>> Live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Welcome back to Las Vegas. Lisa Martin with too many man, You're watching The Cube Life from Del Technology. World twenty nineteen were here with about fifteen thousand other people, about four thousand Del Technologies Partners. But how? And now for the first time, we're pleased to welcome the CEO of Virtus Dream. Rory Reid Worry. It's great to have you joining student me on the Cube today. >> It is Lisa. It's a pleasure and riel honor to be on the show today. >> So this morning's Kino we were talking before we went live starts with lots of energy news announcements, partnerships, collaboration, walking, you. You're in industry veteran, which will dig into, I'm sure during the segment. >> Thirty five years. >> Thirty five years. That's >> amazing. Thirty five years is how old tells going tto be tthe when the next week. >> Thirty five years. >> That's a magic number. Congratulations. Thank you Virtus Dream. Talk to us about the integration you lead those efforts. Massive acquisition. What's going on now? What's exciting? You >> Well, I think it's kind of amazing what happened in the integration. This is the largest Tak integration in the world. Sixty seven billion dollars. Shortly after Del goes private, they're going to acquire Delhi, M. C, I, E, M, C and V M, where the huge undertaking thousands of people work on it less than ten months from the time it was announced. October of fifteen. It goes live on September seven sixteen. That's amazing, and our customers reacted and are partners in a just a kn amazing way. It's almost like it didn't happen. You know, I'm biased. I think it went really well. But look at the numbers. Look at the reaction in the marketplace. The growth, the synergy, the revenue, the kinds of impact. And then you see today at Del Adele Technology World. Michael does a keynote. He talked about the impact. Karen comes up and talks about giving back and the work that we're doing around Pathetic and printing three D and artificial intelligence based your limbs. I If you're not fired up about that, you can't get energized. And then you top that off with just a GN amazing discussion about the partnership between VM wear and Del Technologies on the Del Cloud And then the work that we're doing with Microsoft and Satya comes on stage with Michael and >> Pie. I >> mean, this is a power pack woman, and we put this company just three years ago together and look at the kind of impact its house in the industry. Amazing, just amazing. >> So worry. Yeah, I think Jeff Clarke said it well this morning. He said, If you're into technology and can't get excited by what's going on, you know, May maybe you're you know, it's kind of you know, my words. Maybe you're not in the right space. You've got a few of the interesting pieces of the Del Technologies family they talk about. You know, the massive acquisition of DMC with V M. Where Purchase dream Not such a small acquisition itself. Over a billion dollars, one point two billion dollars to billion dollars. And, you know, I remember back Bhumi wasn't out that long ago either, for you know, it was less than a billion dollars, but it was a >> ***. *** is an amazing set of technology. I know you're going tohave Chris McNab on later today. Chris and I have worked on what he called the gloomy acceleration plan the last two years. Way with that team have put in a strategy around taking advantage of just an amazing set of technology. Boo Mi's cloud integration software, I believe, is the absolute best on the planet and the work that we've done. We've doubled that business in the last eighteen months. We've added probably a billion dollars of market valuation they've reached. They add thousands of customers every quarter to that portfolio, the reach and touch and how that's going to drive the way data and applications talk in the cloud era. It's just at the beginning of the impact there. And then you look at a company like Virtus Dream. It's the leader in mission Critical application Work loads on the cloud. This is a company born on the cloud. It's based on the cloud nine years ago. It's the one hand to shake. Customers choose us with their most important applications and data because they need to know that it's gonna work and that we have the experience to Planet Tau migrated, optimize it and bring it to the cloud to cloud of fire and that were the single hand to shake. What's different about us is we have an eye *** way had the infrastructure as a service. We have a software stack with extreme software. Take time. I get fired up about Bloomie's technology Virtus Stream Extreme software. Amazing. And then on top of that, you layer on a white glove said of application and professional services. Very cool. But what was the coolest? Where some of the announcements today and how we're playing with its all of'Em went bare VM were based on, uh, Virtus Dream. And when they announced the partnership with Azure and the idea of V M wear work, clothes on Azure that's actually running will be running and running on. And we've been working with Microsoft and IBM where a virtuous string and it's and then and then you know >> when you say it's running on Virtue Stream, Is it your data centers? Is it part of the soft? Oh no, The >> data, the data centers air all Adger. It's using our software and our technology team have built that said, a technology that we've been in partnership for months with Microsoft and IBM, where to create this offering as one of the Cloud Service partners foundational. It's pretty foundation and you know it. But at the end of a think about del technology is one in the ingredient brand. Sure, that's foundational. This is a company built for the next ten years. Del Technologies. And the impact it's gonna have in the industry is just beginning. Where is it going to go? You saw it this morning in the Kino. Michael has some big, big ideas, >> so worry. A lot of times we look at things in the industry and people is like, Oh, it's binary. It's public cloud or Private Cloud. I've worked with a lot of service providers, and when you look at the world multi cloud, it's really more of an end in putting. That is together. Many of the service providers that air