>> Announcer: Live from Las Vegas, it's The Cube. Covering AWS re:Invent 2017. Presented by AWS, Intel, and our ecosystem of partners. >> Welcome back to The Cube's continuing coverage of AWS re:Invent 2017. We're live from Las Vegas, day three. There's still a ton of people here. We have a great guest next and we're excited to talk about Mark Kelly, the director of Cloud and Infrastructure Services Architecture, talking with myself, Lisa Martin, and my co-host Stu Miniman. Mark, welcome to The Cube. >> Thank you, glad to be here. >> So Scripps Networks, tell us a little bit about that. I know a few things, HGTV, Food Network, I watch those a lot but, tell us a little bit more about Scripps Network. >> So Scripps, when I say that name, most people do not know it. But we are the leading provider of home, food, and travel content for broadcast, the web, and for emerging technologies at this point in time. So, we've got a lot of brands in our umbrella. You said HGTV, we've got Food Network in there, Cooking Channel, DIY Network, Great American Country, and Travel Channel. >> Yeah so Mark, I know my family binges a lot of these shows so-- >> Really? >> As do I. >> Take us little bit, you know, what's happening in that industry today? You know binging versus watching online, cloud, digital, the joke of course is that at least things are pretty stable and not changing in your world, right? >> Oh I know, absolutely. It is changing on a very rapid pace so, as more and more people, you know, the big buzzword is that cord cutting thing. We have got big concern in out industry around that. But as more and more people talk about it, we're adapting our technologies to be there just to provide for them. So we're on those emerging technologies. We're on all of the said top boxes. Apple TV, Roku, we're actually developing networks specifically for those technologies. So we're trying to adapt. The broadcast world is still our bread and butter, so until we figure out the revenue models for these new technologies, we're gonna be in the broadcast world for some time. >> So Mark, talk us through a little bit of what's your role there. You've been there six years I believe you said. How has Cloud changed the way Scripps works. >> So, Cloud has definitely changed the way we work. When I first came on board, Scripps was looking for a way to move the business faster. Scripps, because it is changing so rapidly, they're in the business of-- They have to compete with startups. And when they're competing with startups, startups don't have the same process as it controls around everything that the bigger enterprises do. So it was an extreme challenge to them. And you know, when they don't understand-- They don't have budget concerns like big enterprises either. When I go in to do a project to launch a new network, they don't understand it. I've got to buy hundreds of thousand dollars worth of hardware or whatever associated with it. So when we're looking at the Cloud, we needed a way to accelerate that. We wanted the make the business process much quicker. We weren't going to have those lead times for purchasing hardware, purchasing software, getting licensed, you know, racking it, stacking it, doing all that. We were looking to ways to move that out of the way so everybody could focus on providing more value for the business. And that was the primary reason we actually started looking at the cloud. >> So from an end user goal perspective, obviously you mentioned speed and having to compete with other networks and other native original content companies. How does the end users demand for 24 by 7 content, how does that drive really, the pace of innovation that Scripps has to meet? >> Yeah that is a very good question. I think we're still trying to figure that out because the whole consumption method for all of our end users is changing. They're going from their traditional TV to where they're watching it on their phone, to switching to their iPads, to everything else in between. So we're developing technology methods so that we're providing it for them as they need it and want it. >> Yeah, Mark can you give us a snapshot of what is your infrastructure look like today? What are the kinds of major things that have changed and what's kind of on the table? >> Today we are running about 3000 instances in AWS. So AWS is our primary cloud provider. We run a lot of auto scaling to take into account our seasonal loads. That's probably one thing that we-- One of the challenges we had going into the cloud is that we were up against certain times of the year when the load was extremely high but it was only extremely high for a couple of weeks. I mean literally we'll be running at two to three hundred percent of what normal was, and it would do it for two to three weeks. So we were having to purchase hardware in advance for that and it would just sit there idle for the rest of the year. So we were looking to ways to avoid that excess purchase and still scale to support our consumers and needs. >> So when you started this journey, and we were talking to Veeam earlier about-- Cloud is a destination, you get there, great, you're done. But when you start this journey you mentioned AWS and we're here at re:Invent, where did you start? What were some of the stakeholders that you had (Mark laughs) on the business side that you had to say, >> Absolutely. >> Alright guys, let's come to the table, we have a great opportunity here, this industry is transforming, as you know, the joke Stu made earlier. Where did you start with those business discussions? >> So I think it was more around trying to figure out that solution. It's like when I said earlier we're trying to get to market quicker. So it was easier to go to the stakeholder and say, "Hey I think I can go this route, and I think I can get you to market twice as fast." >> Lisa: Their ears perk up? >> Oh absolutely. Ears will perk up, eyes will light up. They're like, "Really? How much more is this gonna cost me?" And I'm like, I don't think we're gonna-- They went to represent the on-demand cost models. I think we don't have to do all these big upfront costs and that got a little bit more excitement out of the stakeholders. And we went forward from there. So we would um-- It took a while. Don't get me wrong. Everybody gets set in their ways. They're going to do things normally. Change sometimes is difficult to push through. >> Lisa: Absolute-- Cultural change. Very, very challenging. >> Absolutely. So it is a complete cultural change. They go from your traditional on-premise to the cloud model where you're not managing the hardware as much. You're focusing on the engineering around it. >> So Mark, you bring up managing. You know, monitoring something that's gonna change very differently. Talk a little bit about your people, you know, the skill sets they had to change, what's the difference is kind of before, during, and after that migration. >> So beforehand, when we were on our on premise environment, we were focused on tool