>>And welcome back to the cubes coverage of AWS summit public sector here live in Washington, DC, where we're actually having a physical event, but also broadcasting to a hybrid audience digitally. I'm John, your hosted, like you've got a great panel here. Martin Rieger's chief solutions, officer stack armor, the thin poli who's with Splunk group vice president of partner go to market Americas and public sector, and Troy Bertram, vice president sales, a telos. Good to see you guys. Thanks for coming on. It's great to be. So you guys stuck on them to have a great solution on AWS called faster. Okay. Which is nice name what's what's it all about? >>So faster is about getting cloud service providers to an authorization, to operate with the federal government, uh, basically as fast as possible. It is the collection of threat alert, which is a fed ramp designed solution and boundary solution. That includes all those key security stack components. Uh, primarily our partners over at Splunk and telos. Uh, those products are scripted, streamlined, and designed to get customers there as fast as possible in a compliant manner. >>I love the acronym fast tr faster on AWS. Uh, how did you guys come up with the threat alerts concept? What did, what's this all about? How did it all come together? >>Uh, threat alert was, was born out of one of our primary services, which is migration and, uh, for roughly about a five-year stretch migrating federal agency systems, um, to Amazon, both east, west and gov cloud, uh, we recognized quickly that there was a need to include a security stack of common components, such as vulnerability scanning, uh, security incident event monitoring, uh, as well as a number of other key components designed around the continuous monitoring aspect of it. And so we quickly realized that, you know, the packaging of this solution and putting together a dashboard that allows us to tie everything in, uh, deploy very, very quickly through infrastructure as a code, um, was a vehicle that could help, uh, our customers and CSPs as well as agencies get through the FedRAMP ATO process. Um, quickly >>Talk about the relationship with Splunk and telos. How's this all connecting with? Just what's your role? >>Yeah, so really with the support of NIST and the new Oscar standard, which I'm going to make sure I get the acronym right. Open securities controls, assessment language, or asked gal, um, with our release of Exacta and automation of the compliance standards working with, and the framework, we've been able to look at best of breed partners in the industry, and it is all around acceleration of how can we move faster to deliver the end customer, the controls they need and want in a secure compliant manner. Um, and as someone that served in the government, right, it's, it's passion for the mission. And that's really what brought the three companies together >>And my opinion, by the way, congratulations on Telus going public. You guys do a lot of great cyber work. Congratulations. Now that data is the heart of this. I mean, Splunk that's all you guys do is think about data. How do you guys connect into, into the product? >>Well, it's exactly that really providing that data platform, then they analytics capability to enable the subject matter experts to bring the data to life. Right. And that's what we, that's why these partnerships are so important to Splunk because, uh, they have the subject matter expertise and can really leverage the power of the data platform to provide services to customers. >>Yeah. One of the big trends that's kind of underreported, in my opinion, is that partnerships required to kind of get the cyber security equation, right? This is a huge trend. People are sharing, but also working together. How, how do you guys see that evolving? Because you know, there has to be an openness around the data. There has to be more open solutions. How do you guys see that evolving? Um, >>Well you kind of hit the hammer on the heads. Splunk is, is essentially the heart and soul of our auditing logging and continuous monitoring piece. Um, in terms of, of the relationships and how we all work together. We we've evolved now to a point where we are able to pre-stage customers well in advance. Um, and in working with our partners, uh, tell us on Splunk. By the time we get started with a customer, we, we reduced the amount of time this takes, uh, on average by 40%, um, and even faster with the exact piece because, uh, as, as Troy kind of mentioned, the OSC gal component, um, is the future of accreditation. And it's certainly not limited to fed ramp, but that machine language, that XML Yammel Jason code, we've got things to the point where not only are we deploying Splunk in a, in a scripted pre-configured manner to work with our technology, we're also doing the same thing with Exacta. >>So the controls are three documented for everything that we provide, which means we don't have to spend the time going through the process of saying, okay, tell me what you're doing. We already have that down. The other best of breed type components that were mentioned by Troy. Um, it's the same thing, right? So customers, when they show up, they have a security stack that's ready to go. They already have FIPs compliance for encryption. They already have hardening in place so that when, when they approach us, all they've really got to do is deploy their application and close a very small gap in documentation, which we do with Exacta and then auditors can come in, hit the, they can jump, get what they need out of Exacta. And eventually once everyone else catches up to OSC gal, we'll be connecting systems to other systems and just pushing the package, the days of PDFs. And those are almost gone >>As someone that went through, um, achieving an ATO, the paper process and the Excel spreadsheets. It's a nightmare. And you've got sales engineers, you've got solution architects that are spending their time, not focused on delivering mission outcomes or new products and services to our public sector customers, but on the process and the paperwork, >>Can you share order of magnitude the old way, time wasting versus this solution? What's, what's gained cause that's key. This needs a resources when people are >>Every CFO ad in ISV wants to do two things, right? They want to support the sales efforts to move into the federal or state environment, right? We're talking about fed ramp, but state ramp is upon us now. So they want two things. How do I do this at the lowest cost possible limit my resources that are really expensive on the engineering side and how do I shrink the amount of time? So 40% is a very conservative estimate. I believe that we can continue with implementations of Bosco and other ingestation points, especially across government. We can shrink that time, which reduces the cost immensely >>The time savings day. What about the stack? >>But if you want to put it in perspective, right? I've been doing this since the beginning in 2012, and I've stood up three different three pills. I've audited over 200 companies. I've been doing this a long time. And in the beginning it was an average of 12 months just to get someone ready, just to get ready. That didn't include the audit time. So we've evolved to a point now where on average, that's down to 12 weeks. And that was before the inclusion of the exact piece. We were able to shave off four more weeks with that, to the point where we're down to eight weeks and the government is pushing to try to get towards a 30 day ATO. And I think Oscar was the answer for that. And so to give you an idea of where we were to where we are now, we went from 12 months to 12 weeks. >>That's huge. So the data is the key in here. And then you got faster on AWS. Love the name wa how does that compare to other ATO solutions? How do you guys see that comparing a wonder place? >>I think in terms of the other solutions that are available out there, there, there's a couple key things that, that I think the rest of the market is trying to do to catch up. And one of those is the dashboard technology that we have in place integrates directly with Splunk and with Exacta, it pulls in from all the AWS sources that are available in terms of security and information and centralizes it in one spot. And so nobody else is doing that and we've been doing it for years. And this, this to me, OSS gal, and the addition of the exact component was the next evolution. >>Um, on the partnership side, how do you guys see it evolving? What's next >>More continuous monitoring, I think, right. It's not just about a FedRAMP authorization, but continuous monitoring in general for, for all of our public sector. >>That's day two operations continues ongoing AI operations. There's gotta be some machine learning in here somewhere. Is there? >>Yeah. I'll speak to the partnerships a little bit. And I think even back to AWS, right? Why we're here and it's great to be in person is it's around us working together as an industry and companies, right? The authority to operate on AWS, the ATO and AWS was started to bring like-minded companies together to help solve these problems. Yeah. >>I mean, it's a real benefit. It really shows that you can put a stack together, right. And then save time like that 12 months to 12 weeks. That's what cloud's about right now. Then the question is security. Think you should get that right. That is going to be an evolution. What's the vision of the product? >>Um, well, there's two things around that we, we, we talked about, yes, it's, it's planned prepare authorized, right? That is the current fed ramp mantra and post ATO. The continuous monitoring piece is really a core element. But in terms of the future three PAOs, the third-party assessment organizations that, that audit our customers, that, that we're all preparing together. Eventually they're systems, they're all developing audit systems around. And so where we're going is the auditor will connect to Exacta and they will simply over API or whatever calls they make. They will pull all of that audit information control information, which is only going to accelerate this even more. >>Yeah. I mean, the observability, the data, the automation all plays into more speed, more agility, faster, >>And, and meeting all of the standards, right? Whether it's smart Z or it's HIPAA state Ram home in Austin, Texas Tex ramp is, is a thing, right? How do we help each one of these customers with their own compliance or super smart, >>You know, the business model of reduce the steps it takes to do something, make it easier and faster is a good business model. Wow. >>It's not, it's becoming an ecosystem right. In the sense that, um, you know, Oscar has been under development for three years and, and, and stack armor, we've been supporting some components at NIST, but to the point where, uh, once we eliminate the, the traditional paper, you know, word doc XL PDF, um, and get to a point where everything is tied together. But one there's one important aspect to this is that it's all in boundary. So the authorization boundary is that invisible red line. We draw around everything in scope for an audit. And so that, by the way, is another critical component. The Splunk servers are in boundary. The exact servers are in boundary, which is a huge, huge element to this. >>Yeah. Good. Great. To see the spunk partnership, adding value here with telos, good, your cybersecurity expertise, pulling it all together. It's a great solution. >>It is, and great partners to work with, right? And I know that we will have additional solutions and product offerings in the future. >>Martin treadmill, Bethann. Thanks for coming on the queue. Appreciate it. Enjoy the rest of the show. As we wind down day two of cube live coverage in-person event, AWS public sector summit in Washington, DC. This is the cube. We right back after this short break,

(cheery music) >> Thanks, Adam. Thanks for everyone in the studio. Dave, we've got some great main stage CUBE interviews. Normally we'll sit at the desk, and do a remote, but since it's a virtual event, and a physical event, it's a hybrid event. We've got two amazing Google leaders to talk with us. I had a chance to sit down with Amol who was gone yesterday during our breaking news segment. They had the big news. We had two great guests, Amol Phadke. He's our first interview. He's the head of Google's telecom industry. Again, he came in, broke into our segment yesterday with breaking news. Obviously released with Ericsson, and the O-RAN Alliance. I had a great chance to chat with him. A wide ranging conversation for 13 minutes. Enjoy my interview with Amol, right now. (cheery music) Well welcome to the CUBE's coverage for Mobile World Congress, 2021. I'm John Furrier, your host of the CUBE. We're here in person as well as remote. It's a hybrid event. We're on the ground at Mobile World Congress, bringing all the action here. We're remote with Amol Phadke, who's the Managing Director of the Telecom Industry Solutions team at Google Cloud, a big leader, and driving a lot of the change. Amol, thank you for coming on theCUBE here in the hybrid event from Mobile World Congress. >> Thank you, John. Thank you, John. Thank you for having me, So, hybrid event, which means it's in person, we're on the floor, as well as doing remote interviews and people are virtual. This is the new normal. Kind of highlights where we are in this telecom world, because the last time, Mobile World Congress actually had a physical event was winter of 2019. A ton has changed in the industry. Look at the momentum at the Edge. Hybrid cloud is now standard. Multi-cloud is being set up as we speak. This is all now the new normal, what is your take? And so it's pretty active in your industry. Tell us your opinion. >> Yes, John I mean the last two years have been seismic to say the least, right? I mean, in terms of the change that the CSP industries had had to do. You know, John, in the last two years, the importance of a CSP infrastructure has never become so important, right? The infrastructure is paramount. I'm talking to you remotely over the CSP infrastructure right now, and everything that we are doing in the last two years, whether it's working, or studying, or entertaining ourselves, all on that CSP infrastructure. So from that perspective, they are really becoming a critical national global information fabric on which the society is actually depending on. And that we see at Google as well, in the sense that we have seen up to 60% increase in demand, John, in the last two years, for that infrastructure. And then when we look at the industry itself, unfortunately all of that huge demand is not translating into revenue, because as an industry, the revenue is still flat-lining. In fact, the forecasted revenue for globally, for all the industry over the next 12 months is three to five per cent negative on revenue, right? So one starts to think, how come there is so much demand over the last two years, post-pandemic, and that's not translating to revenue? Having said that, the other thing that's happening is this demand is driving significant CapEx and OPEX investments in the infrastructure, as much as eight to $900 billion over the next decade is going to get spent in this infrastructure, from our perspective, Which means it's really a perfect storm. John, We have massive demand, massive need to invest to meet that demand, yet not translating