>>from around the globe. It's the Cube with digital coverage of Dell Technologies. World Digital Experience Brought to you by Dell Technologies. Hey, welcome back already, Jeffrey. Here with the Q. Come to you from our Palo Alto studio with our ongoing coverage of Del Tech World 2020. The digital experience Let's jump into a really excited to have our next guest CIA Sam Bird, the president of the Client Solutions Group for Dell. Sam, where you joining us from today? >>Hey, I am joining you live from Austin, Texas. Jeff looks beautiful. All weather? Yeah, its's turning really nice. Uh, nice time to be here in Austin, right? So, >>Sam, let's jump into it. I mean, you, you cover, you know, kind of the heart of what Dell started with which was which was PCs. And, you know, it's funny. A couple days ago, Michael tweeted because he likes to tweet, which is fun. An article that said that the PC officially died today. It's a reference back to an article I had to look at the January 26 2010. Officially, the PC officially died today. >>That >>is so bizarre, and that is not in fact, not true, you guys. We're seeing unprecedented demand, so I wonder if it is You Look back at that. And I'm sure you saw Michaels tweet. What kind of goes through your head? Because we're in a very different space than we were 10 years ago. >>Yeah, I think the world's changed a lot, Jeff from 10 years ago. I got to say, uh, the PC died 10 years ago. It feels pretty good being being dead for 10 years. So I think we actually saw a, you know, still alive and very vibrant. PC. So you think about everything that's happened with Cove it We have seen the PC and people using technology to stay connected, whether it's, you know, working in their business, learning from home, staying connected with other family members. So we'd like to talk about it Is the renaissance of the PC. It kind of this rebirth reemergence of this really good friend that you had has become really core toe how we're getting stuff done in the world today, and we've stayed bullish about the opportunity around the PC. Michaels had that view from, you know, when he started this company, and we've since expanded to many other areas beyond selling PCs. But we continue to be really committed to the value of that technology in people's hands, >>right? So just in defense of the of the article, it was written on the launch of the iPad right, which was a new a new form factor. And, you know, we've seen this proliferation of form factors both within PCs and mobile phones, and you know, the sizes of screens getting bigger and the size of green getting smaller and surface all kinds of different things. So I wonder if you could share, you know, kind of your perspective in, you know, kind of the opportunity that opens up when people are looking for different types of form factors. And then, more importantly, I think now it's horses for courses. So when I'm sitting at my desk, you know, I haven't a big giant XPS with all the ram and GPU and stuff Aiken stuff into it. If I'm going to the airport with a long flight, I want something small and light and easy to carry and what's interesting, I think, with cloud it enables you now to basically have the form factor that you need where you need it for the types of work that you're trying to get done. >>Yeah, I think you're absolutely right. You know, if you if you take that 10 years ago, article to today we have had an enormous amount of innovation in the industry that's made the device is exciting and appealing for how people wanna want to operate. So, you know, we've seen Jeff a shift towards more mobile form factors with cove in. So, um, a commercial space that used to be maybe half desktops, half notebooks is now in the 70% range. More mobile form factors which reflects how people want to use them. You know, they're sitting at home, they need that device to be portable. They wanna go between rooms and home. That's the other thing that we found in some of our, you know, research and work on the spaces. You know, people might want to sit at the kitchen table in the morning in the afternoon. Maybe they're outside. They might have their kids do in school from home and have to be around them part of the day, so they still need a mobile kind of form factor, but it's plugged in. I want full power to run my applications. And, like you said, we will get back to a world with travel and people being mobile. And then you need to dial in the right form factor that has maybe a smaller screen, more portable device. So one of the things that's kept this business vibrant, you know, for the past 10 years and right now is a bigger screen experience is really, really valuable. A keyboard and multiple ways of in putting into devices are valuable, so there's core. Things are great. And then we've got systems that are set up for how people want to use them. You know, we still have designers sitting at home using big desktop workstations because the most powerful thing there times really valuable. There's a right system for how you want to use technology, and I think that that's attendant, you know, an approach we take in our business, and that's what we see in the industry. I think that's what's helped keep it very vibrant and alive. >>I love it, I love it. It is truly that work from anywhere and anywhere as you just defined, could be a whole bunch of things, and it doesn't even mean just at home or just at the coffee shop. That's really interesting. Is you even change locations where you're working within within the home. That really supports that. So, >>you >>know, Cove, it hits light switch moment. Everybody's gotta work from home. So huge, huge pressure there. And now, as you said, you know, we're seven months into it. Still gonna be going on for a little bit while a little while before people go back. Huge, huge boost to your guys business. I'm curious if you can share some thoughts in terms of, you know, now, I I need to kind of project a little bit of that office back to the work from anywhere situation. And, you know, you guys are that you're kind of that edge device that ultimately connects back to the mother ship. >>Yeah, I think it's and that's where we've seen people realized. It's a really valuable device that helps keep them, you know, productive and connected. Um, we have seen it's very interesting of it used to be, you know, pre co vid for Most people work with the location, you know, Post Cove. It it's something you do, and suddenly it's very location agnostic, and we see the world operating that way in the future Jeff of these devices at the edge or need gonna be working in a world where sometimes it makes sense to be in an office. Maybe there's collaboration, other things you need to dio. But we're going to see people working from home working from a coffee shop, working from, you know, anywhere in the world, and we're gonna need to stay connected. In that way, it's enabling a great set of talent. It's enabling people to be where they want, you know, get done what they need to do in their personal lives and then be contributing in a great