>>I'm john free with the Q we are here. It's exciting news around the next evolution switching, Sony jean Donny, co founder and chief business officer Pensando and David Hughes chief product and technology officer Aruba HP. Welcome back. We just heard from Antonio neary and john Chambers about the HPV Ruba partnership with Pensando and the new switching platform. Tell me more about the exciting news you're announcing? >>Yeah, I'm really excited today to be introducing the CX 10,000 distributed services switch. It's a brand new class of switch way bringing together the best of Aruba switching technology adding to R C X portfolio combining with Pence Sandoz technology that technology embedded in the platform. The problem we're solving is that in a traditional data center, all of those services like fire walling and low balancing provided by centralized appliances. And while that might be okay for north south traffic traffic that's going in and out of the data center. It's not scalable and it's not cost effective to apply to every service in every port to every flow traversing their data center As we all know with microservices more and more of the traffickers east west over 70% today and growing and so what we're doing here with the C X 10,000 is giving enterprises away to take the smart nick technology that's been proven out by hyper scholars and introduce it into their data centers in a very cost effective and easy to deploy way we're embedding that capability in the top of rack switch so that we can apply Fireable services, low balancing services to every port To every flow, delivering 100 times a scale in terms of a CLS 10 times of performance, in terms of encryption at a third of the cost of those traditional network architectures. So it's a super exciting time, >>love the speed, love the energy there. But I gotta ask what makes this a new category of switch. >>Well if you take a look at the journey we have been on as we have evolved our data centers and the applications have evolved for our customers. Uh and the world is now a bold new world of multi cloud. Uh the architecture is in the data center which are leaves spine architectures have become the new norm. Software defined, networking is pervasively deployed by our customers but as this journey began five or seven or even about 10 years ago uh and has culminated into a much more mature set of building blocks. We have taken the problem from one space of automating networks in the data center to then introducing lots and lots of expensive appliances to bring about security for example, or the state full services, whether it's load balancing or whether it's encryption and visibility and telemetry types of services. Now the customers had to try, you know, trombone all the traffic in and out of these appliances driving up the cost uh and the complexity and when time comes to troubleshoot these environments, it's extremely complex because you're trying to rationalize fabrics coming from one place appliances coming from four or five different vendors, maintaining all the software elements that need to be kept track off. Uh and as more and more customers want to aspire towards zero trust security model. Uh we need to start to embrace a lot of the principles that have been implemented by the hyper scholars and the cloud vendors, which is doing away with the appliances doing away with agent technology on servers, but instead to bring that technology for east west uh into play as well as to ensure that if there are bad actors that are landing inside of the data centers that they do not have the ability to, you know, create attack surfaces with complete lateral movement. Today, that is possible. Uh if you look at 70% of all the attacks that have been happening here in the past few years, it's as a result of having a attack surface which is pretty large in the data centers. And that gets further complicated when you move towards a multi cloud environment where the perimeter of the data center is now moving into the edge. Whether that edges, whether fleet resides for our customers or whether that edge happens to be a co location edge where you're building your own rampant off ramps. So I think the compelling event essentially is driven by the whole notion of distribution of services and having them available from a security and from a services point of view and these are state full services as close to the workload as you possibly can get them. >>So you guys really hit on some key points, their cloud, native microservices East west, north south, um no perimeter edge. These are topics that we would talk about kind of individually over the years, it's happening now all at the same time, this is causing a lot of complexities and then the security challenges you just laid out are everywhere. This brings up a big conversation around solving this. How does this new architecture, this solution solve the complexity and the security challenges in the data center. >>If you look at the use cases that our customers are talking about. The first, the initial use case really is to bring about security and state full security for east west traffic right into the fabric of their data centers. So having the ability to deliver that while eliminating the complex appliances only to do the job which they do very well, which is not South protection of services. Uh that also allows us the ability then to start to deliver visibility and telemetry at the same time that we're delivering state full security firewall and micro segmentation services because what I cannot see, I cannot secure. Uh so those two elements are initial use cases out of the box for our customers as we deliver this platform to them and then as more and more use cases that are becoming evident to us through customer interactions come into play. For example, the co location edge that I would like. David to walk you through a bit more in terms of how we help solve for that use case. >>So for the cooler use case, I think we're moving from a world where people talk about data centers to now talking about centers of data and those centers of data. Yes, they can be in a core private data center, they could be in the cloud but more and more they're going to be distributed around the edge in co location environments. And what we need to be able to do is extend those services that were provided in the data center to be provided in those Kahlo's at the edge And again we want to do that without having to deploy a whole rack of appliances that may be cost more than a computer itself and so with the CX- 10,000 we can have that as a top of rack switch for that polo. And from that switch deploy all of the encryption and firewall ng services that that polo requires. And what's important is that we're doing it with the same policy framework under the same management system across the whole enterprise in the data center as well as in these co location environments and out into the cloud. >>So you guys mentioned visibility and a quick follow up on this question because you mentioned visibility can't see it, you can't protect it. But also there's a lot of workloads that people are trying to automate. These are two factors. Can you guys just double down on that? I want to just get that out there because I think this becomes a big thing. >>I think policy having the ability to have an intent based policy that is a foundational technology building block that we are brought together is a very important element. And then when you map it back to tools that Aruba is extending support for including this platform, become very valuable. So David, why don't you walk us >>through? You know, I think one of the advantages that we bring is that this is an extension of the Aruba C X switching portfolio. So yeah, it's a cloud native microservices, very modern switch architecture and we have a comprehensive management platform, the Aruba fabric controller. And so what we are doing is making sure that everything fits together nicely, that we're delivering a complete solution to our customers. But one important thing to mention here is that we are thinking about how customers can do this step by step. So no, we're not requiring them to rebuild their entire data center, They can do this one rack at a time. We can work with their existing spine and deploy one leaf at a time in a very measured way. And so we think it's a great way for enterprises to be able to consume this modern distributed platform. >>That's a great segment. The next question. I mean I totally see this as you guys are talking about the cloud native trend, driving a cloud operational model to every edge. The data center is just another edge. It's a center of data. Love that. I love that line. So I have to kind of ask the operational side of the question, how would an enterprise customers manage all this take us through the nuts and bolts of deploying and managing of his gum? A customer >>That's a very good question. If you take a look at the customer's deployment models and let's let's take the example of they want to now bring in this technology and build a part or highly secure part with it for east west and to make sure that they're protecting 100% of that east west traffic. I think that leveraging all the building blocks that we have innovated between us and Aruba. We want to make sure that the ecosystem that the customer has built, they want whether they have built it with companies like Splunk and service now or Guardianco, they want integration points will be made available to them. If you take a look at, take a step back and say for these environments as you aspire to go toward zero trade security. The issues of inserting security appliances into network flows and having the ability to map it to the knowledge of applications and their dependencies for policy becomes an important function to tackle. So once you accept that, Okay, I have state full security functions built into this top of rack device available for my applications and all workloads, whether they're container workloads, bare metal workload, virtualized workloads uh and I have complete visibility into those workloads without compromising on connectivity and I can control through enforcement of policy where I need it because now security is part of the fabric, it's not a bolt on. Then comes the job of integration with an ecosystem. So whether you're looking at seem and sold companies where we are delivering in close collaboration with Splunk, A Pensando app for Splunk there's also going to be the availability of an elastic module, A plug in module. Uh then turn attention to what's more automation and devops and civil playbooks for the C X 10-K will be made available day one so that where you do not have the ability to deploy the A. F. C. You can use your existing answerable toolkit and they're making those playbooks available to our customers. Uh They want integration with application discovery mapping companies like Guardianco, allowing them to discover who's talking to whom and push and enforce that policy through the C X 10-K will allow for more automated deployments of those policies and finally, compliance integration with vendors like too thin for continuous security compliance monitoring becomes extremely important as the screen depicts a lot of lot of visualization capabilities with companies like Elk which are in beta today and answerable and Splunk and Elk will all be targeted at first customer shipment. So again, telemetry visibility with the integration of the ecosystem. Uh, it becomes a very powerful combination for the customers as they look to operationalize this for day to day three and they, you know, day one, day two, day three automation. >>That's awesome. David, I'd like to let you weigh in on this whole question of operations because you're hitting all the marks here that are relevant cloud, native microservices, apps, explosion and data volume and velocity, hyper scale operational cloud operations, performance, price point security all in this one solution. This is big. Um, it's not like you mentioned earlier, it's not a rip and replace but you can roll it out how how do you see a customer best operational izing this new, >>You know, I think the answer is a little bit different for each customer but you are very careful at the beginning, we introduced this. It's an evolution of switching. It's not a revolution where we have to replace everything and I think that's really exciting is that it builds on the foundational architecture of leaf and spine. And what we're able to do is let that customer introduced these new capabilities one leaf at a time. So maybe when they're upgrading from 10 gigs to 25 gigs, it's a great time for them to introduce this capability into their data center um and then depending on their application, you know, it may be, as Sony said that they've got one particular application, a crown jewel application and so they want to build out that in one rack and provide, you know, very, very robust East west as well as north south um security around that application, but there's so many different ways that customers can deploy this technology and what's really exciting