>>live from Las Vegas. It's the Cube covering Splunk dot com. 19. Brought to You by spunk >>Hey, welcome back, everyone. We're live here in Las Vegas for Splunk dot com. I'm John Ferrier with Q two great guests. Tim would Bury, director of state and local affairs for Splunk and Charlie Crocker, CEO Zone Haven. Very innovative. Start up doing some incredible things with Splunk Ventures Financing Summerlee Financing around Really check for good guys. Welcome. Thank you, Charlie. First, explain what you guys are doing real quick because I think this is a great example of what I've been seeing now for two years now. But now, in the past year, renaissance of entrepreneurial activity around mission driven tech for good, where entrepreneurs are using the cloud and sass models and platforms like Splunk to stand up Mission Value Commission >>value. I like the term. Explain what you're doing. So simply put, we're building in evacuation planning and support to. So right now, there are more stronger fires happening. Over the last five years, we've had more than half of California's most destructive wildfires happened just in the last five years. So it's it's mission critical that we figure this out. Now the's fires air. So big goal is really just to get people out of harm's way. And that's a difficult job to figure out at three in the morning with a map on the hood of a pickup truck. So we're building Zillah ways for fire. There's no ways for five ways has got public safety >>people no ways. But the thing is, is that yesterday I was watching on TV and Pacific Palisades, California air drop of water on the canyon, right before house, and I see the people running right. You like running for their lives. There was a serious business. Exactly. You guys are trying to provide system >>we're trying to do. What we've built are a set of zones, the ability for the Fire Department, law enforcement and, oh yes, to work on customizing hyper local evacuation plans, hyperlocal down to the neighborhood level and then we're scaling that statewide. So how do you make sure that this fire department on these three law enforcement groups are coordinated before and how do they have the conversation with community before the event happens? If we can save five minutes at the time, the event happens, we're going to save lives. >>So this is really about making efficiency around the first responders on the scene from leveraging data which maps or their >>maps, data dynamic data, telemetry, data where the fire's gonna go simulations for how the fire could potentially grow. Who needs to get out of harm's way first. What's that gonna do to the traffic and Road Network? Talk >>about the original story. Then we get to this plug involvement, the origination stories you're sitting around. You're talking to friends in the business. >>So we have colleagues and friends that are in the business and many of them, you know, from the Silicon Valley these guys are innovative leaders in in fire on. They've got a lot of really good ideas on how to make their jobs better. >>They >>don't have a tech team, they don't have a tech arms. So we literally said, Look, we'll come in and we'll make work what your vision is, and that started to expand on. Now we started to move from these smaller jurisdictions. Too much larger >>jurisdictions. Data is driving the future. That's a tagline I'm reading. I've seen the new branding by the way, the new brains very strong, by the way. Love it, Thank you. So this is a good example of data driven value constituency fire professionals. That's all they think about is how to make people save put, get in harm's way to try to solve the fires. They don't have tech teams. You don't have a data center they don't have, like with boot up a consulting. To come into a waterfall of a meeting by that sign is just, Yeah, you can't just do that. They can't stand up. How did you guys get involved in this? It's data driven, obviously. What's the story? >>Way, Say, dated everything. We really mean it. It's really you know, it's a personal story for me. I am on the government affairs team here. It's flowing, so I manage relationships with governors and mayors, and these are the issues that they care about right When the city's burning down, the mayor cares about that. The governor, This is you know, one of the governor in California's major initiatives is trying to find solutions on wildfires. I met Charlie, my hometown. Orinda, California Aren't Fire Chief in that town was one of sort of the outside advisers working with Charlie on this idea. And we're and I met him at a house party where the fire chief was telling me to trim my trees back and shrubs back. And then I was at a conference three days later that same fire chief, Dave Liniger. I was on a panel with folks from a super computer lab and NASA and M i t was like, you know, my fire chiefs, Still the smartest guy in that panel. I gotta meet this guy. A few weeks later, we were literally in the field doing these concepts with sensors and data. Super savvy folks. Some of the other folks from Cal Fire there. Dr. Cox was with us today. Here on. You know, we've just been collaborating the whole time and seeing you know that that Splunk and really put some fire power power behind these guys and we see like, Look, they've