way, thio to a business. So I think technology plays a huge role in going and getting that done. And to me, the world doesn't just return back to a you know, pre cove in space. But we're now in this. We've learned we can operate in this kind of multi modality world where technology can help keep us connected, collaborating, getting stuff done in some cases more productive than ever before, and it's kind of unleashed this new wave of thinking. I think we will continue to see great creativity on stuff we're putting in our devices to enable that, you know, software applications approaches that are gonna enable that that will really take us forward as we look at the future. >>You know, I'm just curious if you could share, uh, you know, kind of Ah, general breakdown by kind of form factor. What do you see between kind of, you know, I don't know if you split high end desktops and low on desktops and then, you know, kind of laptops and Chromebooks, what's kind of the high level kind of breakdown, and how's that? Is it change significantly over the last several years? And you you just mentioned a boost. You know, during the time of Cove in >>Yeah, we've seen a shift towards notebooks. Now you know much Is the article you you pulled up from 10 years ago? I think the death, the death of the desktop has also been much exaggerated. So we're Maurin, a mode of 70% of the systems that were selling our notebooks 70 to 80% range. It's a little higher, and consumer Andi, that's, you know, 20 points up in the commercial space. So we're seeing, you know, people have valued that kind of portability of systems. You know that, said is we talk through some of the ways people use it. There are great uses for desktops, for people are in the same place where I need ultimate ultimate power and then a z your home. We've seen a little more shift Teoh a suddenly you know, portability. That was really valuable because you had Salesforce's engineers on the road all the time. And I really wanted something that, you know, lasted had great battery life and was really easy to carry around. Suddenly we're in a world plugged in at home like we look at our devices, we've gone. Now more than half of our laptops are basically on is we have intelligence built into our systems. That tunes how battery management is done. Empower Management's done. More than half those systems are now in a mode of all, basically, always on a C. So people are, you know, plugged in all the time. They would like a little more powerful system. So whether they're running, zoom or teams or some other app. Multitasking. It's like there's a, you know, different requirements there. I think that changes Azzawi go forward and we get back to, you know, the notebook. It's like the ultimate design people want is a great big screen. That's super light, and the battery lasts forever. And I'm like that keeps our engineers and designers working every day because that's a really hard, complex thing to solve. And, you know, we're we continue to work and and and push that next forward. Now it's a little more biased to power. Sitting on a desk. We will be back in a world where it's gonna be, Yeah, I want power to sit on the desk, be on a video conference, get work done. But I also need to be able to take that on the road with >>Yeah, I just think, you know, because of the proliferation of online applications, right? And you know so much of our work day no pun intended, you know, is done in all these different cloud based applications, whether its sales force or slack or asana or whether we're, you know, working in in, uh, social media applications or even are you know kind of cloud enabled local applications. You know, a lot of times I find you don't have to carry your device right. E can lead the one device of one location, one of the other. I know it's almost like you pick up exactly where you were when you log back into chrome or you log back into whatever your browser is. If you've got it all configured, you know you don't even need to carry. A lot of times I find it's it's it's really nice. And if I have to check a message on the phone, No, it's a very different way of working, and, uh, I think it's really pretty slick. I do want to get into productivity, which you've talked about a lot. You know, I've always said the best productivity investment anybody could make is a second screen on the desktop. I mean, it's so much more productive to have a second screen the third screen. You go to places like Wall Street and the NASDAQ floor, where time matters and productivity matters, their screens all over the place and you guys are doing a ton of fun stuff with screens. Big giant curve things, and you made an interesting observation in other interviews that now people are consuming their entertainment content via those screens, whether it's an over the top service with Netflix or or whatever. So this this kind of shift to, you know, kind of mawr content consumption as this blend between kind of what you do in your personal life and what you do in your work life, both in terms of time and content, you know, continue to mix so lot of exciting stuff happening in big, beautiful screens. >>Yeah, totally agree, Jeff. And we see you know we've looked at productivity and see boosts with a bigger screen around your system. Same thing with exactly as you describe putting two screens around the system or go to a trading floor and their screens everywhere because it's about the you know, it's about the content that you can consume and the, um, you know, the work that you go get done, and it's a lot more efficient to be able to have multiple screens. Whether it's looking at a presentation and doing a call, you know, a video call for work on on one screen or either side of Ah, screen. And we're seeing people build out that, you know, their home office, their work office. I think that's to me. The, you know, the exciting piece of you think about how technology is arming people to get their job done. Like you can't imagine if you had all the technology taken away from you. You're like, Okay, what am I gonna What am I go do? Like if the internet goes down, I don't quite know how to get go. Be productive here. You know, I go try to find someone who has a landline phone on the block and call someone up. Andi have actually have a discussion, but, like, I'm not gonna build out a work, you know, a workspace. I've gotta build out a home space companies that are pretty progressive, the ones that are investing Maurin technology for their employees. We're seeing them be ah, lot more successful in this covert air, which equals go get on the right tools the screen around the system, You know, the extra devices. So it's like, Hey, my postures. Great. I can actually go get work done. And I'm in a nice space. Same thing back in the office. We've built stuff. We're building low blue light technology into our commercial PCs. We put that on our high end consumer PC. So you know, now you can walk into your home office early in the morning. You can goto late at night. It will have you all tune so your body is ready