sets, for monitoring, and managing infrastructure that were very vast. I mean we had a large number of them. One of our goals moving to the cloud was to consolidate that tool so that we wanted to get down to a minimal set that would actually accomplish our goals to get everything that we needed. So we didn't have to go through training people to learn 50 different tool sets for monitoring whatever it was. Network equipment, storage equipment, or the computer equipment. We were actually focusing on monitoring our applications and still getting some of that underlying infrastructure reporting on our monitoring, but we didn't have to have the same level where we were monitoring the hypervisors, we were monitoring the network switches, that kind of went away. So our focus became more on the operating system up and engineers developed. They no longer had to focus on that hardware. >> So what are you using for that, you know, how many people does it take to do that? Do you know if it can kind of compare to what you had before, yeah. >> Our standard monitoring switch is actually composed of New Relic. New Relic has been a great partner for us. They had the same mindset as us. We're looking to compete with the startups, at the time New Relic was the startup. Because we've been using them for between five and six years now. We brought them in because they had that same hunger and mentality that we were looking for. Their culture mashed really well. And we got in and deployed all of their suites to every environment. We actually leverage it in from development up through production. So we try not to separate our monitoring. We try to keep it all uniform so out troubleshooting gets a lot simpler. We actually have the same people monitoring our DeckStats that are monitoring out production stats. So they can troubleshoot and help get through there. It became a lot easier for them to do that. >> Could you talk about kind of, how many people you had, managing infrastructure before versus the monitoring, and some of the training they had to go through or? >> Before, it was all specialized people. I don't even have that. I couldn't even give you the headcount cause most of that was before my time. >> Stu: Yeah. >> But every individual was actually specialized on each application for monitoring. So it was actually teams that would focus on each part of the business. So as we migrated into cloud, we became more standardized. Made it simpler. We actually have our-- My cloud team is really in between about 15 to 20 people. And we're managing 3000 instances in AWS, and about six petabytes of storage. We've got quite a bit of a content up there already. >> And you're on the customer advisory board for New Relic. >> Mark: I am. >> You mentioned cultural alignment between Scripps and that vendor, and that's really key, but talk to us about this collaboration and it sounds-- Maybe by direction of that, you're able to maybe influence some of the things and help them make their technologies better. >> Absolutely, we've got a really good relationship with them so anytime we have a challenge, one of our current challenges is serverless. As we move, we have a lot of development teams that want to move into serverless. We've been working with the New Relic teams and giving feedback to them on what our challenges are with that, and how we're monitoring it, cause we've got certain things where I wanna be able to monitor those functions in serverless, and I'll need to give a cost back to my stakeholders to say this is what you'd cost. It's challenging to do that now but we're working with the New Relic team to help them deliver some of that knowledge to us. >> Mark, you hit a hot button for me. So bring us inside, you know, why serverless, and what are you hoping to gain from that. I've seen New Relic actually has been tracking for the last couple of years, adoption of containers in serverless so-- >> Containers in serverless is kind of the new hotness you know. We've been moving into serverless primarily because again, it's the next generation of speed for us. Makes it even simpler for the developers to get started, we can give them a standard framework, they can start developing their code and just push deploy and it's running, and they don't have to worry about any infrastructure or managing anything. Again, the challenge has been the monitoring part of it, but working through that and actually getting pretty good results out of it so far. >> So you've got about 70% of your consumer facing side is on AWS which has got some latency sensitive workloads that are still on-prem? >> A hundred percent of my consumer facing properties are on AWS. >> Oh fantastic. >> We do have some workloads that-- Those are really not designed for cloud. It's our end use, end financial systems, our critical business systems that need to be close to those departments. Those actually still live on-premise for us. When we started this journey, the on-premise was-- it was a slow, horrible process but, as we evolved, the cloud, they've evolved that on-premise stuff to keep us with them as well. We're actually looking at, so you know, some of the other monitoring solutions out there. New Relic has been an option for us to actually look at on-premise will, monitoring as well. >> So all the advancements that you guys have achieved in your six year or so transition to cloud that you've talked about. What's next for Scripps? What are some of the maybe new business opportunities that this optimization, cost reduction is enabling? >> So next for us is actually machine learning and AI. We have large initiatives going on that right now. We are trying to analyze our video, analyze our content, lots of it's to help remove some of the manual processes that we have now. Because a lot of that stuff when you're delivering to our different partners, there's certain requirements around the video, and the only way to do it right now is with eyeballs watching the videos. So is this somebody sitting there watching it for hours and hours a day. We're leveraging the machine learning stuff to actually auto classify this video, pull out thumbnails for the authors so they can put it in there, the metadata awareness form, and we're doing lots of things with AI. So we're looking for that to be a really hot feature for us in the next couple of years. >> Excited with what you heard this week from AWS about AI in ML? >> Absolutely. The first day keynotes were completely blown away. They were all things we were looking for. >> Stu: Anything specific that you've been waiting for, or just not waiting for, but got excited by? >> Yeah there was lots of it. The Kinesis video streams were actually really good. The video API, I'm drawing a blank on the exact name of it, but that one actually had some really good features for us because we are looking to do exact things that that one does. We're looking to pull time stamps out for when stuff shows up in videos and provide that back to our end users where they can search and find things in the videos much more quickly. >> Excellent. Well Mark, thanks so much for stopping by The Cube and sharing what you guys have been doing at Scripps Network with us. >> Mark: No problem. >> It sounds like you've seen a massive transition and you're really have a great foundation to continue going forward and >> Thank you. >> Lisa: And we look forward to continue to watch great shows on the network. >> Awesome, thank you guys. >> And for my co-host Stu Miniman, I'm Lisa Martin. We would like to thank Mark for stopping by. You're watching The Cube's continuing coverage from Las Vegas of AWS re:Invent 2017. Stick around guys, we'll be right back.