got the trust of these customers and we need to make sure this idea happens. It's a great idea, and it's gonna save lives. >>It's crazy way did a test burn where we run a small burn on a day where we're very confident it won't grow. Put the sensors out right next to a school in Arena. It was his kid's school. >>Yeah, I have a kindergartner that goes to that school, so >>it's slightly personal for you. I could >>be I could be said that this is just me protecting my own. But it is something that I think will save lives around the world. >>First of all, this, there is huge human safety issues on both sides. The ire safety put in harm's way. Those professionals go out all day long, putting their lives at risk to save human, the other human beings. And so that's critical. But if you look at California, this other impact cost impact rolling blackouts because they can't instrument the lines properly just because of the red red flag warnings off wind. I mean, I could be disrupted businesses, disruptive safety. So so PG and e's not doing us any favors either. Sound so easy. Just fix it. >>It sounds easy, but I think with be Jeannie, it's interesting way do need to prevent wildfires and really any way that we can. But like you said, if we could bring more data to the problem maybe we can have the blackouts be smaller. You know, they don't have to be a CZ big. >>There's certainly no lack of motivation to find solutions to this issue. There are lives on the line. There's billions of dollars on the line that these types of solutions own haven a part of part of what is going to fix it. But there are many very large stake holders that need these solutions very quickly. >>Well, you know the doers out there making it happen of the people in the front lines on the people they're trying to protect our cities, our citizens on this sounds like a great example of tech for good, where you guys are doing an entrepreneurial efforts with people who need it. There's a business, miles, not free non profit. You're gonna get paid. It's a business model behind. >>There is a business bottle behind it, and I think the value proposition is only beginning to be understood, right? There were so many missions in so many different ways. Wildfires are massive. You can come at him from satellite, come at him from on the ground. We're working with the people on the ground who need to get people out of harm's way. We're focusing on making their jobs easier, so they're safer and they get people out >>more quickly. You guys in the tech business, we always talking. We go. These events were re platforming our business. A digital transformation. You know all the buzz, right? Right. This is actually an acute example of what I would call re platforming life because you're taking a really life example. Fire California Fire forest There, out in the trees trimming thing is all real life. This isn't like, you know, some digital website. >>We certainly I mean, I've been in the data business for more more time than I can remember, and we've got the tools, tools, like Splunk tools. Like Amazon Web service is we've got the data. There's satellites all over. We've got smart people in machine learning way. Need to start applying that to do good, right? It exists. We do not need to go invent new technology right now in order to solve this problem, >>Charlie, really inspired by your position and your your posture. I want you to spend more time talking about that feature because you're an entrepreneur. You're not just detect for good social justice Warrior, You're an experienced data entrepreneur, applying it to a social good project. It's not like I'm gonna change the world, you actually doing it. There's a path for other entrepreneurs to make money to do good things fast. Talk about the journey because with cloud computing, it's not like a 10 year horizon. There's a path for immediate benefit. I >>mean the pat. So I mean in terms of creating a profitable venture. We're a young company way feel like we have a good, good direction way feel like there is a market for this way. Also feel like there's public private partnerships Here is well, I think that we can take the same solutions that we have here and apply them to campuses. You could apply it to, you know, a biotech campus, a university campus. You could apply it to a military base, right? There's insurance could be involved in this because insurance risk people are losing insurance in their homes as well. So you know, there's a lot of different angles that we can take for this exact same. Say >>that what's the expression dated to everything. Yet this is an example of taking data on applying it to some use case. >>A very specific cool evacuation neighborhood evacuation and really building the community fabric so that people take care of each other and can get out together. Where are the vulnerable populations in that zone? Who's gonna go respond to those If if the fire department can't come in, right, How are we gonna get those people out? >>I love the vision. You guys were also for putting some cash in their spunk. Ventures. Congratulations. Talk about the product. Where you guys at using Splunk. You putting data sensors out there, You leveraging existing data. Both take us through some of the nuts and bolts of what's going on the >>price. So part of it is building out some data sets. So there are some data sets that don't exist. But the government and the counties and the private sector have built out a huge corpus of data around where the buildings are, where the people are, where the cell phones are, where the traffic is. So we're able to leverage that information as we have it today. Technology. We're using the Amazon stack. It's easy for us to spin up databases. It's easy for us to build out and expand, as as we grow online with Splunk were able to have a place for all this real time data toe land. And for us to be able to build a P I's to pull it out very >>simply having a conversation with Teresa Carlson, who runs Amazon Web sites. Public sector variety of these things of projects are popping up. Check for good. That's for profit. It helps people and the whole idea of time to value with cloud and flunks. Platform of leveraging diverse data making Data Realtor whether it's real time, time, serious data or using a fabric surge or accelerated processing capabilities is that you can get the value quicker. So if you got an idea for you to wait two years of just e whether it was it a hit or not, you can illiterate now. So this idea of the start of agile startup is now being applied to these public sadly like things. So it's everything >>you spot on, and you know the unique element of Splunk with some of these data sources way don't necessarily know which ones are gonna be the right ones. We're talking about satellite data, sensor data. Some of this on. Part of it is we're building an outdoor smoke alarm, right? No one's ever done that before. So, you know, with court nature of Splunk technology being able to easily, you know, try to see if that is the right data source is critical, giving people the man with two go try to make this happen. >>You guys are a great example of zone haven, Charlie, You and your team of what I call a reconfiguration of the value creation of startups. You don't need to have full stack develop. You got half the stack and Amazon domain expertise in the inertial properties flipped around from being software on this intellectual mode to domain specific intellectual property. You took the idea of firefighters and you're implementing their idea into your domain expertise using scale and data to create a viable, busy >>other thing. I want to throw in there, though, and this is something that people often forget a big part of our investments going to be in user experience. This thing needs to be usable by the masses. It cannot be a complicated solution. >>You X is the new software data is the new code, but anyone can start a company if they have an innovative idea. You don't have to have a unique algorithm that could be a use case to solve a problem. >>If you have a very Calgary them, you can put it on Splunk Platform or Amazons platform and scale it. >>This is going to change, I think, the economic landscape of what I call tech for good now. But it's entrepreneurship redefined. You guys are great working example of that. Congratulations on the vision. Thank you to you and your team. Thanks for coming on the Q. Thanks for sharing. It's great to be here. It's a great example of what's going on with data for everything. Of course, this acute were cute for everything. We go to all the events of smart people and get the data and share that with you here in Las Vegas for dot com. 10 years of conference our seventh year, I'm John Ferrier. We'll be back with more coverage after this short break

>> live from San Francisco. It's the Cube covering Google Cloud next nineteen, brought to you by Google Cloud and its ecosystem partners. >> Welcome back to San Francisco, everybody. We're here at the Mosconi Center. This is Day one of our three day coverage of Google next twenty nineteen, the second year the Cube has done Google. Next, Google's Big Cloud show, Thomas Curry and up on stage today, the newly minted head of Google Cloud. I'm Dave Volante and this is my co host student, and you're watching the Cube, the leader in live tech coverage. And we're here with Cy Mukundan, who was the director of product management at Cohesive deci. Great to see you again. Thanks for coming back in the queue. >> Thanks, Dave. Thanks. Too nice to be here. >> So if you could show it's hopping. Your clouds were all the action is. But let's talk a little bit about how he city you guys were on fire growing like crazy. What's the quick update on the city? >> Cool. Yeah, cohesive ahs you might have heard last year we had a big funding round way. Heard investment from Softbank. I know it's a result off that we just launched cohesively Japan s. So that's how we're going to market in Japan. So that's expanding our international presence, particularly in Asia. And then here, you know, not America. There's been a growing number off customer acquisition, and I would say, more importantly, repeat customers as well. You know, you you really realize that with enterprises, it's the repeat. Customers help you drive more adoption. That customer case studies on that again gets new customers, right? So that's what you're seeing and cohesive e >> big mega trends that are tail winds and opportunities for Kohi City and other other players in the space. Cloud, obviously, is one of those big