to go to sleep. You know, you don't even have toe. I don't have to talk to your family at all during the day. You could just work all the time from your home office. But I think little pieces like that are going. How do we put technology in this world where it's, like, very easy toe walk in and out of your you know, your office and being tuned on. But, hey, I need to go to sleep or I need to be chilling out after that and get the right technology and capabilities that let people be successful. So I think it's pretty exciting. Everything we've been able to dio, >>right? So I want to shift gears a little bit. Um, talk about user interface. What? One of the reason of this article that we keep referencing 10 years ago was the launch of the iPad, right? And in the launch pad or the iPad didn't have, Ah, traditional keyboard. Um, but I think people found out that not having a traditional keyboard, depending on the type of your work you're doing is a little bit of an inhibitor to your productivity. But it really begs the question as we enter this new world of different types of interaction with these devices and the increased use of voice, whether it's with Siri or or Okay, Google, um, >>we've >>had, you know, regulations on the A d a. In terms of access to websites and this and that. Aziz, you kind of look into the future of of human interaction with these devices as you get more and more horsepower toe work with on the GPU and the CPU and you know, can free up more. Resource is to this type of activity. I know you can't share anything too far down the road. But what? How do you see kind of the future evolving to get beyond this quality keyboard that was designed to slow people down because types were, too. I'm still waiting for the more efficient keyboard option to be to be available. But what's the future of human interaction with these things? To take the the degree of efficiency up another level? >>Hey, Jeff, we will do a custom keyboard for you. So you get me your you get me your high speed layout, we'll get you get you one of those. Um, you know, we do see it is pretty remarkable how long the keyboards been around and we still see it's It's also remarkable to me how powerful that is as a input device for, you know, for some tasks in the world. So what we see is it's not gonna be what replaces the keyboard. And there's one way of going and doing things. But all this compute the sensors that capability on the systems are just gonna allow people to operate the way that they want to operate. So you look at a PC today. It still has this great keyboard. It still has a laptop form factor that has, you know, been there for It's probably 25 years or so. It's actually pretty nice because it fits on your lap. It balances really well on the coffee table. Um, it's, you know, We've looked at so many different form factors, and it actually is a stayed around for a good reason because it it's pretty pretty functional. You know, you take on top of that, though we've built touch in tow, all our systems and screen. So a capability that's available to many of our customers and I go people are just starting. In the beginning, it was like Okay, Hey, how do I take this PC with touch on the screen and then you go? I don't want to do everything with touch, but gosh, it's like how maney you now touch it. If it's something's not touch, you know you have little marks on the screen. I went thio, I went. Thio was looking and working with someone here in a design, a design firm, and, uh, they had a product that was non touch, and it's like I reached in touch the screen to try to make it bigger because my eyes were not quite as good and they were like, Oh yeah, that's not a touch that's not a touch system and everyone touches the screen so it's like that becomes normal voice is going to become normal we have capability on the PC. Like you said, there's a bunch of voice ecosystems. Not everything is easiest to go do invoice. There are some things where you go ahead. I just want to go touch that, you know, gesture in the same way we look at intelligence on the system of also going There are things I wanna have just happen because I always I always do that and I shouldn't have to do voice. I shouldn't have to do gesture, touch everything else like, Hey, maybe I start the morning and I always pull up my calendar. Why doesn't that happen? Or I like to listen to her, You know, a song in the evening as I'm typing away on email on getting things buttoned up for the day. It's like your system can anticipate some of those things and it will just do that for you. So I think I think you're exactly right. We're going to see multiple ways of interacting with technology, and it needs to be natural and easy for us and then let the user pick pick the way that they want to go and do things right. >>Well, you just touched on a whole, you jumped ahead to questions on my list of things I want to talk about. And really, that's the application of machine learning and artificial intelligence, not in a generic way. That's an app that sits inside of the PC, but but in terms of using that intelligence as you just described based on my work flow based on my habit based on the applications I use based on you know what, you can observe and learn about me. Or maybe it SSM dictate down from from the corporate set up. You know how that PC operates for me? Because I think that's it is a really interesting thing, right? Everyone uses their machine differently, and whether they use, you know, shortcuts or not, How many tabs do they have open? You know, the the variability. You must have crazy studies on this in terms of the way people actually operate. These things is so, so high, so huge opportunity to, you know, again kind of remove the the get the signal from the noise and help people decide what they should do. Prioritize what they should do and add a layer of of simplicity to you. know it is a complex amount of notifications firing at me all day long. >>Yeah, I think that's a huge. You know, you talked about the potential you have in a world where more APS that we use our cloud cloud based of going How do I augment the capability in this client device at the edge To be intelligent and helped me go do mawr versus just being, you know, really dumb and serving up this other other content. And I think everything you describe is opportunity that we see We started Jeff about five years ago and have been very aggressive and putting intelligence and machine learning into the systems we started on our work stations, where there is an obvious application of, like, how do I tune a system to get the most performance out of an application? And we saw settings configurations making them different helped tune these very specific, you know, cad engineering programs that developers were running their times really valuable. They want the most performance. We used to have to have people sit down and we go. Okay, let's go run this application. Under this workload, we can put a table together. Here's a bunch of recommendations. We started going well, Hey, how do we have that