>>Welcome back to HP discover 2021 the virtual version. My name is Dave Volonte and you're watching the cube. We're here with Manav said Donna, who is the global head of sales and market development for cognitive business operations at Tata consultancy services Tcs. And we're gonna dig in to digital transformation and take a deeper dive into the customer journeys. Welcome Manav, >>thank you. Dave, thank you for inviting me to this. Uh appreciate and looking forward to have an intriguing dialogue. You Me too. >>Me too. I mean we talk about digital transformation all the time prior to the pandemic. You know, a lot of it was kind of buzz wordy um and there's a lot of complacency around it. But as we know if you weren't digital during the pandemic you're out of business but people were forced into it. They were rushed into I called the force marched the digital so you really didn't have time to be planned full. And now people are stepping back and saying, okay now we have an opportunity to get digital right and put that in air quotes. How do you think about digital transformation? What do you mean by that? >>Okay, see I think uh the way we look at it at this, yes, I will, I will probably take a step back where in um while the digital transformation has been in play, not just over the last year since the pandemic began, but um even before then uh where the shift uh in the customer organization that we have been seeing is largely from being product centric to be purpose centric, wherein the whole focus of the entire existence is to be able to serve the purpose for their consumers, their customers and so on and so forth. And and if you look at it, for example, total energies right? The looking to sell or produce fuel. They are looking to be responsible energy company producing, reliable, affordable and clean energy for the consumers. Right? Similarly, there are other examples damaged shipyards who are looking to be more of a maritime solutions provider rather than just a shipbuilding company. Uh, so, so what's really happening when the purpose is being the driving force behind any organizations agenda or even reason of existence? That purpose is actually the driving force also followed the digital transformation. That is basically shifting the pace of the way businesses are looking to drive consumer experiences, time to market and so on, so forth. Right? And if you see our we launched our new brand positioning in the last quarter, that's building on belief and and that's basically centered around this whole purpose driven mindset. What that means is that we believe that and then the technology is enabling digital transformation are going to be the pillar of the whole shift of the re imagination of the business models wearing businesses are coming together across industries and driven by the key goal of serving the customer in terms of driving the enhanced experience rather than just selling a product. So that's basically is really happening. And having said that now in the last year or so, what pandemic has done is basically accelerated the pace by a condom. Deep right? So so in that sense, some of the organizations that were not ready at that point, they are also kind of transformation and and and taking that leap frog, I would say so from that perspective and going by again by our brand positioning statement, building on belief, right? That's really helping towards that pretty good thing, the overall journey, three horizon business and I'll come to that in a minute, but I hope it is answering your question of what digital transformation and how pandemic has really helped it. >>I just want to get 1 um point of clarification you said and you cut out there for a second, you said go from product centric too, >>but to centric >>platform centric, got it, >>but centric >>purpose centric uh building on belief, got it. Okay, so something else you said they picked up on, you talked about um actually you know crossing industries and this is something that's new and that's enabled by digital. I want to get your thoughts on it. I mean if you look at industry structures historically, whether it's manufacturing or automotive or financial services or healthcare or media and entertainment, whatever it is, there was a value chain, there is a value chain that's built up in that business might be uh it might be R. And D. Sales and marketing, service, manufacturing, etcetera. And if you are in that industry, you largely stayed in that industry forever. And now you're seeing these, a lot of big company, a lot of big tech companies having a dual disruption agenda, not only horizontally to from a technical standpoint, but you're seeing amazon get into grocery, you know, they're they're buying studios, you're seeing your Apple get into finance. And so the enabler is data in digital and that talks to the business model re imagination that you're talking about. >>Absolutely and absolutely exactly what is happening, that's what I'm really talking about. And we are firmly believing that boundaries or those boundaries are going to be blood even more so going forward, as I took a few examples and you also talked about Apple, or or even amazon all the for example. Right, so all these technology companies are just being disrupted. So, having, having said that, that data being the new fuel at the same time, Cloud being the new er now cloud as a technology that is enabling the business model. Re imagination is not just on the outside, but also on the red side. And and that's where the boundaries are becoming so closer between edge and the cloud. And how how do we give that flexibility for to the customers, to people to adopt those digital technologies across the enterprise? Right. That's what, that's what the ship that we have been seeing. >>How do you see ecosystems playing in this? I mean it's kind of, I know it's an overused term but