is now is we're beginning to work with our customers, learning about these new use cases and then feeding that back into our roadmap and we all >>know, as you get down lower in the network layer, security is distributed architecture. So everything is paramount like security, super relevant, great conversation, I gotta ask what's next with this technology. Yeah, >>well, you know the teams, the two engineering teams are working together and this is step one on, on a really exciting new path, I don't know, Sony, what would you say? >>I think there's a lot more to come here. This is just a starting point. We have an incredibly strong partnership and go to market partnership here with Uber team with this platform. It is just the beginning uh and it will lead our customers onto the multi cloud journey. Uh and last but not least, I would like to say that you know, in closing uh that are seldom opportunities where you look at disrupting the way things are happening while fitting into customers existing models. So this is, as I said with everything being software defined, you will continue to see as delivering at great velocity more and more software defined services, whether it's encryption, Lord balancing and other state full services over time. Making this technology easier to deploy by fitting into the existing ecosystem and continuing to provide them with the 100 extra scale, 10 X. The performance as well as the ability to do it at a third of the same, you know, at the third of the cost of what they would need to if they had to build this uh today with disparate devices, >>exciting news in the industry. You guys are the pros you've seen all the waves of innovation over the years. I guess my final final question would be, how would you summarize this point in time right now? This is pretty um exciting all this is all happening At the same time, customers are having opportunity to innovate the pandemic has shown a lot of scale and and the need for stability and security. This is a special moment. How would you guys weigh in on that? >>Yeah, I think about it every decade, there's a change in how data centers a belt. And so this is the change that's happening this decade. Moving to a distributed services, switch. The other big mega trend that I see is this move, as I said from data centers to stand as a data and the opportunity for customers to use this technology as they move out to the edge. Have distributed compute and tell us, what do you think Sony? >>I think I couldn't agree more. I think there are so many various technology transitions occurring now. The cloud being the biggest one. Uh the explosion of data and uh, you know, the customers making decisions of having a distributed model And if indeed two thirds, if not 75% of all data will be processed at the edge over the next few years. This architecture is prime for the enterprise to go leverage their best practices of today while they can gradually move that architecture is for the future, which is a multi cloud future >>centers of data, large scale cloud operations automation. The speed of innovation has never seen this before. Uh It's exciting time. Sunny, thank you for coming on. And David, thanks for chatting about this exciting new announcement. Thank you very much. >>Thank you. Thank you. >>This is the power of and hp. Ruba and Pensando partnership. I'm john forward the cube. Thanks for watching. Mhm

>>from around the globe. It's the Cube with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Hello and welcome back to the cubes. Virtual coverage of VM World 2020 Virtual I'm John for your host of the Cube, our 11th year covering V emeralds. Not in person. It's virtual. I'm with my coast, Dave. A lot, of course. Ah, guest has been on every year since the cubes existed. Sanjay Putin, who is now the chief operating officer for VM Ware Sanjay, Great to see you. It's our 11th years. Virtual. We're not in person. Usually high five are going around. But hey, virtual fist pump, >>virtual pissed bump to you, John and Dave, always a pleasure to talk to you. I give you more than a virtual pistol. Here's a virtual hug. >>Well, so >>great. Back at great. >>Great to have you on. First of all, a lot more people attending the emerald this year because it's virtual again, it doesn't have the face to face. It is a community and technical events, so people do value that face to face. Um, but it is virtually a ton of content, great guests. You guys have a great program here, Very customer centric. Kind of. The theme is, you know, unpredictable future eyes is really what it's all about. We've talked about covert you've been on before. What's going on in your perspective? What's the theme of your main talks? >>Ah, yeah. Thank you, John. It's always a pleasure to talk to you folks. We we felt as we thought, about how we could make this content dynamic. We always want to make it fresh. You know, a virtual show of this kind and program of this kind. We all are becoming experts at many Ted talks or ESPN. Whatever your favorite program is 60 minutes on becoming digital producers of content. So it has to be crisp, and everybody I think was doing this has found ways by which you reduce the content. You know, Pat and I would have normally given 90 minute keynotes on day one and then 90 minutes again on day two. So 180 minutes worth of content were reduced that now into something that is that entire 180 minutes in something that is but 60 minutes. You you get a chance to use as you've seen from the keynote an incredible, incredible, you know, packed array of both announcements from Pat myself. So we really thought about how we could organize this in a way where the content was clear, crisp and compelling. Thekla's piece of it needed also be concise, but then supplemented with hundreds of sessions that were as often as possible, made it a goal that if you're gonna do a break out session that has to be incorporate or lead with the customer, so you'll see not just that we have some incredible sea level speakers from customers that have featured in in our pattern, Mikey notes like John Donahoe, CEO of Nike or Lorry beer C I, a global sea of JPMorgan Chase partner Baba, who is CEO of Zuma Jensen Wang, who is CEO of video. Incredible people. Then we also had some luminaries. We're gonna be talking in our vision track people like in the annuity. I mean, one of the most powerful women the world many years ranked by Fortune magazine, chairman, CEO Pepsi or Bryan Stevenson, the person who start in just mercy. If you watch that movie, he's a really key fighter for social justice and criminal. You know, reform and jails and the incarceration systems. And Malala made an appearance. Do I asked her personally, I got to know her and her dad's and she spoke two years ago. I asked her toe making appearance with us. So it's a really, really exciting until we get to do some creative stuff in terms of digital content this year. >>So on the product side and the momentum side, you have great decisions you guys have made in the past. We covered that with Pat Gelsinger, but the business performance has been very strong with VM. Where, uh, props to you guys, Where does this all tie together for in your mind? Because you have the transformation going on in a highly accelerated rate. You know, cov were not in person, but Cove in 19 has proven, uh, customers that they have to move faster. It's a highly accelerated world, a lot. Lots changing. Multi cloud has been on the radar. You got security. All the things you guys are doing, you got the AI announcements that have been pumping. Thean video thing was pretty solid. That project Monterey. What does the customer walk away from this year and and with VM where? What is the main theme? What what's their call to action? What's what do they need to be doing? >>I think there's sort of three things we would encourage customers to really think about. Number one is, as they think about everything in infrastructure, serves APS as they think about their APS. We want them to really push the frontier of how they modernize their athletic applications. And we think that whole initiative off how you modernized applications driven by containers. You know, 20 years ago when I was a developer coming out of college C, C plus, plus Java and then emerge, these companies have worked on J two ee frameworks. Web Logic, Be Aware logic and IBM Web Street. It made the development off. Whatever is e commerce applications of portals? Whatever was in the late nineties, early two thousands much, much easier. That entire world has gotten even easier and much more Micro service based now with containers. We've been talking about kubernetes for a while, but now we've become the leading enterprise, contain a platform making some incredible investments, but we want to not just broaden this platform. We simplified. It is You've heard everything in the end. What works in threes, right? It's sort of like almost t shirt sizing small, medium, large. So we now have tens Ooh, in the standard. The advanced the enterprise editions with lots of packaging behind that. That makes it a very broad and deep platform. We also have a basic version of it. So in some sense it's sort of like an extra small. In addition to the small medium large so tends to and everything around at modernization, I think would be message number one number two alongside modernization. You're also thinking about migration of your workloads and the breadth and depth of, um, er Cloud Foundation now of being able to really solve, not just use cases, you are traditionally done, but also new ai use cases. Was the reason Jensen and us kind of partner that, and I mean what a great company and video has become. You know, the king maker of these ai driven applications? Why not run those AI applications on the best infrastructure on the planet? Remember, that's a coming together of both of our platforms to help customers. You know automotive banking fraud detection is a number of AI use cases that now get our best and we want it. And the same thing then applies to Project Monterey, which takes the B c f e m A Cloud Foundation proposition to smart Knicks on Dell, HP Lenovo are embracing the in video Intel's and Pen Sandoz in that smart make architectural, however, that so that entire world of multi cloud being operative Phobia Macleod Foundation on Prem and all of its extended use cases like AI or Smart Knicks or Edge, but then also into the AWS Azure, Google Multi Cloud world. We obviously had a preferred relationship with Amazon that's going incredibly well, but you also saw some announcements last week from, uh, Microsoft Azure about azure BMR solutions at their conference ignite. So we feel very good about the migration opportunity alongside of modernization on the third priority, gentlemen would be security. It's obviously a topic that I most recently taken uninterested in my day job is CEO of the company running the front office customer facing revenue functions by night job by Joe Coffin has been driving. The security strategy for the company has been incredibly enlightening to talk, to see SOS and drive this intrinsic security or zero trust from the network to end point and workload and cloud security. And we made some exciting announcements there around bringing together MAWR capabilities with NSX and Z scaler and a problem black and workload security. And of course, Lassiter wouldn't cover all of this. But I would say if I was a attendee of the conference those the three things I want them to take away what BMR is doing in the future of APS what you're doing, the future of a multi cloud world and how we're making security relevant for distributed workforce. >>I know David >>so much to talk about here, Sanjay. So, uh, talk about modern APS? That's one of the five franchise platforms VM Ware has a history of going from, you know, Challenger toe dominant player. You saw that with end user computing, and there's many, many other examples, so you are clearly one of the top, you know. Let's call it five or six platforms out there. We know what those are, uh, and but critical to that modern APS. Focus is developers, and I think it's fair to say that that's not your wheelhouse today, but you're making moves there. You agree that that is, that is a critical part of modern APS, and you update us on what you're doing for that community to really take a leadership position there. >>Yeah, no, I think it's a very good point, David. We way seek to constantly say humble and hungry. There's never any assumption from us that VM Ware is completely earned anyplace off rightful leadership until we get thousands, tens of thousands. You know, we have a half a million customers running on our virtualization sets of products that have made us successful for 20 years 70 million virtual machines. But we have toe earn that right and containers, and I think there will be probably 10 times as many containers is their virtual machines. So if it took us 20 years to not just become the leader in in virtual machines but have 70 million virtual machines, I don't think it will be 20 years before there's a billion containers and we seek to be the