happened? Automat like, let's try different settings. Figure out what works. The machines should should self tune itself then and figure out what's right and get based on exactly what I'm running. And people can be running different combinations so suddenly got a lot smarter than our great engineer sitting in the lab and figuring out those tables. And then, you know, from that time then we brought it to I think, what's just tip of the iceberg Now, where we start looking at, uh, performance across all our systems? What applications of my running go set things up so that it works? We talked a little bit about batteries and power management. Hey, how am I using this system if I am a really mobile person? Always, you know, taking my battery down to really low levels, hopping on a plane, I need to be quickly charged, like the system can figure out. Hey, I really need to tune things. Not for when, when you go through all the mechanics of a battery, it's like I am willing to sacrifice some on the longevity of the battery to enable really fast charging of that system because Jeffs always on the go Jeff runs his battery down. I need to make sure when he plugs in, he has maximum juice. Hey, here's Sam who's in a work from home mode, always plugged in. It's not great on any battery in the world to always be at, you know, maximum maximum charge every single minute of the day. And Sam has not unplugged his system in the past. You know, five days. Hey, we can run that at 95% and he will have a long life to that battery and be really happy with the system. And he's never gonna run out of power. You can start doing in that space. You can start doing it around sound and the environment that people are in, how we get smart. And I think there's an enormous amount you could do on top of that, like you described just how people have used the systems and it can sound a little eerie, but like it's what we you know, the machine suddenly knows how I'm going to go do stuff, but I'm like I would like that it to be anticipating what I'm doing, and then it starts taking that mundane stuff that we have to do that just eats up time and, you know, goes and gets that done for us. So we could be focused on the creative and the really pushing the boundaries, thinking >>I love it because it always goes back to kind of what do you optimizing for right? And there isn't necessarily one answer to that question, and there's a lot of factors that go into that in terms of the timing. As you said, the person their behavior you know happen to GPS is I'm at an airport. Probably need to plug in for you in the airplane. It's a good stuff. I want to. I want to shift gears a little bit, Sam, to talk about operating systems, Um, and and you know, chromebooks air out now. And you know, it was kind of this breakthrough to go beyond kind of Windows based systems. I think there's a lot of people that you know hope at >>some point >>will be, you know, have the option to run Lennox based systems. But it's just, you know, with a cloud based world and a multi, you know, kind of device interaction with all those different applications, whether it's it's my phone or my my desktop or my laptop or my my chromebook or my whatever. Um, Aziz, you start to think about kind of operating systems and opening up, you know, kind of a new level of innovation with because the expectation now for for like, a chromebook is that it's almost 100% Web based APS, right? That there's really not a lot of need for anything local. Maybe a quick download, a picture too attached to to an email or something. How do you kind of look at the future and kind of operating systems for PC? Specifically? >>Yeah. Well, I think is You describe Jeff, the applications and what you're doing on the system has become increasingly important over time, and it will only become more important as we go go forward. So, you know, from that point of view window, we dio work with windows. We do work with Google and chrome. I mean, Windows 10 is a really good based operating system. Chrome has a lot of nice capability in that operating system, you know, Obviously Apple, a competitor, has a different approach in that space. But I think we have a really good set of offerings that we can put on our our systems. And then we're focused on tuning that experience on top of the operating system. I I think it's still too complicated to go and put a, you know, get a new PC into a work or home environment, retire the old PC and manage that system. And what we look at is independent of that operating system. People want to go get their stuff done. We need to make that great. They wanna get their device, they want to turn it on and they want to go use it. And we want to build a world where, like, as I'm getting a new device, my device should know me well enough to go. Hey, Sam, this is this is the right time to get a device. This is the right kind of device that you should get based on what you're going and doing. Hey, I'm going to just keep you up to date. I am going to you think about any issues with the system. We still have too many things that flow through a traditional Hey, there's an I T. Help desk and then they figure that out and then I go toe level two or level three if they can't sort that out. Hey, how do we put that stuff to your point, Jeff before around intelligence, How do we automate those processes? So we're thinking through You know what needs to happen on that system, keeping it up to date and fixing and remediating that system. So I think there's a huge potential regardless of what operating system is beneath it, and we have very good choices there to go. We've got to make that experience the one that's great for the users and that that's where we're really focusing our, you know, our time and our energy, Right? >>So let me shift gears again a little bit and full disclosure I've bought, and I don't know how many XPS towers in a row. I think I'm on my third or fourth in a row. I love >>it. I >>mean, I'm a desktop. I like to just pack those things full of as much horsepower and GPU and CPU and memory as I possibly can because to me again, Back to an investment and productivity. I don't wanna be waiting for slow machines. I just to me it's a couple 100 bucks for this upgrade. That upgrade, it seems brain dead to me that people don't do that. But in terms of when you get these things now and it comes in the mail, it's basically a >>box and a machine, and >>you think back to the old days right when there was books and warranty cards and, you know, a whole plethora of stuff that kind of fell out of that box. I know you know. That's That's probably a leading indicator on the consumer side, about some of your efforts around sustainability and and being efficient and obviously taking advantage of things like the cloud in terms of activating these machines in this and that. But I wonder if you can share a little bit on what you guys have been doing about sustainability, because I know it's important. You know, there's a big focus around, you know, kind of environmental trash on old electron ICS, which is a