to revenue, and the crux of all this is customer experience, because ultimately all of that translates into not having that kind of radically disruptive or transformational customer experience, right? So that's a backdrop that we find ourselves in the industry, and that really sets the stage for us to look at these challenges in terms of how does the CSP industry as a whole, grow top line, radically transform CSPCO, at the same time, reinventing the customer experience and finding those capital efficiencies. It's almost an impossible problem to find solution. >> It's a perfect storm. The waves are kind of coming together to form one big wave. You mentioned CapEx and OPEX. That's obviously changing the investments of their post-pandemic growth, and change in user behavior and expectations. The modern applications are being built on top of the infrastructure, that's changing. All of this is being driven by Cloud Native, and that's clear. You're seeing a lot more open kind of approaches, IT and OT coming together, whatever you want to do, this is just, it's a collision, right? It's a collision of many things. And this positive innovation coming out of it. So I have to ask you, what are you seeing as a solution that are showing the most promise for these telco industry leaders, because they're digitally transforming, so they got to re-factor their platforms while enabling innovation, which is a key growth for the revenue. >> Yes. So John, from a solution standpoint, what we actually did first and foremost as Google Cloud, was look at ourselves. So just like the transformation we just talked about in the CSP industry, we are seeing Google being transformed over the last two decades or so, right. And it's important to understand that there's a lot Google data over the last two decades that we can actually not externalize all of that innovation, all of that open source, all of that multicloud, was originally built for all the Google applications that all of us use daily, whether it's YouTube, or email or maps, you know. Same infrastructure, same open source, same multicloud. And we decided to sort of use the same paradigm to build the telecom solutions that I'm going to talk about next, right. So that's important to bear in mind, that those assets were there, and we wanted to externalize those assets, right. There are really four big solutions that are resonating really well with our CSP partners, John. You know, number one to your point, is how can they monetize the Edge? All of this happens at the Edge. All of this gets converged at the Edge. We believe with 5G acting as the brilliant catalyst to really drive this Edge deployment. CSPs would be in a very strong position, partnering with Cloud players like ourselves to drive growth, not just for their top line, but also to add value to the actual end enterprises that are seeking to use that Edge. Let me give you a couple of examples. We've been working with industries like retail and manufacturing, to create end solutions in a post-pandemic world. Solutions like contact-less shopping, or visual inspection of an assembly line in a manufacturing plant, without the need for having a human there, because of the digitalization of workforce. Which meant these kinds of solutions, can actually work well at the Edge driven by 5G. But of course they can't be done in isolation. So what we do is we partner with CSPs. We bring our set of solutions, and we actually launch in December 30 partners that are already on our Google Cloud Solutions. And then we partner with the CSPs based on our infrastructure, and their infrastructure to ultimately bring this all to life at the end customer, which often tends to be an enterprise, whether it's a manufacturing, plant, or a retail chain. >> Yeah, you guys got some great examples there. I love that Edge story. I think it's huge. I think it's only going to get bigger. I got to ask you while I got you here, because again, you're in the industry, you're the managing director, so you have to oversee this whole telecom industry. But it's bigger, it's beyond Telecom, where it's now Telecom's just one other Edge network, piece of the pie of the surety computing, as we say. So I got to ask you, one of the big things that Google brings to the table is the developer mojo, and opensource, and scale obviously. Scale's unprecedented, everyone knows that. But ecosystems are super important, and Telco's kind of really aren't good at that, right? So, you know, the Telco ecosystem was, I mean, okay, I'd say, okay, but mostly driven by carriers and moving bits from point A to point B. But now you've got a developer mindset, public cloud, developer ecosystem. How is this changing the landscape of the CSPs and how is it changing this cloud service provider's ability to execute, because that's the key in this new world? What's your opinion? >> Absolutely, John. So, there are two things, there are two dimensions to look at. One is when we came to market a couple of years ago with AnToks, we recognized exactly what you said, John, which is the world is moving to multi-cloud, hybrid cloud. We needed to provide a common platform that the developer community can utilize through microservices and API. And that platform had to by definition, work not just from Google Cloud, but any cloud. It could work on any public cloud, can work on CSP's private cloud. And of course, supports on some Google Cloud, right? The reason was, once you deploy and cause, once as a seamless application development platform, you could put all kinds of developer apps on top. So I just talked about 5G Edge John, a minute ago, those apps can sit on Antoks, but at the same time, IT to your point, John, IT apps could also sit on the same AnToks paradigm, and network apps. So as networks start becoming Cloud Native, whether it's SRAN, whether it's O-Ran, whether it's 5G core, same principle. And that's why we believe when we partner with CSPs, we are saying, "Hey, you give this AnToks to an ecosystem of community, whether that community is network, whether that community is IT, whether the communities Edge apps, all of those can reside seamlessly on this sort of AnToks fabric, John. >> Yeah, and that's going to set the table for multicloud, which is basically cloud words for multi-vendor, multi app. Amol, I've got to ask you while I have you here, first of all, thank you for coming on and sharing your insights. It's really great industry perspective. And obviously Google Cloud's got huge scale, and great leadership. And again, you know, the big, cloud players are moving in and helping out, and enabling a lot of value. I got to ask you, if you don't mind sharing, if someone asked you, "Amol, tell me about the impact that public cloud is having on the Telco industry." What would you say? What's the answer to that? Because a lot of people are like, okay, public cloud, I get it. I know what it looks like, but now everyone's knows it's going hybrid. So everyone will ask you the question, "What is public cloud doing for the telecom sector?" >> Yeah, I think it's doing three things, John, and great question by the way. Number one, we are actually providing unprecedented amount of insights on data that the CSPs traditionally already had, but have never looked at it from the angle we have looked at it. Whether that insights are at the network layer, whether those insights are to personalize customer experiences on the front-end systems. Or whether those insights are to drive care solutions in contact centers, and so on, and so forth. So it's a massive uplift of customer experience that we can help with, right. So that's a very important point, because we do have a significant amount of leadership, John at Google Cloud on analytics and data and insights, right? So, and we offer those roads to these people. Number two, is really what I talked about, which is helping them build an ecosystem, because let's take retail as an example. As a minimum, there are five constituents in that ecosystem, John. There is a CSP, there is Google Cloud, there's an actual retail store. There is a hardware supplier, there's a software developer. All of them as a minimum, have to work together to build that ecosystem, which is where we give those solutions, right? So that's the second part. And then the third part is, as they move towards Cloud Native, we are really helping them change their business model to become a DevOps, a Cloud Native mindset, not just a Cloud Native network or IP. But a Cloud Native mindset that creates unparalleled agility and flexibility in how they work as a business. So those are the three things I would say, as a response to that question. >> And also the retail's a great vertical for Google to go in there, given the Amazon fear out there. People want this for certainly low hanging fruit. I think the DevOps piece is going to be a big, winning opportunity to see how the developers get driven into the landscape. I think that's a huge point. Amol, that's really great insight. A final question for you, while I got you here. If someone says, "Hey, what's happened in the industry since 2019?" Last time we had Mobile World Congress, they were talking speeds and feeds. Now the world has changed. We're coming out of the pandemic. California is opening up. There's going to be a physical event. The world's going hybrid, certainly on the event, and certainly cloud. What's different in the telecom industry, from, you know, many, many months ago, over a year and a half ago, from 2019? >> I would say primarily, it's the adoption of digital everywhere, which previously, you know, there were all these inhibitions and oh, would this work? Would my customer systems become fully digital? Would I be able to offer AR VR experiences? Ah, that's a futuristic thing, you know. And suddenly the pandemic has created this acceleration that says, "Oh, even post-pandemic, half my customers are always going to talk to me, via our digital channel only." Which means the way they experience us, has to be through these new experiences whether it's AR VR, whether it's some other thing or applications. So that has been accelerated John, and the CSPs have therefore really started to go to the application, and to the services. Which is why you are seeing less on, you know, speeds and feeds because 5G is here, 5G's been deployed. Now, how do we monetize 5G? How can we leverage that biggest number? So that's the biggest- >> There's down stack, and then there's a top of the stack for applications. And certainly there's a lot of assets in the telecom landscape, a lot of value, a lot of refactoring going on, and new opportunities that are out there. Great, great conversation. Well, thank you, Amol Phadka, Managing Director, Telecom Industry Solutions. Thanks for comin' on the CUBE, appreciate it. >> Thank you, John. Thank you having me. >> Okay, Mobile World Congress here, in person, and hybrid, and remote. I'm John Furrier, host of theCUBE. Thank you for watching. We are here in person at the Cloud City Expo Community Area. Thanks for watching. Okay, that was us. That was me, online. Now, I'm here in person, as you can see Dave. That's a lot of fun. I love doing those interviews. So we had a chance to grab Google's top people when we could. They're not here, obviously. Amazon Web Services, Microsoft, and Google, the three hyperscalers, Dave, didn't make it out here. They didn't have a booth, but we had a chance to grab them. And that was head of the industry marketing, and I mean the industry group. So he's like the managing door. He runs the business side. >> It's an important sector for Google. You know, Amazon was really first, with that push into telco. Thomas Curran last March, laid out Google strategy for Telco. It's a huge sector. They know it. They understand how the cloud can disrupt it, and play a massive role there. >> Yeah. >> And Google, of course. >> They're not going to object to the public cloud narrative that Danielle Royston- >> No. >> I think they like it open source, Android coming to telco. Who knows what it's going to look like? >> That's what we call digital- >> So the next interview I did was with Shailesh Shukla. He is the Senior Vice-president. He's the Senior Leader at Google Cloud for Networking. And if you know, Google, Dave, Google's networking is really well known in the industry for being really awesome, because they power obviously Google Search, and a variety of other things. They pioneered the concept of SRE, Site Reliability Engineer, which is now a de facto position for DevOps, which is a cloud now persona inside almost every company, and certainly a very important position. And so- >> Probably the biggest global network, right? Undersea cables, and- >> I mean, Microsoft's got a big hyper-scale, because they've had MSN, and bunch of other stuff, infrastructure globally. But Amazon, Google and Microsoft all have massive scale, and Google again, very well engineered. They're total, and they're as we know, I live in Palo Alto, so I can attest that they're very strong. So this next interview is really from a networking perspective, because as infrastructure, as code gets more prolific and more penetrated, it's going to be programmable. And that's really going to be a key new enabler. So let's hear from Shailesh, Head of Networking at Google Cloud, and my interview with him. (cheery music) Welcome to theCUBE's coverage of Mobile World Congress, 2021. We are here in person in Barcelona, as well as remote. It's a hybrid event. You're going to have the physical space, in Barcelona for the first time, since 2019, and virtual worlds connecting. I've got a great guest here from Google, Shailesh Shukla, Vice-president and General Manager of the Networking Team, Google Cloud. Shailesh, it's great to see you. Thank you for coming on theCUBE for the special presentation from Mobile World Congress. Obviously, the Edge networking core, Edge human devices, all coming together. Thanks for coming on. >> Thank you so much, John. It's great to see you again. And it's always a pleasure talking to theCUBE. And I want to say hello to everybody, from, you know, in Mobile World Congress. >> Yeah, and people don't know your background. You have a great history in networking. You've been there, many ways of innovation. You've been part of directly, big companies that were now known. Big names are all there. But now we haven't had a Mobile World Congress, since 2019. Think about that. That's, you know, many months, 20 something months gone by, since the world has changed in telco. I got to ask you, what is the disruption happening? Because think about that. Since 2019, a lot's changed in telco. Cloud-scale has happened. You've got the Edge developing. It's IT like now. What's your take? Shailesh, tell us. >> Yeah, John, as you correctly pointed out the last 18 months have been very difficult. And you know, I'll acknowledge that right up front, for a number of people around the world. I empathize with that. Now in the telecom, and kind of the broader Edge world, I would say that the last 18, 24 months have actually been transformative. O-RAN, it turns out was a very interesting sort of, you know, driver of completely new ways of both living, as well as working, right, as we all have experienced. I don't think that I've had a chance to see you live in 24 months. So, what we are seeing is the following. Number one, a number of telecom carriers around the world have