>> Announcer: Live from Las Vegas, it's The Cube, covering the VMworld 2017, brought to you by VMware and its ecosystem partners. >> Welcome back to The Cube. We are live at VMworld for our continuing coverage of the event, day two, exciting morning. I'm Lisa Martin with my co-host Stu Miniman, and Stu and I are very excited to be joined by a Cube alumni Chhandomay Mandal, the Director of Storage Solutions Marketing at Dell EMC. Welcome back. >> Glad to be here. >> Yeah, we had you on The Cube a couple of times at Dell EMCworld. >> Yes. >> Just a couple of months ago. So, virtualization. Still a mainstay of the data center, right? Some big announcements yesterday and today. Can you talk to us about some of the trends that you're seeing in the virtualization market today? >> Sure. So, as many organizations are going through the IT transformation, data centers are becoming even larger, running thousands of applications, many thousands of VMs, right. So what we see is as many applications run, the underlying storage load becomes hugely random, the platform needs to be able to deliver very high performance all the time, 24/7, 365. Also, getting into the private cloud type environment, we see a lot of VM cloning, VM deployment, coming and happening in a rapid space. We also see the need of efficient copy management, to prevent the VMs' flaws in a very nice, contained, efficient manner. And finally, as we are hearing at VMworld, giving access to applications and data from any device, any application, any time, anywhere, that's becoming another aspect we are increasingly seeing across all of our customers. >> You bring up a lot of really interesting points. You know, I think back, the early days of virtualizations, like oh, we're going to give this abstraction layer and it's going to make everything really easy. Come one, invisible infrastructure, I shouldn't have to even worry about storage, right? But the reality is, there's a lot of work that goes into making sure that storage works well, and when we're talking virtualized environment, when we're talking cloud environment, what's that conversation you're having with customers? I think virtualization in cloud, who is it that brings up, hey, we got to make sure that storage meets our needs? What are some of the biggest things that you're hearing from customers and how are you helping to solve them? >> So as you look at the customers, right, maybe like five years ago it used to be pretty storage admin, or IT admin-centric conversations. We are seeing a transition into CXO-level business, solving our business challenges conversation. It's not that, how much storage I need, how many copies do I need to create, but it's more along the lines of, I need to bring my cloud-native application faster to market. It's taking six months of development cycle. How can it bring it back to like, three months, how I can hit the corner cases before the customers actually run into those in my keyware cycles? How I can run better analytics real-time, as opposed to having to wait for like 24 hours? So these are the business challenges customers are asking us to help solve, and we are evaluating where they are in their IT transformation journey, and how we can map those requirements into the underlying infrastructure that will help them get to that new era of virtualization, cloud-native applications, all those things. >> One of the things that Michael Dell talked about this morning on stage with Pat Gelsinger, was that the data conversation is, like you were saying, it's a CXO-level conversation, it's on the CEO agenda. Can you talk to us about some of things that Dell EMC is doing at that level of customer conversation where costs are concerned. We have this exploding growth of data volume, that's not changing, centers of data, not data centers anymore. How is Dell EMC helping to position where you can work with customers on the storage element that will really help drive cost efficiencies across an entire business? >> So, I'll start with a solid example, right. I mean, I was working with a customer who is running huge number of databases, and to run his business, he needs to have copies for his DevOps operations, he needs to have copies for his backup environment, copies to run his analytics environment, and there are storage silos everywhere, because he really was afraid of touching his production environment to meet his SLAs. Now, I'll give you an example of one of our portfolio products, Dell EMC XtremIO, in fact we literally announced the general availability of X2 here at at the IMC World. Now this is a purpose-built all-flash array that is designed to handle application-level problems. So for example, it can not only provide very high performance with consistently low latency for DB workloads, but because of its intelligent in-memory content over metadata architecture that's built for flash media, it can create copies without consuming any extra space instantly, and the admins, whether that's a DB or storage admin, they can actually consolidate production workloads with non-production workloads like DevOps environments analytics, thereby hugely reducing the storage capacity of it, but then there is an added benefit to it. Say for example, the application admin needs to deploy a VM for his latest application he's developing, right? So instead of having to go to a DBA to ask storage admin, he actually can self-service with the application-level plug-in, saying like, hey, I want to clone 10 VMs. And you know what? The DBAs are happy, the storage admins are happy, because they are out of that chain. They can monitor and make sure everything is running fine, but at the end of the day, the self-service is actually helping the developers bring the product to the market in a more timely and cost-efficient manner. >> So reduce TCO storage cost... >> I actually want you to kind of put a point on that because we'd actually looked into, you know when flash came into the marketplace, it was like, oh great, we're going to improve performance, but the business outcomes, what happened to the business, and one piece you talked about, the dev and test environments, used to be, you know, let's give them sold old gear, they kind of work on whatever could have. They can now increase their agility. Number one thing we hear, the keynote this morning talked