leader in that platform. Now, why, Why VM Where and why do you think we can win in their long term. What are we doing with developers Number one? We do think there is a container capability independent of virtual machine. And that's what you know, this entire world of what hefty on pivotal brought to us on. You know, many of the hundreds of customers that are using what was formerly pivotal and FDR now what's called Tan Xue have I mean the the case. Studies of what those customers are doing are absolutely incredible. When I listen to them, you take Dick's sporting goods. I mean, they are building curbside, pick up a lot of the world. Now the pandemic is doing e commerce and curbside pick up people are going to the store, That's all based on Tan Xue. We've had companies within this sort of world of pandemic working on contact, tracing app. Some of the diagnostic tools built without they were the lab services and on the 10 zoo platform banks. Large banks are increasingly standardizing on a lot of their consumer facing or wealth management type of applications, anything that they're building rapidly on this container platform. So it's incredible the use cases I'm hearing public sector. The U. S. Air Force was talking about how they've done this. Many of them are not public about how they're modernizing dams, and I tend to learn the best from these vertical use case studies. I mean, I spend a significant part of my life is you know, it s a P and increasingly I want to help the company become a lot more vertical. Use case in banking, public sector, telco manufacturing, CPG retail top four or five where we're seeing a lot of recurrence of these. The Tan Xue portfolio actually brings us closest to almost that s a P type of dialogue because we're having an apse dialogue in the in the speak of an industry as opposed to bits and bytes Notice I haven't talked at all about kubernetes or containers. I'm talking about the business problem being solved in a retailer or a bank or public sector or whatever have you now from a developer audience, which was the second part of your question? Dave, you know, we talked about this, I think a year or two ago. We have five million developers today that we've been able to, you know, as bringing these acquisitions earn some audience with about two or three million from from the spring community and two or three million from the economic community. So think of those five million people who don't know us because of two acquisitions we don't. Obviously spring was inside Vienna where went out of pivotal and then came back. So we really have spent a lot of time with that community. A few weeks ago, we had spring one. You guys are aware of that? That conference record number of attendees okay, Registered, I think of all 40 or 50,000, which is, you know, much bigger than the physical event. And then a substantial number of them attended live physical. So we saw a great momentum out of spring one, and we're really going to take care of that, That that community base of developers as they care about Java Manami also doing really, really well. But then I think the rial audience it now has to come from us becoming part of the conversation. That coupon at AWS re invent at ignite not just the world, I mean via world is not gonna be the only place where infrastructure and developers come to. We're gonna have to be at other events which are very prominent and then have a developer marketplace. So it's gonna be a multiyear effort. We're okay with that. To grow that group of about five million developers that we today Kate or two on then I think there will be three or four other companies that also play very prominently to developers AWS, Microsoft and Google. And if we're one among those three or four companies and remembers including that list, we feel very good about our ability to be in a place where this is a shared community, takes a village to approach and an appeal to those developers. I think there will be one of those four companies that's doing this for many years to >>come. Santa, I got to get your take on. I love your reference to the Web days and how the development environment change and how the simplicity came along very relevant to how we're seeing this digital transformation. But I want to get your thoughts on how you guys were doing pre and now during and Post Cove it. You already had a complicated thing coming on. You had multi cloud. You guys were expanding your into end you had acquisitions, you mentioned a few of them. And then cove it hit. Okay, so now you have Everything is changing you got. He's got more complex city. You have more solutions, and then the customer psychology is change. You got to spectrums of customers, people trying to save their business because it's changed, their customer behavior has changed. And you have other customers that are doubling down because they have a tailwind from Cove it, whether it's a modern app, you know, coming like Zoom and others are doing well because of the environment. So you got your customers air in this in this in this, in this storm, you know, they're trying to save down, modernized or or or go faster. How are you guys changing? Because it's impacted how you sell. People are selling differently, how you implement and how you support customers, because you already had kind of the whole multi cloud going on with the modern APS. I get that, but Cove, it has changed things. How are you guys adopting and changing to meet the customer needs who are just trying to save their business on re factor or double down and continue >>John. Great question. I think I also talked about some of this in one of your previous digital events that you and I talked about. I mean, you go back to the last week of February 1st week of March, actually back up, even in January, my last trip on a plane. Ah, major trip outside this country was the World Economic Forum in Davos. And, you know, there were thousands of us packed into the small digits in Switzerland. I was sitting having dinner with Andy Jassy in a restaurant one night that day. Little did we know. A month later, everything would change on DWhite. We began to do in late February. Early March was first. Take care of employees. You always wanna have the pulse, check employees and be in touch with them. Because the health and safety of employees is much more important than the profits of, um, where you know. So we took care of that. Make sure that folks were taking care of older parents were in good place. We fortunately not lost anyone to death. Covert. We had some covert cases, but they've recovered on. This is an incredible pandemic that connects all of us in the human fabric. It has no separation off skin color or ethnicity or gender, a little bit of difference in people who are older, who might be more affected or prone to it. But we just have to, and it's taught me to be a significantly more empathetic. I began to do certain things that I didn't do before, but I felt was the right thing to do. For example, I've begun to do 25 30 minute calls with every one of my key countries. You know, as I know you, I run customer operations, all of the go to market field teams reporting to me on. I felt it was important for me to be showing up, not just in the big company meetings. We do that and big town halls where you know, some fractions. 30,000 people of VM ware attend, but, you know, go on, do a town hall for everybody in a virtual zoom session in Japan. But in their time zone. So 10 o'clock my time in the night, uh, then do one in China and Australia kind of almost travel around the world virtually, and it's not long calls 25 30 minutes, where 1st 10 or 15 minutes I'm sharing with them what I'm seeing across other countries, the world encouraging them to focus on a few priorities, which I'll talk about in a second and then listening to them for 10 15 minutes and be, uh and then the call on time or maybe even a little earlier, because every one of us is going to resume button going from call to call the call. We're tired of T. There's also mental, you know, fatigue that we've gotta worry about. Mental well, being long term. So that's one that I personally began to change. I began to also get energy because in the past, you know, I would travel to Europe or Asia. You know, 40 50%. My life has travel. It takes a day out of your life on either end, your jet lag. And then even when you get to a Tokyo or Beijing or to Bangalore or the London, getting between sites of these customers is like a 45 minute, sometimes in our commute. Now I'm able to do many of these 25 30 minute call, so I set myself a goal to talk to 1000 chief security officers. I know a lot of CEOs and CFOs from my times at S A P and VM ware, but I didn't know many security officers who often either work for a CEO or report directly to the legal counsel on accountable to the audit committee of the board. And I got a list of these 1,002,000 people we called email them. Man, I gotta tell you, people willing to talk to me just coming, you know, into this I'm about 500 into that. And it was role modeling to my teams that the top of the company is willing to spend as much time as possible. And I have probably gotten a lot more productive in customer conversations now than ever before. And then the final piece of your question, which is what do we tell the customer in terms about portfolio? So these were just more the practices that I was able to adapt during this time that have given me energy on dial, kind of get scared of two things from the portfolio perspective. I think we began to don't notice two things. One is Theo entire move of migration and modernization around the cloud. I describe that as you know, for example, moving to Amazon is a migration opportunity to azure modernization. Is that whole Tan Xue Eminem? Migration of modernization is highly relevant right now. In fact, taking more speed data center spending might be on hold on freeze as people kind of holding till depend, emmick or the GDP recovers. But migration of modernization is accelerating, so we wanna accelerate that part of our portfolio. One of the products we have a cloud on Amazon or Cloud Health or Tan Xue and maybe the other offerings for the other public dog. The second part about portfolio that we're seeing acceleration around is distributed workforce security work from home work from anywhere. And that's that combination off workspace, one for both endpoint management, virtual desktops, common black envelope loud and the announcements we've now made with Z scaler for, uh, distributed work for security or what the analysts called secure access. So message. That's beautiful because everyone working from home, even if they come back to the office, needs a very different model of security and were now becoming a leader in that area. of security. So these two parts of the portfolio you take the five franchise pillars and put them into these two buckets. We began to see momentum. And the final thing, I would say, Guys, just on a soft note. You know, I've had to just think about ways in which I balance work and family. It's just really easy. You know what, 67 months into this pandemic to burn out? Ah, now I've encouraged my team. We've got to think about this as a marathon, not a sprint. Do the personal things that you wanna do that will make your life better through this pandemic. That in practice is that you keep after it. I'll give you one example. I began biking with my kids and during the summer months were able to bike later. Even now in the fall, we're able to do that often, and I hope that's a practice I'm able to do much more often, even after the pandemic. So develop some activities with your family or with the people that you love the most that are seeing you a lot more and hopefully enjoying that time with them that you will keep even after this pandemic ends. >>So, Sanjay, I love that you're spending all this time with CSOs. I mean, I have a Well, maybe not not 1000 but dozens. And they're such smart people. They're really, you know, in the thick of things you mentioned, you know, your partnership with the scale ahead. Scott Stricklin on who is the C. C so of Wyndham? He was talking about the security club. But since the pandemic, there's really three waves. There's the cloud security, the identity, access management and endpoint security. And one of the things that CSOs will tell you is the lack of talent is their biggest challenge. And they're drowning in all these products. And so how should we think about your approach to security and potentially simplifying their lives? >>Yeah. You know, Dave, we talked about this, I think last year, maybe the year before, and what we were trying to do in security was really simplified because the security industry is like 5000 vendors, and it's like, you know, going to a doctor and she tells you to stay healthy. You gotta have 5000 tablets. You just cannot eat that many tablets you take you days, weeks, maybe a month to eat that many tablets. So ah, grand simplification has to happen where that health becomes part of your diet. You eat your proteins and vegetables, you drink your water, do your