started the investment process for 5G, right, and deployment process. And that actually changes the game, as you know, due to latency, due to all of the capabilities around kind of incalculable bandwidth, right. Much lower latency, as well as, much higher kind of enterprise oriented capabilities, right? So network's licensing, as an example, quality of service, you know, by a traffic type, and for a given enterprise. So that's number one. Number two, I would say that the cloud is becoming a lot more kind of mainstream in the world, broader world of telecom. What we are seeing is an incredible amount of partnerships between telecom carriers and cloud providers, right? So instead of thinking of those two as separate universes, those are starting to come together. So I believe that over a period of time, you will see the notion of kind of Cloud Native capability for both the IT side of the house, as well as the network side of the house is becoming, you know, kind of mainstream, right. And then the third thing is that increasingly it's a lot more about enabling new markets, new applications, in the enterprise world, right. So certainly it opens up a new kind of revenue stream for service providers and carriers around the world. But it also does something unique, which is brings together the cloud capabilities right, around elasticity, flexibility, intelligence, and so on, with the enterprise customer base that most of the cloud providers already have. And with the combination of 5G, brings it to the telecom world. And those, you know, I started to call it, as a kind of the triad, right? The triad of an enterprise, the telecom service provider, and the cloud provider, all working together to solve real business problems. >> Yeah, and it's totally a great call out there on the pandemic. I think the pandemic has shown us, coming out of it now, that cloud-scale matters. And you look at all the successes between work, play, and how we've all kind of adjusted, the cloud technologies were a big part of that, those solutions that got us through it. Now you've got the Edge developing with 5G. And I got to ask you this question, because when we have CUBE interviews with all the leaders of engineering teams, whether it's in the industry, or customers in the enterprise, and even in the telcos, the modern application teams have end-to-end visibility into the workload. You're starting to see more and more of that. You starting to see more open source in everything, right. So okay, I buy that. You got an SRE on the team, you got some modern developers, you're shifting left, you've got Devs set up. All good, all cloud. However, you're a networking guy. You know this. Routing packets across multiple networks is difficult. So if you're going to have end-to-end visibility, you got to have end-to-end intelligence on the networking. How is that being solved? Because this is a critical discussion here at Mobile World Congress. Okay, I buy Cloud Native, I buy observability, I buy open source, but I got to have end-to-end visibility for security, and workload management and managing all the data. What's the answer on the network side? >> Yeah, so that's a great question. And the simple way to think about this, is first and foremost, you need kind of global infrastructure, right? So that's a given, and of course, you know, Google with its kind of global infrastructure, and some of the largest networks in the world, we have that present, right. So that's important. Second is, to be able to abstract a way that underlying infrastructure, and make it available to applications, to a set of APIs. Right, so I'll give an analogy here. Just as you know, say 10 years ago, around 10 years ago, Android came into the market from Google, in the following way. What it did, was that it abstracted away the underlying devices with a simple kind of layer on top of operating system, which exposed APIs northbound. So then application developers can write new applications. And that actually unleashed, you know, a ton of kind of creativity right, around the world. And that's precisely what we believe is kind of the next step, as you said, on an end-to-end observability basis, right? If you can do an abstraction away from all of the underlying kind of core infrastructure, provide the right APIs, the right kind of information around observability, around telemetric, instead of making, you know, cloud and the infrastructure, the black box. Make it open, make it kind of visible to the applications. Bring that to the applications, and let the thousand flowers bloom, right? The creativity in each vertical area is so significant, because there are independent software vendors. There are systems integrators. There are individual developers. So one of the things that we are doing right now, is utilizing open source technologies, such as Kubernetes, right? Which is something that Google actually brought into the market. And it has become kind of the de facto standard for all of the container and modernization of applications. So by leveraging those open technologies, creating this common control plane, exposing APIs, right, for everything from application development, to observability, you certainly have the ability to solve business problems through a large number of entities in the systems integrator and the ISC and the developer community. So that's the approach that we are taking, John. >> I love the Android analogy of the abstraction layer, because at that time, the iPhone was closed. It still is. And they got their own little strategy there. Android went the other way. They went open, went open abstraction. Now abstraction layers are good. And now I want to get your thoughts on this, because anyone in operating systems knows abstractions are great for innovation. How does that apply to the real world on telco? Because I get how it could add some programmability in there. I get the control plane piece. Putting it into the operator's hands, how do you guys see, and how do you guys talk about the Edge service offering? What does it mean for the telco? Because if they get this right, this is going to be in telco cloud developer play. It's going to be a telco cloud ecosystem play. It's an opportunity for a new kind of telco system. How do you see that rolling out in real world? >> Great question, John. So the way I look at it, actually even we should take a step back, right? So the confluence of 5G, the kind of cloud capabilities and the Edge is, you know, very clear to me that it's going to unleash a significant amount of innovation. We are in early stages, no question, but it's going to drive innovation. So one almost has to start by saying what exactly is Edge, right? So the way I look at it, is that the Edge can be a continuum all the way from kind of an IOT device in automobiles, right? Or an enterprise Edge, like a factory location, or a retail store, or kind of a bank branch. To the telecom Edge, which is where the service providers have, not only their points of presence, and central offices, but increasingly a very large amount of intelligent RAN sites as well, right. And then the, kind of public cloud Edge, right. Where, for example, Google has, you know, 25 plus kind of regions around the world. 144, you know, PoPS, lots of CDN locations. We have, you know, few thousand nodes deployed deep inside service provider networks for caching of content, and so on. So if you think about these as different places in the network that you can deploy, compute, storage and intelligence act, right. And do that in a smart way, right? For example, if you were to run the learning algorithms in the cloud with its flexibility and elasticity, and run the inferencing at the Edge, very Edge, at the point of sort of a sale, or a point, a very consumer standing. Now you suddenly have the ability to create a variety of Edge applications. So going back to the new question, what have we seen, right? So what we are seeing, is depending on the vertical, there are different types of Edge applications, okay. So let's take a few examples. And I'll give you some, a favorite example of mine, which is in the sports arena, right? So in baseball, when you are in a stadium, and soon there are people sort of starting to be in stadiums, right? And a pitcher is throwing the pitch, right, the trajectory of the ball, the speed of the pitch, where the batter is, you know, what the strike zone is, and all of these things, if they can be in a stadium in real time, analyzed, and presented to the consumer as additional intelligence, and additional insight, suddenly it actually creates kind of a immersive experience. Even though you may be in the stadium, looking at the real thing, you are also seeing an immersive experience. And of course at home, you get a completely different experience, right? So the idea is that in sports, in media and entertainment, the power of Edge compute, and the power of AI ML, right, can be utilized to create completely new immersive experiences. Similarly, in a factory or an automotive environment, you have the ability to use AI ML, and the power of the Edge and 5G coming together, to find where the defects are, in a manufacturing environment, right? So every vertical, what we're finding is, there are very specific applications, which you can call as kind of killer apps, right in the Edge world, that over time will become prevalent and mainstream. And they will drive the innovation. They will drive deployment, and they also will drive ultimately, kind of the economics of all of this. >> You're laying out, essentially the role of the public cloud in the telco market. I'd love to get your thoughts, because a lot of people are saying, "Oh, the cloud, it's all Edge now. It's going back to on-premises." This is not the case. I mean, I've been really vocal on this. The public cloud and cloud operations is now the new normal. So developers are there. So I want you to explain real quick, the role of the public cloud in the telecom market and the Telecom Edge, because now they're working together. You've got abstraction, you mentioned that Android-like environment coming, there's going to be an Android-like effect, that abstraction. You got O-RAN out there, creating these connection points, for interoperability, for radio signals, and the End Transceivers or the Edge of the radios. All of this is happening. How is Google powering this? What is the role of public cloud in this? >> Yeah, so let me first talk about genetically the role of public cloud. Then I'll talk about Google, okay, in particular. So, if at the end of the day, the goal here is to create applications in a very simple and efficient manner, right? So what do you like, if you look for that as the goal, then the public cloud brings, you know, three fundamental things. Number one, is what I would call as elasticity and flexibility, right? So why is this important? Because as we discussed earlier, Edge is not one place, it's a variety of kind of different locations. If there is a mechanism to create this common control plane, and have the ability to kind of have elastic compute, elastic networking, elastic storage, and have this deployed in a flexible manner. Literally if you think, think about it like an effortless Edge is what we are starting to call it. You can move workload and capability, and run it precisely where it makes sense, right? Like I said, earlier, training and learning algorithms in the deep cloud. Inferencing, at the very edge, right? So if you can make that decision, then it becomes very powerful. So that's the first point, you know, elasticity and flexibility that cloud can bring. Second is, intelligence. The whole notion of leveraging the power of data, and the power of AI and ML is extremely crucial for creation of new services. So that's something that the public cloud brings. And the third is this notion of, write once, deploy anywhere, right? This notion of kind of a full stack capability that when open, kind of developer ecosystem can be brought in, right? Like we talked about Kubernetes earlier. So if there's a way in which you can bring in those developer and ISV ecosystem, which is already present in the world of public cloud, that's something that is the third thing that public cloud brings. And Google strategy very simply, is to play on all of these, right? Because we, you know, Google has incredibly rich deployment experience around the world for some of the largest services on the planet, right? With some of the biggest infrastructure in the networking world. Second, is we have a very open and flexible approach, right? So open as you know, we not only leverage kind of the Kubernetes environment, but also there are many other areas, Key Native, and so on where Google has brought a lot of open kind of capabilities to the broader market. And the third, is the enablement of the ecosystem. So last year we actually announced 200 applications, you know, from 30 ISVs in multiple verticals that we're now going to be deployed on Google Cloud, in order to solve specific business pain points, right. And building out that ecosystem, working with telecom service providers, with systems integrators, with equipment players, is the way that we believe Google Cloud can make a difference in this world of developing Edge applications. We are seeing great traction, John, you know, whether it is in the carrier world. Carrier such as Orange, Telecom Italia, TELUS, SK Telecom, Vodafone. These have all publicly announced their work with Google Cloud, leveraging the power of data, analytics, AI ML, and our very flexible infrastructure. And then a variety of kind of partners and OEM players, in the industry. As an example, Nokia, right, Amdocs, and Netcracker, and many others. So we are really excited in the traction that we are getting. And we believe that public cloud is going to be a key part of the evolution of the telecom industry. >> Shailesh, it's great to have you on. Shailesh Shukla, VP and GM of Networking at Google Cloud. And I would just add to that final point there, that open and this Android-like open environment is going to create a thousand flowers to bloom. Those are new applications, new modern applications, new companies, a new ecosystem in the Telco Cloud. So congratulations. Thanks for coming on and sharing your insights. Google Cloud, you guys are about the data, and being open. Thanks for comin' on. >> Thank you, John. Good to talk to you. >> Okay, so keeps coverage of Mobile World Congress. Google Cloud, featured interview here on theCUBE. Really a big part of the public cloud is going to be a big driver. Call it public cloud, hybrid cloud, whatever you want to call it. It's the cloud, cloud and Edge with 5G, making a big difference and changing the landscape, and trying innovation for the telco space. I'm John Furrier, your CUBE host. Thanks for watching. Okay, Dave, that's the Google support. They are obviously singing the same song as Danielle Royston, every vertical. >> Two great interviews, John. Really nice job. We can see the tech. The strategy is becoming more clear. You know, one of the big four. >> Yeah, I just love, these guys are so smart. Every vertical is going to be impacted by elastic infrastructure, AI, machine learning, and this new code deployment, write once, deploy anywhere. That's theCUBE. We love being here it's a cloud show now. Mobile World Congress, back to the studio for more awesome Cloud City content.