it seems to me to be increasingly important, its power of many versus the resources of one or a few. How do you see ecosystems driving? You know, this, this purpose driven business you talk about? >>Um very, very closely I would say, and I'll give you examples also in that sense. Right faster. Um if I talk about the journey I mentioned briefly earlier about three horizon based journey, right. The first and foremost being the setting up the digital foundation that basically could be through the combination of cloud, iOT analytics, artificial intelligence and so on so forth. Right? And then eventually moving on to re imagination of business models and then leveraging the purpose led ecosystem. Now in the Horizon one, when we are setting up the digital foundation, that is where the whole ecosystem comes into play. Where and where and if I talk about our co innovation network partners like HP, where we are working together to really bring in that flexibility for the customers, even in on premise environment, giving them that kind of uh features that they can experience also in the cloud to be really able to leverage the whole our beat at the edge or in the cloud. So that's where the kind of ecosystem coming together and and and those are also some of the challenges that we have seen that customers are facing today to be able to achieve the first horizon in that journey. The challenges like accelerated or all the time to market challenges. Like are they able to achieve the flexibility to be able to offer to the business and and challenges? Like are they able to achieve transformation at scale or is it just appointed um pointed poc sort of thing? Right so bringing the ecosystem together is able to help customers address those challenges, be it in terms of consumption driven, addressing the flexibility needs, be it in terms of the pre integrated solutions addressing the challenges related to time to market and so on and so forth. >>Can we stay on? The challenges for a minute? As I said, pre pandemic, there was a lot of complacency. We've all seen that meme of the wrecking ball coming in and kind of a tongue in cheek joke, but but the complacency is gone, so so there's there also, but still organizational challenges. It's not complacency anymore, but what's the right regime? What's the right approach? Uh everybody wants to get digital right, but a lot of people, you know, that's a do you see that as a challenge? Actually, not knowing where to prioritize it and you know, how can you help in that regard? >>Yeah, So, and I would also like to like to talk about what we have done in in certain with certain customer with challenges. Um some of the things I'll introduce TCS Cognex here, this is our platform which basically brings together the capabilities in a pre integrated uh, for, of predefined solutions accelerators of our value builders as we call it, um, for customers to be able to just integrate their environments to be able to manage the whole infrastructure or of the landscape in a completely automated and analytics driven manner. Right, so that's that's one way of addressing those challenges. What it also does is it gives that um power to the stakeholders in the organization to be able to address the key challenge of time to market because it is giving out or coming out in a pre integrated manner and be able to achieve that benefits or realize the benefits of transformation In in an accelerated time frame instead of waiting for 18-24 months, how can it be done in 3-6 months, for example. Right. That's that's that's one set and and similarly, uh if I talk about the flexibility, right, consumption driven manner is extremely, extremely important. And if I talk about hybrid cloud, so to say right today, About 1-2% of the on premise infrastructure is actually in a consumption driven manner while cloud is always gonna consumption to a manner. The trends that we're seeing is that by next year about minimum 15% of the on premise infrastructure in a hybrid cloud environment will be about or will be delivering a consumption-driven manner and and that's what is going to address the various the opportunity as well as the challenge to address that particular aspect of flexibility and that's where the ecosystem with the likes of us, teachers and HP coming together to provide solutions that are addressing those needs of our consumers. >>And when you talk about the consumption driven, obviously talking about things like HP Green Lake, that's a model that enables that kind of consumption model. You know, I feel like, I mean, I feel like that's kind of table stakes to be honest with, you, pointed out 1 to 2% of it. I said wow, clouds been around for a long time and now, but now we're seeing the rapid adoption 15% and we're also seeing, I mean I think I'll give H PE some props on this because they've got their whole company behind it, but there has to be a complimentary shift in the mindset of OK, we're not now selling boxes anymore and I think HP has done a pretty good job of this. They've made some announcements recently to that effect. They're doing an HPC. We just saw some storage announcements, so it's no longer, hey, here's a box to sell it and this is where a company like Tcs comes to play. You, you've, you've never had that box mentality, you have a solutions mentality and so, so the industry is moving in a very rapid pace now. My question is, are the customers ready for it? Are they ready for it? Because they have the cloud experience, are they ready for it on prem and what do they need to do to get ready for that? >>See um, to answer your first question already and what really is the trigger point for them being ready? The answer is yes. Okay. Um, I would say a large percentage of the customer base was ready even before pandemic, but pandemic has really made it even more prominent in the customer and that has become