riel, a real problem that people are dressing. So I wonder if you can. You know. Take a minute, Thio, to share your guys efforts in this area. >>Yeah, I think you're absolutely right, Jeff. It is. It is really important. And we see, you know, arming the world with technology so people can do better. Things really matters, but I love doing stuff outside, like I want the environment to be great. And we need to do that in a sustainable and environmentally friendly way. So a couple of places we, you know, pushed really aggressively. You touched on the packaging. So whether that's taking, um, content out of boxes, that doesn't that doesn't need to be there. We've made very aggressive commitments with a series of 2030 goals that we're marching towards is a company where we said, you know, 100% of our packaging will be from sustainable or recyclable sources. So we've already moved aggressively in that space. When you look at what ocean bound plastic we're putting in our boxes, how we think about the materials that were picking, you know, cardboard, and using that in ways that go through the you know, the mail and can be shipped effectively. So we have maximum content there that can be recycled. We've we've committed that we will take back a system for every system that we ship. So getting and building this circular economy for electron ICS, we think is is very important. So we take the stuff that we've got out there and we put that back into a recycle process where you know your old PC can become part of your new cutting edge technology PC and we've led the industry and doing that in plastics were taking plastics from cases and plastics from systems, getting that back into new systems. We've done that with precious metals from the from the, uh, PCB lay board designs inside the systems. We've done that with rare earth metals and magnets, and we think there's opportunity to go farther in that space and then the 3rd 3rd kind of thing that we've committed Jeff is by by 2030 to have half the content of our new systems, be from recycled or renewable content. And we do a good job today of having the content in the systems be recyclable. It's almost over 90% by weight, but what we want to do and the work we need to go do is go get that recycled content going into a cutting edge technology that we're putting out there, and it's not. That's not a simple problem of going. People want things a structurally strong as possible, a super thin as performance as possible. And then we need to you, you know, we gotta use, um, basically waste that comes through and gets turned into new products. So we have our engineers are material science people working on how we make that riel. And we set some aggressive goals with, you know, Michael and the company that will be leadership and that we don't quite exactly know how to get there, but put us on the right kind of edge of pushing and doing the things that we need. Thio. We can have great technology and, you know, be responsible in the way that, as you said, is very important. >>It's great, and it's good to write it down, right? If you don't write it down, then it's just it just disappears into the into the ether. So, Sam, I really enjoyed getting to catch up. I want to give you the final word with a little bit. Look to the path and a little bit look to the future, right? A lot of conversation about Moore's law, and we got to the end of Moore's law and blah, blah, blah. And and I think that, you know, there's obviously technology behind that, and there's some real conversations. But to me, the more interesting topic around Moore's law is really the idea of Moore's law and this continual advancement of technology that's better, faster, cheaper. You've been doing this for 20 years at Del. You've seen tons of, you know, kind of Moore's law impacts and operating in this world where, you know, compute, compute storage and networking just is on this exponential scale on whether you want to talk about GP use or whatever again to me, it's not about the number, of course, and the transistor. It's about the transition in the core. It's about really the concept of this working in a world where you know you're gonna have a lot more. Where is power work with How do you How do you kind of reflect on, you know, the stuff that you're shipping today versus what you were shipping five years ago, 10 years ago, 20 years ago and then, more importantly, is you look forward. Um, you know what is what are you excited about? What gets you up in the morning? What puts a big smile on your face? Still come to work after 20 years of Dell? >>Yeah. You know, Jeff, it's a great question because the industry has changed so much over the last 10 20 years. So it's sometimes a fun thing. Toe. Look back at some of the products that we put out before. That seemed amazing at that point in time and you stack them against what we're doing now and then it could bring you down to Earth a little bit. So you see, the, uh, you see just the exponential improvements that we're able to make around the design of the product, the capability of the products. And I see that continuing the thing that gives me, you know, huge thought around this the device and the PC and the role is gonna play at the edge. We just did some research and we were looking at Millennials and Gen Z and looking around the world, and that is a huge and growing part of the population. It will be the the users of technology in the future with the world we're in today, 45% of them. So almost half of them said they would take their dollars and they want a premium, high end PC experience, and they would prioritize that versus other things they spend money on to go and have a great PC as a personal tool. Do you think about that translating to in a work environment they're gonna expect those same kind of great tools? And then to the question you asked, You know, I see a huge opportunity to continue to push forward the value and the way people use these devices, whether it's the intelligence we talked about. That to me is really exciting around building a machine that knows me and does things for me and how I want to use it, our ability to build immersive experiences so that you know, whether I'm gaming after work, collaborating with co workers like how do I put it so that we're together and it's a good Aziz that in person experience, we're gonna be able to do that with technology. You talked in a great questions around. Hey, the ways people interact with the systems, it will become natural. It will become whatever way they want to go and do that. And I think we can do that in a world where, yes, you can walk between all kinds of different devices. There will not be one device to end all. You'll be in a small screen device. You're gonna use a monitor. You're going to use a PC device. There will be technology across the home. But toe have that have that link together in the role that PC is gonna play in. That to me, is exciting. And we continue to, you know, invest aggressively. Michael saw that when he started the company. We continue to believe in the power of technology, and we're gonna figure out and drive those breakthroughs that will make the, you know, products exciting. And I love doing that every day of seeing the innovation we can put together and how that makes a difference for people. To me, that's really an exciting thing. >>Well, Sam, thank you. Thank you for the update. Again, the rumors of the PCs demise were greatly overstated. 10 years and glad to see that you're just kicking tail and doing exciting things. So thanks for for sharing your insight and your experience with us. >>Hey, thanks a lot for having me, Jeff. Great to talk to you. >>Absolutely. All right. He's Sam. I'm Jeff. You're watching the cubes. Continuing coverage of Dell Technology World 2020 The Digital Experience. Thanks for watching. See you next time.