(upbeat music) >> Welcome to the Cubes coverage of Mobile World Congress, 2021. We are here in person in Barcelona, as well as remote. It's a hybrid event. You're going to have the physical space in Barcelona for the first time, since 2019 and virtual worlds connecting. I've got a great guest here from Google, Shailesh Shukla, Vice President General Manager of the networking team, Google Cloud. Shailesh, great to see you. Thank you for coming on the Cube for the special presentation for Mobile World Congress. As the edge networking core edge human devices, all coming together, thanks for coming on. >> Thank you so much, John. It's great to see you again. And it's always a pleasure talking to "theCUBE" and I wanted to say hello to everybody from, you know, in mobile world Congress. >> Yeah, and people don't know your background. You've got a great history in networking. You've been there, many ways of innovation. You've been part of directly a big companies that were now known big names are all there, but now we haven't had a Mobile World Congress 2019. Think about that, that's, you know, many months, 27 months gone by, since the world has changed in TelcoOR I got to ask you, what is the disruption happening? Because think about that since 2019, a lot's changed in TelcoOR cloud is scale has happened. You've got the edge developing. It's IT like now, what's your take Shailesh tell us? >> Yeah John, as you correctly pointed out, you know, last 18 months have been very difficult and you know, I'll acknowledge that right upfront for a number of people around the world. Empathize with that now in the TelcoOR and kind of the broader edge world. I would say that the last 18, 24 months have actually been transformative COVID it turns out was a very interesting sort of, driver of completely new ways of both living as well as working right, as we all have experienced. I don't think that I've had a chance to see you live in 24 months. So what we are seeing is the following, number one, number of TelcoORs carriers around the world have started the investment process for 5g right? And deployment process. And that actually changes the game as you know, due to latency, due to all of the capabilities around kind of incredible bandwidth, right? Much lower latency, as well as much higher kind of enterprise oriented capabilities, right? So network slicing as an example, quality of service, you know, by a traffic type and for a given enterprise. So that's number one. Number two, I would say that the cloud is becoming a lot more kind of mainstream in the world, broader world of telecom. What we are seeing is a incredible amount of partnerships between telecom carriers and cloud providers, right? So instead of thinking of those two as separate universes, those are starting to come together. So I believe that over a period of time, you will see the notion of kind of cloud native capability for both the IT side of the house, as well as the network side of the house is becoming, you know, kind of mainstream, right. And then the third thing is that increasingly it's, a lot more about enabling new markets, new applications in the enterprise world, right? So certainly it opens up a new kind of revenue stream for service providers and carriers around the world. But it also does something unique, which is brings together the cloud capabilities, right around elasticity, flexibility, intelligence, and so on with the enterprise customer base that most of the cloud providers already have. And with the combination of 5g brings it to the telecom world. And those, you know, I started to call it as a, kind of the triad, right? The triad of an enterprise, the telecom service provider and the cloud provider, all working together to solve real business problems. >> And it's totally a great call out there on the pandemic. I think the pandemic has shown us coming out of it now that cloud scale matters. And you look at all its successes between work play and how we've all kind of adjusted the cloud technologies. We're a big part of that, those solutions that, that got us through it. Now you've got the edge developing with 5g. And I got to ask this question because when we have CUBE interviews with all the leaders of engineering teams, whether it's in the industry or at customers in the enterprise, and even in the telcos, the modern application teams have end to end visibility into the workload. You start to see more and more of that. You starting to see more open source in everything, right? And so, okay. I buy that. You've got an SRE on the team. You've got some modern developers you're shifting left, you've got Develops, all good, all cloud. However, you're a networking guy. You know this, routing packets across multiple networks is difficult. So if you're going to have end to end visibility, you got to have an end to end intelligence on the networking. How is that being solved? Because this is a critical discussion at here at mobile world Congress. Okay, I buy cloud native, I buy observability, I buy open source, but I got to have end-to-end visibility for security and workload management and managing all the data. What's the answer on the network side? >> Yeah, so that's a great question. And the simple way to think about this is first and foremost you need kind of global infrastructure, right? So that's a given and of course, you know, Google with its kind of global infrastructure and some of the largest networks in the world, we have that presence, right. So that's important. Second is to be able to abstract away that underlying infrastructure and make it available to applications through an set of APIs, right? So I'll give an analogy here just as you know, say 10 years ago, around 10 years ago, Android came into the market from Google in the following way. What it did was that it abstracted away the underlying devices with a simple kind of layer on top of operating system, which exposed APIs not bound. So that application developers can write new applications. And that actually unleashed, you know, it ton of kind of creativity right around the world. And that's precisely what we believe is kind of the next step, as you said, on an end to end observability basis, right? What if you can do an abstraction away from all of the underlying kind of core infrastructure provide the right API the right kind of information around observability around telemetric instead of making, cloud and infrastructure, the black box, make it open, make it kind of visible to the applications, bring that to the applications and let the let a thousand flowers bloom, right? The creativity in each vertical area is so significant because there are independent software vendors. There are systems integrators, they're individual developers. So one of the things that we are doing right now is utilizing open source technologies, such as Kubernetes, right? Which is something that Google actually brought into the market. And it has become kind of the de facto standard for all of the container and modernization of applications. So by leveraging those open technologies, creating this common control plane, exposing APIs, right? For everything from application development to observability, you certainly have the ability to solve business problems through a large number of entities in the systems integrator and the ISV and the developer community. So that's the approach that we're taking John >> I love the Android analogy of this obstruction layer, because at that time the iPhone was closed. It still is. And they got their own little strategy there. Android went the other way. They went open when open abstraction now obstruction layers are good. And now I want to get your thoughts on this because anyone in operating systems knows abstractions are great for innovation. How does that apply to the real world on telco? Because I get how it could add some programmability in there. I get the control plane piece, putting it into the operator's hands. How do you guys see and how do you guys talk about the edge service offering? What does it mean for the telco? Because well, they get this, right. This is going to be in telco cloud developer play. It's going to be a cloud ecosystem play. It's an opportunity for a new kind of telco system. How do you see that rolling out in the real world? >> Great question, John. So the way I look at it, actually even we should take a step back, right? So the confluence of 5g, the kind of cloud capabilities and the edge is, you know, very clear to me that it's going to unleash and significant amount of innovation. We are in early stages. No question, but it's going to drive innovation. So one almost has to start by saying what exactly is edge, right? So the way I look at it is that the edge can be a continuum all the way from kind of an IOT device, an automobile, or an enterprise edge, like a factory location or a retail store, or kind of a bank branch to the telecom edge, which is where the service providers have. Not only their points of presence and central offices, but increasingly a very large amount of intelligent land sites as well, right? And then the kind of the public cloud edge, right? Where, for example, Google has, you know, twenty-five plus kind of regions around the world, 144, you know, pops, lots of CDN locations. We have, you know, a few thousand nodes deployed deep inside service provider networks for caching of content and so on. So if you think about these as different places in the network that you can deploy compute storage and intelligence act, right. And do that in a smart way, right? For example, if you were to run the learning algorithms in the cloud with its flexibility and elasticity and run the inferencing at the edge, very edge at the point of sort of a sale or a point a very consumer standing. Now you suddenly have the ability to create a variety of edge applications. So going back to the new question, what have we seen? So what we are seeing is depending on the vertical, there are different types of edge applications, okay. So let's take a few examples and I'll give you some, a favorite example of mine, which is in the sports arena. So in baseball, right, when you are in a stadium and soon there are people sort of starting to be in stadiums, right. And if pitcher is throwing the pitch, right, the trajectory of the ball, the speed of the pitch, where the batter is, you know, what the strike zone is and all of these things, if they can be in a stadium in real time, analyzed and presented to the consumer as additional intelligence and additional insight, suddenly it actually creates kind of a immersive experience even though you may be in the stadium, looking at the real thing, you are also seeing an immersive experience. And of course at home, you get a completely different experience, right? So the idea is that in sports, in media and entertainment, the power of edge compute and the power of AI ML, right, can be utilized to create completely new immersive experiences. Similarly, in a factory or an automotive environment, you have the ability to use AI ML and the power of the edge and 5g coming together to find where the defects are in a manufacturing environment, right? So every vertical, what we're finding is there are very specific applications, which you can call us kind of killer apps, right in the edge world, that over time will become prevalent and mainstream and they will drive the innovation. They will drive deployment, and they also will drive ultimately kind of the economics of all of this. >> You're laying out, essentially the role of the public cloud and the telco market. I'd love to get your thoughts because a lot of people are saying, "Oh, the cloud, it's all edge now it's still going back to a on premises." This is not the case. I mean, I've been really vocal on this. The public cloud and cloud operations is now the new normal. So developers are there. So I want you to explain real quick, the role of the public cloud in the telecom market and the telecom edge, because now they're working together, you got a distraction, you mentioned that Android leg environment coming, it's going to be an Android, like effect that eked abstraction, you got old ran out there creating these connection points for interoperability, for radio signals and the in transceivers or the edge of the radios. All of this is happening. How is Google powering this? What is the role of public cloud in this? >> Yeah, so let me first talk about generically, the role of public cloud. Then I'll talk about Google, okay. In this, in particular. So if at the end of the day, the goal here is to create applications in a very simple and efficient manner, right? So what do you like if you look put that as the goal, then the public cloud brings, you know, three fundamental things. Number one is what I would call as elasticity and flexibility, right? So why is this important? Because as we discussed earlier, edge is not one place. It's a variety of kind of different locations. If there is a mechanism to create this common control plane and have the ability to kind of have elastic compute, elastic networking, elastic storage, and have this deployed in a flexible manner. Literally if you think about it like an effortless edge is what we are starting to call it. You can move workload and capability and run it precisely where it makes sense, right? Like I said, earlier, training and learning algorithms in the deep cloud, inferencing at the very edge, right? So if you can make that decision, then it becomes very powerful. So that's the first point, elasticity and flexibility that the cloud can bring. Second is intelligence, the whole notion of leveraging the power of data and the power of AI and ML is extremely crucial for creation of new services. So that's something that the public cloud brings. And the third is this notion of right once deploy anywhere, right? This notion of kind of a full stack capability that open kind of developer ecosystem can be brought in. Like we talked about Kubernetes earlier. So if there's a way in which you can bring in those developer and ISV ecosystem, which is already present in the world of public cloud, that's something that is the third thing that public law brings. And Google strategy very simply is to play on all of these. Because Google has incredibly rich deployment experience around the world for some of the largest services on the planet, right? With some of the biggest infrastructure in the networking world. Second is we have a very open and flexible approach, right? So open, as you know, we not only leverage kind of the Kubernetes environment, but also there are many other areas, Guinea native, and so on where Google has brought a lot of open kind of capabilities to the broader market. And the third is the enablement of the ecosystem. So last year, we actually announced 200 applications, from 30 ISV in multiple verticals that we're now going to be deployed on Google cloud in order to solve specific business pain points, right. And building out that ecosystem, working with telecom service providers with systems integrators with equipment players is the way that we believe Google cloud can make a difference in this world of developing edge applications. We are seeing great traction, John, you know, whether it is in the carrier world, you know, carrier such as orange telecom Italia, telus SK Telekom, Vodafone. These have all publicly announced their work with Google cloud, leveraging the power of data analytics, AIML, and our very flexible infrastructure. And then a variety of kind of partners and OEM players in the industry, as an example, Nokia, right. Am docs and Net cracker and many others. So we are really excited in the traction that we are getting, and we believe that public cloud is going to be a key part of the evolution of the telecom industry. >> Shukla it's great to have you on Shailesh Shukla VP and GM of networking at Google cloud. And I would just add to that final point there that open and this Android like open environment is going to create a thousand flowers to bloom those, a new applications, new modern applications, new companies, a new ecosystem in the telco cloud. So, congratulations, thanks for coming on and sharing your insights on Google cloud, you guys are about the data and being open. Thanks for coming on. >> Thank you, John. Great to talk to you, okay. >> It keeps coverage of mobile Congress, Google cloud featured interview here on theCUBE. Really a big part of the public cloud is going to be a big driver. Call it public cloud, hybrid cloud. Whatever you want to call it, it's the cloud cloud and edge with 5g making a big difference and changing the landscape in front of innovation for the telco space. I'm John Farrow, your CUBE host, thanks for watching.