ones that changed the way in which we develop applications changed the developer world. But also there's a desire to get Maura out of backups. I want to talk about you know, some of those trends. What is driving your business. What do you guys see? A CZ. The big trends. What's the premise? >> Yeah, So the premises data protection is no longer the insurance policy, so to speak that customers were thinking about they're really thinking about. What else can I do beyond just data protection? Right. So That's where the power ofthe cohesively platform comes in. In terms ofthe, once the data is there on platform, the ability to do other things. Stability to leverage it for tester for disaster recovery for analytics so recently. You know, sometime back we actually launched our APP store, both powered by applications that can know where Bill by Cho Hee City and then also in partnership. It's plunked on a couple of other renders where these APs are now running on the data set that has landed on cohesive. So customers are now truly realizing the vision that we had promised to them in terms of being able to do more with the data. >> So speed a cloud. You guys get hard news, so take us through that. >> Yeah, so today's an exciting day. We actually released our first SAS offering. It's caused. Could cohesively cloud backup service for Google Cloud Platform? So think of it as truly backup. A service broadly speaking, three things right? So it provides that enterprise grade data protection that customers are looking for in G. C. P. So you heard in the main stage today about Google warning to partner with another windows and This is one such partnership. There we provide backup and recovery for applications running on ***, so that's the first one enterprise grade. The second aspect ofthe the solution is the fact that it is truly scalable in nature, but at the same time provides that granular recovery capabilities when the customer needs that data back right on. The last one is really the ease off use and management, because when you're doing things in the cloud, customers are usedto ease off use in terms of consuming the service, right. So here it's integrated with Google both in the marketplace as well as in terms ofthe the building that they get. So everything is all integrated with G C. P. All >> right, so if so, we've talked to all the hybrid multi cloud shows, you know, Big virtual ization show in all three of the Big Cloud shows. What differentiates the SAS offering from what, what cohesive has been offering in the past? >> Yeah, I think so. Up until now, it's bean to major things that we have delivered for customers. One is the Khyber return videos that you guys have alluded to as well and then born in the Cloud Cloud native, their customers still sort of like Do it yourself, you know, deployed the platform from us and then perform all the day today infrastructure management and keep planning around it. This one truly is a different shade or game changer. In the sense start, it's truly backup as a service, so no longer there's a customer need to worry about the infrastructure management aspect ofthe things. They just go into the marketplace as easy as a few clicks, deploy the solution on. Then they're open running in terms ofthe being able to back up and recover. So it's it's really the SAS model. The fact that we're embracing sass on our customers are heading in the direction is what truly differentiates this particular off >> so sight. Why why Google? Let's just start there is to know what you're hearing from customers. Be back. How come this is the first *** offering? Your >> long I think two things right. One is there are enterprises wear hearing more and more enterprises adopting, you know, Google Cloud as well. So this was obviously driven by some customers Summerlee customers asking for such a solution, so that always helps make a business case Right on then. The second one is you heard in the keynote this morning about Google being truly open, winding toward more with partners. And this is the result of one such strategic partnerships a Google sort of collab collaborating with co history and working together to get the solution toe and customer. So >> you see them is more partner friendly. Can you discern the difference between Google and other partners Air, You know, I'm looking for Okay, I heard it on stage. I mean, they're doing so you know, actions speak louder than words, But a za partner, do you discern >> that? I think it resonates well with me for just based on our experience with the whole launch and everything. I'll give you a couple of instances right on. This relates to the fact that you know, Google's acknowledging that they're also learning along with customers, especially the enterprise customers. So we have a number of enterprise customers and knowledge of how to work with them. And to be honest, you know, some of the things on their marketplace and other things required a close collaboration between us. Not everything was there out of the box and Google was a very willing partner. Toe, listen, tow us and collaborate with us on. I make things happen on the second aspect ofthe it really comes down to also the gold market benefits that we're beginning to see as part of that partnership because it's one thing to