You know where I am seeing her del partners before you know, three or four years ago Oh my gosh, A ws and Microsoft. Well, okay. A partner a little like us off, But Amazons, the enemy. And today it's well, I have our stuff and I'm partnering and I probably have connections between them. Help us. Paint is toe where virtue stream fits into this. You know this spectrum today? >> Your stew. You're on the right point about multi cloud. We just did a press release today at a virtuous stream where we partnered with Forrester. We do, ah, whole industry study on the cloud and the future of the cloud multi cloud ninety seven percent of customers. We spoke to that force or spoke to have a multi cloud strategy for their mission. Critical applications at eighty nine percent of them plan to increase their spend on multi cloud mission critical activities. How we play in that space is that we're the trusted player we've done over eighteen hundred ASAP migration. Where an epic health care leader go talk to Novaya. They asked them how it's gone on Virtus Dreams Cloud amazing set of mission critical capability. But what we're taking is there's this infrastructure is a service in the software stack on the services that software stack is extreme. What we want to do is enable that software stack to manage data and applications in a private environment, a public environment on Prem, and it's all based on the M where so it ties directly into Jeff and Pat's announcement This morning, where they talked about Veum, where being a platform and how they're going to create the Del Cloud on that platform. Virtus Dream is one of the destinations for mission critical workload, but because it's based on VM, where technology it seamlessly begins to integrate across that and allows us to manage data and applications linking our extreme software with the BM, where capabilities that allowed that data and the AP eyes to exchange data and flow freely in a multi cloud world, ninety seven percent of the customers and the forest to research we just released are going to go multi cloud for mission critical, not just based. This's for their most critical applications data >> so future your energy is outstanding in your enthusiasm for this. What are some of the early reactions that customers air having to some of this exciting, groundbreaking news that's coming out today? What do your expectations? >> Well, you know, I spent time with customers, uh, every week and we talk about it, but I've actually talked to customers this day today about it. They found the energy, the passion that the technology that was introduced this morning was sort of game changing because to Stu's point, they are going in a multi cloud era and they know it's going to be multi cloud. And there's going to be on Prem public private. It's gonna link altogether. They need the technology trusted advisors that can work with them, not with a single answer. That only fits one way. Adele Technologies. You want to run on Prem? We have those capabilities you want to run on public count. We have those technologies you want to run in a hybrid kind of solution or a private cloud. We're going to create the ability with these announcements today, tow link it together and create the ability to do it seamlessly, efficiently, productively, cost effectively that allows Our customers too dramatically transformed their business to take them on that digital transformation to disrupt their industries and win. Because when our customers win, we win. That's what we do. Adelle Technologies, we and able our customers to win, and it's all about the customers every single day. You talked about the integration when Michael said every day when we were doing the integration, he said on every decision. When we were building the company, we basically built a new company level by level, he said. The guiding principle that every decision is customer in How does this matter of the customer? How does it make a difference for the customer? And I think we live that everyday. There's fifty fifteen thousand of our closest friends here in Las Vegas there, pretty excited to be here. And why did they take that time? Because we're one of their trusted partners on their digital transformation journey. That's not a bad place to be. If you can't get excited about that, >> Yeah, I'm Rory in the wrong industry. It was amazing to me how fast that immigration work happened. We talked to Howard Elias a bunch along the journey. I'm glad we finally get to you, get you on the record for >> Howard's in the Be's and Guy. What an awesome partner. >> And so you know, one of them's dried. It's ten months is you know, if this thing had taken twenty four months, so much of the industry would have changed by the time from when you went into when you went out. So I guess How do you how do you look at kind of those massive waves versus you know where you need to be with products today in the market and where customers are because you know the danger. You say I want to listen to the customers. Well, you get the old saying if you ask customers they wanted, you know Ah, faster buggy. You know how right you are so right, You make sure you're, you know, hitting that next wave and keeping up with it. I look at you know, all the pieces you have of the puzzle that is the family and in different places along the spectrum. >> Well, I think there's, you know, there's value in the diversity of thought, right, and we talk about on Workforce. But it's a business. The idea that Del technologies is this group of businesses and all these experiences coming together and the interactions with customers from the smallest mom and pop shops farms toe all the way to the most Jake Ganic industry. Transformational companies. You were exposed to a lot of things, and with the kind of forty, one hundred and forty thousand professionals working together and with Michael's vision and the El Tee's vision, there's an ability to see that future, and he is always looking at the future. It's interesting. I worked for a lot of interesting people, but you know, Michael's ability to Teo understand data and of you, he said. It's about having a big year, right? Your ears be twice the size of your mouth. I mean, you gotta listen. And I