about, how do I move faster, and giving them the tools in there, all of those copies, I'm putting them to use, I'm leveraging my data, I'm leveraging, you know, increasing the speed of my application development, and that's the number one thing that we hear from all customers is right, how can I not have storage be a boat anchor, but help me move my business forward. So you know, be a driver, not a cost. >> They don't need to be in the business of optimizing storage. It is helping them transform the business application workflows as opposed to, how do I plan for this, how do I keep monitoring, what do I need to do for the next upgrade, et cetera. >> So from a customer's perspective, can you talk to us about, to Stu's point, maybe one of your favorite examples of a customer who dramatically improved business outcomes, reducing cost of ownership, getting to market with products faster, launching new products. What are some of the big business outcomes that you've seen through a great customer example? >> So I actually have a couple. I'll start with one in the health care space. Scripps Health is a big, integrated non-profit health system down in San Diego area, and they are running their electronic health record systems, which are pretty vital for all the clinicians to access their patient data very quickly. Now, they had multiple problems. One was how to keep up with the explosion of all the images that were getting created, like copies for their EHR systems, et cetera. And at the same time, they had to back up their data, and they had to create many copies of their SQL Server environments. In fact, they could not keep up with that and the time it was taking was getting enormous. Once they moved to this XtremIO platform, they actually started to see, pretty much like that time to create the copies reduced by more than 80%. And then they also saw the advantage of data reduction. They are getting anywhere like four S21 to seven S21 data reduction on their storage capacity, and with the help of this integrated technology, now their doctors are able to see more patient in a day, pretty much like saving lots of doctor hours. >> Can imagine they can pull back large images faster, it's on all-flash, being able to get information to patients faster, make diagnoses maybe, improve their ability to do that as well? >> Chhandomay: Yes. >> Yeah. >> And changing the spectrum completely. I mean I'm from the Boston area, Red Sox is my favorite sports team down there along with Bats. Now, again, even with baseball, right, they need to run lots of analytics. They want to have their spectators in the historic Fenway Park the latest and greatest digital experience of the games that are going on, right? And they have to run all of their business applications as well as customer-facing systems on a platform that can keep up with the growth, and give their latest experience. Now again, they moved to XtremIO, they are seeing great performance, they are seeing seven S21 data efficiency, and literally, they say us, their business processes and the customer experience have changed. They don't really need to worry about how the backend is working, they can actually focus on the strategic outcomes of baseball operations and giving the viewers at Fenway the best possible IT experience through the mobile network, social networking, like all those things. So that's kind of like two of my favorite examples from completely different spectrums. >> Okay, so we're here at VMworld. Any specific use cases that you're especially seeing popular in this community as compared to the general storage market? >> So I would say one of the aspects we heard, I mean in the keynotes, any device, any application, like one cloud. For us, what we are seeing >> Stu: It's actually any cloud now, right? >> Yeah, any cloud. So it's pretty much the same, right? I mean it's any device, any application, anywhere, anytime access. So I want to say the end user computing is becoming very important. It was always important, but there were storage bottlenecks, but now with all these abstractions that are possible, the mobile device management that is coming in, we see a great uptick in terms of the desktop virtualization market, and again, bringing back to what we just announced, right? This XtremIO X2 platform is exceptional for VDI use cases. I mean, in our previous generation we had 700 plus customers running 2.5 million plus virtual desktops. Now with this new platform, I mean a single X-Brick, which is like a small, two-controller array necessity, it can host up to 4,000 desktops. And I mean we are seeing tremendous performance improvement, snappy desktop experience, with huge data reductions. So that's one area which we see keeping up with our customer base as they're going through that IT transformation through digital transformation. >> So one of the things, I love that you brought up the Red Sox, I'm a San Francisco Giants fan, but if they don't make it at the wild card, which is probably not going to happen, I might root for the Red Sox. But what I love that you talked about is, a baseball team is a technology company. A hospital, a university is a technology company. Presumably with a lot of legacy infrastructure that needs to be updated to modernize IT, how is now Dell EMC, with XtremIO, helping these companies on this path to digitalization, but on this legacy upgrade process? What's unique about how Dell EMC can do that leveraging XtremIO? >> So for us, at Dell EMC, modernizing IT infrastructure is essentially we think based on four pillars. Flash, one is flash, scale-out architecture, cloud-ready, and software-defined storage all backed by the world-class data protection. Now I want to take it one step back. It's not just about XtremIO or XtremIO X2, it's about the power of the portfolio that we have. So customers might have legacy infrastructure, both from us or from other vendors, but we provide the kind of like, walk into their environments, what we call get-modern assessments. We actually run various types of applications to see where their bottlenecks are, what performance do they need, and then take a portfolio approach to provide the complete solution in terms of how we can non-disruptively transform all of their workloads into a newer platform, be it based on XtremIO, or VMAX or ScaleIO, any of those platforms. But the key is, having the ability to non-disruptively move the legacy workloads into this modern infrastructure as well as enabling them to do those cloud-native applications digital transformation journey. >> You've mentioned cloud-native applications a few times. That modernization of the applications, one of the toughest journeys that we're going on. We've talked about virtualizing, we talked about cloud, but the application's something that it's pretty tough to make a change there. How is the infrastructure enabling that and what are some of the, just kind of in general, what are you hearing from customers, how are they doing along that journey? >> So in