>> Announcer: From around the globe, it's theCUBE. Covering Google Cloud Next on Air '20. >> Hi, I'm Stu Miniman. And this is theCUBE's coverage of Google Cloud Next On Air. One of the weeks that they had for the show is to dig deep into infrastructure, of course, one of the foundational pieces when we talk about cloud, so happy to welcome to the program, I've got two of the general managers for both compute and networking. First of all, welcome back one of our cube alumni, June Yang, who's the vice president of compute and also welcoming Shailesh Shukla who's the vice president and general manager of networking both with Google Cloud. Thank you both so much for joining us. >> Great to be here. >> Great to be here, thanks for inviting us Stu. >> So June, if I can start with, you know, one of the themes I heard in the keynote that you gave during the infrastructure week was talking about, we talked about meeting customers where they are, how do I get, you know, all of my applications that I have, obviously some of them are building new applications. Some of them I'm doing SaaS, but many of them, I have to say, how do I get it from where I am to where I want to be and then start taking advantage of cloud and modernization and new capabilities. So if you could, you know, what's new when it comes to migration from a Google Cloud standpoint and, you know, give us a little bit insight as to what you're hearing from your customers. >> Yeah, definitely happy to do so. I think for many of our customers, migration is really the first step, right? A lot of the applications on premise today so the goal is really how do I move from on prem to the cloud? So to that extend, I think we have announced a number of capabilities. And one of the programs that are very exciting that we have just launched is called RAMP program which stands for Google Cloud Rapid Assessment and Migration Program. So it's really kind of bundling a holistic approach of you know, kind of programs tooling and you know, as well as incentives altogether to really help customer with that kind of a journey, right? And then also on the product side, we have introduced a number of new capabilities to really ease that transition for customer to move from on premise to the cloud as well. One of the things we just announced is Google Cloud VMware Engine. And this is really, you know, we built as a native service inside Google as a (indistinct) to allow customer to run their VMware as a service on top of Google infrastructure. So customers can easily take their, you know, what's running on premise, that's running VMware today and move it to cloud was really no change whatsoever and really lift and shift. And your other point is really about a modernization, right? Cause most of our customers coming in today, it's not just about I'm running this as a way it is. It's also, how do I extract value out of this kind of capability? So we build this as a service so that customer can easily start using services like BigQuery to be able to extract data and insights out of this and to be able to give them additional advantages and to create new services and things like that. And for other customers who might want to be able to, you know, leverage our AI, ML capability, that's at their fingertips as well. So it's just really trying to make that process super easy. Another kind of class of workloads we see is really around SAP, right? That's our bread and butter for many enterprises. So customers are moving those out into the clouds and we've seen many examples really kind of really, allow customers to take the data that's sitting in SAP HANA and be able to extract more value out of those. Home Depot is a great example of those and where they're able to leverage the inquiry to take, you know, their stockouts and some of the inventory management and really to the next level, and really giving a customer a much better experience at the end of the day. So those are kind of just a few things that we're doing on that side to really make you a customer easy to lift and shift and then be able to modernize along the way. >> Well yeah, June, if I would like to dig in a little bit on the VMware piece that you talked about. I've been talking of VM-ware a bit lately, talking to some of their customers leveraging the VMware cloud offerings and that modernization is so important because the traditional way you think about virtualization was I stick something in a VM and I leave it there and of course customers, I want to be able to take advantage of the innovation and changes in the cloud. So it seems like things like your analytics and AI would be a natural fit for VMware customers to then get access to those services that you're offering. >> Yeah, absolutely. I think we have lots of customers, that's kind of want to differentiators that customers are looking for, right? I can buy my VMware in a variety of places, but I want to be able to take it to the next level. How do I use data as my differentiator? You know, one of the core missions as part of the Google mission is really how do we help customers to digitally transform and reimagine their business was a data power innovation, and that's kind of one key piece we know we want to focus on, and this is part of the reason why we built this as really a native service inside of Google Cloud so that you're going through the same council using, you know, accessing VMware engine, accessing BigQuery, accessing networking, firewalls, and so forth, all really seamlessly. And so it makes it really easy to be able to extend and modernize. >> All right, well, June one of the other things, anytime we come to the Cloud event is we know that there's going to be updates in some of the primary offerings. So when it comes to compute and storage, know there's a number of announcements there, probably more than we'll be able to cover in this, but give us some of the highlights. >> Yeah, let me give some highlights I mean, at the core of this is a really Google Compute Engine, and we're very excited we've introduced a number of new, what we call VM families, right? Essentially different UBM instances, that's catered towards different use cases and different kinds of workloads. So for example, we launched the N2D VM, so this is a set of VMs on EMD technology and really kind of provide excellent price performance benefit for customers and who can choose to go down that particular path. We're also just really introduced our A2 VM family. This is based on GPU accelerator optimized to VM. So we're the first ones in the market to introduce NVIDIA Ampere A 100. So for lots of customers who were really introduced, we're interesting, you know, use GPU to do their ML and AI type of analysis. This is a big help because it's got a better performance compared to the previous generation so they can run their models faster and turn it around and turn insights. >> Wonderful. Shailesh, of course we want to hear about the networking components to, you know, Google, very well known you know, everybody leverages Google's network and global reach so how about the update from your network side? >> Absolutely. Stu, let me give you a set of updates that we have announced at next conference. So first of all as you know, many customers choose Google Cloud for the scale, the reach, the performance and the elasticity that we provide and ultimately results in better user experience or customer experience. And the backbone of all of this capability is our private global backbone network, right? Which all of our cloud customers benefit from. The networking is extremely important to advance our customers digital journeys, the ones that June talked about, migration and modernization, as well as security, right? So to that end, we made several announcements. Let's talk about some of them. First we announced a new subsea cable called the Grace Hopper which will actually run between the U.S. on one side and UK on the other and Spain on another leg. And it's equipped with about 16 fiber pairs that will get completed in 2022. And it will allow for significant new capacity between the U.S. and Europe, right? Second Google Cloud CDN, it's one of our most popular and fast-growing service offerings. It now offers the capability to serve content from on prem, as well as other clouds especially for hybrid and multicloud deployments. This provides a tremendous amount of flexibility in where the content can be placed and overall content and application delivery. Third we have announced the expansion of our partnership with Cisco and it's we have announced this notion of Cisco SD-WAN Cloud Hub with Google Cloud. It's one of the first in the industry to actually create an automated end to end solution that intelligently and securely, you know, connects or bridges enterprise networks to any workload across multiple clouds and to other locations. Four, we announced a new capabilities in the network intelligence center. It's a platform that provides customers with unmatched visibility into their networks, along with proactive kind of network verification, security recommendations, and so on. There were two specific modules there, around firewall insights and performance dashboard that we announced in addition to the three that already existed. And finally, we have a range of really powerful announcements in the security front, as you know, security is one of our top priorities and our infrastructure and products are designed, built and operated with an end to end security framework and end to end security as a core design principle. Let me give you a few highlights. First, as part of making it easy for firewall management for our customers to manage firewall across multiple organizations, we announced hierarchical firewall. Second, in order to enable, you know, better security capability, we announced the notion of packet metering, right? So which is something that we announced earlier in the year, but it's now GA and allows customers to collect and inspect network traffic across multiple machine types without any overhead, right? Third is, in actually in our compute and security teams, we announced the capability to what we call as confidential VMs, which offer the ability to encrypt data while being processed. We have always had the capability to encrypt data at rest and while in motion, now we are the first in the industry to announce the ability to encrypt data even while it is being processed. So we are really, you know, pleased to offer that as part of our confidential computing portfolio. We also announced the ability to do a managed service around our cloud armor security portfolio for DDoS web application and bot detection, that's called Cloud Armor Managed Protection. And finally we also announced the capability called Private Service Connect that allows customers to connect effortlessly to other Google Cloud services or to third party SaaS applications while keeping their traffic secure and private over the, in kind of the broader internet. So we were really pleased to announce in number of, you know, very critical kind of announcements, products and capabilities and partnerships such as Cisco in order to further the modernization and migration for our customers. >> Yeah, one note I will make for our audience, you know, check the details on the website. I know some of the security features are now in data, many of the other things it's now general availability. Shailesh, follow up question I have for you is when I look in 2020, the internet patterns of traffic have changed drastically. You saw a very rapid shift, everyone had needed to work from home, there's been a lot of stresses and strains on the network, when I hear things like your CDN or your SD-WAN partnership with Cisco, I have to think that there's, you know, an impact on that. What are you seeing? What are you hearing from your customers? How are you helping them work through these rapid changes to be able to respond and still give people the, you know, the performance and reliability of traffic where they need it, when they need? >> Right, absolutely. This is a, you know, very important question and a very important topic, right? And when we saw the impact of COVID, you know, as you know Google's mission is to be, continue to be helpful to our customers, we actually invested and continue to invest in building out our CDN capability, our interconnect, the capacity in our network infrastructure, and so on, in order to provide better, for example distance learning, video conferencing, e-commerce, financial services and so on and we are proud to say that we were able to support a very significant expansion in the overall traffic, you know, on a global basis, right? In Google Clouds and Google's network without a hitch. So we are really proud to be able to say that. In addition there are other areas where we have been looking to help our customers. For example, high performance computing is a very interesting capability that many customers are using for things such as COVID research, right? So a good example is Northeastern University in Boston that has been using, you know, a sort of thousands of kind of preemptable virtual machines on Google Cloud to power very large scale and a data driven model and simulations to figure out how the travel restrictions and social distancing will actually impact the spread of the virus. That's an example of the way that we are trying to be helpful as part of the the broader global situation. >> Great. June, I have to imagine generally from infrastructure there've been a number of other impacts that Google Cloud has been helping your customers, any other examples that you'd like to share? >> Yeah, absolutely. I mean, if you look at the COVID impact, it impact different industries quite differently. We've seen certain industries that just really, their demand skyrocketed overnight. For example you know, I take one of our internal customer, Google, you know, Google Meet, which is Google's video conferencing service, we just announced that we saw a 30X increase over the last few months since COVID has started. And this is all running on Google infrastructure. And we've seen similar kind of a pattern for a number of our customers on the media entertainment area, and certainly video conferencing and so forth. And we've been able to scale to beat these key customer's demand and to make sure that they have the agility they need to meet the demand from their customers and so we're definitely very proud to be part of the, you know, part of this effort to kind of enable folks to be able to work from home, to be able to study from home and so on and so forth. You know, for some customers, you know, the whole business continuity is really a big deal for them, you know, where's the whole work from home a mandate. So for example, one of our customers Telus International, it's a Canadian telecommunication company, because of COVID they had to, you know, be able to transition tens and thousands of employees to work on the whole model immediately. And they were able to work with Google Cloud and our partner, itopia, who is specializing in virtual desktop and application. So overnight, literally in 24 hours, we're able to deploy a fully configured virtual desktop environments from Google Cloud and allow their employees to come back to service. So that's just one example, there's hundreds and thousands more of those examples, and it's been very heartening to be part of this, you know, Google to be helpful to our customer. >> Great. Well, I want to let both of you just have the final word when you're talking to customers here in 2020, how should they be thinking of Google Cloud? How do you make sure that you're helping them in differentiating from some of the other solutions and the environment? May be June if we could start with you. >> Sure, so at Google Cloud, our goal is to make it easy for anyone you know, whether you're big big enterprises or small startups, to be able to build your applications, to be able to innovate and harness the power of data to extract additional information, insights, and to be able to scale your business. As an infrastructure provider, we want to deliver the best infrastructure to run all customers application and on a global basis, reliably and securely. Definitely getting more and more complicated and you know, as we kind of spread our capacity to different locations, it gets more complicated from a logistics and a perspective as well so we want to help to do the heavy lifting around the infrastructure, so that from a customer, they can simply consume our infrastructure as a service and be able to focus on their businesses and not worry about the infrastructure side. So, you know, that's our goal, we'll do the plumbing work and we'll allow customers innovate on top of that. >> Right. You know, June you said that very well, right? Distributed infrastructure is a key part of our strategy to help our customers. In addition, we also provide the platform capability. So essentially a digital transformation platform that manages data at scale to help, you know, develop and modernize the applications, right? And finally we layer on top of that, a suite of industry specific solutions that deliver kind of these digital capabilities across each of the key verticals, such as financial services or telecommunications or media and entertainment, retail, healthcare, et cetera. So that's how combining together infrastructure platform and solutions we are able to help customers in their modernization journeys. >> All right, June and Shailesh, thank you so much for sharing the updates, congratulations to your teams on the progress, and absolutely look forward to hearing more in the future. >> Great, thank you Stu. >> Thank you Stu. >> All right, and stay tuned for more coverage of Google Cloud Next On Air '20. I'm Stu Miniman, thank you for watching theCUBE. (Upbeat music)