live from Las Vegas it's the queue covering del technology's world 2019 brought to you by Dell technologies and it's ecosystem partners everyone welcome back to the cubes live coverage here in Las Vegas we are here for Dell technology rules 2019 got two sets I'm John Faraday Volante my co-host Dave day to three days of wall-to-wall coverage I've got a great guest December the president of client Solutions Group at Dell technologies Sam handles all of the big edge machines like the PCs my machine here and other cool stuff Sam thanks for joining us today appreciate it thank you guys for having me so one of the themes that we're seeing I'll see through the transformation going back when Michael went private buys EMC new puzzle pieces this is growing and scaling and one of the big surprises or not surprises is the cloud growth and them data grow that's been fueling a lot of existing businesses the client business one of them that you run yeah as do extremely well the numbers are looking good new machines you know the PC revolution continues evolving that's the state of the art what's the current state of the business give us an update hey so like you said the business is doing really well I'm excited this year we'll have our 35th birthday for Dell and the PC business the business I lead at Dell is where it all started 35 years ago in a dorm room at University of Texas now a forty three billion dollar business it is just a part of Dell so we've become a lot more but growing double digits we've seen a resurgence in the edge and I think like you said one of the things I'm seeing as I talk to companies they're almost seeing that edge is the secret weapon as we talk about all this transformation because getting great employees is the challenge if you want your business to lead in an industry and as we go talk to companies and we talked to Jen Expo we talked to Millennials we talked to Gen Z getting them armed with a great piece of technology where they can be productive in a job and help make a difference in a company or career that's what they want to go and do they want that more than drinks in the break room they want that more than volleyball courts outside and when companies are able to do that with our PC products at the edge they get great people in who helped that company be more successful so we're seeing a really good growth and we're we're dedicated to doing some exciting products for people and it's not easy to I just want to unpack the dynamics between the two worlds that go on one is making the machines go faster smaller less expensive so more horsepower lower prices higher functionality and then the integration to get that kind of a seamless works work lifestyle balance where you got consumer business all kind of blending together where you got to connect the networks you got it you can go to work at Starbucks here in once in a while you got to have all this stuff in it working together with what used to be the big iron back-end systems oh yes oh yeah so you got to you've got two jobs it's true what how do you balance that other different teams or different approaches what's the focus you know we we look at a couple things internally we have really focused on not just the hardware design that we're putting together and the speeds and feeds and we can do that great you take our you know our gaming business we have a we were showing off in the alien you can go over to a alien where a kind of gaming section we have here we have things that have more than 300 watts of power for CPUs and graphics in it feels to us if you went back in time it's super compact about what you used to have it's not anything like the latest XPS products I see you guys using there but we can design that kind of power into the systems and then we're focused on the experience we bring alive for people so you think about working with partners I'm working with services teams working with Microsoft working with VMware around how we bring alive the things people want to do on the consumer side like one thing we see people more people now watch TV and pcs then watch TV on TV oh it's like a great experience it's pretty headphones and nobody's bothering ya it's it's pretty good the other the other thing that's interesting I've switched all my viewing that way because we figured out the younger generations that that is even more true for them so in my millennial or gen Z fashion I've started a hundred percent of my TV viewing it's on a PC but it's a great way to do it we've done experience around that with audio video streaming that we go how do we bring that alive same thing on gaming gaming space I want to show you guys hopefully in a couple minutes we can talk about some of the latitudes we announced here but we've done that in the workspace of people want to be productive immediately they want a tool that lets them do that and we said how do we put technology and software and capability together to allow them to have that kind of experience they want that what if some of the things you announced today and you know what's uh what are the exciting parts of them so we brought a are we announced our new latitude lineup so you see from top to bottom some really amazing looking pcs and one of the things if you guys get that look you little high or we go to guys can you guys see that so awesome looking PC the other thing is if you take a look at this we built in different kind of capabilities that allow allow really fast log into the system so there's an Express Express login Express sign-in capability that under no under kind of infrared lights sensors you can basically recognize it recognizes when you walk up to that system it will log you into the system automatically so you don't have to touch the screen the keyboard it all saves you that kind of instant productivity you turn around walk away it'll sense when you're there and when you're not there will log you out of the system we also have something we call Express sign Express charge on this system so people are on the go some of the stats we were sharing when you think about audience here people are working in different offices people are working on the road John you were saying people are working in Starbucks how do we allow you to quickly you plug that in you can get 80% charge in an hour you can get 