seriously think he must have a tree of Keebler elves creating data and information. I've never seen so much someone with more data and information. And he he listens. He values the input. He's quick to make a decision, but the team rot rallies around that idea. How can we find that future? And if we make a mistake, let's fix it fast. Let's learn really quick. Make that decision, learn quickly, adjust and capture the opportunity. And it's all about speed and what matters to the customer. I've seen it firsthand. I've been here four years. I spent twenty three years at IBM. I spent five years in Lenovo as their CEO and president. I was CEO and president of Advanced Micro Devices. It's amazing environment where you create a place where technological leaders come every day to solve the most difficult solutions with the founder of the company. That's one of the industry icons, and it's just an amazing privilege and honor to be part of it. And I think you feel that from every person you talk to, that's part of Del Technologies. I am being part of that. Integration was one of the most proudest experiences of my life, and you know what we did way never ran it as an integration office. We kept the decisions with the line with the business, and we had a rapid pays to get through it and decided, and we learned quickly and we adjusted as we went. It wasn't perfect, but it wass pretty close. It's pretty close and I'm bias. I got it. I buy just But it was good. It was good. It was really a great thing. And Howard, amazing guy. But it was because people believed in the vision and they all work together. And when people work together, you can grow, do amazing and great thing. >> You're right. It's all about the people >> it is >> or it's been such a pleasure. Having you on the cute this afternoon was to me. I wish we had more time because I know we can keep talking about it. You're gonna have to come back >> anytime. You like me. It was a pleasure. And thank you so much for taking time to speak to me when you talk to boo me this afternoon, make sure you get into that technology's world. Vast cloud integration platform >> you got. All right, guys. Thank you. Thank you. First to Minuteman. I'm Lisa Martin. You're watching the Cube live from Day one of our double sat coverage of Del technology World twenty nineteen. Thanks for watching.

>> Live from Las Vegas! It's theCUBE covering Dell Technologies World 2019 brought to you by Dell Technologies and it's ecosystem partners. >> Hey, welcome back to Las Vegas. Lisa Martin with John Furrier on theCUBE live from Dell Technologies World 2019. This is day one of theCUBE's coverage for three days, two sets, lots going on. I'm pretty sure I can guarantee you a very energetic conversation that John and I are going to have with Dell Boomi CTO Michael Martin. Michael, great to have you on theCUBE. >> It's great to be here. Nice to meet both of you. >> So Michael Dell, the other Michael, talked about (laughs), you probably get that a lot the other Michael, >> No, not really. (laughs) >> Talked about Boomi's a leader in cloud integration this morning during the keynote. Stu Miniman and I had the chance to talk to your CEO Chris McNabb, who came with tons of energy. We want to talk to you about Blockchain. >> Blockchain? >> What, yes! Am I surprising you? >> Yes. >> What are your perspectives on it? Does it live up to the hype? >> Wow, that's a really good question. So, you know it's really funny because I talk to people about Blockchain all the time to be honest with you. And I would say that for as many people that are as excited about the technology and the possibilities, there are equal number of people that are the naysayers. Right, the doubters. And a lot of times the people in those roles are technology people, right? They'll say, well just use a database for that. Right, what, you know, what difference does it make? But they're missing the point. The point is this, what's really happening in the industry is collaboration. Blockchain, it is a technology, but the point is, it's creating relationships in business that have never been created before. So if you go and look at these consortium and work groups that are spinning up, you see a construction consortium, an energy consortium, health care consortium, transportation consortium, supply chain consortium, and you look at the people that belong to those, it is amazing the collaboration between these companies because of Blockchain as a concept. So really it is the, it's transforming the industry. So my advice is either get on board or you're going to be left behind. >> All right, so first of all, we're both pro Blockchain everyone knows, theCUBE knows, I love Blockchain. I love the idea of token economics. The ICO's initial coin offerings has really poisoned the market, I think, in the general market. Because people see Bitcoin, Ethereum, all kinds of currency, it's a lot of fraud outside the United States, and the government's cracked down on it, we know that story. But the fundamental technology is, changes the relationship between people and data, and their interactions. And so I think, I agree with you 100%, but also it's a cultural shift, too. You're thinking about new ways to do something. And I always say, I'd love to get your reaction to this Michael, because I always say to people, hey when the internet started the web, it was dial-up, it was the slowest piece of you know what you could ever see. But it was the first time we saw web pages, we could self-serve ourselves with information. So I think people tend to compare what I could do alternatively with a database to the early stages of where Blockchain, you had some latency issues or you're doing them real time, no problem, don't do Blockchain. But if you look at the benefits of what it could provide from supply chain to community, they're there. And it's disrupting the business model behind it. >> It is. >> And I think that is a part of the clue train that people can jump on and understand that if they just take the leap of faith, kind of like the web. There were people who poopooed the world wide web. It's a toy for people, aww it's nothing. >> Yeah. >> The graphics are horrible. Speeds are slow. No one really uses it. (laughs) >> You