exercise. And the analogy and security is we cannot deploy dozens of agents and hundreds of alerts and many, many consoles. Uh, infrastructure players like us that have control points. We have 70 million virtual machines. We have 75 million virtual switches. We have, you know, tens of million's off workspace, one of carbon black endpoints that we manage and secure its incumbent enough to take security and making a lot more part of the infrastructure. Reduce the need for dozens and dozens of point tools. And with that comes a grand simplification of both the labor involved in learning all these tools. Andi, eventually also the cost of ownership off those particular tool. So that's one other thing we're seeking to do is increasingly be apart off that education off security professionals were both investing in ah, lot of off, you know, kind of threat protection research on many of our folks you know who are in a threat. Behavioral analytics, you know, kind of thread research. And people have come out of deep hacking experience with the government and others give back to the community and teaching classes. Um, in universities, there are a couple of non profits that are really investing in security, transfer education off CSOs and their teams were contributing to that from the standpoint off the ways in which we can give back both in time talent and also a treasure. So I think is we think about this. You're going to see us making this a long term play. We have a billion dollar security business today. There's not many companies that have, you know, a billion dollar plus of security is probably just two or three, and some of them have hit a wall in terms of their progress sport. We want to be one of the leaders in cybersecurity, and we think we need to do this both in building great product satisfying customers. But then also investing in the learning, the training enable remember, one of the things of B M worlds bright is thes hands on labs and all the training enable that happened at this event. So we will use both our platform. We in world in a variety of about the virtual environments to ensure that we get the best education of security to professional. >>So >>that's gonna be exciting, Because if you look at some of the evaluations of some of the pure plays I mean, you're a cloud security business growing a triple digits and, you know, you see some of these guys with, you know, $30 billion valuations, But I wanted to ask you about the market, E v m. Where used to be so simple Right now, you guys have expanded your tam dramatically. How are you thinking about, you know, the market opportunity? You've got your five franchise platforms. I know you're very disciplined about identifying markets, and then, you know, saying, Okay, now we're gonna go compete. But how do you look at the market and the market data? Give us the update there. >>Yeah, I think. Dave, listen, you know, I like davinci statement. You know, simplicity is the greatest form of sophistication, and I think you've touched on something that which is cos we get bigger. You know, I've had the great privilege of working for two great companies. s a P and B M where the bulk of my last 15 plus years And if something I've learned, you know, it's very easy. Both companies was to throw these TLS three letter acronyms, okay? And I use an acronym and describing the three letter acronyms like er or s ex. I mean, they're all acronyms and a new employee who comes to this company. You know, Carol Property, for example. We just hired her from Google. Is our CMO her first comments like, My goodness, there is a lot of off acronyms here. I've gotta you need a glossary? I had the same reaction when I joined B. M or seven years ago and had the same reaction when I joined the S A. P 15 years ago. Now, of course, two or three years into it, you learn everything and it becomes part of your speed. We have toe constantly. It's like an accordion like you expanded by making it mawr of luminous and deep. But as you do that it gets complex, you then have to simplify it. And that's the job of all of us leaders and I this year, just exemplifying that I don't have it perfect. One of the gifts I do have this communication being able to simplify things. I recorded a five minute video off our five franchise pill. It's just so that the casual person didn't know VM where it could understand on. Then, when I'm on your shore and when on with Jim Cramer and CNBC, I try to simplify, simplify, simplify, simplify because the more you can talk and analogies and pictures, the more the casual user. I mean, of course, and some other audiences. I'm talking to investors. Get it on. Then, Of course, as you go deeper, it should be like progressive layers or feeling of an onion. You can get deeper. It's not like the entire discussion with Sanjay Putin on my team is like, you know, empty suit. It's a superficial discussion. We could go deeper, but you don't have to begin the discussion in the bowels off that, and that's really what we don't do. And then the other part of your question was, how do we think about new markets? You know, we always start with Listen, you sort of core in contact our borough come sort of Jeffrey Moore, Andi in the Jeffrey more context. You think about things that you do really well and then ask yourself outside of that what the Jason sees that are closest to you, that your customers are asking you to advance into on that, either organically to partnerships or through acquisitions. I think John and I talked about in the previous dialogue about the framework of build partner and by, and we always think about it in that order. Where do we advance and any of the moves we've made six years ago, seven years ago and I joined the I felt VM are needed to make a move into mobile to really cement opposition in end user computing. And it took me some time to convince my peers and then the board that we should by Air One, which at that time was the biggest acquisition we've ever done. Okay. Similarly, I'm sure prior to me about Joe Tucci, Pat Nelson. We're thinking about nice here, and I'm moving to networking. Those were too big, inorganic moves. +78 years of Raghu was very involved in that. The decisions we moved to the make the move in the public cloud myself. Rgu pack very involved in the decision. Their toe partner with Amazon, the change and divest be cloud air and then invested in organic effort around what's become the Claudia. That's an organic effort that was an acquisition fast forward to last year. It took me a while to really Are you internally convinced people and then make the move off the second biggest acquisition we made in carbon black and endpoint security cement the security story that we're talking about? Rgu did a similar piece of good work around ad monetization to justify that pivotal needed to come back in. So but you could see all these pieces being adjacent to the core, right? And then you ask yourself, Is that context meaning we could leave it to a partner like you don't see us get into the hardware game we're partnering with. Obviously, the players like Dell and HP, Lenovo and the smart Knick players like Intel in video. In Pensando, you see that as part of the Project Monterey announcement. But the adjacent seas, for example, last year into app modernization up the stack and into security, which I'd say Maura's adjacent horizontal to us. We're now made a lot more logical. And as we then convince ourselves that we could do it, convince our board, make the move, We then have to go and tell our customers. Right? And this entire effort of talking to CSOs What am I doing is doing the same thing that I did to my board last year, simplified to 15 minutes and get thousands of them to understand it. Received feedback, improve it, invest further. And actually, some of the moves were now making this year around our partnership in distributed Workforce Security and Cloud Security and Z scaler. What we're announcing an XDR and Security Analytics. All of the big announcements of security of this conference came from what we heard last year between the last 12 months of my last year. Well, you know, keynote around security, and now, and I predict next year it'll be even further. That's how you advance the puck every year. >>Sanjay, I want to get your thoughts. So now we have a couple minutes left. But we did pull the audience and the community to get some questions for you, since it's virtually wanted to get some representation there. So I got three questions for you. First question, what comes after Cloud and number two is VM Ware security company. And three. What company had you wish you had acquired? >>Oh, my goodness. Okay, the third one eyes gonna be the turkey is one, I think. Listen, because I'm gonna give you my personal opinion, and some of it was probably predates me, so I could probably safely So do that. And maybe put the blame on Joe Tucci or somebody else is no longer here. But let me kind of give you the first two. What comes after cloud? I think clouds gonna be with us for a long time. First off this multi cloud world, you just look at the moment, um, that AWS and azure and the other clouds all have. It's incredible on I think this that multi cloud from phenomenon. But if there's an adapt ation of it, it's gonna be three forms of cloud. People are really only focus today in private public cloud. You have to remember the edge and Telco Cloud and this pendulum off the right balance of workloads between the data center called it a private cloud. The public cloud on one end and the telco edge on the other end. I think we're in a really good position for workloads to really swing between all three of those locations. Three other part that I think comes as a sequel to Cloud is cloud native. All of the capabilities a serverless functions but also containers that you know. Obviously the one could think of that a sister topics to cloud but the entire world of containers. The other seat, uh, then cloud a cloud native will also be topics, but these were all fairly connected. That's how I'd answer the first question. A security company? Absolutely. We you know, we aspire to be one of the leading companies in cyber security. I don't think they will be only one. We have to show this by the wealth on breath of our customers. The revenue momentum we have Gartner ranking us or the analysts ranking us in top rights of magic quadrants being viewed as an innovator simplifying the stack. But listen, we weren't even on the radar. We weren't speaking of the security conferences years ago. Now we are. We have a billion dollar security business, 20,000 plus customers, really strong presences and network endpoint and workload and Cloud Security. The three Coppola's a lot more coming in Security analytics, Cloud Security distributed workforce Security. So we're here to stay. And if anything, BMR persist through this, we're planning for multi your five or 10 year timeframe. And in that course I mean, the competition is smaller. Companies that don't have the breadth and depth of the n words are Andy muscle and are going market. We just have to keep building great products and serving customer on the third man. There's so many. But I mean, I think Listen, when I was looking back, I always wondered this is before I joined so I could say the summit speculatively on. Don't you know, make this This is BMR. Sorry. This is Sanjay one's opinion. Not VM. I gotta make very, very clear. Well, listen, I would have if I was at BMO in 2012 or 2013. I would love to about service now then service. It was a great company. I don't even know maybe the company's talk, but then talk about a very successful company at that time now. Maybe their priorities were different. I wasn't at the company at the time, but I can speculate if that had happened, that would have been an interesting Now I think that was during the time of Paul Maritz here and and so on. So for them, maybe there were other priorities the company need to get done. But at that time, of course, today s so it's not as big of a even slightly bigger market cap than us. So that's not happening. But that's a great example of a good company that I think would have at that time fit very well with VM Ware. And then there's probably we don't look back and regret we move forward. I mean, I think about the acquisitions we have made the big ones. Okay, Nice era air watch pop in black. Pivotal. The big moves we've made in terms of partnership. Amazon. What? We're announcing this This, you know, this week within video and Z scaler. So you never look back and regret. You always look for >>follow up on that To follow up on that from a developer, entrepreneurial or partner Perspective. Can you share where the white spaces for people to innovate around vm Where where where can people partner and play. Whether I'm an entrepreneur in a garage or venture back, funded or say a partner pivoting and or resetting with Govind, where's the white spaces with them? >>I think that, you know, there's gonna be a number off places where the Tan Xue platform develops, as it kind of makes it relevant to developers. I mean, there's, I think the first way we