a need. We are seeing so many customers today. I mean, uh, in my global role, I'm seeing across industries and across markets right from north America to Australia Japan. We're in, we're in the need for having consumption. Everyone is even at on premise while cloud is definitely there, but even at on premise is so much so that really is the trigger um, at the same time now what is really driving that trigger apart from pandemic is to be able to offer that flexibility to their business. Businesses are basically reimagining, reimagining their whole uh where they are reaching out to their customers, where they are expanding into the newer markets and the speed is extremely, extremely important and that's what is really being the whole consumption, let's >>peel the onion on that. Somebody asked me this the other day why why as reserves. I said the same thing, flexibility and they're like, yeah, okay, but give me some examples. And so I said, well, first of all, they're paying by the drink. So it's a much fairer for the customer model instead of okay, charge them for what they're not even going to use or what they might use for a day or two or a month. The other is experimentation. It just seems to me that in the digital world you got to fail fast, You don't know, you don't know what, you don't know. And so these consumption models allow you to spin up experiments very quickly and cheaply and only pay for what you use is, am I, am I getting that right? >>Absolutely, Absolutely. And and and that that's exactly what the model is, that we as uh as a partner together, that we are offering. Only one thing that I would want to highlight here is, um while that's the foundation, as I said, it is setting up the digital foundation, giving the customers the flexibility. And if I talk about example, uh one of our british large, I am who really is leveraging this technology for them to be able to bring more resilience and boring traing and scales departments uh to be able to, you know, on the manufacturing line and ultimately driving to the sales value chain. So those are the things that are happening. And you took an example of basically talked about consuming purely as a service what you use. This model is basically expanding everywhere very recently. I mean I saw an out of bicycle as a service. I mean instead of buying a new bicycle, I'm just able to get one bicycle, you use it for a month, return it back to the to the owner to be able to use it only when I need it, let's say for example, so that's what is really happening even in the digital transformation, I just needed for a time basis for a particular purpose. I served that purpose, ultimately driving the business resilience, agility and then ultimately serving that purpose. Yeah, >>I think I'd love your thoughts on this. I think the real opportunity here is to for for technology companies like HP. E working with TCS to create a layer I called a layer that spans on prem name your favorite cloud or multiple clouds goes across clouds goes out to the edge. That's a layer that that hides all the underlying complexity. You're going to take care of that for me uh because it's complicated. No question about it, the bigger the universe gets, the more complicated gets. But as as a customer, I want to hide that complexity because I don't want people doing plumbing, I want people focus on on strategic initiatives and that to me, seems to be the killer app, if you will of infrastructure in the future. Is that that abstraction layer? Do you see it that way? >>Absolutely. And that's where the easiest Cognex comes into play very strongly. Right? As I said earlier, it's basically it said actually uh an air driven human machine collaboration suite. So what that really means, it is bringing together the capabilities from analytics to ai with our machine first principles and and really giving that obstructing player in a pre integrated manner from edged right up to the cloud and bringing it all together for the customers. So that that's exactly what how we are really helping the customers, um a team that, again, addressing those challenges of exploration, time to market flexibility and more importantly unifying the entire landscape into one single view if I am a C I O, or if I am a CFO, I want to see what is important to me, rather than going through multiple different dashboards support, so to say, Right, so that's what pieces Cognex, there's an important role in obstructing everything and presenting, identified you and in a draft formed service delivery model for the customers. >>So the history of TCS is pretty amazing. You guys have, I mean, the, the ascendancy of the company over the decades is actually so, so impressive now and your relationship with HP and now, of course, HP goes back, I think it goes back to the 90s. Maybe you could talk a little bit about that relationship, where it's come from, how it's evolving and where you want to see it going. >>So I think it's a um uh when you go back so long, right? Uh the only way you're able to sustain that long relationship when there is a value that we have been able to deliver to each other, and more importantly, the value that we have been able to deliver to our customers, right? And that has always been the, the mantra of the whole relationship and that continues to be going forward as well. So, so in that regard, I mean, while I would rather focus more on the future, history is definitely good, but I think going forward, um the kind of work that we're doing together to be able to solve some of our customers globally across the base across the industries is extremely valuable, both to us as well as two HP, I'm sure. And and that's where we are really looking to have uh, providing real value to our customers, not just from the technology perspective, ultimately elevating that value. How do we help them solve the business