could say the same thing about cloud, and IOT, right? Think about 3 years ago, everybody's IOT drug, right? Everybody's happy, IOT IOT, right? But now? I'll make a provocative statement that I now say that I'm comfortable in saying is, if it's a business, you are not incorporating device data, either as a producer or a consumer, you're already behind. You're already behind, and so, I will probably say the same thing about Blockchain in 24 to 36 months. If you are not working on a strategy to have your business be more competitive by incorporating Blockchain, you're going to be behind. >> Talk about where people can get on the clue train here, because it's a good point. There's always the early adopters, the people who take the arrows in the back, so to speak. The entrepreneurs, and we've seen some cases of that. But it's maturing fast. Where are the entry points for say, a technologist, a business person, is there a pattern that you see that might be a good way for someone to jump in. How do they jump in? I mean it's certainly you can join a community, and get involved, but I mean, in terms of holistically thinking about impact to their business, to their customers, where should they be staring at for Blockchain? >> I always have two answers. One is, my business hat, and one is my technical hat. One is, join a consortium. Join a work group. Learn what others are doing. And look at your competition, right? There's a vast amount of data out there. So, just go ahead and search on your competition. It's very easy. And I guarantee that if there's anything that's motivating, it's what your competition's doing. But the second answer is this, get your hands dirty. Learn the technology, right? Don't be a PowerPoint strategy. Learn the technology. For sure. So understand what's there. Understand the strengths and weaknesses of Ethereum. Understand the strengths and weaknesses of Hyperledger Fabric. Start learning the technology. Really get your hands on it. Because that's what we had to do in Boomi, is. We've been also been looking at it for roughly two years. And it was last year that we came out with our support, because of working with our customers and partners, that we too had to work on a strategy of where is Boomi positioned, and how does it bring value to the market for our customers for Blockchain? For us, we had to just start doing it. So now in the past year, we're doing it, and we too, belong to different alliances, and participate and can't go without saying that with Dell technologies very much invested in Blockchain across the business, especially VMWare, we reap the benefits at a much broader scale. So we're just been in a great position of learning and understanding where Boomi fits. >> Why is it, if you look at your existing customers I mentioned before we spoke with Chris McNabb about an hour or two ago, I think I saw on Boomi.com there's over 8200 customers that you guys have, Rory Read energetically talked about how much growth you guys have achieved, the numbers of customers, sheer number of huge that you're adding monthly, quarterly. When you talk to your existing integration customers, what are those conversations, kind of along the lines of John's question, where you're talking to these customers about why integration is so important as it relates to Blockchain? >> Well, first of all, most importantly is customers need an integration strategy. They just need a strategy on integration. So let's push Blockchain aside, right? Like Michael Dell and everybody else says, "Every business needs to integrate." And let's fact it, the majority by far of customers that need an integration strategy are integrating data between legacy on-premise solutions in cloud, right? Once they get established of understanding the processes and the procedures in bringing in a solution like Boomi, it's a natural extension that boom, you already have Blockchain support, you're just extending your integration strategy to now basically on board. >> What kind of Blockchain features do you have in the product and the road map? What's it looking like? Where's the use case for you guys? >> So, I'll tell you what we're seeing. First of all, our support is Ethereum and Hyperledger Fabric, it's also fully compatible with VMWare announced their beta in Blockchain at the end of last year, so we're fully compatible with the VMWare Blockchain, with is Ethereum-based. And for us, most of the conversations that we have, now of course, we all know that there is every industry is dabbling or really trying to be a front runner. But the clear front runner for us is Trusted Lineage. Track and trace, it's really tracking supply chain. That is by far the most predominate scenario that we see. Our partners and customers we work with seem to be the most interested in. >> It's interesting, digital is all supply chain. >> Yes. >> It's connected. >> Yep. >> And then, connecting the analog is interesting too. Some, a lot of examples we see a lot is shipping goods, a physical activity. >> Right. >> Where there's a digital component in it, that the ledger plays beautifully for. So, it's the confluence of physical world meets digital where now you have human relationships to a digital connected network. >> That's right. >> And if everything's connected, everything can be a supply chain at some point if you're looking at data. >> Right. >> Your thoughts on that? >> It's interesting you bring this up, because we've been talking like it's a business-automated process. You run something, it integrates, it pulls data, it transforms data, but interestingly enough, the other thing that people tend to think about is, they tend to think of Blockchain in a silo, right? I'm just installing Blockchain and here it's over humming in the corner, waiting to do something, right? But that's not going to be the case. Interestingly enough, people also think that's just integrating applications back and forth, but when you pull up a phone, and maybe do a financial transaction, you're really communicating with a smart contract in the back end. You are actually a person communicating or integrating with a smart contract. This is the beauty that people now, if they just to start thinking about it, and they learn