that space, right, we are seeing a great adoption of the platforms that can provide 24/7 365, not only just uptime, but great performance, at a lower TCO. And we are seeing adoption in terms of conversion, hyper-conversion, software-defined. So those are the elements that are helping the customers transform into that space, meaning, think of it in a automated self-service world where pretty much, like, I'm developing my applications and I click couple of buttons and all the infrastructure get provisioned as I need and when I'm done I kind of like decommission it. So that's the ultimate nirvana of self-service, automation, orchestration, that the end developers can use, and IT become a strategic operations, as opposed to kind of like keeping the lights on and making sure we are in the business. >> Excellent, well Chhandomay, we thank you so much for coming back to The Cube and sharing what's new at Dell EMC with the different technologies, and some great use cases across different companies that are tech companies at heart. We hope you enjoy the rest of the show. >> It was a pleasure of being on The Cube, thank you. >> Thank you. And we want to thank you for watching, I'm Lisa Martin with my cohost Stu Miniman again, we are live, covering day two of VMworld 2017. From Las Vegas, stick around, we'll be right back.

>> Announcer: Live from Las Vegas, it's theCUBE, covering Dell EMC World 2017. Brought to you by Dell EMC. >> Welcome back, here at Las Vegas at The Venetian. As theCUBE continues our coverage of Dell EMC World 2017. Along with our co-host, Paul Gillin, I'm John Walls, good to have you with us. As we, I guess were coming down the home stretch. >> Paul: We are. >> Day one. >> Paul: End of the day. >> Here at Dell EMC World 2017. With us now is Chhandomay Mandal, who is product marketing director at Dell EMC. Double dipping on us, we just had you on a few moments ago. This is nice, we get two shots. >> Thanks for having me. >> Good to have you back with us, yeah, it's good. >> Chhandomay: Thanks for having me. >> So before we were talking about XtremeIO, what you were doing in the healthcare space. Moving over now to copy data management, different part of your portfolio, and kind of what's up in that world with you. So just give us a little rundown, an overview of what you're up to right now. >> Sure, so let's start with what exactly is copy data problem. Why it's a problem, and why we need to be solving it? If you think of any business application, it comes with its production data. But for every bit of production data, you have many different copies. For example, when you're developing applications, you need copies for your development and testing. You need copies for your backup. You need copies for running your analytics environment. It's for every single production database, typically, we see five to 12 copies of that data. And in fact, I did see estimates. The copy data sprawl is like 40 billion dollar market, and 60% of all the data that exists are on copies. Now, our mission, especially with Dell EMC XtremIO, is to solve that copy data problem, giving the customers back a lot in terms of the storage efficiencies, and not only is the storage TCO, but transforming the business workflows. We did copy data management so that they can realize storage and infrastructure settings, but also the business impact from transforming the application workflows and bringing new production market in a much quicker way. >> So you said a 40 billion dollar market, I mean, what are the costs here? Is it just storage cost? Is it bandwidth, is it errors? Lack of data being out of sync? >> So the cost here has multiple components, right? First of all, there is the cost of the lost storage where you need to put the data on. But then, there comes the cost of managing the storage. How do you figure out where you backup copies are, if you need to restore, where are you going to get the data from? It's a cost of inefficiency meaning, like if your developer who is the highly paid, highly productive guy, supposed to be, right? He is waiting for the DBA or the storage admin to give the copy that he needs, then, that's just enough money, right? It's not just the infrastructure cost, but also the soft cost of, like your ability to bring the product to the market in a quicker way, addressing your customer needs in a quicker way. That acts up and those are the components in, like, how I value this intermarket. >> I guess what I'm hearing here, if you got five to 12 copy sets of data, I mean, massive amounts of waste in some cases, right? And maybe some of your clients, they like to know where everything is, but do they lose track of it, and so it's taking up space, taking up money, taking up time. Is that, are these the problems they're facing? >> Chhandomay: Yes, yes. >> Alright, so then, what's the answer then in terms of this better identification? There's X2, get to the heart of that, and help them in terms of better efficiencies? >> How do we achieve that efficiencies? Now, one thing is, the way, first of all, like, if you can consolidate your copies into one single platform. And copies are duplicate bits, right? So, first of all, the first thing in the process is you eliminate all the duplication that exists in your storage. You have your production data base, and you have your copies, which are, if not unique, then basically should not take up any extra space. Now, you take those copies, and make it like a repair plus one. So for example, your Dell part can run tests on it. So when the rights are coming in, only the changes that are happening, that should go into the storage. So that's Part A. Part B is, when you are running production environment, as well as what works on your copies, you need huge performance with consistently low latency. Because you cannot impact your production SLS. You have to meet that. >> You can't tell it, "Hang on, I've got something "else going on over here, right?" >> So you need a platform that can handle consistently high performance with low latency no matter what workload you are running. And then the copies themselves need to be very efficient. They should not take any extra space, unless there is something unique. And they should be able to perform just as well as in a production value. The hard part of this is, you need to orchestrate the inner process, right? I mean, you as in oracle admin. You really do not need to worry about how and where the storage is going to be saved for your copies. You click on a button, and it should do all the steps necessary right from your application console down to the storage. So this is the application orchestration that we in-built with AppSync and XtremIO. And then we have APIs that our customers can use to provide their own service catalog. So using these pillars, we consolidated all the copies, on the same platform, running different applications, with the same SLS, okay? And that kind of helps the customers to bring product faster, and address the copy needs. >> Now, this