problems and not just the technology solutions? >>Well, I think we've learned that that's the 11 big thing we learned from the cloud is if you just shove all your stuff in the cloud lifted and shifted it. So what, uh, it's that operating model that you talked about earlier, that really is how you, you, you drop, you know, if you're a large company, you're talking about billions, uh, to the bottom line, not, you know, hundreds of thousands or millions, but that's, that's a game changer. I'll give you a final word enough. >>Absolutely. Absolutely. I mean, as they said, I think, um, I hope I would not end up repeating my mistake, but, but that, um, solving the business problems, leveraging technology and, and irrespective of the location where the technology is based being on edge or on the cloud. It's the whole model of addressing the customer demands and the customers need is extremely, extremely important. So that's that's what the whole mantra is and that's what is really were driving us forward together in the journey, >>major shifts in industry. Digital is is the driver and and Manav. Thanks so much for being on the cube. Really appreciate your time. >>Sure, thank you. Thank you for having me >>And thanks for being with us for HP Discover 2021 the virtual version. You're watching the Cube, the leader in digital tech coverage. Keep it right there.

>>Welcome back to HP discover 2021 the virtual version. My name is Dave Volonte and you're watching the cube. We're here with Manav said Donna, who is the global head of sales and market development for cognitive business operations at Tata consultancy services Tcs. And we're gonna dig in to digital transformation and take a deeper dive into the customer journeys. Welcome Manav, >>thank you. Dave, thank you for inviting me to this. Uh appreciate and looking forward to have an intriguing dialogue. You Me too. >>Me too. I mean we talk about digital transformation all the time prior to the pandemic. You know, a lot of it was kind of buzz wordy um and there's a lot of complacency around it. But as we know if you weren't digital during the pandemic you're out of business. But people were forced into it. They were rushed into I called the force marched to digital so you really didn't have time to be planned full. And now people are stepping back and saying, okay now we have an opportunity to get digital right and put that in air quotes. How do you think about digital transformation? What do you mean by that? >>Okay. See I think uh the way we look at it at this, yes, I will, I will probably take a step back where in um while the digital transformation has been in play, not just over the last year since the pandemic began, but um even before then uh where the shift in the customer organization that we have been seeing is largely from being product centric to be purpose centric wearing the whole focus of the entire existence is to be able to serve the purpose for their consumers, their customers and so on and so forth. And and if you look at it, for example, total energies right? The looking to sell or produce fuel, they are looking to be responsible energy company producing, reliable, affordable and clean energy for the consumers. Right? Similarly, there are other examples damaged shipyards who are looking to be more of a maritime solutions provider rather than just a shipbuilding company. Uh, so, so what's really happening when the purpose is being the driving force behind any organizations agenda or even reason of existence? That purpose is actually the driving force also followed the digital transformation. That is basically shifting the pace of the way businesses are looking to drive consumer experiences time to market and so on, so forth. Right? And if you see our we launched our new brand positioning in the last quarter, that's building on belief and and that's basically centered around this whole purpose driven mindset. Uh, what that means is that we believe that and the technology is enabling digital transformation are going to be the pillar of the whole shift of the re imagination of the business models where in businesses are coming together across industries and driven by the key goal of serving the customer in terms of driving the enhanced experience rather than just selling a product. So that's basically is really happening. And having said that now in the last year or so, what pandemic has done is basically accelerated the pace by a condom leap. Right? So, so in that sense, some of the organizations that were not ready at that point, they are also kind of transformation and and and taking that leap frog, I would say so from that perspective and going by again by our brand positioning statement, building on belief, right? That's really helping towards that pretty good thing, the overall journey, three horizon business and I'll come to that in a minute, but I hope it is answering your question of what digital transformation and how pandemic has really helped it. >>I just want to get 1 um point of clarification you said and you cut out there for a second, you said go from product centric too, >>but to centric >>platform centric, got it, >>but centric >>purpose centric uh building on belief, got it. Okay, so something else you said they picked up on, you talked about um actually you know crossing industries and this is something that's new and that's enabled by digital. I want to get your thoughts on it. I mean if you look at industry structures historically, whether it's manufacturing or automotive or financial services or healthcare or media and entertainment, whatever it is, there was a value chain, there is a value chain that's built up in that business might be uh it might be R. And D. Sales and marketing, service, manufacturing, etcetera. And if you are in that industry, you largely stayed in that industry forever. And now you're seeing these, a