it, is, oh, okay. Again, Boomi will help you integrate data back and forth between smart contracts. But it also presents you the user interface for a smart contract. >> And it removes the middle, intermediaries or middlemen and so that means in software is that you're going to go direct software-to-software with these smart contracts. So that's one. But also just in the real world, if you and I are online, and we want to do something, we could have a digital smart contract, no lawyers are involved, we can just agree and then it's immutable. >> That's right. >> So that's another benefit. Again, these efficiencies come from things being taken away. >> That's right. >> This seems to be a big part of the Blockchain. >> It is. As a matter of fact, geolocation's another example. Whether it be freight, or ships, or trains, we're already seeing cases where based on geolocation, it's denoting where the goods are, based on geolocation. A human's not even involved at all. It's all automated based on proximity. Right? It's all like this ecosystem is becoming just alive in itself and just starting to be self-building. >> What do you hearing of the integration of Blockchain into Boomi's product road map? What are you hearing from your customers, and your partners? >> For us, I will tell you that given that we've been working on this, there's no question that the validation and quality of what we have is because of our customers and partners. But, hands down, everybody's still on the journey. Everybody's trying to figure out. >> Early innings? >> Very much so. The other thing I need to point out, just to make sure the viewers know this, is Boomi itself is not a Blockchain, right? It's not a mechanism by which you install a Blockchain node, right? It is the ability to interact with a Blockchain that's pre-existing. That's very important because sometimes people look at us like, "Oh is Boomi helping me deploy a Blockchain?" It's like, no. We're helping you integrate your business with a pre-existing Blockchain, and there's a big difference there. >> And that's the partnership consortiums that you guys are a part of, that's the important part of you have mentioning to any consortiums. Not so much, you need to stand up your own, Blockchain, Hyperledger, for instance, patchy license, no problem. >> Right. >> So that's kind of where that integration point is. Okay, what's about speed and performance? Speeds and feeds because again, I've known about the latency issues around how tokens are being written to the Blockchain. It's not super fast, it's some innovations happening, so that's also I would say limiting the scope of the early market adopters. But if you're doing just a trivial transaction, where latency's not involved, it's a great use case. Where do you see the performance of Blockchain? How is that coming along, and what's your view on that? What do you see timetable-wise, and just if you throw a dart at the board, you know? >> Everybody want to aspire to be, to overcome the highest volume transactions today, which we know as probably credit card companies, right? Like that's the benchmark. And I will tell you that there is a ton of research going into performance. For example, today Boomi and VMWare work with the University of San Diego's Supercomputing lab. It's commonly known as, the short name is Block Lab. So, we actually are working together. >> I saw that, there was a recent announcement? >> It got announced not too recent, but I think it could have been at the end of last year was the first press that we did. Coming up now in May or June, we will, there will be another press release of what's going on. So, from a performance standpoint, again we are many universities, as you could imagine, it's a great university project for just that reason. And so we're involved in that together with VMWare. >> So with the developer involvement now, Ethereum attracted a lot of developers. >> Yep. >> And then there was some ease of use issues, performance, natural, then other languages, other Blockchain approaches came out. Where are the developers gravitating towards now, do you see? Because Solidity is a unique language for Ethereum but it's not as easy as Java script, for instance. >> Right. >> You got a Java script guy out there who can sling Hyperledger, possibly, so I'm starting to see tool chains, and how developers' orientations or preferences come into play. >> You do. I mean, whoever heard of Solidity, right, before Ethereum came on the scene, right? That's a whole different programming language. But the two front runners by far is Ethereum and Hyperledger Fabric. Hyperledger Fabric, I mean, having support for Java toolkit, so that's going to cater to a much broader audience. So you've seen the evolution of both of these catering to more mainstream languages like Go and Java. It's going to happen. Yeah, it's going to happen. >> Predictions? >> Predictions? >> Yeah, when are we going to see Blockchain hit the mainstream? What's the tipping point? It may be a better question, tipping point, what's the catalyst? Tipping points? What's your, just your mental model? How do you think about looking at the signals from the marketplace to see a tipping point? For mainstream, at least awareness? >> Based on what we're seeing in the industry today, I believe that enterprise businesses will have to be integrating with Blockchains in 12 to 24 months. 24 months is probably the max, but 12 to 24 months, I don't think you're going to have a Fortune 100 company that's not integrating with a Blockchain, for one reason or another. Whether it be, currency or Trusted Lineage. But 24 months. >> Wow! Michael, Boomi, Blockchain, I feel like I need to say bazinga! I need another B-word. >> Boom. >> I promised you boom, Boomi, Blockchain. I promised you an energetic interview and I think these guys just gave it to you. Thank you so much, Michael, for joining John and me on the program. Excited to see what comes up and hopefully see it at Dell Boomi World. >> Yes, thank you very much for having me, it's great. >> Oh, our pleasure. For John Furrier, I'm Lisa Martin and you're watching theCUBE Live from Dell Technologies World 2019 in Las Vegas. Thanks for watching! (electronic music)