is a very hot market right now. And I'm thinking there's some startups, I'm thinking of Actifio and Catalogic in particular, that say that you shouldn't have many copies. You should have one copy, and then you should have pointers to that. What's your opinion of that? What are the pros and cons of that approach versus yours? >> So our approach, essentially, I mean, since you mentioned, right, there are copy data management vendors. What they're doing is, you have your production, then you make a gold copy off your production, and from that gold copy you run off different applications on those copies, right? So here you are introducing another element, another software, and another appliance, so to speak, to manage the copies. What we are doing, is kind of like you don't need that extra copy that your analytic part provider can provide. And then there are performance implications with the integrated copy data management that we are referring. The reason we can do it is, all of our metadata is in memory. It does not consume any extra space for storage. And no matter what the workload is, we can offer consistently high latency because everything is, the metadata is operating from the memory itself. So the way the third parties are doing, we do it the same way, even better, and at the production level. >> Another thing, and forgive my technical ignorance here, but David Fleur at Worky-Ban, has talked a lot about the benefits of flash storage. In that you don't have to create copies, you can create a single copy in flash, and then multiple users or applications can work from that. Do I have that straight? He says that's a game changer. >> Yes, that will be that game changer, and that's really like what we do. The caveat to that is, when you are creating the copies, and you want to run applications on the copies, your production should not be impacted, and the copies should also be able to deliver the same performance. And that part has been the challenge with other solutions in terms of providing the same performance, the same data services on the copies themselves. That's the idiot we solve will our intelligent content error in memory metadata architecture with XtemIO. >> You're talking about the integrated data management just a little bit ago. I mean, from a real life perspective, can you give us an idea about maybe a success story, somebody that you can point to and say, "This is how they incorporated that "into their process, I see it work for them, "and we can make it work for you too?" >> So, I'll give you an interesting statistic. We have 3,000 plus customers running XtremIO in production, and we get all the phone home data at our end, and we can see what they're doing. Now, for XtremIO customers, 56% of the copies that they're making, they are running workloads on them. They are not just for local data production. And, all the IOs, XtremIos that is out there in the field we'll see, 40% of the IOs are because of the copies. So we see across the board on the customers. I have many examples. For the sake of time, I'll just speak one. We all know Moen, they are the leading, not American manufacturers of the faucets, right? It's a big shop, and they have like, a lot of SLP landscapes in there. Before XtremIO, they could not keep up with the backups and the copies that they needed. After moving to XtremIO, now they can actually take the copies of their production SLP landscapes twice a day. They are quietly running reports. They are actually running like 90% shorter, and in fact, we were talking with Harvey H., literally, like before this segment, right? He was also talking about how efficient their copies are. I was talking with Scripps Health, who are also going to be presenting in here. They run like 3,000 copies in their environment, with XtremIO and AppSync, and like it's all working great. No impact on the performance, and they are meeting their SLS. >> Well, your performance on theCUBE has been outstanding. Back-to-back saves, we appreciate the time. Chhandomay, thanks for hanging with us. Best of luck down the road, and continued success here at the show as well. >> Thank you, it was a pleasure. >> We will continue with more from theCUBE here in Las Vegas. We are live at Dell EMC World 2017.

>> Announcer: Live, from San Francisco, it's theCUBE, covering AWS Summit 2017, brought to you by Amazon Web Services. (bouncy techno music) >> Hi, welcome back to theCUBE, live in San Francisco at the AWS Summit here. I'm Lisa Martin, joined by my co-host Jeff Frick. Our next guest is from Sumo Logic. We have the VP of Product Marketing, Kalyan Ramanathan. Welcome to theCUBE! >> Thank you very much. Very excited to be here. >> Very excited to have you here. So, tell us a little bit about what Sumo Logic is doing with AWS and machine data. What services are you delivering, who's your target audience, all that good stuff. >> Yeah, absolutely. We are a cloud native, i.e., SaaS-based, machine data analytics platform, and what we do is to help our customers manage the operations and security of their machine-critical applications. Right, so we are an entirely AWS-based customer, we've been using AWS since our inception. What we do is to provide machine data and machine learning so that our customers can manage the performance of their applications, right. So, what is machine data, you might ask. So machine data typically includes logs, metrics, events, anything that your application is generating when it is running, when it is serving the enterprise's customers. And what Sumo Logic excels at is to ingest this data. We collect and ingest this data, and then we apply a lot of analytics on that data. We have some patented machine learning technologies that helps us correlate this data, get insights from this data, and then using this data, our customers manage the applications that they are providing to their end customers. >> And it's not just their applications that are co-located at AWS with your application, it's beyond that, I assume. >> Absolutely, I mean, we have customers from, you know, very different walks of life, we have customers who are on-prem, customers who are down the hybrid path and moving to AWS, and customers who are on an AWS. You know, I can rattle off a queue of great names, Pinterest, Twitter, Airbnb, are examples of customers who are born in the cloud. They run on AWS from the very get-go. And they use us today to manage the security and performance of their applications. We have other customers who have migrated to AWS, Scripps Network, the guys behind HGTV, it's a great example of a customer who was running applications in their on-prem data center, and then one day decided that they are a content company, and they don't want to be running their own data center. >> Right. >> And so they wanted to move their applications to the cloud, and they used Sumo Logic to help migrate their applications to AWS. >> What are some of the barriers that you help customers overcome when it comes to maybe that daunting