(upbeat music) >> Announcer: From theCUBE studios in Palo Alto in Boston, connecting with thought leaders all around the world, this is a CUBE conversation. >> Everyone, welcome to this CUBE conversation. I'm John Furrier with theCUBE, host of theCUBE here in our Palo Alto office for remote interviews during this time of COVID-19. We're here with the quarantine crew here in our studio. We've got a great guest here from Google, Will Grannis, managing director, head of the office of the CTO with Google Cloud. Thanks for coming on, Will. Appreciate you spending some time with me. >> Oh, John, it's great to be with you. And as you said, in these times, more important than ever to stay connected. >> Yeah, and I'm really glad you came on because a couple of things. One, congratulations to Google Cloud for the success you guys had. Saw a lot of big wins under your belt, both on the momentum side, on the business side, but also on the technical side. Meet is available now for folks. Anthos is doing very, very well. Partner ecosystem's developing. Got some nice use cases in vertical markets, so I want to get in and unpack with you. But really, the bigger story here is that the world has seen the future before it was ready for it. And that is the at-scale challenge that the COVID-19 has shown everyone. We're seeing the future has been pulled forward. We're living in a virtualized environment. It's funny to say that, virtualization (laughs). Server virtualization is a tech term, but that enabled a lot of things. We're living in a virtualized world now 'cause we have to, but this is going to set in motion a series of new realities that you guys have been experiencing and supporting for many, many years. But now as a provider of Google Cloud, you guys have to operate at scale, you have. And now the whole world realizes that scale is a big deal. And so you guys have had some successes. I want to get your thoughts on the this at scale problem that the world now realizes. I mean, everyone's at home. That's a disruption that was unforecasted. Whether it's under-provisioning VPNs in IT to a surface area for security, to just work and play. And activities are now confined, so people aren't convening anymore and it's a huge issue. What's your take on all this? >> Well, I mean, to your point just now, the fact that we can have this conversation and we can have it fluidly from our respective remote locations just goes to show you the power of information technology that underlies so many of the things that we do today. And for Google Cloud, this is not a new thing. And for Google, this is not a new thing. For Google Cloud, we had a mission of trying to help companies accelerate their transformation and enable them in these new digital environments. And so many companies that we've been working with, they've already been on the path to operating in environments that are digital, that are fluid. And when you think about the cloud, that's one of the great benefits of cloud, is that scalability in common with the business demand. And it also helps the scale situation without having to do the typical, "Oh wait, "you need to find the procurement people. "We need to find the server vendors. "We need to get the storage lined up." It really allows a much more fluid response to unexpected and unforecasted situations. Whether that's customer demand or in this case a global pandemic. >> Yeah, one of the things I want to get in with you on, you have explained what your job is there 'cause obviously Google's got a new CEO now for over a year. Thomas Kurian came from Oracle, knows the enterprise up and down. You had Diane Greene before that. Again, another enterprise leader. Google Cloud has essentially rebuilt itself from the original Google Cloud to be very enterprise centric. You guys have great momentum, and this is a world where cloud-native is going to be required. I mean, everyone now sees it. The tide has been pulled out, everything's exposed, all the gaps in business from a tech standpoint is kind of exposed. And so the smart managers and companies are looking at things and saying, "Double down on that. "Let's kill that. "We don't want to pay that supplier. "They're not core to our business." This is going to be a very rapid acceleration of what I call a vetting of the new set of players that are going to emerge because the folks who don't adapt to this new cloud-native reality, whether it's app workloads for banking to whatever are going to have to reinvent themselves now and reset and tweak to come out of this crisis. So it's going to be very cloud-native. This is a big deal. Can you share your reaction to that? >> Absolutely. And so as you pointed out, there are kind of two worlds that exist right now. Companies that are moving to become more digital and transform, and you mentioned the momentum in Google Cloud just over the last year, greater than 50% revenue growth. And in a greater than $10 billion run rate business and adding customers at a really quick clip, including just yesterday, Splunk, and along the way, Telecom Italia, Major League Baseball, Vodafone, Lowe's, Wayfair, Activision Blizzard. This transformation and this digitization is not just for a few or just for any one industry. It's happening across the board. And then you add that to the implementations that have been happening across Shopify and the Spotify and HSBC, which was a early customer of ours in the cloud and it already has a little bit of a headstart into this transformation. So you see these new companies coming in and seeing the value of digital transformation. And then these other companies that have kind of lit the path for others to consider. And Shopify is a really good example of how seeing drastic uptick in demand, they're able to respond and keep roughly half a million shops up and running during a period of time where many retailers are trying to figure out how to stay online or even get online. >> Well, what is your role at Google? Obviously, you're the managing director. Title is managing director, head of the office of the CTO. We've seen these roles before, head of the CTO, obviously a technical role. Is it partnering with the CEO on strategy? Is it you're tire kicking new things? Are you overseeing any strategic initiatives? What is your role? >> So a little bit of all of those things combined into one. So I spent the first couple of decades of my career on the other side of the fence in the non-tech community, both in the enterprise. But we were still building technology and we were still digitally minded. But not the way that people view technology in Silicon Valley. And so spending a couple of decades in that environment really gave me insights into how to take technology and apply them to a specific problem. And when I came to Google five years ago, selfishly, it was because I knew the potential of Google's technology having been on the other side. And I was really interested in forming a better bridge between Google's technology and people like me who were CTOs of public companies and really wanted to leverage that technology for problems that I was solving. Whether it was aerospace, public sector, manufacturing, what have you. And so it's been great. It's the role of a lifetime. I've been able to build the team that I wanted as an enterprise technologist for decades and the entire span of technologies at our disposal. And we do two things. One is we help our most strategic customers accelerate their path to cloud. And two, we create these signals by working with the top companies moving to the cloud and digitally transforming. We learned so much, John, about what we need to build as an organization. So it also helps balance out the Google driven innovation with our customer driven innovation. >> Yeah, and I can attest. I've been watching you guys from day one. Hired a lot of great enterprise people that I personally know. So you get in the enterprise chops and stuff and you've seen some progress. I have to ask you though, because first of all, big fan of Google at scale from knowing them from when they were just a little search engine to what they are now. There was an expression a few years ago I heard from enterprise customers. It goes along the lines like this. "I want to be like Google," because you guys had a great network, you had large scale. You had all these things that were like awesome. And then they realized, "Well, we can't be like Google. "We don't have SREs. "We don't have large scale data centers." So there was a little bit of a translation, and I want to say a little bit of a overplay of the Google hand, and you guys had since realized that it wasn't just people are going to bang at your doorstep and be adopting Google Cloud because there was a little bit of a cultural disconnect from wanting to be like Google, then leveraging Google in their business as they transform. So as you guys have moved from that, what's changed? They still want to be like Google in the sense you have great security, got a great network, and you've got that scale. Enterprises are a little bit slower to adopt that, which you're focused on now. What is the story there? Because I think that's kind of the theme that I'm hearing. Okay, Google now understands me. They know I'm not as fast as Google. They got super great people (laughs). We are training our people. We're retraining them. This is the transformation that they're going through. So you might be a little bit ahead of them certainly, but now they need to level up. How do you respond to that? >> Well, a lot of this is the transformation that Thomas has been enacting over the last year plus. And it comes in kind of three very operational or tactical pillars that I think of. First, we expanded our customer and we continue to expand our customer facing teams. Three times what they were before because we need to be there. We need to be in those situations. We need to hear from the customer. We need to learn more about the problems they're trying to solve. So we don't just take a theoretical principle and try to overlay it onto a problem. We actually get very visceral understanding of what they're trying to solve. But you have to be there to gain that empathy and that understanding. And so one is showing up, and that has been mobilizing a much larger engine of customer facing personnel from Google. Second, it's also been really important that we evolve our own. Just as Google brought SRE principles and principles of distributed systems and software design out to the world, we also had a little bit to learn about transitioning from typical customer support and moving to more customer experience. So you've seen that evolution under Thomas as well with cloud changing... Moving from talking about support to talking about customer experience, that white glove experience that our customers get and our partners get from the beginning of their journey with us all the way through. And then finally making sure that our product roadmap has the solutions that are relevant across key priority industries for us. Again, that only comes from being present from having a focus in those industries and then developing the solutions that progress those companies. This isn't about taking a principle and trying to apply it blindly. This is about adding that connection, that really deep connection to our customers and our partners and letting that connection manifest the things that we have to do as a product company to best support them over a long period of time. I mean, look at some of these deals we've been announcing. These are 10-year, five-year, multi-year strategic partnerships that go across the canvas of all of Google. And those are the really exciting scaled partnerships. But to your point, you can't just take SRE from Google and apply it to company X, but you can things like error budgets or how we think about the principles of SRE, and you can apply them over the course of developing technology, collaborating, innovating together. >> Yeah, and I think cloud-native is going to be a key thing. It's just my opinion, but I think one of those situations where the better mouse trap will win. If you're cloud-native and you have APIs and you have the kind of services, people will beat it to your doorstep. So I got to ask you, with Thomas Kurian on board, obviously, we've been following his career as well at Oracle. He knows what he's doing. Comes into Google, it's being built out. It's like a rocket ship at this point. What bet is he making and what bet are you guys making on behalf of your customers? If you had to boil it down to Google Cloud's big bet, what is the bet on the technology side? And what's the bet on the business side? >> Sure. Well, I've already mentioned... I've already hinted at the big strategy that Thomas has brought in. And that's, again, those three pillars. Making sure that we show up and that we're present by having a scaled customer facing organization. Again, making sure that we transition from a typical support mindset into more of a customer experience mindset and then making sure that those solutions are tailored and available for our priority industries. If I was to add more color to that, I think one of the most important changes that Thomas has personally been driving is he's been converting us to a partner-led business and a partner-led organization. And this means a lot of investments in large global systems integrators like Accenture and Deloitte. But this also means that... Like the Splunk announcement from yesterday, that isn't just a sell to. This is a partnership that goes deep across go-to market product and sell to. And then we also bring in very specific partners like Temenos in Europe for financial services or a CETA or a Rackspace for migrations. And as a result, already, we're seeing really incredible lifts. So for example, nearly 200% year over year increase in partner influenced revenue in Google Cloud and almost like a 13X year over year increase in new customers won by partners. That's the kind of engine that builds a real hyper-scale business. >> Interesting you mentioned Splunk. I want to get to that in a second, but I also noticed there was a deal with TELUS Group on eSIM subscriptions, which kind of leads me into the edge piece. There's a real edge component here with Google Cloud, and I think I had a conversation with Jennifer Lynn a few years ago, really digging into the built-in security and the value of the Google network. I mean, a lot of the scuttlebutt around the Valley and the industry is Google's got an amazing network. Software-defined networking is going to be a hot programmable area. So you got programmable networking and you got edge and edge security. These are killer areas that need innovation. Could you comment on what you guys are doing there and do you agree? Obviously, you have a killer network and you're leveraging it. Can you just give some insight into what's going on in those two areas? Network and then the edge. >> Yeah, I think what you're seeing is the manifestation of the progression of cloud generally. And what do I mean by that? It started out as like get everything to the data center. We kind of had this thought that maybe we could take all the workloads and we could get them to these centralized hubs and that we could redistribute out the results and drive the latency down over time so we can expand the portfolio of applications and services that would become relevant over time. And what we've seen over the last decade really in cloud is an evolution to more of a layered architecture. And that layered architecture includes kind of core data centers. It includes CDN capacity, points of presence, it includes edge. And just in that list of customers over the last year I mentioned, there were at least three or four telcos in there. And you've also probably heard and seen quite a bit of telco momentum coming from us in recent announcements. I think that's an indication that a lot of us are thinking about, how can we take technology like Anthos, for example, and how could we orchestrate workloads, create a common control plane, manage services across those three shells, if you will, of the architecture? And that's a very strategic and important area for us. And I think generally for the cloud industry, is expanding beyond the data center as the place where everything happens. And you can look at Google Fi, you can look at Stadia. You can look at examples within Google that go well beyond cloud as to how we think about new ways to leverage that kind of criteria. >> All right, so we saw some earnings come out on Amazon side as Google, both groups and Microsoft as well, all three clouds are crushing it on the cloud side. That's a tailwind, I get that. But as it continues, we're expecting post-COVID some redistribution of development dollars in projects. Whether it's IT going cloud-native or whatever new workloads. We are predicting a Cambrian explosion of new things from core to edge. And this is going to create some lifts. So I want to get your thoughts on you guys' strategy with go-to market, as well as your customers as they now have the ability to build workloads and apps with AI and data. There seems to be a trend towards the verticalization of whether it's sales and go-to market and/or specialism because you have horizontal scalability with cloud and you now have data that has distinct (chuckles) value in these verticals. So it's really seems to be... I won't say ratification, but in a way, that seems to be the norm. Whether you come into a market and you have specialization, but the data is there so apps can be more agile. Are you guys seeing that? And is that something that you guys are considering from an organization standpoint? And how do customers think about targeting vertical industries and their customers? >> Yeah, I bring this to... And where you started going there at the end of the question is exactly the way that we think about it as well. Which is we've moved from, "Here are storage offers for everybody, "and here's basic infrastructure for everybody." And now we've said, "How can we make sure "that we have solutions that are tailored "to the very specific problems that customers "are trying to solve?" And we're getting to the point now where performance and variety of technologies are available to be able to impose very specific solutions. And if you think about the substrate that has to be there, we mentioned you have to have some really great partners, and you have to have a roadmap that is focused on priority solution. So for example, at Google Cloud, we're very focused on six priority vertical areas. So retail, financial services, healthcare, manufacturing and industrials, healthcare life sciences, public sector. And as a result of being very focused in those areas, we can make more targeted investments and also align our entire go-to market system and our entire partner ecosystem... Excuse me, ecosystem around those bare specific priority areas. So for example, we work with CETA and HDA Healthcare very recently to develop and maintain a national response portal for COVID-19. And that's to help better inform communities and hospitals. We can use Looker to help with like a Commonwealth Care Alliance nonprofit and that helps monitor patient symptoms and risk factors. So we're using a very specific focus in