think about this is to make ourselves relevant toe all of that ecosystem around the C I. C. D type apply platform. They're really good partners of ours. They're like, get lab, You know, all of the ways in which open source communities, you know will play alongside that Hash E Corp. Jay frog there number of these companies that are partnering with us and we're excited about all of their relevancy to tend to, and it's our job to go and make that marketplace better and better. You're going to hear more about that coming up from us on. Then there's the set of data companies, you know, con fluent. You know, of course, you've seen a big I p o of a snowflake. All of those data companies, we'll need a very natural synergy. If you think about the old days of middleware, middleware is always sort of separate from the database. I think that's starting to kind of coalesce. And Data and analytics placed on top of the modern day middleware, which is containers I think it's gonna be now does VM or play physically is a data company. We don't know today we're gonna partner very heavily. But picking the right set of partners been fluent is a good example of one on. There's many of the next generation database companies that you're going to see us partner with that will become part of that marketplace influence. And I think, as you see us certainly produce out the VM Ware marketplace for developers. I think this is gonna be a game changing opportunity for us to really take those five million developers and work with the leading companies. You know, I use the example of get Lab is an example get help there. Others that appeal to developers tie them into our developer framework. The one thing you learn about developers, you can't have a mindset. With that, you all come to just us. It's a very mingled village off multiple ecosystems and Venn diagrams that are coalescing. If you try to take over the world, the developer community just basically shuns you. You have to have a very vibrant way in which you are mingling, which is why I described. It's like, Listen, we want our developers to come to our conferences and reinvent and ignite and get the best experience of all those provide tools that coincide with everybody. You have to take a holistic view of this on if you do that over many years, just like the security topic. This is a multi year pursuit for us to be relevant. Developers. We feel good about the future being bright. >>David got five minutes e. >>I thought you were gonna say Zoom, Sanjay, that was That was my wildcard. >>Well, listen, you know, I think it was more recently and very fast catapult Thio success, and I don't know that that's clearly in the complete, you know, sweet spot of the anywhere. I mean, you know, unified collaboration would have probably put us in much more competition with teams and, well, back someone you always have to think about what's in the in the bailiwick of what's closest to us, but zooms a great partner. Uh, I mean, obviously you love to acquire anybody that's hot, but Eric's doing really well. I mean, Erica, I'm sure he had many people try to come to buy him. I'm just so proud of him as a friend of all that he was named to Time magazine Top 100. But what he's done is phenomenon. I think he could build a company that's just his important, his Facebook. So, you know, I encourage him. Don't sell, keep building the company and you'll build a company that's going to be, you know, the enterprise version of Facebook. And I think that's a tremendous opportunity to do this better than anybody else is doing. And you know, I'm as an immigrant. He's, you know, China. Born now American, I'm Indian born, American, assim immigrants. We both have a similar story. I learned a lot from him. I learned a lot from him, from on speed on speed and how to move fast, he tells me he learns a thing to do for me on scale. We teach each other. It's a beautiful friendship. >>We'll make sure you put in a good word for the Kiwi. One more zoom integration >>for a final word or the zoom that is the future Facebook of the enterprise. Whatever, Sanjay, Thank >>you for connecting with us. Virtually. It is a digital foundation. It is an unpredictable world. Um, it's gonna change. It could be software to find the operating models or changing you guys. We're changing how you serve customers with new chief up commercial customer officer you have in place, which is a new hire. Congratulations. And you guys were flexing with the market and you got a tailwind. So congratulations, >>John and Dave. Always a pleasure. We couldn't do this without the partnership. Also with you. Congratulations of Successful Cube. And in its new digital format, Thank you for being with us With VM world here on. Do you know all that you're doing to get the story out? The guests that you have on the show, they look forward, including the nonviable people like, Hey, can I get on the Cuban like, Absolutely. Because they look at your platform is away. I'm telling this story. Thanks for all you're doing. I wish you health and safety. >>I'm gonna bring more community. And Dave is, you know, and Sanjay, and it's easier without the travel. Get more interviews, tell more stories and tell the most important stories. And thank you for telling your story and VM World story here of the emerald 2020. Sanjay Poon in the chief operating officer here on the Cube I'm John for a day Volonte. Thanks for watching Cube Virtual. Thanks for watching.

>>from around the globe. It's the Cube >>with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Hello and welcome back to the VM World 2020 Virtual coverage with the Cube Virtual I'm John for day. Volonte your hosts our 11th year covering VM. We'll get a great guest Greg Lavender, SBP and the CTO of VM. Where, uh, welcome to the Cube. Virtual for VM World 2020 Virtual Great. Thanks for coming on. >>Privileged to be here. Thank you. >>Um, really. You know, one of the things Dave and I were commenting with Pat on just in general start 11th year covering VM world. Uh, a little difference not face to face. But it's always been a technical conference. Always a lot of technical innovation. Project Monterey's out there. It's pretty nerdy, but it's a it's called the catnip of the future. Right? People get excited by it, right? So there's really ah lot of awareness to it because it kinda it smells like a systems overhaul. It smells like an operating system. Feels like a, you know, a lot of moving parts that are, quite frankly, what distributed computing geeks and software geeks love to hear about and to end distributed software intelligence with new kinds of hardware innovations from and video and whatnot. Where's that innovation coming from? Can you share your thoughts on this direction? >>Yeah, I think first I should say this isn't like, you know, something that just, you know, we decided to do, you know, six months ago, actually, in the office of C T 04 years ago, we actually had a project. Um, you know, future looking project to get our core hyper visor technology running on arm processors and that incubated in the office of the CTO for three years. And then last December, move the engineering team that had done that research and advanced development work in the office of the CTO over to our cloud platforms business unit, you know, and smart Knicks, you know, kind of converged with that. And so we were already, you know, well along the innovation path there, and it's really now about building the partnerships we have with smart nick vendors and driving this technology out to the benefit of our customers who don't want to leverage it. >>You get >>Greg, I want if you could clarify something for me on that. So Pat talked about Monterey, a complete re architect ing of the i o Stack. And he talked about it affecting in video. Uh, intel, melon, ox and Sandoz part of that when he talks about the Iot stack, you know, specifically what are we talking about there? >>So you know any any computing server in the data center, you know, in a cola facility or even even in the cloud, you know? Ah, large portion of the, you know CPU resource is, and even some memory resource is can get consumed by just processing. You know, the high volumes of Iot that's going out, you know, storage devices, you know, communicating between the different parts of multi tiered applications. And so there's there's a there's an overhead that that gets consumed in the course server CPU, even if its multi core multi socket. And so by offloading that a lot of that I owe work onto the arm core and taking advantage of the of the hardware offloads there in the smart Knicks, you can You can offload that processing and free up even as much as 30% of the CPU of a server, multi socket, multicourse server, and give that back to the application so that the application gets the benefit of that extra compute and memory resource is >>So what about a single sort of low cost flash tear to avoid the complexities of tearing? Is that part of the equation? >>Well, you know, you can you can, um you know, much storage now is network attached. And so you could if it's all flash storage, you know, using something like envy me fabric over over Ethernet, you can essentially build large scale storage networks more efficiently, you know more cheaply and take advantage of that offload processing, uh, to begin to reduce the Iot Leighton. See, that's required taxes. That network attached storage and not just storage. But, you know, other devices, you know, that you can use you could better network attached. So disaggregated architectures is term. >>Uh, is that a yes? Or is that a stay tuned? >>Yeah, Yeah, yeah, yeah, yes. I mean the storage. You know, more efficient use of different classes of storage and storage. Tearing is definitely a prime use case there. >>Yeah, great. Thank you. Thanks for that. John, >>How could people think about the edge now? Because one of the things that's in this end to end is the edge. Pat brought it up multi cloud and edge or two areas that are extending off cloud and hybrid. What should people think about the innovation equation around those things? Is that these offload techniques? What specifically in the systems architecture? Er, do you guys see as the key keys there? >>So so, you know, edges very diversified, heterogeneous place, Uh, in the architectures of multi cloud services. So one thing we do know is, you know, workload. I would like to say workload follows data, and a lot of the data will be analyzed, the process at the edge. So the more that you can accelerate that data processing at the edge and apply some machine learning referencing at the edge were almost certainly gonna have kubernetes everywhere, including the edge. So I think you're seeing a convergence of the hardware architectures er the kubernetes control plane and services and machine learning workloads. You know, traveling to the edge where the where the data is going to be processed and actions could be taken autonomously at the edge. So I think we're in this convergence point in the industry where all that comes together. >>How important do you >>do you see that? Okay, John, >>how important is the intelligence piece? Because again, the potatoes at the edge. How do you guys see the data architecture being built out there? >>Um, well, again, it's depending on the other. The thick edge of the thin edge. You know, you're gonna have different, different types of data, and and again, a lot of the the inference thing that could happen at the edges. Going to, I think, for mawr, you know, again to take action at the edges, opposed to calling home to a cloud, you know, to decide what to do. So, depending on, you know, the computational power and the problem with its video processing or monitoring, you know, sensors, Aaron, oil. Well, the kind of interesting that will happen at the edge will will be dependent on that data type and what kind of decisions you want to make. So I think data will be moving, you know, from the edge to the cloud for historical analytics and maybe transitional training mechanisms. But, you know, the five G is gonna play heavily into this is well right for the network connectivity. So we read This unique point is often occurs in the industry every few years of all these technology innovations converging to open up an entirely new platform in a new way of computing that happens at the edge, not just in your data center at the cloud. >>So, Greg, you did a fairly major stint at a large bank. What would something you mentioned? You know, like an oil rig. But what would something like these changes mean for a new industry like banking or financial? Uh, will it have an impact there and put on your customer hat for a minute and take us through that >>e? You know, eight machines, you know, branches, chaos. You know, there's all make banks always been a very distributed computing platform. And so, you know, people want to deliver mawr user experience, services, more video services. You know all these things at the edge to interact positively with the customer without using the people in the loop. And so the banking industry has already gone through the SD when, and I want