>> Narrator: Live from Las Vegas, it's the Cube, covering Dell EMC World 2017. Brought to you by Dell EMC. >> Okay, welcome back, everyone. We are here live, this is the Cube coverage of Dell EMC World 2017. I got to get used to that, I'm used to saying EMC World, but this is Dell EMC World, the first year officially as the Dell EMC World, a continuation of our eight years of live coverage, proud coverage with the cube and I'm joined with Paul Gillan, my co-host this week for three wall-to-wall coverage days and our next guest has been on every year that Cube has been in existence, Howard Elias is the president of Dell Services and IT, a good friend of the Cube and senior executive at Dell Technologies and Dell EMC. Howard, great to see you. >> Hey, great to be back. >> You've seen every corner of EMC over the years, you have so much experience and you've been really the captain in holding the wheel on the transaction at close eight months ago, in September of the Dell Technologies, now Dell EMC company, really smooth considering what could've gone wrong, you kind of stayed away from all the icebergs, but yet it feels good. I haven't heard any real horror stories at all, I heard all positive things, the story is great, I just tweeted pretty much my take on the story. Win, consolidate to pre-existing traditional IT, and then have a growth strategy around cloud-native, convert infrastructure, good story. Okay, how is it going? >> You know what, and thank you for that. First of all, great to be with both of you and it's just going great. And I do want to make sure I co-captain the integration together with my great friend and colleague, Rory Read. But really we had the great benefit of Joe and Michael kind of setting the stage. We've talked before on the Cube about the industrial logic of the deal, but frankly, the team has come together in a phenomenal way. We are aligned, we are operating as one company. You've heard Michael and David both talk about better together today, we'll hear more about that from Jeff and Pat and others over the next couple of days. And look, for all of the things that could've gone wrong in a very large combination like this, they went right instead. And the best proof of that is our customers. Our customers are buying more from us, the conversations are richer, they are more strategic, they are more in-depth and they're rooting for us and we're rooting for them. >> Dave and I would sometimes be critical of the EMC, but you guys never really had a bad strategy, you never really stayed out, you never went outside your swim lane with respect to services and what you do. Pure storage, get the arrays, get the software to find a data-center in there, but now with the acquisition, I got to ask, the question is, the portfolio of deliverables that you guys now have and Michael kind of strutting on stage, kind of proud of his new families, he says, the brotherhood or however he puts it, you've got a lot more at your disposal, more in your bag if you will, for services. Especially VMware and NSX doing extremely well. We're going to have Pat as guest here tomorrow. Not a lot of pressure yet to have that cloud story completely baked, multi-cloud is a nice placeholder, but you have a lot more. Talk about where that new growth is coming from in the services. >> Well, specifically on cloud I would say, by the way, and we talk about this a lot, cloud is not a place of computing, it's a style of computing, it's the new way all computing is done and I would say we're a great leader in providing all of that capability in a hybrid fashion, a multi-cloud world. Look, much more on that later, but you said it, we've always believed that where we've been, technology and IT is a means to an end and we're now all about helping our customers with the broadest portfolio in the industry, across those four main transformations, digital, IT, workplace, and security. It's really the story about helping a customer become more digital, become more agile, become more flexible and really in addition to those systems of record that they've been working on for a number of years and we've been helping them, it's really those systems of engagements and the systems of insight that really give that end-to-end view in this new world. >> Howard, I want to ask you, I want to go back to the acquisition briefly because I'm a Massachusets guy as are you-- >> Yes. >> You went through, you were digital during the Compaq acquisition, Compaq or the HP acquisition, both deals that I think we could say generously did not go very well. >> Howard: Yeah. >> What did you learn from that experience that you brought to this integration? >> I'll tell you, and this is really one of the things about what went right. A lot of it is based on experience, you know, what you learn to do right is learning what not to do wrong the next time, and I was engaged in some of those, certainly didn't lead those, but I was engaged with them. But look, we had a lot of things going for us. Joe and Michael completely aligned, business colleagues, respectful friendship over a number of years. Dell and EMC had a strong partnership for a better round of a decade, so we already learned how to work well together. And in the cultures, we understood the way each-other worked. The industrial logic of the deal, the complementary technology portfolio, complementary market and customer segments, the ability to now have scale in a world where scale matters, where customers are looking to drive out cost, efficiency and agility. And look, what Rory and I did is we applied all of those lessons learned. We picked our best people, pulled them out and put them full time on the job. We had rigorous cadence, regular face-to-face meetings with Michael and Joe all the way throughout, kept everybody informed and it's just come together extremely well. >> All right, how about the services you were doing, first talk about the hard news you're announcing at the show and then specifically talk about the digital transformation. Not to put a damper on your messaging, but we're kind of bored with digital transforming, we want to get some meat on the bone. And I like the quote on stage, digital transformation is about IT transformation, I think that's where your