lot of big company, a lot of big tech companies having a dual disruption agenda, not only horizontally to from a technical standpoint, but you're seeing amazon get into grocery, you know, they're they're buying studios, you're seeing your Apple get into finance, and so the enabler is data and digital and that talks to the business model re imagination that you're talking about. >>Absolutely and absolutely exactly what is happening, that's what I'm really talking about. And we are firmly believing that boundaries or those boundaries are going to be blood even more so going forward as I took a few examples and you also talked about Apple, or or even amazon all the for example. Right, so all these technology companies are just being disrupted. So, having, having said that, that data being the new fuel at the same time, cloud being the new er now cloud as a technology that is enabling the business model re imagination is not just on the outside, but also on the edge side. And and that's where the boundaries are becoming so closer between edge and the cloud. And how how do we give that flexibility for to the customers to be able to adopt those digital technologies across the enterprise? Right. That's what, that's what the ship that we have been seeing. >>How do you see ecosystems playing in this? I mean it's kind of, I know it's an overused term but it seems to me to be increasingly important, its power of many versus the resources of one or a few. How do you see ecosystems driving? You know, this, this purpose driven business you talk about? >>Um very, very closely I would say, and I'll give you examples also in that sense. Right faster. Um if I talk about the journey I mentioned briefly earlier about three horizon based journey, right? The first and foremost being the setting up the digital foundation that basically could be through the combination of cloud, iOT analytics, artificial intelligence and so on, so forth. Right? And then eventually moving on to re imagination of business models and then leveraging the purpose let ecosystem Now in the Horizon one when we are setting up the digital foundation that is where the whole ecosystem comes into play. Where and where and if I talk about our co innovation network partners like HP, where we are working together to to really bring in that flexibility for the customers even in on premise environment, giving them that kind of uh features that they can experience also in the cloud to be really able to leverage the whole our beat at the edge or at the clouds. So that's where the kind of ecosystem coming together and and and those are also some of the challenges that we have seen that customers are facing today to be able to achieve the first horizon in that journey. The challenges like accelerated or or the time to market challenges. Like are they able to achieve the flexibility to be able to offer to the business and and challenges? Like are they able to achieve transformation at scale or is it just appointed um pointed poc sort of thing? Right. So bringing the ecosystem together is able to help customers address those challenges, be it in terms of consumption driven, addressing the flexibility needs be it in terms of the pre integrated solutions addressing the challenges related to time to market and so and so forth. >>Can we stay on the challenges for a minute? As I said, pre pandemic. There was a lot of complacency. We've all seen that meme of the wrecking ball coming in and kind of a tongue in cheek joke, but but the complacency is gone, so so there's there also, but still organizational challenges. It's not complacency anymore, but what's the right regime, what's the right approach? Uh everybody wants to get digital right, but a lot of people, you know, that's a do you see that as a challenge? Actually not knowing where to prioritize it and you know, how can you help in that regard? >>Yeah, So, and I would also like to like to talk about what we have done in in certain with certain customer with challenges. Um, some of the things I'll introduce TCS Cognex here, this is our platform which basically brings together the capabilities in a pre integrated uh, for of predefined solutions accelerators of our value builders as we call it, um, for customers to be able to just integrate their environments to be able to manage the whole infrastructure or of the landscape in a completely automated and analytics driven manner. Right, so that's that's one way of addressing those challenges. What it also does is it gives that um power to the stakeholders in the organization to be able to address that key challenge of time to market because it is giving out or coming out in a pre integrated manner and be able to achieve that benefits or realize the benefits of transformation In in an accelerated time frame instead of waiting for 18-24 months, how can it be done in 3-6 months, for example. Right, that's that's that's one set and and similarly, uh if I talk about the flexibility, right, consumption driven manner is extremely, extremely important. And if I talk about hybrid cloud, so to say right today, about 1 to 2% of the on premise infrastructure is actually in a consumption driven manner while cloud is always gonna consumption driven manner, The trends that we're seeing is that by next year about minimum 15% of the on premise infrastructure in a hybrid cloud environment will be about or will be delivering a consumption-driven manner and that's what is going to address the various the opportunity as well as the challenge to address that particular aspect of flexibility and that's where the ecosystem with the likes of us pcs and HP coming together to provide solutions that are addressing those needs of our consumers. >>And when you talk about the consumption driven, obviously talking about things like HP Green Lake, that's a model that enables that kind of consumption