healthcare and a partner ecosystem to develop very tailored solutions. You can also look at... I mentioned Shopify earlier. That's another great example of how in retail, they can use something like Google Meet, inherent reliability, scalability, security, to connect their employees during these interesting times. But then they can also use GCP, Google Cloud Platform to scale out. And as they come up with new apps and experiences for their shoppers, for their shops, they can rapidly deploy, to your point. And those solutions and how the database performs and how those tiers perform, that's a very tight-knit feedback loop with our engineering teams. >> Yeah, one of the things I'm seeing obviously with the virtualization of the COVID is that when the world gets back to normal, it'll be a hybrid. And it'll be a hybrid between reality, not physical and a hundred percent virtual, hybrid. And that's going to impact events too, media, to everything. Every vertical will be impacted. And I want to point out the Splunk deal and bring that back in because I want you to comment on the relevance of the Splunk deal in context to Splunk has a cloud. And they've got a great slogan, "Data for everywhere." "Data to everywhere," I think it is. But theCUBE, we have a cloud. Every company will have a cloud scale. At some level, we'll progress to having some sort of cloud because they have data. How are you guys powering those clouds? Because I think the Splunk deal is interesting. Their partner, their stock price was up out on the news of the deal. Nice bump there for Splunk, shout out to those guys. But they're a data company and now they're cross-platform. But they're not Google, but they have a cloud. So you know what I'm saying? So they need to play in all the clouds, but they need infrastructure (laughs), they need support. So how do you guys talk to that customer that says, "Hey, the next pandemic that comes, "the next crisis that's going to cause some "either social disruption or workflow disruption "or supply chain disruption. "I need to be agile. "I need to have full cloud scale. "And so I need to talk to Google." What do you say to them? What's the pitch? And does the Splunk deal mirror some of those capabilities? Or tie that together for us, the Splunk deal and how it relates to how to proof themselves for the future. Sorry. >> For example, with the Splunk cloud deal, if you take a look at what Google is already really good at, data processing at scale, log analytics, and you take a look at what Splunk is doing with their events and security incident monitoring and the rest, it's a really great mashup because they see by platforming on Google Cloud, not only do they get highly performing infrastructure. But they also get the opportunity to leverage data tools, data analytics tools, machine learning and AI that can help them provide enhanced services. So not just about capacity going up and down through periods of demand, but also enhancing services and continuing to offer more value to their customers. And we see that as a really big trend. And this gets at something, John, a little bit bigger, which is kind of the two views of the world. And we talked about very tailored, focused solutions. Splunk is an example of taking a very methodical approach to a partnership, building a solution specifically with partners. And in this case, Splunk on the security event management side. But we're always going to provide our data processing platform, our infrastructure for companies across many different industries. And I think that addresses one part of the topic, which is, how do we make sure that in periods of demand rapidly changing, and this goes back to the foundational elements of infrastructure as a service and elasticity. We're going to provide a platform and infrastructure that can help companies move through periods of... It's hard to forecast, and/or demand may rise and fall in very interesting ways. But then there's going to be times where we... Because we're not necessarily a focused use case where it may just be generalized platform versus a focused solution. So for example, in the oil and gas industry, we don't develop custom AI, ML solutions that facilitate upstream extraction, for example. But what we do do is work with renewable energy companies to figure out how they might be able to leverage some of our AI machine learning algorithms from our own data centers to make their operations more efficient and to help those renewable energy companies learn from what we've learned building out what I consider to be a world leading renewable energy strategy and infrastructure. >> It's a classic enablement model where you're enabling your platform for your customers. Okay, so I've got to ask the question. I asked this to the Microsoft guys as well because Amazon has their own SaaS stuff. But really more of end to end. The better product's usually on the ecosystem side. You guys have some killer SaaS. G Suite, we're a customer. We use the G Suite really deeply. We also use some Bigtable as well. I want to build a cloud, we have a cloud, CUBE cloud. But you guys have Meet. So I want to build my product on Google Cloud. How do I know you're not going to compete with me? Do you guys have those conversations around the trade-off between the pure Google services, which provide great value for the areas where the ecosystem needs to develop those new areas that are going to be great markets, potentially huge markets that are out there. >> Well, this is the power of partnership. I mentioned earlier that one of the really big moves that Thomas has made has been developing a sense of partners. And it kind of blurs the line between traditional, what you would call a customer and what you would call a partner. And so having a really strong sense of which industries we're in, which we prioritize, plus having a really strong sense of where we want to add value and where our customers and partners want to add that value. That's the foundational, that's the beginning of that conversation that you just mentioned. And it's important that we have an ability to engage not just in a, "Here's the cloud infrastructure piece of the puzzle." But one of the things Thomas has also done and a key strategy of his has been to make sure that the Google Cloud relationship is also a way to access all amazing innovation happening across all of Google. And also help bring a strategic conversation in that includes multiple properties from across Google so that an HSBC and Google and have a conversation about how to move forward together that is comprehensive rather than having to wonder and have that uncertainty sit behind the projects that we're trying to get out and have high velocity on because they offer so much to retail bank, for example. >> Well, I've got a couple more questions and then I'll let you go. I know you got some other things going on. I really appreciate you taking the time, sharing this great insight and updates. As a builder, you've been on the other side of the table. Now you're at Google heading up the CTO. Also working with Thomas, understanding the go-to market across the board and the product mix. As you talk to customers and they're thinking... The good customers are thinking, "Hey, "I want to come out of this COVID on an upward trajectory "and I want to use this opportunity "to reset and realign for the future." What advice do you have for those enterprises? They could be small, medium-sized enterprises to the full large big guys. And obviously, cloud-native, we've talked some of that already, but what advice would you have for them as they start to really prioritize, as some things are now exposed? The collaboration, the tooling, the scale, all these things are out there. What have you seen and what advice would you give a CXO or CSO or a leader in the industry to think about and how they should come out of this thing, how they should plan, execute, and move forward? >> Well, I appreciate the question because this is the crux of most of my day job, which is interacting with the C-suite and boards of companies and partners around the world. And they're obviously very interested to learn or get a data point from someone at Google. And the advice generally goes in a couple of different directions. One, collaboration is part of the secret sauce that makes Google what it is. And I think you're seeing this right now across every industry, and whether you're a small, medium-sized business or you're a large company, the ability to connect people with each other to collaborate in very meaningful ways, to share information rapidly, to do it securely with high reliability, that's the foundation that enables all of the projects that you might choose to... Applications to build, services to enable, to actually succeed in production and over the long haul. Is that culture of innovation and collaboration. So absolutely number one is having a really strong sense of what they want to achieve from a cultural perspective and collaboration perspective and the people because that's the thing that fuels everything else. Second piece of advice, especially in these times where there's so much uncertainty, is where can you buy down uncertainty with...? You can learn without a high penalty. This is why cloud I think is really, really finding super scale. It was already on the rise, but what you're seeing now as you've laid back to me during this conversation, we're seeing the same thing, which is a high increase in demand of, "Let's get this implemented now. "How can we do this more? "This is clearly one way to move through uncertainty." And so look for those opportunities. I'll give you a really good example. Mainframes, (chuckles) one of the classic workloads of the on-premise enterprise. There are all sorts of potential magic solves for getting mainframes to the cloud and getting out of mainframes. But a practical consideration might be maybe you just front-end it with some Java. Or maybe you just get closer to other data centers within a certain amount of milliseconds that's required to have a performant workload. Maybe you start chunking at art and treat the workload a little bit differently rather than just one thing. But there are a lot of years and investments in our workload that might run on a mainframe. And that's a perfect example of how biting off too much might be a little bit dangerous, but there is a path to... So for example, we brought in a company called Cornerstone to help with those migrations. But we also have partnerships with data center providers and others globally plus our own built infrastructure to allow even a smaller step per se for more close proximity location of the workload. >> It's great. Everything kind of has a technical metaphor connection these days when you have a internet, digitally connected world. We're living in the notion of a digital business, was a research buzzword that's been kicked around for years. But I think now COVID-19, you're seeing the virtual or digital, it's really digital, but virtual reality, augmented reality is going to come fast too. Really get people to go, "Wow. "Virtualization of my business." So we've been kind of kicking around this term business virtualization just almost as a joke, but it's really more about, okay, this is about a new world, new opportunity to think about when we come out of this, we're going to still go back to our physical world. Now, the hybrid now kicks in. This kind of connects all aspects of business in every vertical. It's not like, "Hey, I'm targeting this industry." So there might be unique solutions in those industries, but now the world is virtualized. It's connected, it's a digital environment. These are huge concepts that I think has kind of been a lunatic fringe idea, but now it's brought mainstream. This is going to be a huge tailwind for you guys as well as developers and entrepreneurs and application software. This is going to be, we think, a big thing. What's your reaction to that? Based on your experience, what do you see happening? Do you agree with it? And do you have anything you might want to add to that? >> Maybe one kind of philosophical statement and then one more... I bruised my shins a lot in this world and maybe share some of the black and blue coloration. First from a philosophical standpoint, the greater the crisis, the more open-minded people become and the more creative people get. And so I'm really excited about the creativity that I'm seeing with all of the customers that I work with directly, plus our partners, Googlers. Everybody is rallying together to think about this world differently. So to your point, a shift in mindset, there are very few moments where you get this pronounced change and everyone is going through it all at the same time. So that creates an opportunity, a scenario where you're bold thinking new strategies, creativity. Bringing people in in new ways, collaborating in new ways and offer a lot of benefits. More practically speaking and from my experience, building technology for a couple decades, it has an interesting parallel to building tightly coupled, really large maybe monoliths versus microservices and the debate around, "Do we build small things "that can be reconfigured and built out by others "or built upon by others more easily? "Or do we create a golden path and a more understood development environment?" And I'm not here to answer the question of which one's better because that's still a raging debate. But I can tell you that the process of going through and taking a service or an application or a thing that we want to deliver to a customer, that one of our customers wants to deliver to their customer. And thinking about it so comprehensively that you're able to think about it in, what are its core functions? And then thinking methodically about how to enable those core functions. That's a real opportunity, and I think technology to your point is getting to the place where if you want to run across multiple clouds, this is the Anthos conversation were recently GA'ed. Global scale platform, multicloud platform, that's a pretty big moment in technology. And that opens up the aperture to think differently about architectures and that process of taking an application service and making it real. >> Well, I think you're right on the money. I think philosophically, it's a flashpoints opportunity. I think that's going to prove to be accelerating and to see people win faster and lose faster. You're going to to see that quickly happen. But to your point about the monolith versus service or decoupled based systems, I think we now live in a world where it's a systems view now. You can have a monolith combined with decoupled systems. That's distributed computing. I think this is the trend, it's a system. It's not one thing or the other. So I think the debate will continue just like VI versus Emacs (chuckles). We don't know, right? People are going to have the debate, but if you think about it as a system, the use case defines your architecture. That's the beautiful thing about the cloud. So great insight, I really appreciate it. And how's everything going over there at Google Cloud? You've got Meet that's available. How's your staff? What's it like inside the Googleplex and the Google Cloud team? Tell us what's going on over there. People still working, working remote? How's everyone doing? >> Well, as you can tell from my scenario here, my backdrop, yes, still part at work. And we take this as a huge responsibility. These moments as a huge responsibility because there are educators, loved ones, medical professionals, critical life services that run on services that Google provides. And so I can tell you we're humbled by the opportunity to provide the backbone and the platform and the people and the curiosity and the sincere desire to help. And I mentioned a couple of ways already just in this conversation where we've been able to leverage some of our investments technology to help form people that really gets at the root of who we are. So while we just like any other humans are going through a process of understanding our new reality, what really fires us up and what really charges us up is because this is a moment where what we do really well is very, very important for the world in every geo, in every vertical, in every use case, in every solution type. We're taking that responsibility very seriously. And at the same time, we're trying to make sure that all of our teams as well as all of the teams that we work with and our customers and partners are making it through the human moment, not just the technology moment. >> Well, congratulations and thanks for spending the time. Great insight, Will. Appreciate, Will Grannis, managing director, head of technology office of the CTO at Google Cloud. This certainly brings to the mainstream what we've been in the industry been into for a long time, which is DevOps, large scale, role of data and technology. Now we think it's going to be even more acute around societal benefits. And thank God we have all those services for the frontline workers. So thank you so much for all that effort and thanks for spending the time here in theCUBE Conversation. Appreciate it. >> Thanks for having me, John. >> Okay, I'm John Furrier here in Palo Alto studios for remote CUBE Conversation with Google Cloud, getting the update. Really looking at the future as it unfolds. We are going to see this moment in time as an opportunity to move to the next level, cloud-native and change not only the tech industry but society. I'm John Furrier, thanks for watching. (upbeat music)