build a solution. But then taking it to their in customers and our mutual customers is also a big aspect of the partnership. >> Okay, I gotta ask you size. So I hear a lot. I don't have to back up my data. It's in the cloud. Explain our audience. The difference between sort of that statement and what you know, backup recovery, a data protection, modern data protection is all about Why can't I just back it up in the cloud and Google take care of it? >> Yeah, I think not just Google, but with all the clouds. What? What they provide is availability right on the fact that data stays in no multiple regions. But it's essentially the same data set that replicated across different zones are regions a CZ, they call it. But at the end of the day, you know customers want to be able to go back to a certain point in time because there are several reasons for it. One is human errors, you know. That's probably the number one cause of why you know, they they need data protection. But besides that, there's a reason to do step on a certain version ofthe the data is there's a reason John anonymized the data. So a lot of reasons to just, you know, go for a data protection solution beyond what the Cloud Windows offer it offer themselves available. >> One of things we hear is in a hybrid and multi cloud world. I've got my data and a lot of places. So if I can have something that is agnostic tall, those locations that companies like cohesive have done, how does this new SAS offering fit into all of those other environments? If I'm already cohesive customers, they're going to be a similar look and feel. And am I gonna understand that you know what? What? What's the same? What's different? >> Yeah, so we have ah, Helios, which is our SAS management portal. So that's what customers used today. For all they're both on premise as well as crowd deployments on the way it works is it provides you that truly I know single pane of glass is sort of very abuse word, but it really provides us a single view into all your environments across raiders, different deployments off cohesively, whether it's at the edge of the data center or in the cloud. And so in the service, we leverage the same, you know, Helios Banishment portal, but in a much more simply fired format because you're you're taking some off the, you know, administrative aspect away from the customers and having to just provide them just this. The service Functional lady off. Just backup in >> recovery. What is the pricing model for the cloud Backup service is a capacity based usage base monthly. How's it work? >> S Oh, it's truly a consumption based, more like everything else that we're aware off in the clouds. So the way it's priced is it's based on the consumption consumption on the service, the city service, and here's where we provide that benefit back to the inn customer in terms ofthe great deal application and the storage efficiency benefits that we offer provide a lot, you know, lower capacity that actually lands on the service. A supposed to you know what, maybe running in your primary environment. So we provide that benefit back to the customer in terms ofthe charging them on a usage based on consumption based model, in this case, based on the capacity that's landed on the service. And so it's again, like I said earlier, it's integrated with the Google billing. So when a customer looks at their monthly Google infra infrastructure costs, it also includes an additional line item for the cohesively service. So the customer at the end of the day just has to deal with their gcpd. >> So it's a true cloud cloud pricing model, absolute, which is which I say that because much, if not most, of the SAS products that you purchase are not what I would consider to cloud model You'LL you know, make the annual commitment or a multi year commitment. And as the vast majority of the SAS says, the infrastructure guys, they think, got it right. >> You could scale only one way up. Yeah, >> that's good. All right, so I give you closing thoughts on on Google Next your your announcement of the future for the city. >> The one thing that excited me from the keynote this morning was was Antos. I mean, they talked about how that could be a single control plane, not just for G c p, but potentially across other clouds, clouds as well and and even on trim on. That's where I think there is more synergy. There's more partnership because we excel in the data center we excel in the cloud on. So I'm looking forward to this partnership with Google to extend cloud backup service beyond what we have released today. >> Still, what you call the motion for the cloud that powerful concept and we know what the motion did for virtual ization. And so we'll see what at those could do for cloud and cloud management. So thanks very much for coming back And >> thanks for hosting his guys. Really a pleasure to be here. >> Good to see again. All right, keep it right to everybody. He watched the Cube live from Google next twenty eighteen I'm dying day Volante was to minimum John Furry is also here. We'LL be right back after this short break from Mosconi