transformation to deliver the bandwidth more capably to the edge. And I just think that they'll just now be able to deliver Mawr Edge services that happened can happen more autonomously at the edge is opposed that having the hairpin home run everything back to the data center. >>Awesome. Well, Pat talks about the modern platform, the modern companies. Greg, I wanna ask you because we're seeing with Kovar, there's to use cases, you know, the people who don't have a tailwind, Um, companies that are, you know, not doing well because there's no business that you have there modernizing their business while they have some downtime. Other ones have a tailwind. They have a modern app that that takes advantage, this covert situation. So that brings up this idea of what is a modern app look like? Because now, if you're talking about a distributed architecture, some of things you're mentioning around inference, data edge. People are starting to think about these modern naps, and they are changing the game for the business. Now you have vertical industries. You mentioned oil and gas, you got financial services. It used to be you had industry solution. It worked like that and was siloed. Now you have a little bit of a different architectures. If we believe that we're looking up, not down. Does it matter by industry? How should people think about a modern application, how they move faster? Can you share your insights into into some of this conceptual? What is a modern approach and does it doesn't matter by vertical or industry. >>Yes, I mean, certainly over the course of my career, I mean, there's there's a massive diversity of applications. And of course, you know, the explosion of mobile and edge computing is just another sort of sort of use cases that will put demands on the infrastructure in the architecture and the networking. So a modern, a modern app I mean, we historically built sort of these monolithic app. So we sort of built these sort of three tier apse with, you know, sort of the client side, the middleware side. The database back in is the system of record. I mean, this is even being more disaggregated in terms of, you know, the the consumer edges both not just web here, but mobile tear. And, you know, we'll see what emerges out of that. The one thing for sure that is that, um they're becoming less monolithic and mawr a conglomeration of sass and other services that are being brought together, whether it's from the cloud services or whether it's s, you know, SBS delivering, you know, bring your own software. Um, and they're becoming more distributed because people need operated higher degrees of scale. There's a limit to Virgil vertical scaling, so you have to go to horizontal scaling, which is what the cloud is really good at. So I think all these things were driving a whole new set of technologies like next generation AP gateways. Message Busses, service mesh. We're announcing Tanzi's service message being world. Um, you know, this is just allowing allowing that application to be disaggregated and then integrated with other APS assassin services that allow you to get faster time to market. So speed of delivery is everything. So modern C I. C d. Modern software, technology and ability to deploy and run that workload anywhere at the edge of the core in the data center in the cloud. >>So when you do in your re architecture like this, Greg, I mean you've seen over the course of history in our industry you've seen so many companies have hit a wall and in VM, whereas it's just amazing engineering culture. How are you able toe, you know, change the engine mid flight here and avoid like, serious technical debt. And I mean, it took, you know, you said started four years ago, but can you give us a peek inside? You know, that sort of transformation and how you're pulling that off? >>Well, I mean, we're providing were delivered the platform and, you know, spring Buddhas a key, you know, technology that's used widely across the industry already, which is what we've got is part of our pivotal acquisition. And so what we're just trying to do is just keep keep delivering the technology and the platform that allows people to go faster with quality security and safety and resiliency. That's what we do really well at VM ware. So I think you're seeing more people building these APS Cloud native is opposed to, you know, taking an existing legacy app In trying to re factor it, they might do what it called e think somebody's called two speed architectures. Take the user front, end the consumer front in, and put that cloud native in the cloud. But the back end system of record still runs in the private cloud in a highly resilient you know, backed up disaster recovered way. So you're having, I think, brand new cloud native APS we're seeing. And then you're seeing people very carefully because there's a cost to it of looking at How do I basically modernized the front end but maintain the reliability of the scalability of security and the reliability of that sort of system of record back in? So either way, it's it's winning for the companies because they could do faster delivery to their businesses and their clients and their partners. But you have to have the resiliency and reliability that were known for for running those mission critical workloads, >>right? So the scenario is that back end stays on premise on the last earnings call, I think, Pat said, or somebody said that, that I think I just they said on Prem or maybe the man hybrid 30 to 40% cheaper, then doing it in the cloud. I presume they were talking about those kind of back end systems that you know you don't wanna migrate. Can you add some color that again from your customer perspective That the economics? >>Yeah. You know, um, somebody asked me one time what's really a cloud. Greg and I said, automation, automation, automation you can take you can take You can take your current environments and highly automate the release. Lifecycle management develop more agile software delivery methods. And so therefore, you could you could get sort of cloud benefits, you know, from your existing applications by just highly optimizing them and, you know, on the cost of goods and services. And then again, the hybrid cloud model just gives customers more choice, which is okay. I want to reduce the number of data centers I have, but I need to maintain reliability, scalability, etcetera. Take advantage of, you know, the hybrid cloud that we offer. But you'll still run things. Cloud natives. I think you're seeing this true multi cloud technology and paradigm, you know, grow out as people have these choices. And then the question is okay. If you have those choices, how do you maintain security? How do you maintain reliability? How do you maintain up time yet be able to move quickly. And so I think there's different speeds in which those platforms will evolve. And our goal is to give you the ability to basically make those choices and and optimize for economics as well as technical. You know, capability. >>Great. I want to ask you a question with Cove it we're seeing and we've been reporting the Cube virtual evolve because we used to be it at events, but we're not there anymore. But the as everyone has realized with cove it it's exposed some projects that you might not want to double down on or highlighted some gaps in architecture. Er, I mean, certainly who would have forecast of the disruption of 100% work from home VP and provisioning to access and access management security, and it really is exposed. What kind of who's where in the journey, Right in digital transformation. So I gotta ask you, what's the most important story or thing to pay attention, Thio as the smart money and smart customers go, Hey, you know what? I'm gonna double down on that. I'm gonna kill that project or sunset. That or I'm not gonna re factor that I'm gonna contain Arise it and there's probably there's a lot of that going on. In our conversations with customers, they're like it's pretty obvious. It's critical path. It's like we stay in business. We build a modern app, but I'm doubling down. I'm transitioning. It's a whole nother ballgame. What >>is >>the most important thing that you see that people should pay attention to around maintaining an innovation and coming out on the other side? >>Yeah, well, I think I think it just generally goes to the whole thesis of software defined. I mean, you know the idea of taking an appliance physical, You know, you have to order the hardware, get it on your loading dock, install in your data center. You know, go configure it, mapping into the rest of your environment. You know, whereas or you could just spend up new, softer instances of load balancers, firewalls, etcetera. So I think you know what's What's really helped in the covert era is the maturity of software to find everything. Compute storage, networking. Lan really allowed customers and many of our customers toe, you know, rapidly make that pivot. And so you know what? It's the you know, the workspace, the remote workspace. You gotta secure it. That's a key part of it, and you've got to give it. You know, you gotta have the scalability back in your data centers or, if you don't have it, be able to run those virtual desktops you know, in the cloud. And I think so. This ability again to take your current environment and, more importantly, your operating model, which, you know the technology could be agile and fast. But if you're operating models not agile, you know you can't executed Well, One of the best comments I heard from a customer CEO was, you know, for six months we debated, you know, the virtual networking architecture and how to deploy the virtual network. And, you know, when covet hit. We made the decision that did it all in one week. So the question the CEO asked now is like Well, why do we Why do we have to operate in that six month model going forward? Let's operate in the one week model going forward. E. I think that that z yeah, that's e think that's the big That's a big inflection point is the operating model has to be agile. We got all kinds of agile technology and choices I mentioned it's like, How do you make your organization agile to take advantage of those technological offerings? That's really what I've been doing the last six months, helping our customers achieve. >>I think that's a key point worth calling out and doubling down on day because, you know, whether you talk about our q Q virtual, our operating model has changed and we're doing new things. But it's not bad. It's actually beneficial. We could talk to more people. This idea of virtual ization. I mean pun intended virtual izing workforces face to face interactions air now remote. This is a software defined operating business. This is the rial innovation. I think this is the exposure. As companies wake up and going. Why didn't we do that before? Reminds me of the old mainframe days. Days? You know, why do we have that mainframe? Because they're still clutching and grabbing onto it. They got a transition. So this is the new the new reality. >>We were joking earlier that you know it ain't broke, don't fix it. And all of a sudden Covic broke everything. And so you know, virtualization becomes a fundamental component of of of how you respond. But and I wonder if Greg you could talk about the security. Peace? How how that fits in. You know everybody you know, the bromide, of course, is security can't be a bolt on. It's gotta be designed in from the start, Pat Gelsinger said years ago in the Cube. Security is a do over. You guys have purchased many different security components you've built in. Security comes. So how should we think about? And how are you thinking about designing insecurity across that entire stack without really bolting in, You know, pieces, whether it's carbon, carbon, black or other acquisitions that you've made? >>Yeah, I mean, I think that's that's the key. Inflection point we're in is an industry. I mean, getting back to my banking experience, I was responsible for cybersecurity, engineering the platforms that we engineered and deployed across the bank globally. And the challenge, the challenge. You know, that's I had, you know, 150 plus security products, and you go to bed at night wondering what? Which one did I forget to deploy or what did I get that gap? Do you think you think you're safe by the sheer number, but when you really boil down to it is like, you know, because you have to sort of like both all this stuff together to create a secure environment, you know, on a global level. And so really, our philosophy of VM where is Okay? Well, let's kind of break that model. That's what we call it intrinsic security, which is just, you know, we have the hyper visor. If you're running, the hyper visor is running on most of the service in your data center. If we have your if you have our network virtualization, we see all the traffic going between all those hyper visors and out to the cloud as well hybrid cloud or public cloud with our NSX technology. And then, you know, then you sort of bring into that the load balancers and the software to find firewalls. And pretty soon you have realized Okay, look, we