model. You know, I feel like, I mean, I feel like that's kind of table stakes to be honest with, you, pointed out 1 to 2% of it. I said wow, clouds been around for a long time and now, but now we're seeing the rapid adoption 15% and we're also seeing, I mean I think I'll give H PE some props on this because they got their whole company behind it, but there has to be a complimentary shift in the mindset of OK, we're not now selling boxes anymore and I think HP has done a pretty good job of this. They've made some announcements recently to that effect. They're doing an HPC. We just saw some storage announcements so it's no longer, hey, here's a box to sell it and this is where a company like Tcs comes to play. You, you've, you've never had that box mentality, you have a solutions mentality and so, so the industry is moving in a very rapid pace now. My question is, are the customers ready for it? Are they ready for it? Because they have the cloud experience, are they ready for it on prem and what do they need to do to get ready for that? >>See um, to answer your first question already and what really is the trigger point for them being ready? The answer is yes. Okay. Um, I would say a large percentage of the customer base was ready even before pandemic, but pandemic has really made it even more prominent in the customer and that has become a need, We are seeing so many customers today, I mean, uh, in my global role, I'm seeing across industries and across markets right from north America to Australia japan. We're in, we're in the need for having consumption. Everyone is even at on premise while cloud is definitely there, but even at on premise is so much so that really is the trigger um, at the same time now what is really driving that trigger apart from pandemic is to be able to offer that flexibility to their business. Businesses are basically reimagining, reimagining their whole uh where they are reaching out to their customers where they are expanding into the nuclear markets and the speed is extremely, extremely important. And that's what is really putting the whole, let's >>peel the onion on that. Somebody asked me this the other day why why as reserves? I said the same thing, flexibility and they're like, yeah, okay, but give me some examples. And so I said, well, first of all, they're paying by the drink. So it's a much fairer for the customer model instead of okay, charge them for what they're not even gonna use or what they might use for a day or two or a month. The other is experimentation. It just seems to me that in the digital world you got to fail fast, you don't know, you don't know what, you don't know. And so these consumption models allow you to spin up experiments very quickly and cheaply and only pay for what you use is. Am I am I getting that right? >>Absolutely, Absolutely. And and and that that's exactly what the model is, that we as well as the partner together, that we are offering. Only one thing that I would want to highlight here is um while that's the foundation, as I said, it is setting up the digital foundation, giving the customers the flexibility. And if I talk about example, uh one of our british large, uh I am who really is leveraging this technology for them to be able to bring more resilience and boring the lettering and scales, departments uh to be able to, you know, on the manufacturing line and ultimately driving to the sales value chain. So those are the things that are happening. And you took an example of basically talked about consuming purely as a service. What you use. This model is basically expanding everywhere very recently. I mean I saw an out of bicycle as a service. I mean instead of buying a new bicycle, I'm just able to get one bicycle, you use it or for a month, return it back to the to the owner to be able to use it only when I need it, let's say for example, so that's what is really happening even in the digital transformation, I just need it for a time basis for a particular purpose. I served that purpose, ultimately driving the business resilience, agility and then ultimately serving that purpose. Yeah, >>I think I'd love your, your thoughts on this. I think the real opportunity here is to for for technology companies like HP, working with TCS to create a layer I called a layer that spans on prem name your favorite cloud or multiple clouds goes across clouds goes out to the edge, that's the layer that that hides all the underlying complexity. You're going to take care of that for me uh because it's complicated. No question about it, the bigger the universe gets, the more complicated gets. But as as a customer, I want to hide that complexity because I don't want people doing plumbing, I want people focus on on strategic initiatives and that's, to me, seems to be the killer app if you will of infrastructure in the future. Is that that abstraction layer? Do you see it that way? >>Absolutely. And that's where the easiest Cognex comes into play very strongly. Right? As I said earlier, it's basically it said actually uh an air driven human machine collaboration suite. So what that really means, it is bringing together the capabilities from analytics to ai with our machine first principles and and really giving that obstructing layer in a pre integrated manner from edged right up to the cloud and bringing it all together for the customers. So that that's exactly what how we are really helping the customers, um a team that again, addressing those challenges of exploration, time to market flexibility and more importantly unifying the entire landscape into one single view. If I am a C I O, or if I am a CFO, I want to see what is important to me, rather than going to multiple different dashboard support so to save. Right? So that's where pieces Cognex plays an important role in obstructing everything and presenting that unified do and in a transformed