>> live from the Mandalay Bay Convention Center in Las Vegas. It's the cues covering via World 2016 brought to you by IBM Wear and its ecosystem sponsors. Now here you're Hope's Stool Minimum and John Walls. And welcome back to Las Vegas. Here on the cubicle, tear our coverage. Of'em world here. Mandalay Bay along with minimum. I'm John Woes. Thanks for joining us here for our coverage throughout the next three days. All that's happened in Vienna World. Almost 25,000 attendees to pretty good crowd. Well, I hadn't heard the number, so that would be the largest bm world ever. If we believe the numbers, so no reason not to With John Gill Martin, Who is the vice president? General manager of the integrated assistant business at VM. Where, John. Thanks for being with us once again. It's always a pleasure. Thanks for having me. You know, like you bet I am at this point. Yeah. Tell us about the vibe of the show. First off, day one things underway. A lot of excitement, I would think. Yeah, it's fantastic. You know, I think this is my 11 PM world in a row s so I've got to see a huge evolution in this program is amazing to see how much has changed over the years. Going back, you know, it used to be a server virtualization. What is this thing and where we are today? It's so different. There's a lot of excitement. People trying to figure out how to manage and deal with all the change happen in the industry right now. So, John, one of the things we're all coming into this week looking at is kind of the the cloud management suite, which is right in your area. Can you help us unpack? We looked at kind of V cloud sweet, and then there was some STD see stuff, and now it's cloud foundations. How did these things relate? Is it rebranding, Renaming, repackaging? Help us understand, Actually. So with that foundation, that's one of the key announcements we made today. The objective. There is what I think. How do we take what we have been talking about? Whats offered by Data Center and just make it easy? I don't make it easy for our customers to deploy easy for them to architect easy that even offer as a service from public cloud. That's kind of a key concept. So we are taking and integrating together the key components of softer, defined compute storage and network. There are wrapping some new capabilities to automate deployment autumn E provisioning. And so some ways is an extension, but also in evolution of what we've been doing previously. Okay, but this is still a software offering. Correct is what >> one of the components inside of that >> s O. There's four key components inside of my foundation. There's peace here, virtual sand NSX that gives you that software defined across all three domains and >> then a new component >> that we call STD. See, Manager. So what the SEC Manager does is sort of the glue that brings it all together to bring that integrated experience. It takes all the work that our customers do around you. How do I think about design? How does architect how to deploy? How'd I manage patches and upgrades over time and just automates all that inside of software so they can go from air medal systems deployed cloud infrastructure very, very quickly. So So what was the gap? You know what? What do you dress in here in terms of improvement in terms of change. You're talking about doing something a little bit differently for customers. Use a visa. What have you, But we're trying to get done it. So the key thing, just like the two key new things in this that are really different one is that just making it really easy on the private cloud side. But then we also take exactly that same sort of technologies and also work with our partners to offer it as a service. That's also the really new thing that we're doing today. So we had an announcement today with IBM as part of their IBM cloud. They're offering Cloud Foundation as a service, which >> means customers and go to a >> portal and provisioned out capacity based upon 100% consistent infrastructure. >> That means, you know, if I need some more capacity, as you have it inside my data center provisioned it out inside IBM Cloud. And now I have seen management tools, the same operations, everything I do in my data center. I can now do inside of this cloud environment. We'll extend that after other partners in the future. We'll send that out into the crowd air next quarter. This is really a great way for customers to start extending our migrating into the cloud. But do it based upon without having the architect. The applications are fundamentally change how they operate. >> Eso We've been arguing. We've been trying to figure out this hybrid cloud thing to the last few years, and there's many companies that are saying Okay, here's the software sack. You can put it in your own data center, or you can put it in some kind of public cloud environment. We see IBM does that sum. We see Oracle do that. Microsoft, of course, has azure and azure stacks coming some diamond next year. Is this The em wears answer to say OK in the data center where you know and love these fear, this is a full set, and then you can put it in IBM Soft Layer or a bunch of other writers. >> Yes, it is that concept of a consistent stack, yet a seem stacked inside the day's center, exactly the same stack outside the data center. So it is 100% consistent, right? That's part of what's really attractive about that. And then his customers think about well, what are the management tools or the cloud management platform, but I won't