(upbeat digital music) >> Hey welcome back, get ready. Jeff Frick here with theCUBE. We're in our Palo Alto studio for a Cube Conversation. Again, we love talking with little companies, emerging companies, kind of maybe technology you haven't heard of before and we're excited to have our next guest 'cause he's right in the heart of security space, which is always a hot topic, continues to be a hot topic and will never go away 'cause the bad guys they just keep working hard to try to break everything that we create. So our next guest is Ambuj Kumar, the co-founder and CEO of Fortanix. Ambuj welcome. >> Thank you, Jeff. >> So give, for the people who aren't familiar with Fortanix kind of the basic 101. >> Yeah, so if you look at all the security today, it falls into three categories. One is protecting your data address. So what that means is, if somebody steals your laptop, how do you protect your hard drive from getting exposed? >> Right. >> So we use encryption for that. Similarly, we also use encryption to secure our data in use. So we connect to some bank website and our data goes encrypted through TELUS and so what that means is if somebody's doing wiretapping our data is protected. However once the applications start to run, whether it's in your data center or public cloud, then the data applications are being exposed. So to fix that Runtime vulnerabilities what the industry has done so far is to secure the infrastructure, try to secure the infrastructure and that is $80 billion per year industry. But we have failed to that because infrastructure is just so vastly complex. So what we do is we use something called Runtime encryption and idea is that your data and applications remain encrypted, so even when people who are running your cloud they're untrusted and they want to get your data, they can't do anything with it. >> So, a lot of stuff there to unpack. So first off we know the perimeter systems don't work anymore. >> Yeah >> I mean you got to put them up they do some level of stuff But you can't secure the perimeter anymore. So it is all this kind of working your security >> Yeah and the encryption all the way through the process. But this is pretty interesting I've never heard of encryption actually at Runtime, I mean it begs the question, you know how does the microprocessor run the encrypted data? >> That's right So it's a long research problem in security. People had been working on something called Fully homomorphic encryption and the idea is that: Can I take my program encrypted data encrypted and run in totally untrusted environment and give you the result that you can decrypt. Chances are that you can do that with very simple programs, like if you're adding some numbers, multiplying those numbers and even in those cases slow by many orders of magnitude. So what normally some operations takes one second will it will take three years. >> Okay >> Not good. >> Laughs >> So what we do is we use some new instructions from Intel called Software Guard Extension, Intel SGX and your data and your programs, they get decrypted in a secure region of CPU So all the memory, all the operating systems accessible things, anything that can be touched by any other process, they only can look at encrypted stuff. Your data get decrypted right when instructions are working on them and at that point it is accessible only to your write process. >> Right. >> So you use this hardware capability to accelerate the encryption decryption. So we can provide all the benefits of fully owned morphic encryption at a performance that is totally acceptable to our customers. >> So let me make sure I understand, So it decrypts it literally at the last possible obviously not second >> Yeah but last possible (laughs) in microprocessor time >> Yeah cycle, runs that process and then is write only to the output of that process. And is that immediately encrypted again >> Exactly >> On the write side as well? >> Yeah Yeah, exactly. Exactly. >> (laughs) So you mentioned the Intel instructions So is this relatively new, the SGX? >> Yeah, so we were first vendor to commercialize Intel SGX, its a new technology, but it's coming in all their CPU's so right now it's in all client CPU's, and some of the data centers CPU's But five years from now all the CPU's you will get from Intel will hopefully have this technology >> Right So obviously Skylake >> Yeah Skylake has it and all newer architecture. >> Wow So a little bit more about the company How long you guys been around, how long you been working on this problem you know funding kind of give us the overview on the company. >> Yeah >> So I have been working on encryption for last seven years the company was founded two years ago >> Okay >> We are funded by some well known security VC's including Foundation Capital and NeoTribe Ventures >> Okay >> We are widely recognized as the pioneers in this field that we are creating Runtime encryption. Recognized by Gartner's Cool Vendor we came number two in RSA Innovation Sandbox you know hundreds of security companies. We have several S&P 500 customers already so we are deployed in their products and environment, we are securing trillions of dollars of assets in realtime. Our goal is to convince CIA to run their most prestigious most sensitive applications on some untrusted cloud in some enemy country. >> Laughs >> It's a long shot >> Are you doing like a POC of something like that with them? Are you in active conversations or is that more of kind of a philosophical goal? >> I cannot confirm of deny that >> Okay, fair enough >> But that's our goal. And until we achieve that, we have something to keep working on. >> Okay. And then where do you guys sit kind of in the world of public clouds with AWS and Azure and Google versus either private (mumbles) or multiple clouds inside the company or you know some of these other kind of options like we hear like the Equinix which I think is one of the places >> Yeah >> How's that work? >> Yeah So our goal is to extricate security from infrastructure So in the end, our goal is that infrastructure will provide you compute cycles and the security will come from the customers, end customers who are developing the applications and deploying the applications. >> Right >> So its cloud agnostic security so meaning that we will go after on-prem customers, we'll go after public cloud, colo and all of that >> Right >> So in the meantime for our go-to market what we did was we partnered with two of really well known strong forces in the industry, one is IBM Cloud >> Yeah where IBM is putting this servers and running our technology and with Equinix, which is world's largest data provider and so if you are in any of the public cloud, if you are in IBM cloud you get our security by default so you are continuous running encryption >> Right >> Isolated from all the threats that might be there, or if you are in some other public cloud you can use it Equinix colo so if you have some applications that you don't want to be hacked you can use our SAS service to run those applications encrypted. >> Right And of course Equinix has got the direct connect to all the public clouds >> Yeah >> So minimum latency integration >> Couple of milliseconds. >> with all the other stuff >> in the public cloud. >> Yeah exactly. So what's the expense, both kind of the overhead expense on the computing side to do this when it's done properly and then what's the expense to run this is this something that is expensive can only be used for the most critical applications, or do you see this several times being more general purpose execution? >> So its will be used to secure anything that you don't want to be hacked and the cost of using Runtime encryption is minimal so I expect it to be wisely adopted and we make it really easy for developers and security organizations to use this technology. So you have to bring in your container and then Fortanix process attaches to your container you don't need to recompile your source code we never get to look at your source code there's no binary transfers nothing like that. And then so it's a simple millisecond long process and we give you modified container and now you can take this modified container run on any cloud you want and if it runs it runs securely. From that point onwards. >> Right And today you just have to make sure its got right microprocessor >> Yeah and in the future hopefully that will be more general purpose. >> Yeah >> Alright So what's next? What are you working on, what's a priority for the balance of 2018? >> Yeah, so we have lots of integration work going on VIA World is coming next week We have support for something called Kermit that allows you to secure your estorial box v send et cetera with Fortanix. Now we are also running integration with some data bases some multi party computers and things like that. So our goal is to make our technology more widely available to a large variety of customers. >> Alight, well Ambuj very interesting story, Encryption at Runtime so >> Yeah >> So we look forward to watching the story unfold. >> Awesome, yeah This is a decade long journey and I think when we have done infrastructure security will be irrelevant. So its going to be very exciting for all the parties involved. >> Alright, we'll keep eye, thanks for stopping by. >> Thanks >> Alrighty, Ambuj Kumar You're watching theCube from our Palo Alto studios See you next time. And thanks for watching. (epic orchestra music)

(upbeat music) >> Hey, welcome back everybody. Jeff Frick here with theCUBE. We're in our Palo Alto Studios for our CUBE Conversation, taking a little break from the shows as we get ready, actually, for the winter break which will be a nice little break for us and the crews and the gear. This is different, exciting. It's a little bit more intimate. We're really excited to have our next guest. He's Sunil Khandekar. He's the founder and CEO of Nuage Networks which is part of Nokia, a CUBE alumni. I think we last saw you at DockerCon 2016. >> That's right. >> Jeff: So, great to see you. >> Good to see you again. >> Absolutely, so, been a little more than a year. >> Sunil: That's right. >> So, what do you see as the evolution since we last spoke at DockerCon? >> Sure, it's been great. I couldn't be more pleased with the momentum that we have garnered in the industry: more adoption of our solution, more validation, more events, more customers. >> Jeff: (chuckling) >> Which is great, that's all good stuff. And really, more specifically, in terms of adoption, large service providers across the globe like BT, Telefonica, TELUS, Exponential-e, they're all adopted and launched with our SDN solution. We have had breakthrough wins in terms of public cloud whether it's Fujitsu or whether it's an NTD Data like China Mobile. And of course, you know we continue to have a solid momentum in financial services companies, for private cloud automation, as well as to provide them security software to find security in addition to the private cloud automation. And we had another breakthrough win in China Pacific Insurance Company. So, that continues, and of course it's great always to receive some good validation. So we've won award at MEF on the best SDN solution recently. We won the Right Stuff Award, Innovation Award at ONUG for software-defined security. And every leading analyst firm, Gartner, Forrester, IDC, IHS Markit, ACG, and recently Global Data, they've all put us in the top two as the inventors for doing automation of networking end-to-end. >> Right, because automation in networking was the last piece of kind of the virtualization stack, right, in the automation. So, what is it that you think that you guys are doing special that's allowing you to win? >> Right, so if you remember when we talked, when we started Nuage, we started Nuage to automate networking end-to-end with a software-based approach at the heart of which is a declarative policy and analytics engine. And what that means is we were doing intent-based networking before it was even a thing. >> Jeff: Right. >> And we were doing software-defined networking but in a way that allowed us to do software-defined networking not only in the data center, between the data centers to the public cloud across the wide area and to the enterprise branches. What that means is you're not providing a siloed automation, but we are doing automation end-to-end because ultimately it's about connecting users to the applications. >> Right, right, you had a great quote. I picked it up in doing some research. You know, the metaproblem is you said, "Connect users everywhere to applications everywhere," a really simple kind of statement of purpose but not very simple to execute. >> Sunil: You got it. >> A lot of complexity behind that statement. >> That's right, that's right, incredible amount of complexity, but it's important to construct the metaproblem, look at what it is that enterprises have pain with. They have, let's look at it, right? They have users everywhere, and they want to connect to applications anywhere whether it's private or public cloud. How do they want to do it? Quickly, securely, in a self-service manner, but they want this agility without sacrificing safety and security. >> Jeff: Right, right. >> So what you have is you've got to solve this network automation problem for brownfield or greenfield, because there is nothing like just greenfields. >> Right. >> And we are to do it in their private data centers. You've got to help them burst into the public cloud securely. And you've got to connect all their branch sites together. And what we've seen in the industry and our competitors, they are taking a very narrow view of the problem. So what they have is an automation for only the data centers and automation for just the wide area. And that's only solving half the problem. >> Right, right, and then you've got these pesky things that have just reestablished the expected behavior, the expected access, and oh, by the way, added significantly more attack surfaces and really changed the game in terms of what people want from their applications, what they expect from their applications. And it's tough for businesses to deliver to this level of promise. >> Indeed, and you know, the wall is about instant gratification. You want access to your data quickly, instantly wherever you are. >> Right. >> And what that means is, as consumers, we have everything at our fingertips. But as soon as you step into the business environment, that's completely not true. And so, it's all about consumerization of IT on how do you make IT that agile, how do you actually modernize IT. Because enterprises, their high-order problem is what? To innovate faster by having massive automation across all aspects of their business. What underpins that is a modern IT and cloud architecture. And what underpins modern IT and cloud architecture is three clear things that we are seeing in the industry: software-defined data centers, software-defined wide area network, and software-defined security. So, we like and our customers love that we've thought the problem end-to-end and provide all these three, which is absolutely unique in the industry. No one does this. >> So, I'm curious to get your perspective cause you've been doing this for awhile. >> Sunil: Yes. >> As the security landscape has changed. >> Sunil: That's right. >> Everyone is getting, we get reports every day, we're numb to it now. You know, basically everyone at Yahoo got hacked. >> Sunil: That's right. >> And Equifax got hacked, so everyone's getting hacked. So it's really not about the big wall anymore. There's no such thing as the big wall. >> Sunil: That's right. >> The wall's about crumbled. So it's evolving. We've also seen an increase in state-sponsored attacks as opposed to just kids having fun in the basement. >> Sunil: Yeah. >> How have you seen the evolution of the attacks change and how have you responded within your solutions over this period of time to kind of evolve to the modern security stance that you have to have? >> Look every CXO I meet, the absolute thing that's top of mind is how do you make us go from where we are, a traditional environment, to a higher edge automated environment but make it more secure than what we have. >> Jeff: Right, right. >> And as you noted, the attack surface has increased thanks to the mobility. And you have a lot more surface area because you have applications in public cloud, you have applications in private cloud, you have more mobile users. So, the industry term that often gets used is microsegmentation. Now, what that means is, and that's in response to the fact that, as you noted again, that perimeter security just doesn't cut it anymore. And not only that, but it's also very complex and very manual. So what you've got to do is, while you're automating the data centers, while you're automating the wide area, you've got to bring the security along. You've got to make it as agile. And again, what we have done is we do microsegmentation from the branch all the way to where the application is for that particular user. So in other words, finance users can only access finance applications. And that's a microsegment end-to-end. No one in the industry does that today. What they do is they do microsegmentation only for the applications within the data center or they prevent just the users to communicate between each other but not users to the applications. So, that is very important for our customers to know that we have that capability. But then it's all about also understanding what's going on in the network. >> Jeff: Right. >> And that's where the rich analytics that we have just really help them understand who's talking to who at application level, and being able to then have that domain-wide view and be able to very quickly respond to CERT alerts. So, because today, when a CERT alert comes in, they don't know what to do. They take a brute force approach because they simply don't know where and how to react. But now, because you have this centralized intelligence and you have domain-wide view, and you're able to do microsegmentation end-to-end, you are able to push a button and be as course or as granular but be very surgical and take action very quickly. >> Alright, so, hard to believe that we're almost to the end of 2017 which I can't believe. So as we turn the calendar, what are some of your priorities for 2018? You've been doing this for awhile. What are you working on? What's kind of top of mind as we enter this new calendar year? >> Right, and what we are noticing is we're going from beachheads to mainstream. So, we are getting deployed. The solid deployments is not only as I noted in data centers, in public cloud, private cloud, but also in the wide area. We are collaborating with our customers to really make this mainstream because it is super-important in terms of not only providing that automation and agility but also the security. So that's what we are focused on. We continue to do that, not only for what we call the virtualized security services solution that we have and not only the telco clouds, but also the virtualized services, cloud services. We're going to cover the gamut and that's what we're after. We are really excited to be leading the charge here. >> Alright, well, Sunil, thanks for taking a few minutes. Hopefully it won't be 18 months before we sit down again. And we look forward to watching the progress. >> Great, thank you. Thank you for having me. >> It's a pleasure. He's Sunil. I'm Jeff. You're watching theCUBE. We're in our Palo Alto Studios for CUBE Conversations. Thanks for watching. We'll see you next time. (upbeat music)