service delivery model for the customers. >>So the history of TCS is pretty amazing. You guys have, I mean, the, the ascendancy of the company over the decades is actually so, so impressive. Now in your relationship with HP and now, of course, HP goes back, I think it goes back to the 90s, maybe you could talk a little bit about that relationship, where it's come from, how it's evolving and where you want to see it going. >>So I think it's uh, when you go back so long, right? Uh the only way you're able to sustain that long relationship when there is a value that we have been able to deliver to each other, and more importantly, the value that we have been able to deliver to our customers, right? And that has always been the, the mantra of the whole relationship and that continues to be going forward as well. So, so in that regard, I mean, while I would rather focus more on the future, history is definitely good, but I think going forward, um the kind of work that we're doing together to be able to solve some of our customers globally across the base across the industries is extremely valuable, both to us as well as two HP, I'm sure, and that's where we are really looking to have uh, providing real value to our customers, not just from the technology perspective, ultimately elevating that value. How do we help them solve the business problems and not just the technology solutions? >>Well, I think we've learned that that's the 11 big thing we learned from the cloud is if you just shove all your stuff in the cloud lifted and shifted it. So, what, um, it's that operating model that you talked about earlier, that really is how you, you you drop, you know, if you're a large company, you're talking about billions to the bottom line, not hundreds of thousands or millions, but that's that's a game changer. I'll give you a final word enough. >>Absolutely, Absolutely. I mean, as they said, I think, um, I hope I will not end up repeating my mistake, but, but that, um, solving the business problems, leveraging technology and, and irrespective of the location where the technology is based being on edge or on the cloud. It's the whole model of addressing the customer demands and the customers need is extremely, extremely important. So that's that's what the whole mantra is and that's what is really driving us forward together in the journey. >>Major shifts in industry digital is is the driver and and Manav thanks so much for being on the cube. Really appreciate your time. >>Sure, thank you. Thank you for having me >>And thanks for being with us for HP Discover 2021 the virtual version. You're watching the Cube, the leader in digital tech coverage. Keep it right there. >>Mhm.

>>I'm really glad to have you with us today, john, I know you stepped out of vacation so thanks very much for joining us. >>No, it's great to be joining you from Hawaii and I love the partnership with H. P. E. And the way you're reinventing an industry, >>well, you've always excelled john at catching market transitions and there are so many transitions and paradigm shifts happening in the market and text specifically right now as you see, companies rush to accelerate their transformation. What do you see as the keys to success? >>Well, I, I think you're seeing actually an acceleration following the covid challenges that always faced and I wasn't sure that would happen. It's, it's probably at three times the paces before. There was a discussion point about how quickly the companies need to go digital. Uh, that's no longer discussion point. Almost all companies are moving with tremendous speed on digital and its ability as the cloud moves to the edge with compute and security uh, at the edge and how you deliver these services to where the majority of applications uh reside are going to determine. I think the future of the next generation company leadership and it's the area that Neil we're working together on in many, many ways. So I think it's about innovation. It's about the cloud moving to the edge and an architectural play with silicon to speed up that innovation. >>Yes, we certainly see the our customers of all sizes trying to accelerate what's next and get that digital transformation moving even faster as a result of the environment the world living in. And we're finding that workload focus is really key customers and all kinds of different scales are having to adapt and support the remote workforces with beady eye. And as you say, john they're having to deal with the deployment of workloads at the edge, with so much data getting generated at the edge and being acted upon on the edge. The analytics and the infrastructure to manage that as these processes get digitized and automated is so important for so many workflows. We really believe that the choice of infrastructure partner that underpins those transformations really matters. A partner that can help create the financial capacity that can help optimize your environments and enable our customers to focus on supporting their business are all super key to success. And you mentioned that in the last year there's been a lot of rapid course correction for all of us, a demand for velocity and the ability to deployed resources. That scale is more and more needed, maybe more than ever. What are you hearing customers looking for as they are rolling out their digital transformation efforts? >>Well, I think they're being realistic that they're going to have to move a lot faster than before and they're also realistic on core versus context. Their their their core capability is not the technology themselves, it's how to deploy it and there were looking for partners that can help bring them there together, but there can also innovate. And very often the leaders who might have been a leader in a prior generation may not be on this next move. Hence the opportunity for HP and startups like Monsanto to