run on top of that. That can extend very seamlessly now across multiple environments. >> Okay, what about the interconnection between different locations? How does that >> work? So interconnections. You can take advantage of NSX and what it does around stretching, stretching, networking across environments like it's a very powerful capability to really think about it, really, as it's seamless extension of the data center. That's one of the unique capabilities and obviously with IBM has a first partner. They have almost having 50 data centers around the world, so it becomes very easy to collate. Locate your applications close to your private data center, which >> is important. So IBM is the first partner. How does this fit into, like the V Cloud their network, then, where you have thousands of >> partners already? Yeah, so they're the first Qatar network partner to offer a service, and then we expect that are working with other because our network partners to do the same offer Cloud Foundation as a service and, you know, kind of underlying that technology is this s CDC manager, which makes it easy for them as well. They go provision out these infrastructures very quickly and easily. >> Yeah, when you're about customers, what are the pain points that you were hearing from them that you were dressing? Because we take about the sophistication of technology, these of use efficiencies, high performance, all this stuff. It couldn't be any better, but obviously could have been better. So what we're hearing from them that led you to develop the new product. >> Well, the big thing is his customers were trying to think about how to the leverage public cloud is part of their architectures. You can kind of, It's pretty clear, that kind of result they want. They want to able to have an environment where their application owners and the developers sort of don't even know where things are running. They wanted to be a little bit transparent, kind of seamless. At the same time, they want to be able to have the ability to maintain control, maintain security policies, maintain operational control over the environment, have good insight into it. And so I sort of challenge that we're walking into, and your traditional infrastructure still very much stands in the way people trying to support the developers, people enterprise has spent too much time hugging components together trying to make things work together. And that's just not value added activity. It's not differentiating. It doesn't help them compete in the marketplace. And so we saw is what happened. We help them get out of that business and focus more on the things they want to do above the infrastructure layer. That's sort of the whole rationale for building a foundation was, Just take everything that they do today That's on value, out of activity. Put that in software, automated public empire the cloud and they can focus on what there is value out of business on. >> One of the challenges we've been facing in this transformation is kind of the go to market. If I think about traditionally the sphere, you know Veum. He's got a great channel partnership Lotto, EMS in the early days, and now, I mean just a huge amount of channel parts that know how to sell it, know how to make money. Cloud is a big shift for them. There's only a small percent of the channel that kind of understands this with IBM, kind of as a first partner. How do you see this playing out with kind of official panic Channel partners, service providers and the whole go to market. >> As you point out, it's clearly an evolving story. Right and different partners were kind of thinking about it in different ways. You know, there's still, you know, definitely in on premise opportunity that they're going after. But clearly having a good crowd strategy is going to be important for every reseller out there in every partner. And some of that is gonna be thinking about what are the kind of service is that you can offer your customers to help them make that transition. Yeah, if you think about you know, if I want to extend my data center, I need to migrate workloads or re architect workloads. Those types of service is I think they're going to be critical to become experts in and help customers. We think about their long term strategy. The fact is, the customers are gonna move warm or the workloads into clouds of some type over the next few years, and they're gonna need help in your advice and guidance and migration surfaces to get there. So there's a real business to go be built around those kinds of opportunities. >> Okay. Can you give us a little bit of what should we be looking for? Going forward, You know, if their customers that are running this stack already before it was called this And how do we How could we benchmark to say whether or not you're successful by the time we come back next year? >> Yeah, that's a good question. >> Tough questions, >> A challenge. So now it's a great question. So this software is gonna be available later this week, so it's actually generally available on September 1st. So it's just coming in the marketplace now. And so we've been working with Summerlee Beta customers on this over the last couple a couple of months, get great feedback and really help this steer perfectly towards this public cloud