hijacked. You thinkyou nuclear power plant is sending information about its health to place a. But it's going to Ukraine, right? That's a problem. How do you make sure that the coyote controls in a plant are talking right parties? So we actually sit in the middle, are connecting the party. So that's another area for us. For potential, right? Looking at opportunity. >> So another big one like mobile and in 3 65 wasn't enough. Now you have I a t. >> It's a natural hanging out with you. So today, every day we see tens of thousands of cameras and copiers calling the Internet, and customers have no idea know why are they calling. Generally, there's no malicious motive. The vendor wanted to know if the toner is down or not. Are things are working fine, but they have no security control. R. C So does a demo from the Internet. He logs onto the camera, are the printer and copier and actually gets can show that information can be obtained. So those are some of the things we must control and protect. And you do it not by doing network security but a policy base access from a right device to alright, destiny. >> So, are you seeing an increase in the in the, you know, kind of machine machine? A tremendous amount of >> traffic machine to machine. So is io to traffic, and there's a machine to machine traffic. So when you have a bunch of applications said in our data center and you a bunch of applications sitting an azure eight of us, they need to talk. So lot of that traffic goes through Z Skinner. Okay, so we're long enforcing it, then you're an application that needs to go and get, say, some market pricing information from Internet. So the machine a sitting in your data center or in azure is calling someone out. There are some server to get that information. So we come in in between as a checkpost too. Have right connectivity. >> You're saying I proper. Same value difference. Very simple, but elegant. J I'm hanging out of the more you see now, the touch to nowhere to be at the right time. We're having fun. It's a great story, and and I really appreciate you taking a few minutes out of your day to stop. But I >> have a great team that makes it happen. >> That's a big piece of it. Well, and good leadership as well. Obviously >> great leaders in the company. >> All right, Thank you. J Child Reza, founder and CEO of Ze Scaler. Check it out. Thanks again for stopping by the Cube. I'm Jeff. Rick. Thanks for watching. We'll catch you next time.