bullseye is. So, hard news and then where's the meat on the bone with respect to the IT transformation that's part of that digital transfer? >> Well, first of all, hopefully you won't get too tired 'cause digital transformation is the mantra for a long time to come. We're in the early days, and by the way, to us, digital transformation is really business transformation. It's becoming more software-defined, it's becoming closer to your customers, it's understanding your customers' needs many times before they even know they need it and that's that whole real-time insight analytic AI, machine-learning, all of that is going to be happening. So, we're on that mission big time. And in terms of services, we've described a three-phase journey that will take a couple of years. Phase one, we talked about collaboration where the teams were coming together, learning each other, systems, processes, tools being different, so collaborate, operate as one in front of the customer. We're in phase two right now, integration. We're starting to bring, we have already brought the teams together, but for example, at this show we're announcing bringing all of our services under the marketing umbrella of pro-support and pro-deploy. There are still different systems and tools and entitlement, but we're going to start to bring together that integration where ultimately, systems processing tools come together and that gets to the third phase of unification. And so it's a journey. But throughout that journey we are protecting the value we deliver our customers. Those customers that are used to the service that they get today, the way it's delivered, the people that are delivering it, we are not changing that as we bring our customers along the journey. >> You mentioned a number of times, analytics and the importance of understanding the customer better. Dell EMC does not really have a play in that area, there is no software component that addresses that market, is that a market that you think you would like to address directly or would you do that through partners? >> We actually do that today both directly and through partners, really Pivotal being a key part of the overall Dell Technologies portfolio, we actually have a big data, digital transformation practice as part of our consulting. If you think about our consulting organization where we help in IT transformation, digital transformation, workforce transformation, we work with our customers and partners on security as well. Pivotal is the key part, but we also work with many others and in fact, one of the offerings we're announcing here at the show today is an IOT assessment service. So, something to really work again from base infrastructure because you think about edge, to core, to cloud, how to make sure you aggregate the data, do the real-time analytics as opposed to the edge, and then trend data more and the core and long-time archival in the cloud. >> At that point, I want to ask you about the cloud strategy because everyone in the press, what's your cloud strategy, what's your cloud... I think you guys have a good play. I think the cloud strategy, multi-cloud is legit and hybrid cloud is real, a 100% real. Multi-cloud is still not ready for prime time for a lot of other reasons, but you guys are doing something in the cloud, with disaster recovery and some storage stuff. Take us through the sequence, because you said, it's early innings, I would agree. What are the sequence or the order of operations in terms of the kinds of services that go to the cloud first? >> Well, in terms of what application are services? >> You guys are working with customer zone, what are the customers doing with respect to, what are they going to the cloud for, first with respect to Dell, Dell EMC? >> Again, it gets back to, cloud is not a place. We're not moving things to a cloud, we're actually, all applications, all workloads, all services and processes are becoming cloud-enabled. Whether that's helping the customer in their data center, with the private cloud, a hybrid cloud hosted by a partner or on public cloud and you said it. We actually, with our services organization, we'll actually sit down with the customer, we'll look at their entire application and workload portfolio. We run it through filters of economics, service level, security and performance and from there we build a roadmap with the customer. Which types of workloads make sense in your own private cloud, which do you want to host in a virtue-stream cloud or a partner's cloud or which do you want to do in the public cloud? How about data protection? Do you want to protect the data in the cloud, to the cloud, from the cloud? All of those are conversations we take our customers through and we have many, many, many, not just dozens now, hundreds of examples where we are working with customers on implementing their hybrid cloud strategy. >> Paul, before you go, I've got a question, but I got a question from the crowd, the crowd is watching, thank you for sending the questions on crowdchat.net/dellemcworld. Can they deliver integrated services for on Prime? Reasons people go to the cloud. So, one of the reasons is integration end-to-end. How are you guys delivering some of those integrated services on Prime? Because that's where it started. >> It is starting there and we actually do both, operational services, residency-based services, but also manage services. Again, both directly and with partners based on where we've got capabilities and skills and geography and verticals. We work with our customers to deliver again that continuum. Many customers have the skills to do it themselves, most customers do not. And they want us to augment their skills, again, whether it's operational-residency services or a full-fledged manage service for cloud. >> As the head of services, I want to ask you about the, kind of the odd timing, you came on in September, in November, Dell sold off large part of its services business, business and former Perot systems to AT&T, what was the thinking there? Should we think of that part of the services business as being completely different from that which you-- >> Extremely different. And I Know we get some questions on this, so thanks for asking, it is great to