35% charge in 20 minutes so allow you to get up and going really quickly but basically designing some pretty awesome systems that if you go look at what some of the press is saying about this stuff of finally putting a business system in people's hands that users are gonna covet so we did cool stuff with Alienware we've done that with our XPS product we said we need to bring that into the commercial space so people have really cool tools to get these great reviews just to give a little shout out to props to you guys getting some good reviews also it's it's it's good tailwind for you that Apple is kind of struggling with their MacBooks when the prices are high people are now coming back and look into the PC in fact my son is a big-time gamer you depreciate it the acronym is called PCM R which stands for PC master-race because you know the gamers like to be hardcore on the PC gaming huge growth area alien and where is doing great but people people look at whether it's gamer or work you seeing the gamers are guys I think of canary in the coalmine they're I think a leading indicator of a trend around I want a relationship with my device and I want I want to be able to have things available whether it's mobile or or PC or gaming so it's a little bit more intimacy and then there's also a pressure we're seeing on the trend line around augmented reality built into the machine so you start to see again better monitors for K connections you know better immersive yep either whether it's single sign-on authentication to just overall experience that's a big trend yeah and I think you said it on gaming we've built a community around our Alienware brand we've built entry level gaming systems we've turned gaming that we've been in for 23 years with alien we're now at 3 billion dollar business inside our Dell PC business and there's a lot of affinity for people who going hey turn out awesome powered systems and deliver me a kind of experience and speed that I want to win in the game you know it's the same thing though on the commercial side of going people want tools when they're coming to work don't let them do a great job in in their business I know dad wants this question but I want to get one more thing out PC if people talk about other people don't want to hear about speeds and fees when it comes to machines people on a gear speeds and feeds how many cores is there a graphics accelerator in there is there a GPU I need to get AI what's going on with the inside the specs give us the latest state of the art oh we have like so you can look at core explosion in PCs is great the thing that I really like is all these systems now you see USB connectivity so you can put your just people before we're going hey the display is going away so you walk around see we have 49 inch curved displays we have huge 43 inch displays you can get four display side-by-side you can get to 27 inch displays side-by-side I go to trading floors around the world they're stacking two and three of these displays next to each other you can power that out coming out of the USB port on your system you can power that with the graphics on the system and then we have everything up to go to Alienware which is huge core counts but though the power the watts we literally have two huge power supplies - 300 watt power supplies that you're plugging into the back of our gaming desktops it will almost consume the 15 amps that you have in your house circuit to power that system and we fit that in a you know it's about an eight pound system today that's maybe an inch and inch and a bit thick that if you go back to legacy pcs we're talking about we're almost at 2020 in a new decade if you go back to the start of this decade that was like run in the middle average PC that we're now fitting incredible power into so I think all that and GPUs are up and what's the status on because graphics processors has become a big latest great racing graphics processors that we're now waiting the thing that's exciting to me is on the games think we'll see games now catch up to 2000 series GPUs from laying the race race and I think it's an important innovation because that's going to really come and help the gaming but also it's starting to bleed into some other creative areas we're way to get you stocked up with some alien we're here walking out of it I'm waiting for a display the curtains excited I want the curb display no we we see it in games we also see it in advertising so it's amazing the stuff you can go and do it say render a vehicle in a photo shoot that you used to have to go to a remote location and basically ray-tracing allows you to render that scene by putting individual beams of light into that into the interact with all the geometry that you have and it shows what it'll basically draw that picture for you so you get all kinds of nuances of shadows other images flickers and reflections that are just amazing and lifelike realism so we're gonna see that in games you see graphics designer is doing that in TV commercials and in print ads and you do it without ever having to touch the physical product which it's hugely time and processor compute graphics intensive to go and do that but you're now seeing us able to do that on a I brought in a precision workstation it's a little bit bigger than this and it's a horse-collar on the machines can handle that ray tracing that's the whole point yes guys are connecting the edge with your your laptops your your your your your PC's what are you doing a stress test them on the edge torture test you're doing any fun stuff like dropping them from the building and throwing flames at them and yeah what we do we have some fun labs so in Austin Texas we have a lot of fun whether it's dropping systems which is not unrealistic of what happens in the environment we actually find our hardest users are students in education environments so we've commercial really important because like the XPS I see you guys are using people will take a little bit better care of the stuff when it's their own dollars that went to that but you know the the work system gets thrown in a bag it gets thrown in in the back of the car so you look at temperature testing cold hot drops waters coffee in the office environment water in the office environment that gets thrown against it so we do all that kinds of stuff but we've learned a lot from students and we do things like little micro drop tests because you had literally we had systems that got not banged against the floor but the slammd in the bag by a student you know thousands of times across the lifecycle that we had to go and change how we engineer some of the connectors and how the systems are set up just to make them really durable so whatever you talk about your business a little bit John knows I'd love to get into the business that I want to explore the importance of the the client business to Dell it's about half of your revenue just a little under half of the revenue obviously lower margin than some of the enterprise businesses but it's critical and this is what the company was founded on it absorbs a