work together as the cloud moves to the edge and perhaps really balanced or even challenge some of the big, big incumbents in this category as well as partners uniquely with our joint customers on how do we achieve their business goals? Tell me a little bit more about how you move from this being a technology position in for a J e to literally helping your customers achieve their outcomes they want and and how are you changing hb in that way? >>Well, I think when you consider these transformations the infrastructure that you choose to underpin, it is incredibly critical. Our customers need a software defined management plane that enables them to automate so much of their infrastructure. They need to be able to take faster action where the data is and to do all of this in a cloud like experience where they can deliver their infrastructure as code anywhere from exa scale through the enterprise data center to the edge. And really critically, they have to be able to do this securely, which becomes an ever increasing challenge and doing it at the right economics relative to the alternatives. And part of the right economics, of course includes adopting the best practices from web scale architectures and bringing them to the heart of the enterprise. And in our partnership with Pensando, we're working to enable these new ideas of Web scale architecture and fleet management for the enterprise at scale. >>You know, what is fun is HP has an unusual talent from the very beginning Silicon Valley of working together with others and creating a win win innovation approach. If you watch what your team has been able to do. And I want to say this for everybody listening, you work with startups better than any other company I've seen in terms of how you do win win together and pennsylvania is just the example of that. Uh this startup, which by the way, is the ninth time I have done with this team, a new generation of products and we're designing that together with H. P. E. In terms of as the cloud moves to the edge, how do we get the leverage out of that and produce results for your customers on this? Uh, to give the audience appeal for it. You're talking with Manzano alone in terms of the efficiency versus an amazon amazon web services of an order of magnitude. I'm not talking 100% grader, I'm talking 10 X grader and things went through, Put number of connections, you do the jitter capability, etcetera. And it talks how to companies uniquely who believe in innovation and trust with each other and have very similar cultures can work uniquely together on it. How do you bring that to life with an H. B? How do you get your company to really say that's harvest the advantages of your ecosystem in your advantages of startups? >>Well, you say more and more companies are faced with these challenges of hitting the right economics for the infrastructure. And we see many enterprises of various sizes trying to come to terms with infrastructures that look a lot more like a service provider that require that software defined management plane and the automation to deploy at scale. And with the world we're doing with Pensando, the benefits that we bring in terms of the observe ability and the telemetry and the encryption and the distributed network functions. But also a security architecture that enables that efficiency on the individual nodes is just so key to building a competitive architecture moving forwards for an on prem private cloud or internal service provider operation. And we're really excited about the work we've done to bring that technology across our portfolio and bring that to our customers so that they can achieve those kind of economics and capabilities and go focus on their own transformations rather than building and running the infrastructure themselves. Artisanal e and having to deal with integrating all of that great technology themselves >>makes tremendous sense. You know, Neil you and I work on a board together etcetera. I've watched your summarization skills and I always like to ask a question after you do a quick summary like this, what are the three or four takeaways we would like for the audience to get out of our conversation? >>Well, that's a great question. Thanks john we believe that customers need a trusted partner to work through these digital transformations that are facing them and confront the challenge of the time that the covid crisis has taken away. As you set out front, every organizations having to transform and transform more quickly and more digitally. I'm working with a trusted partner with the expertise that only comes from decades of experience is a key enabler for that, a partner with the ability to create the financial capacity to transform the workload expertise to get more from the infrastructure and optimize the environment so that you can focus on your own business, a partner that can deliver the systems and the security and the automation that makes it easily deployable and manageable anywhere you need them at any scale, whether the edge, the enterprise data center or all the way up to exa scale in high performance computing and can do that all as a service as we can at H P E through H PE Green Lake enabling our customers most critical workloads. It's critical that all of that is underpinned by an A I powered, digitally enabled service experience so that our customers can get on with their transformation and running their business instead of dealing with their infrastructure. And really only H PE can provide this combination of capabilities and we're excited and committed to helping our customers accelerate what's next for their businesses >>Neil. It's fun. I love being your partner and your wingman or values and cultures are so similar. Thanks for letting me be a part of this discussion today. >>Thanks for being with us, john, it was great avenue here. >>Oh, his friends were like.