have we have most of the estate. Therefore we could see everything and bring some intelligent machine learning to that and get proactive as opposed to reactive. Because our whole model now is we. All this technology and some alert pops and we get reactive. How about proactively telling me that something nasty is going on. >>I need to ask you a >>question. May be remediated. Sorry, John. It may be remediated at some point anyway. Bring in some machine intelligence tow. So instead of like you said, getting an alert actually tells me what what happened and how it was fixed, you know? Or at least recommending what I should dio, right? >>Yeah. I mean, part of the problem in the historic architectures is it was all these little silos. You know, every business unit had its own sort of technology. And Aziz, you make things virtualized. You you sort of do the virtual networking. The virtual stories of virtual compute all the software. You know, all of a sudden you have you have a different platform, you have lots of standardization. Therefore you don't have your operating model simplifies right and amount of and then it's about just collecting all the data and then making sense of the data. So you're not overwhelming the human's capacity to respond to it. And so I think that's really the fundamental thing we're all trying to get to. But the surface area is enlarged outside the data centers we've discussed out to the edge, whatever the edges, you know, into the cloud hybrid or public. So now you've got this big surface area where you've gotta have all that telemetry and all that visibility again, Back to getting proactive. So you got to do it in Band is opposed out of band. >>Great. I want to ask you a question on cyber security. We have an event on October 4th, the virtual event that Cuba is hosting with Cal Poly around this space and cybersecurity, symposiums, intersection of space and cyber. I noticed VM Ware recently announced last month that the United States Space Force has committed to the Tan Xue platform for for Continuous Dev ops operation for agility. I interviewed Lieutenant General John Thompson, Space Force, and we talked about that. He said quote, it's hard to do break fix in space. Uh, illustrating, really? Just can't send someone to swap out something in space. Not yet, at least. So they're looking at software defined as a key operating reality. Okay, so again, talk about the edge of space Isas edges. You're gonna get it. Need to be completely mad and talk about payloads and data. This >>is kind >>of interesting data point because you have security issues because space is gonna be contested and congested as an edge device. So it's actually the government's interested in that. But fundamentally, the death hops problem that you're you guys are involved in This >>is a >>reality. It's kind of connects this reality idea of operating models based in reality have to be software. What's >>your name? Yeah. I mean, I think the term we use now is def sec ops because you can't just do Dev ops. You have to have the security component in there, So, uh, yeah, the interesting. You know, like, there's a lot of interesting things happen just in fundamental networking, right? I mean, you know, the StarLink, you know, satellites at Testa. His launched Elon musk has launched and, you know, bringing sort of, you know, higher band with laurel agency to those. Yeah, we'll call it near space the and then again, just opens up all new opportunities for what we can dio. And so, Yeah, I think that's the software that the whole the whole saw for development ecosystem again, back to this idea. I think of three things. You gotta have speed. You gotta have scale and you gotta have security. And so that's really the emerging platform, whether it's a terrestrial or in near space, Uh, that's giving us the opportunity, Thio Do new architectures create service measures of services, some terrestrial, some some you know, far remote. And as you bring these new application architectures and system platform architectures together with all the underlying hardware and networking innovations that are occurring, you mentioned flash. But even getting into pmm persistent memory, right? So this this is so much happening that is converging. What's exciting to me about being a TV? Where is the CTO and we partner with all the hardware vendors? We partner with all the system providers, like in video and others. You know, the smart nick vendors. And then we get to come up with software architectures that sort of bring that together holistically and give people a platform. We can run your workloads to get work done wherever you need to land those workloads. And that's really the excitement about >>the candy store. And yet you've got problems hard problems to work on to solve. I mean, this really brings the whole project moderate, full circle because we think about space and networks and all these things you're talking about, You need to have smart everything. I mean, isn't that software? It's a complete tie into the Monterey. >>Yeah, yeah, yeah, Exactly. You're right. It's not just it's not just connecting everything and pushing data around its than having the intelligence to do it efficiently, economically, insecurely. And that's you know. So I see that you don't want to over hype machine learning. I did not to use the term AI, but use the machine learning technologies, you know, properly trained with the proper data sets, you know, and then the proper algorithms. You know that you can then a employee, you know, at the edge small edge, thick edge, you know, in the data center at the cloud is really Then you give the visibility so that we get to that proactive world I was talking about. >>Yeah, great stuff, Greg. Great insight, great conversation. Looking forward to talking mawr Tech with you. Obviously you are in the right spot was in the center of all the action across the board final point. If you could just close it out for us. What is the most important story at VM World 2020 this year. >>Um, well, I think you know, I like to say that I have the best job. I think you know that I've had in my career. I've had some great ones is you know, we get to be disruptive innovators, and we have a culture of perpetual innovation and really being world for us, Aly employees and all the people that work together to put it together is we get to showcase. You know, some of that obviously have more up our sleeves for the future. But, you know, being world is are, you know, coming coming out out show of the latest set of innovations and technologies. So there's going to be so much I have, ah, vision and innovation. Keynote kickoff, right. Do some lightning demos. And actually, I talk about work we're doing in sustainability, and we're putting a micro grid on our campus in Palo Alto and partnership with City of Palo Alto so that when the wildfires come through or there is power outages, you know we're in oasis of power generating capacity with our solar in our batteries. And so the city of Palo Alto could take their emergency command vehicles and plug into our batteries when the power is out in Palo Alto and operate city services and city emergency services. So we're not just innovating, you know, in cortex we're innovating to become a more, you know, sustainable company and provide sustainable, you know, carbon neutral technology for our customers to adopt. And I think that's an area we wanna talk about me. We talk about it next time, but I think you know our innovations. We're gonna basically help change the world with regard to climate as well. >>Let's definitely do that. Let's follow up for another in depth conversation on the societal impact. Of course, VM Ware VM Ware's VM World's 2020 is virtual is a ton of sessions. There's a Cloud City portion. Check out the 60 solution demos. Of course, they ask the expert, Greg, you're in there with Joe Beta Raghu, all the experts, um, engage and check it out. Thank you so much for the insight here on the Cube. Virtual. Thanks for coming on. >>Appreciate the opportunity. Great conversation and good questions. >>Great stuff. Thank you very much. Innovation that vm where it's the heart of their missions always has been, but they're doing well on the business side, Dave. Okay. The cube coverage. They're not there in person. Virtual. I'm John for day. Volonte. Thanks for watching.

>>From the cube studios in Palo Alto, in Boston, connecting with thought leaders all around the world. This is a cute conversation. Hi, welcome back. I'm Stu middleman. And this is a cube conversation digging in with, talking about what they're doing to help people. Yeah. Really bringing some of the networking ideals to cloud native environment, both know in the cloud, in the data centers program, Krishna penny. He is the vice president of software. Thanks so much for joining us. Thank you so much for talking to me. Alright, so, so Krishna the pin Sandow team, uh, you know, very well known in the industry three, uh, you innovation. Yeah. Especially in the networking world. Give us a little bit about your background specifically, uh, how long you've been part of this team and, uh, you know, but, uh, you know, you and the team, you know? Yeah. >>And Sando. Yup. Um, so, uh, I'm VP of software in Sandow, um, before Penn Sarno, before founding concern, though, I worked in a few startups in CME networks, uh, newer systems and Greenfield networks, all those three startups have been acquired by Cisco. Um, um, my recent role before this, uh, uh, this, this company was a, it was VP of engineering and Cisco, uh, I was responsible for a product called ACA, which is course flagship SDN tonic. Mmm. So I mean, when, why did we find a phone, uh, Ben Sandoz? So when we were looking at the industry, uh, the last, uh, a few years, right? The few trends that are becoming clear. So obviously we have a lot of enterprise background. We were watching, you know, ECA being deployed in the enterprise data centers. One sore point for customers from operational point of view was installing service devices, network appliances, or storage appliances. >>So not only the operational complexity that this device is bringing, it's also, they don't give you the performance and bandwidth, uh, and PPS that you expect, but traffic, especially from East West. So that was one that was one major issue. And also, if you look at where the intelligence is going, has been, this has been the trend it's been going to the edge. The reason for that is the motors or switches or the devices in the middle. They cannot handle the scale. Yeah. I mean, the bandwidths are growing. The scale is growing. The stateful stuff is going in the network and the switches and the appliances not able to handle it. So you need something at the edge close to the application that can handle, uh, uh, this kind of, uh, services and bandwidth. And the third thing is obviously, you know, x86, okay. Even a few years back, you know, every two years, you know, you're getting more transistors. >>I mean, obviously the most lined it. And, uh, we know we know how that, that part is going. So the it's cycles are more valuable and we don't want to use them for this network services Mmm. Including SDN or firewalls or load balancer. So NBME, mutualization so looking at all these trends in the industry, you know, we thought there is a good, uh, good opportunity to do a domain specific processor for IO and build products around it. I mean, that's how we started Ben signed off. Yeah. So, so Krishna, it's always fascinating to watch. If you look at startups, they are often yeah. Okay. The time that they're in and the technologies that are available, you know, sometimes their ideas that, you know, cakes a few times and, you know, maturation of the technology and other times, you know, I'll hear teams and they're like, Oh, well we did this. >>And then, Oh, wow. There was this new innovation came out that I wish I had add that when I did this last time. So we do, a generation. Oh, wow. Talking about, you know, distributed architectures or, you know, well, over a decade spent a long time now, uh, in many ways I feel edge computing is just, you know, the latest discussion of this, but when it comes to, and you know, you've got software, uh, under, under your purview, um, what are some of the things that are available for that might not have been, you know, in your toolkit, you know, five years ago. Yeah. So the growth of open source software has been very helpful for us because we baked scale-out microservices. This controller, like the last time I don't, when we were building that, you know, we had to build our own consensus algorithm. >>We had to build our own dishwasher database for metrics and humans and logs. So right now, uh, we, I mean, we have, because of open source thing, we leverage CD elastic influx in all this open source technologies that you hear, uh, uh, since we want to leverage the Kubernetes ecosystem. No, that helped us a lot at the same time, if you think about it. Right. But even the software, which is not open source, close source thing, I'm maturing. Um, I mean, if you talk about SDN, you know, seven