opportunity S O. I would expect as we come back in a few months, we'd be able to talk about our kind of initial lighthouse customers and how they're doing. But we see just huge interest in this right now, right? Customers want to move, and companies want to move away from kind of plugging things together. They want away from individuals, components. They really are looking to buy Seymour integrated ways. This is kind of a key enabling technology to help him do that. And we could do that also with our partners. >> Yeah, Um, one of the big challenges we've had is everybody is always like, okay, but my needs are a little bit different. So we understand that if we can eliminate diversity of the environments in the homogeneity is good, I can repeat it. I understand it. But everybody, all that you know, that's the problem with ideas. They always want to tweak it. So what do you do when they say, Oh, you know, the sand's great. But, you know, you've got all these ecosystem part partners in storage. I kind of want this storage. And it's ex. I understand some pieces. Maybe I want over. Yes, but I wanted till some other pieces. What do you do for customers that want to kind of go outside of this initial package? What kind of choice and options that they have? >> Yeah. Yeah, it's, uh so just like this year, you know, these here is sort of been the universal platform for running virtual machines and has a lot of those connections into different things, so foundation fundamentally is based on the sphere. So for the take storage, for example, no keys here can connect to external storage. We can connect national storage and on a road map for the automation software inside. We'll look at how we can take advantage of external storage and some of these things as well, so as new as we talk to customers. And we, as we learned those areas that are consistent across many, we can start to bring some of those things in tow the equation as well. This gives us a very powerful starting point, and we can look at what are the right connections out system? >> And do you still have folks who are trying to hang on to say I understand what you're doing understands the new service of a new opportunity here, But I'm not ready to cut the Courtauld away. And how do you bring them along to showing them? There are new efficiencies here and there is a better bottom line benefit to you. >> I think you know the history of I t is a history of things remaining right. So you still have a I actually feel mainframes. Eso this transition will take time. This is not gonna be on overnight time type of changes. We moved to these types of architectures that are fully suffered a find, but we made a huge amount of progress thus far. We have over 5000 customers on virtual sand. Your NSX is going incredibly fast. Both of these approved points that these are the architecture's customers are trying to move to the end of the same time. Though we have to find the right the right starting points. What is the right project to start with? This doesn't have to be a wholesale change. The data center it could be. Let's take a virtual desktop project and run now on top of that foundation must take a new invite. New server applications, unemployed run that on foundation. And just like the sphere kind of started with these use cases that expanded over time. Same thing of foundation. We could start with a project and then and that shows success to move into other projects. >> John, you've been with the, um where for quite a few years you've done two stints of the company as you hear the outside world talking about, you know, cloud and where things were going. What do you think people don't understand about bm Worse position in the cloud marketplace going forward. >> You know the one thing you know, I've talked a lot right now about Cloud Foundation, which was one of our announcements. I think the other thing that is really unique that we talked about this week is, uh, something called across Cloud Architecture and said across Cloud service Is that in addition foundation and what we're recognizing is just like with server virtualization, we were able to abstract multiple types of servers and provide consistent layer we're going to do the same. Thing is we were across multiple clouds. Even non GM were based clouds, right, working with Amazon Azure Google. And I think that's one thing that is maybe even surprising, folks. And it's very different than kind of the company strategy going back 10 years ago. So we are fully embracing that these will be part of our customer strategy in the future. We do expect to see them, but we see a unique opportunity for us to go help them when it comes to managing applications across the networking security where we have really unique assets we can help with. And also data management. Government. >> Well, John, I know you said it takes time. Transition state time. >> Still gave you a year. >> Yeah. So next year at the world will come back and the update you on the progress that we've made, >> we look forward to it. Thank you for joining us and the best left down the road. We'll see a year from now. >> Fantastic. Thank you very much. >> You bet John Gill Martin from VM where we'll be back with more from Veum World here in Vegas. Right after this, You're watching the Cube.