lot of the corporate overhead it's growing what's going on in the business units dollars what can you share with us yes so forty-three billion dollar business grew double digits last year we had for the last five quarters we've led the industry in growth which is a reflection of our real focus on what customers are looking for and delivering great products to them we have 25 quarters of gaining share 25 consecutive quarters so we have a really good run going in the business we look at this year I see the industry continues to consolidate top three players in our industry are around less than 65% share kind of 63 and change and in most industries you see them as they've become more mature you see them more consolidated than than where we are today it's been consolidating last six years we've gained six hundred basis points a share we think is Michael and our team have invested in great designs and great experiences to customers there's lots of runway to continue growth here and you know that's what we're the thing that gets me excited in our engineers is turning out products that our customers go and love and as we went private you really began to transform this company we said we want to be the best bar no one in this industry and we've really you see that in the Alienware you see that in XPS you see that what we're doing in the latitude space we continue to set a very high bar for ourselves in the growth so people tend to keep their laptops longer you got to sell these cloud apps and it's great as a user you have to replace your your laptop every you know 15 months yeah I'm sure you'd love us to do that but so where's the growth coming from is that new applications is it obviously share gains and and how will it continue yeah well we see it more the premium space is growing a lot where people have said hey I want to trade up whether that's the the gamer like your son a user on XPS who wants a really mobile system that they can throw in their backpack or throw in their purse and take take with them it's interesting in the commercial space we actually see some of the highest end systems that we sell in our work station business have the fastest turnover and change rate because when you can add more cores more horsepower to that and go my expensive engineer designing airplanes or my graphics design or doing advertisements or videos for the company can now be more productive people go I want to spend the $3,000 because in comparison to the salary and the time I'm saving I'll get the best talent they're happier because it gets done faster and my business gets more done that's where they're actually switching the system's over so it's to us to make that easier and then the other thing that we're doing that's really interesting and that we announced this week is we're working across our businesses so we've gotten out of just the you know look at the hardware but we're going how do I partner with the services business how do I partner with VMware and start to make the whole process that get in technology and users hands easier because if you look at if you look at companies today 75% of their spend in our space is on all the stuff other than the hardware and the devices so it's like planning going and doing deployment where I have technical people literally with box cutters opening boxes putting new images on systems they struggle to keep systems up-to-date how do I manage support them take all the calls that are coming in you start looking at that and you go there's a way we've we've always tried to redo it but it was like shuffle around where the people are and hey I can take your people and do the thing for you cheaper or maybe not because then you start getting charged for all these crazy change things now we're going pay with software and services I can start doing this in an automated intelligent way that makes it a lot easier so I can go when I want you me any of us to have an awesome system go start taking that other cost out make it easy and fast and then you go the system can be updated someone can go I get better technology in my users hands and hey I save money doing it because I'm not spending on this other crazy stuff hopefully invest a little more here but also invest in the infrastructure transformation they have going on 5% is seventy five fifty five percent the buckets what a hundred billion is that fair enough in commercial space if we throw phones printers everything in there's about two hundred billion dollars in companies spent on hardware four hundred billion on other stuff if you look at pcs that ratio it's a bunch of the two hundred billion and it's in a billion you can attack with just better services and automation and things like that's and that's what we're doing like with VMware and with our services team with going like how can i integrate take VMware software integrate with our Factory and go when your new system shows up it has your apps and your image on it you plug in you're literally logged in doing final last mile customization so think new employee rather than having to download a bunch of stuff or an IT person comes and sets up your system you get that system with what you need your profile which we figured out we've been figured out hey here's the kind of users aren't you are you're a really mobile person we're going to want to get you this system you're plugged in with that new system going in minutes and it eliminates that sneakernet of a bunch of people doing it and turns it into intelligence and sauce so that's tens of billions in Tam expansion yeah absolutely yes I think it's we look at is hey it's it's a good opportunity for us to expand and then it saves customers it saves them time and money it makes it easier you're innovating on two fronts making a great device more horsepower to get that step-up function on new kinds of productivity that warrant the price increase for the user and then all that integration back-end yes to innovation tracks big time yeah and then we have to keep pushing on the physical hardware and that's where I go if you went back in time ten years ago you know it's like the systems were big and thick we never imagined they would be this slim this powerful I look at the future and go when you think about AR VR you think about more natural interaction with systems with voice and with breaking pen really a first user class with the keyboard I think there's a lot of opportunity going forward we want to do stuff that will cause people to want to buy new systems so it's a good challenge to have well we'll do a deal for you with the cube special sponsorship consideration for the curve monitors and all the crates thanks for coming on and we got ray tracing into the cube conversation here Sam thanks for come on share and congratulations new success PCs getting stronger faster new productivity gains with ray tracing all this other stuff happening this is what cloud and data does it's the cue bringing you all the content here's the content cannon two sets be right back with more coverage here at Dell technology world after the short break [Music]