task of migrating services? >> Yeah, that's a great question. You know, the first thing that someone has to do before they start to migrate their applications to the cloud is to understand what is it that they have within the data centers, right. If I don't know what I have, how do I even migrate that to the cloud? The first task is obviously provide visibility into what is within their data center. And that's where Sumo Logic comes in, right. If you deploy Sumo Logic, and if you implement Sumo Logic as a SaaS service, the first thing that we do is to provide you complete visibility into your applications. All the application components, the infrastructures that the application is deployed on, the services that the application may be using. The next thing that you want to do is start to migrate your workload to the cloud. But you want to do this in a very thoughtful way, and what that means is that you start to move your applications and your infrastructure to AWS, but then you do this cut of work to AWS, only when you are convinced about the performance as well as the security of that application in this new environment. So the ability to baseline what you have in your current environment, and then compare it to what it might look like in this new environment within AWS is extremely critical, and what Sumo Logic helped Scripps Network do is to essentially compare and contrast how they are performing in this new environment. And when they were extremely comfortable that their security and their performance was no less in this new environment compared to what they were doing in the data center, they were able to flip that switch and complete the move over to AWS. >> You guys are in an interesting position, because you were born in AWS, essentially, cloud-native, and you have a lot of customers that are running in AWS. And so you guys did a survey, a report, really kind of taking a look at what's actually happening with cloud-native companies running their apps in AWS. I wonder if you can kind of give-- What did you guys find in this thing? >> Yeah, absolutely Jeff. And this is, the report that we put out towards the end of last year, I think is one of the first start leadership reports that gives, you know, people in AWS, a birds-eye view into how are their peers, you know, deploying, architecting, and managing their applications within the AWS environment. So, how did we put this report together? Sumo Logic has over 1200 customers under management today and more than 80% of our customers are, you know, using AWS today. They are implementing their applications within AWS. So what we did was to anonymously mine data from our customers, and publish a report that provides the set of best practices, and the commonly-used techniques and architectures that, you know, the leaders are doing and implementing today as they move to AWS. Now there were some great learnings that we found out as we put this report together, alright. First and foremost, we discovered that the stack, that a customer typically deploys in AWS, is very unlike the stack that they deploy within their on-premise data center. So, how does that work out? I mean, so, many of the AWS customers that we mined here, happen to use Docker extensively within their AWS environment. In fact, 18% of our customers, this was last year, already are using Docker, you know, for the production application. Which is pretty amazing, given that Docker is just, you know, two or three years-- >> Well hopefully Solomon and Ben are watching, we actually have another crew with Docker-- >> Absolutely. >> Right now. >> We'll have to report that back. >> You know, Docker is all the rage, no doubt about, and we are seeing, you know, increased adoption of Docker across the board, among all of, for AWS customer. The other thing that we found very interesting was that the applications that you may typically expect to succeed in your data center, are not quite doing that well in the AWS world. I'll give you a good example, in the database world, you would expect to see Oracle and SQL Server, you know, ruling the root within a typical data center today. You go on AWS, that's not the case at all. The NoSQL databases, right, are the leading vendors of databases within the AWS world. MongoDB, Redis, you know, are well ahead of Oracle and SQL Server when it comes to AWS. When it comes to web server technologies. You know, Nginx and Apache, you know, are well ahead of IAS, which happens to be the web server of choice within the data center world. Now we've also seen, you know, pretty amazing adoption of Lambda Technologies within AWS. I mean, that's to be expected, a certain bit, because I know AWS is definitely pushing it, but again, 12% use it within a production environment. You know, one year into Lambda, GA in some sense, is pretty astonishing numbers, so-- >> What was your takeaway? Was it because of the applications that are deployed, is it because, kind of, historical legacy of what Amazon offered, kind of for an on-prem versus an on-prem, you know, those early business decisions, not so much today, but, you know, years ago, when there was the security and public cloud, you know, it was a very different conversation three years ago. What were some of your takeaways as to the why? >> The takeaways that I think, there's a meta takeaway here, and let me start with that. The meta takeaway is that as people are building applications in AWS, native AWS applications, or as they are migrating their applications from an on-prem data center to, let's say, AWS, this is giving IT architects the opportunity rethink how their applications are constructed. You know, they are no longer bound by the old shackles of, if I have to use a database, it's Oracle or SQL Server. If I have to use a IIS web server, it's IIS or some other option. >> Right. >> So, once you are unchained from these shackles, you have the ability now to rethink and re-architect your application from scratch to target and to focus on this amazing new world that the cloud, you know, offers. So that's the, that's a big meta takeaway for us, and, what we have learned is that once you are unbound, you can come up with new technologies and new ways of doing things that are adopted and better suitable for this new space. That's one. The second thing that we do see, obviously, is that the vendors of yesterday are not yet focused on the cloud technologies. It may be heresy to say this, but, you know, Oracle has not found a cult religion until very recently. And that's why you see Oracle as not doing a lot, or not making a dent in, you know, in cloud places or in cloud technologies like AWS. >> Right, right, it's just interesting, that procurement angle, because, as anyone who's ever been at a relatively small company, trying to sell into a big company, one of the biggest hurdles is actually just getting on the procurement list, becoming an approved vendor. So, it's interesting to think about that from the other side as a consumer. That if now you are