clarify it. The Dell Services Organization, the old former Perot business that Dell had acquired was really more outsourcing, IT outsourcing, some BPO, some APO. Work that we really did not want to continue doing in the new company going forward. Our services are closer to the technology, technology-enablement services, to help the adoption and consumption of our technology and we really work with a broad ecosystem of partners to deliver the more outsourced services, APO and BPO. So, it's very clean from that set, we actually did not divest any of our technology services at all, and in fact, we're investing more. >> That's consistent with what HP did with Point Next, similar kind of, they had the EDS kind of thing, completely orthogonal to your operations, is what you're saying? >> Right and we've got such a phenomenal partner ecosystem that do this very well, each and every day, and all kinds of customer verticals and all kinds of geographies, they really have scale and we do this together with them. >> Okay, tough question, I'll put you on the spot, Howard, but I know you can handle it, if you could go back and get a mulligan from last year at the integration, what mulligan would you take, what would you tweak and change with the integration? >> You know, I'll tell you, I'm actually asked that question a lot and I'm not sure I would change anything. Look, let's face it, did everything go perfect? Nothing ever does. Are there some things that we go bump in the night occasionally? But all the big stuff, if I focus on the major stuff, right, in terms of the company structure, the operating model, the organizational structure of the company, the alignment of the goal to market, the alignment of the services, the product roadmaps and the portfolio, all of that went about as well as it could be expected. >> Talk about the momentum, VMware, I was just commenting in my opening, has a bigger market cap than actually HPE, just on the standalone basis. VMware is central in your services, you mentioned clouds, the great cloud play, recent deal with Amazon Web Services, how are you guys looking forward now? And if you could add some color to the conversations you're having with customers? So, you get a lot of things at your disposal, I'm trying to understand the top areas that customers are engaging you guys are, with respect to the VMware and this cloud-native shift in NSX. >> Actually, the big conversations are exactly that, in three dimensions. One is working with both Pivotal and VMware on the paths and layers, right, so they want to see that platform in place, they want to see the agility, the flexibility, the cloud-native essentials that are necessary to develop and deploy these new applications. By the way, also refactoring existing applications that they're deciding to keep into a more cloud-native world. Second is automation. How do I automate the IT infrastructure? Yeah, I'll modernize it, I'll go all flash, I'll go scalable, but how do I pull the labor cost out and be able to take that labor into more creative, innovative areas of my company, but I want to automate IT. And then, third is to make sure that the cost-effectiveness and the resiliency of that infrastructure is top-notch and world-class. Those are the conversations. The CIOs today, their job is getting more and more tough, they need to pull cost out, they have to have agility and flexibility. Oh, by the way, the systems can never go down and I want that new IOT thing, I want that new data analytic thing, I want that new machine-learning thing, so give me that agility and flexibility and creativity going forward. And those are the conversations we're having every day. >> Howard, as a guy who sort of oversaw this consolidation of these two companies, you have a chance to do something I think no two big companies have ever done before which is successfully merge. We were thinking earlier about, is there a precedent for a merger of this size that actually worked out and we couldn't think of one. >> Howard: Certainly not in IT. >> Not in IT, right, exactly. What makes you think this one will be different, other than the fact you're running it? >> I'm running services and IT now, I help put the playbook together. Look, the senior leadership team is now running it. And that's why we're going to continue to win, because of our relentless focus on customers, we all spend a tremendous amount of time understanding what our customers are doing, what more they want us to do, the feedback from our customers. We spend almost as much time with our partners as well. But this leadership team is on the mission. And it's about creating the essential infrastructure company for the next great era of IT, the industrial revolution where we know that companies need to transform in all those dimensions we talk about. And our leadership team, and we're just actually going through our next, we call Tell Dell Survey, where we also get feedback from our team members, from our employees and our measurements are clear. We measure ourself on customer MPS, our team-member employee MPS, our relative market share performance, are we gaining share or are we not and then all of that will deliver the financials that we all look for. And we are all aligned on that. >> Howard, you also oversee the Dell IT program, this is proven IT program. What is that about? I heard some buzz about that. >> Yeah, so this started several years ago where a lot of customers would say, "So, you want me to buy..." (sound cuts out) So we actually (sound cuts out). Things that work. (sound cuts out) >> Cooking up in... (sound cuts out) >> They have to. Witness richness of our portfolio because (sound cuts out). >> Howard, thank you for coming. Consecutive year, it's been a great journey for all. In fact, I remember the (sound cuts out). A 160 billion dollar market that's true private cloud, so you guys remember one in that as well, Dell EMC, great to see you and congratulations on a very successful transaction and hope to see more updates along the way. >> You got it, great to see you, thank you very much. >> All right, this is the Cube live coverage from Dell EMC World 2017, I'm John Furrier with Paul Gillan, we'll be right back with more coverage, stay with us.