APS bank, it was like, you know, the end versions of doing off SDN, but now the industry standard is an ADPN, um, which is one of the core pieces of what we do we do as Dean solution with DVA. Um, so, you know, it's more of, you know, the industry's coming to a place where, you know, these are the standards and this is open source software that you could leverage and quickly innovate compared to building all of this from scratch, which will be a big effort for us stocked up, uh, to succeed and build it in time for your customer success. >>Yeah. And Krishna, I, you know, you talk about open forum, not only in the software, the hardware standards. Okay. Think about things, the open compute or the proliferation of, you know, GPS and, uh, everything along that, how was that impact? I did. So, I mean, it's a good thing you're talking about. For example, we were, we are looking in the future and OCP card, but I do know it's a good thing that SEP card goes into a HP server. It goes into a Dell software. Um, so pretty much, you know, we, we want to, I mean, see our goal is to enable this platform, uh, that what we built in, you know, all the use cases that customer could think of. Right. So in that way, hardware, standardization is a good thing for the industry. Um, and then same thing, if you go in how we program the AC, you know, we at about standards of this people, programming, it's an industry consortium led by a few people. >>Um, we want to make sure that, you know, we follow the standards for the customer who's coming in, uh, who wants to program it., it's good to have a standards based thing rather than doing something completely proprietary at the same time you're enabling innovations. And then those innovations here to push it back to the open source. That's what we trying to do with before. Yeah. Excellent. I've had some, some real good conversations about before. Um, and, and the way, uh, and Tondo is, is leveraging that, that may be a little bit differently. You know, you talk about standards and open source, oftentimes it's like, well, is there a differentiator there, there are certain parts of the ecosystem that you say, well, kind of been commodified. Mmm. Obviously you're taking a lot of different technologies, putting them together, uh, help, help share the uniqueness. Okay. And Tondo what differentiates, what you're doing from what was available in the market or that I couldn't just cobbled together, uh, you know, a bunch of open source hardware and software together. >>Yeah. I mean, if you look at a technologist, I think the networking that both of us are very familiar with that. If you want to build an SDN solution, or you can take a, well yes. Or you can use exhibit six and, you know, take some much in Silicon and cobble it together. But the problem is you will not get the performance and bandwidth that you're looking for. Okay. So let's say, you know, uh, if you want a high PPS solution or you want a high CPS solution, because the number of connections are going for your IOT use case or Fiji use case, right. If you, uh, to get that with an open source thing, without any assist, uh, from a domain specific processor, your performance will be low. So that is the, I mean, that's once an enterprise in the cloud use case state, as you know, you're trying to pack as many BMCs containers in one set of word, because, you know, you get charged. >>I mean, the customer, uh, the other customers make money based on that. Right? So you want to offload all of those things into a domain specific processor that what we've built, which we call the TSC, which will, um, which we'll, you know, do all the services at pretty much no cost to accept a six. I mean, it's to six, you'll be using zero cycles, a photo doing, you know, features like security groups or VPCs, or VPN, uh, or encryption or storage virtualization. Right. That's where that value comes in. I mean, if you count the TCO model using bunch of x86 codes or in a bunch of arm or AMD codes compared to what we do. Mmm. A TCO model works out great for our customers. I mean, that's why, you know, there's so much interest in a product. Excellent. I'm proud of you. Glad you brought up customers, Christina. >>One of the challenges I have seen over the years with networking is it tends to be, you know, a completely separate language that we speak there, you know, a lot of acronyms and protocols and, uh, you know, not necessarily passable to people outside of the silo of networking. I think back then, you know, SDN, uh, you know, people on the outside would be like, that stands for still does nothing, right? Like networking, uh, you know, mumbo jumbo there for people outside of networking. You know what I think about, you know, if I was going to the C suite of an enterprise customer, um, they don't necessarily care about those networking protocols. They care about the, you know, the business results and the product Liberty. How, how do you help explain what pen Sandow does to those that aren't, you know, steeped in the network, because the way I look at it, right? >>What is customer looking? But yeah, you're writing who doesn't need, what in cap you use customer is looking for is operational simplicity. And then he wants looking for security. They, it, you know, and if you look at it sometimes, you know, both like in orthogonal, if you make it very highly secure, but you make it like and does an operational procedure before you deploy a workload that doesn't work for the customer because in operational complexity increases tremendously. Right? So it, we are coming in, um, is that we want to simplify this for the customer. You know, this is a very simple way to deploy policies. There's a simple way to deploy your networking infrastructure. And in the way we do it is we don't care what your physical network is, uh, in some sense, right? So because we are close to the server, that's a very good advantage. >>We have, we have played the policies before, even the packet leaves the center, right? So in that way, he knows his fully secure environment and we, and you don't want to manage each one individually, we have this, okay, Rockwell PSM, which manages, you know, all this service from a central place. And it's easy to operationalize a fabric, whether you talk about upgrades or you talk about, you know, uh, deploying new services, it's all driven with rest API, and you can have a GUI, so you can do it a single place. And that's where, you know, a customer's value is rather than talking about, as you're talking about end caps or, you know, exactly the route to port. That is not the main thing that, I mean, they wake up every day, they wake up. Have you been thinking about it or do I have a security risk? >>And then how easy for me is to deploy new, uh, in a new services or bring up new data center. Right. Okay. Krishna, you're also spanning with your product, a few different worlds out. Yeah. You know, traditionally yeah. About, you know, an enterprise data center versus a hyperscale public cloud and ed sites, hi comes to mind very different skillset for management, you know, different types of okay. Appointments there. Mmm. You know, I understand right. You were going to, you know, play in all of those environments. So talk a little bit about that, please. How you do that and, you know, you know, where you sit in, in that overall discussion. Yes. So, I mean, a number one rule inside a company is we are driven by customers and obviously not customer success is our success. So, but given said that, right. What we try to do is that we try to build a platform that is kind of, you know, programmable obviously starting from, you know, before that we talked about earlier, but it's also from a software point of view, it's kind of plugable right. >>So when we build a software, for example, at cloud customers, and they use BSC, they use the same set of age KPI's or GSP CRS, TPS that DSC provides their controller. But when we ship the same, uh, platform, what enterprise customers, we built our own controller and we use the same DC APS. So the way we are trying to do is things is fully leverage yeah. In what we do for enterprise customers and cloud customers. Mmm. We don't try to reinvent the wheel. Uh, obviously at the same time, if you look at the highest level constructs from a network perspective, right. Uh, audience, for his perspective, what are you trying to do? You're trying to provide connectivity, but you're trying to avoid isolation and you're trying to provide security. Uh, so all these constructs we encapsulated in APA is a, which, you know, uh, in some, I, some, some mostly like cloud, like APS and those APIs are, are used, but cloud customers and enterprise customers, and the software is built in a way of it. >>Any layer is, can be removed on any layer. It can be hard, right? Because it's not interested. We don't want to be multiple different offers for different customers. Right. Then we will not scale. So the idea when we started the software architecture, is that how we make it pluggable and how will you make the program will that customer says, I don't want this piece of it. You can put them third party piece on it and still integrate, uh, at a, at a common layer with using. Yeah. Yeah. Well, you know, Krishna, you know, I have a little bit of appreciation where some of the hard work, what your team has been doing, you know, a couple of years in stealth, but, you know, really accelerating from, uh, you know, the announcement coming out of stealth, uh, at the end of 2019. Yeah. Just about half a year, your GA with a major OEM of HPE, definitely a lot of work that needs to be done. >>It brings us to, you know, what, what are you most proud about from the work that your team's doing? Uh, you know, we don't need to hear any, you know, major horror stories, but, you know, there always are some of them, you know, not holes or challenges that, uh, you know, often get hidden yeah. Behind the curtain. Okay. I mean, personally, I'm most proud of the team that we've made. Um, so, uh, you know, obviously, you know, uh, our executors have it good track record of disrupting the market multiple times, but I'm most proud of the team because the team is not just worried about that., uh, that, uh, even delegate is senior technologist and they're great leaders, but they're also worried about the customer problem, right? So it's always about, you know, getting the right mix, awfully not execution combined with technology is when you succeed, that is what I'm most proud of. >>You know, we have a team with, and Cletus running all these projects independently, um, and then releasing almost we have at least every week, if you look at all our customers, right. And then, you know, being a small company doing that is a, Hmm, it's pretty challenging in a way. But we did, we came up with methodologists where we fully believe in automation, everything is automated. And whenever we release software, we run through the full set of automation. So then we are confident that customer is getting good quality code. Uh, it's not like, you know, we cooked up something and that they should be ready and they need to upgrade to the software. That's I think that's the key part. If you want to succeed in this day and age, uh, developing the features at the velocity that you would want to develop and still support all these customers at the same time. >>Okay. Well, congratulations on that, Christian. All right. Final question. I have for you give us a little bit of guidance going forward, you know, often when we see a company out and we, you know, to try to say, Oh, well, this is what company does. You've got a very flexible architecture, lot of different types of solutions, what kind of markets or services might we be looking at a firm, uh, you know, download down the road a little ways. So I think we have a long journey. So we have a platform right now. We already, uh, I mean, we have a very baby, we are shipping. Mmm Mmm. The platforms are really shipping in a storage provider. Uh, we are integrating with the premier clouds, public clouds and, you know, enterprise market, you know, we already deployed a distributed firewall. Some of the customers divert is weird firewall. >>So, you know, uh, so if you take this platform, it can be extendable to add in all the services that you see in data centers on clubs, right. But primarily we are driven from a customer perspective and customer priority point of view. Mmm. So BMW will go is even try to add more ed services. We'll try to add more storage features. Mmm. And then we, we are also this initial interest in service provider market. What we can do for Fiji and IOT, uh, because we have the flexible platform. We have the, see, you know, how to apply this platform, this new application, that's where it probably will go into church. All right. Well, Krishna not a penny vice president of software with Ben Tondo. Thank you so much for joining us. Thank you, sir. It was great talking to you. All right. Be sure to check out the cube.net. You can find lots of interviews from Penn Sundo I'm Stu Miniman and thank you. We're watching the cute.