unshackled from the approved vendor list, and you, because if now the only approved vendor is Amazon, and now you have this whole breadth of things to choose from within that ecosystem, that, how that could really impact your behavior and what you actually buy, build, and deliver. >> Yeah, I mean, I think that's a great point too. I mean, there are economics involved here, there is the friction of adopting certain technologies to AWS, which also makes it a little harder to adopt some of the more traditional software applications in the AWS world. Now that's why AWS obviously has come up with the notion of a marketplace, and Sumo Logic, you know, we face the same challenges when we are signing up customers, right. We have some big-name customers who, you know, if we have to sell into those customers, you know, we have to get into their procurement list, we have to, you know, go through a few rigamaroles-- >> Jeff: Right, Right >> To even get into that list. That's where, you know, getting into the AWS marketplace has really helped us a lot. Now you have one vendor, you have one relationship, you have one payment terms, and that vendor is already on your approved list. And so, hey, Sumo Logic comes along with the rights. >> So, definitely a simplification there, which was one of the themes in the keynote this morning, as well as this unshackling. What are your objectives for the report, are you going to be either going back to some of your existing customers or to new customers to show them all of these best practices that you've developed? >> Yeah, I mean, I think our goal of this report, obviously, first thing from us is to make this an annual report, we plan to do this every year, write it on reinvent. And what we want to do is to provide our community, who are mostly AWS shops today. We do have a few Microsoft Azure customers, and we are starting to see some Google Cloud platform customers too. But what we want to do is become the hot leader, who not only serves his customers, but also provides them a road map, in terms of, you know, how should they be adopting these cloud technologies. >> Jeff: Right. >> What are their leading-edge peers like the Twitters and the Airbnbs and the Pinterests of the world starting to do. Obviously, in a anonymized way, we don't want to be calling out any of our customers by name, but here is how you need to think about architecting your applications in the cloud. There is an opportunity, as we said, to, you know, break open from the chains of the past, redo this. We want to help our customer redo this well. >> I'd love to get your perspective, what are the, you know, and I think we're past the security and some of those kind of historic impediments, to you will, to public cloud adoption, but one of the ones that still comes up all the time is the rent versus buy, and you know I think it goes back to the tested roots of, yes, it's great to rent for awhile, but at some point in time, when you hit some scale-- >> Kalyan: Right. >> The business model flips and now it's more economical to buy and operate your own. But what we see in the slide that Werner showed today, there's plenty of customers, Netflix, of course always being the flagship, that are giant, and must have a giant AWS bill every month, who have chosen to still leverage them as their IT platform, and not flip the switch to a purchase. So you know, kind of either from the survey or anecdotally with your own customers, and you as a company, you know, what impacts that decision and do you have, like this review every couple of years, when those CFOs go, "Ah, we're paying these guys a lot of money," should we build our own stuff, but clearly you haven't gone that route. >> I mean, there are definitely enterprises who are still on-prem today, I think the last stat that I heard from Gartner is that 20% of enterprises have flipped over to public cloud infrastructure. 80% is still running things in the cloud, you know, within the data center, maybe a private cloud or maybe in the traditional old ways of running applications. But that tide is definitely turning. And what we see from many of our customers is that there are many reasons for customers or enterprises to now start adopting public cloud. Economics is obviously one, I mean, there is a big advantage of going from Capex to Opex, it obviously makes a lot of sense to do that. The second thing is that what we see is that it's not just about moving the application to the cloud, it's also having the right tooling around the application that can now allow you to manage that application, manage the performance of that application, the security of that application, the deployment of that application in the public cloud environment. And that has taken a while to mature, and I think we are already there, I mean, in an event like this, you can see so many companies come up with new, innovative ways of managing applications within the public cloud environment. And I think we are there now, I mean, the pendulum has swung, and we have enough technologies now to do this with a very high level of confidence. The third thing I would say, and you know, we keep hearing this from our customers again and again, and you know, I brought up Scripps as a great example, you know, we just did a public webinar with a company called Hootsuite, and, you know, they are a social media management platform company, and one of the comments from the Hootsuite VP of Operations was very telling, he said, "Look, I can do this, I can run my own stuff, but do I really want to do it, right? I am a social media company, I want to provide the best application to my customers. I'm not in the business of running a management technology, you know, on-prem or even, for that matter, you know, within the four walls of the company itself. What I want to do is focus on where I can deliver the best value to my customer, and that is by delivering a great social media application." >> Lisa: Exactly. >> "And I want to let the infrastructure game, the management game to the experts," right. >> Focusing on their core competencies to really drive more business. >> I mean I think we are definitely starting to see that, there are certain verticals that have adopted this, you know, wholeheartedly, retail is a good one, media is a good one, there are also cost pressures in those verticals that are forcing them to adopt this at a much faster pace. Financial is kicking and screaming, but they are also getting on board. >> But definitely from a thematic perspective, you talk about maturation, maturation of the services, maturation of the technologies, and maturation of the user. So we want to thank you so much for stopping by theCUBE, great to have you here. >> Thank you very much, I mean, it's been a great conversation with you guys, and it's a great event. >> Excellent, well for my co-host Jeff Frick, I am Lisa Martin, you're watching this on theCUBE live in San Francisco as the AWS Summit. Stick around, we'll be right back. (bouncy techno music)