>>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,

>>From around the globe. It's the queue with digital coverage of Dell technologies, world digital experience brought to you by Dell technologies. >>Hi, welcome to the cubes coverage of Dell technologies, world 2020, the virtual experience. I am Lisa Martin and I've got a couple of guests joining me. One of them is a longtime cube alumni. John Siegel is back the VP of product marketing for Dell technologies. John, it's great to see you. >>Great to be back. Thank you. >>And also joining us is Troy Massey the director of enterprise engagements from iron bow technologies. Troy, welcome to the cube. >>Hi, thank you. Grabbed him. >>So we're going to be talking about VxRail, how it's driving the future of HCI to the edge, but first let's get choice perspective. I would like the audience to understand who iron bow technologies is and what you do. And then we'll kind of look at it as what you're doing with the extra rail, as well as your channel partner business with Dell technologies. So Troy, take it away. >>Hi. Yeah. So, uh, Iron Bow is a global company. We're a value added reseller, uh, having partnered with Dell. Um, we have people physically living from Europe all the way through in Korea, um, from kind of based the globe, uh, primarily in wherever there's DOD or federal government agencies. >>And tell me about from a channel partner perspective, what you guys are doing together. >>Yeah, so we have a lot of efforts going on channel partner together, uh, specifically, uh, Iron target is, is a huge effort to where we're doing together. Uh, it's a on prem cloud, uh, that's uh, it's basis, VxRail VMware Cloud foundation on top, uh, with Intel all throughout. So there's an Intel Xeon processors and, uh, Optane drives. Uh, so just the perfect elegant OnPrem cloud, hybrid cloud solution that Dell and Iron Bow are driving together. >>So let's talk about the edge, cause a big focus of Dell technologies world this year is about the edge. How do you see Troy iron bow extending services to the edge and what do you anticipate from your customers in terms of what their needs are as they're changing? >>Great, great question. So, um, for one, I've gotta talk a little bit about what the edge and what the edges and the edges different things to different people. So I'm going to explain a little bit of the edge and what we're seeing and, and the federal government. So I'll give you one example and that's, um, uh, you know,  the air force reserves. So they have a, uh, an entire squadron that does all of the firefighting, uh, the large fires you see across California or whatever states engulfed in fires that year, um, where they take an entire squadron of airplanes out when they sort of water overall, the whole fire, uh, they don't just bring planes. They entire squatters military personnel to help communicate with the police and with the local fire and all of that takes information. So they need to bring information data with them. Is there a building over there? Do people live over there where we got to actually concentrate on site on fighting that fire priority-wise so it doesn't make a lot of sense to try to do that remotely over satellite it's large, large chunks of data that needs to be local to the customer. So, um, VxRail is, is the power beast of the HCI world VxRail at that edge provides them with the performance they need to get that job done. >>I think that's going to be a new new segment here in Silicon Valley. That thinking about all the fires we've had, and it's really VxRail at the edge, that's helping fight the fires. That's not something I knew. So thanks for sharing that. >>So there's all kinds of workings in that area, same deal. They need to know where to go rescue those people and it's all data. >>Exactly. And it's gotta be data that's that, as you said, it was not delayed sent over the wire, but obviously being able to be transmitted in real time so that actions can be taken, which is one of the things we talk about with data all the time. You have to be able to get the insight and act on it quickly. So, so John, the theme of this year's virtual Dell technologies world is the edge is a big part of the theme. So talk to us about driving the future of HCI at the edge with VxRail, how there's been a lot of growth, I think 9,600 plus customers so far. So talk to us about the future of HCI at the edge with VxRail as a driver. >>Absolutely. So first of all, I want to thank iron bow for being one of our nearly 10,000 customers for VxRail. Um, and you know, absolutely. So, you know, overall the edge is going to be a major theme for Dell tech world this week. Uh, and specifically for VxRail. Um, we of course continue to play with VxRail, a key role in modernizing data centers, uh, as well as hybrid cloud. And this week really wanted to highlight some of the recent innovations we have around extending the simplified operations of VxRail that many like, uh, iron bow and others are experiencing today in the core, uh, are in the cloud and extending those, that automation to the edge. Um, and you heard a lot about what the edge can do in the end and the implications and the value of the edge. Um, while we have lots of customers today, um, including IMO that are using VxRail at their edge locations, uh, we have others like large retail, uh, home improvement chains, financial institutions. Um, we expect the edge to soon explode. Um, we like to think that, uh, we are at the edge of the edge opportunity, um, in >>It in fact, IDC recently stated that by 2023, over 50% of new enterprise data that is generated is going to be generated outside the core data center and outside the cloud. That's up front 10% today. So this is, this is massive, um, edge locations. Um, of course come with their own challenges, whether it's sometimes less than ideal conditions around power and cooling, or they may not have typically, um, skilled it staff at the edge, right? So they, they need, they need new special configuration. They need operational efficiencies. And I think VxRail is uniquely positioned to help address that. >>Let's kind of dig into those operational challenges because in the last seven months, so much of what we all do has become remote and a good amount of that is going to be probably permanent. Right. So when you think about the volume of remote devices that VxRail could potentially manage, John, how, how do you see  VxRail being able to help in this sort of very distributed environment that might be very well much permanent? >>Yeah, I know. And like you said, it's going to just grow and grow the distributed environment and what that means for each company might be slightly different, but regardless what they do need to seamless operations across all of those different edge locations, um, and a, again, a big focus for us. So we're really doing three things to extend the, the automated operations of VxRail to the edge and doing so at scale. Uh, the first thing I want to say, talk about is that we did on avail just two VxRail platforms designed specifically for the edge, uh, the new VxRail E-Series, which is ideal for remote office locations, where space is limited. Um, the remote, uh, the VxRail D series, I think of D as in durable, uh, this is our ruggedized platform, uh, built from the ground up for harsh environments, you know, such as the DOD environments, like in the, um, in the desert. >>Um, and both of these VxRail platforms are fully automated. They automate everything from deployment to expansions to, to lifecycle management overall. Um, and now what we're doing now with extending that automation is the second thing we doing, uh, you know, to the edge from an operational perspective. And what we're doing first and foremost is we are introducing a new software as a service multi cluster management. Uh, this is part of the VxRail HCI system software that we deliver today as part of the VxRail. Uh, this not only provides a global view of the infrastructure performance, um, and capacity analysis across all the locations, but even more importantly, it actively ensures that all the clusters and the remote locate locations always stay in a continuously validated state. This means that it can automatically determine which software components need to be upgraded. Um, you know, and also automatically execute the full stack upgrades, right? >>Without any technical expertise at the site, it can be done centrally, further automating the lifecycle management process and process that we do, uh, at the core and the cloud, and now extending to the edge. So, yeah, imagine the operational efficiencies for customers with tens or hundreds or even thousands of edge sites. So this is we think truly a game changer from that perspective. And then in addition to that, we're also adding, uh, the support for BCS on VxRail. So, uh, just at VM world just a couple of weeks ago, uh, VMware announced, uh, remote edge cluster support for VCF. Uh, so those customers that run run BCF on VxRail now can get the, the, they can enjoy a consistent cloud operating model, um, you know, for those edge locations. So, you know, in summary, you're getting consistency, you're getting automation regardless of where your VxRail is located. >>And this is something that I saw in the notes. John is described as a curated experience. Can you describe what that is if I think of reference architectures and things of that, what is a curated experience and how is it different? >>Yeah,  a curated experience for VxRail...  really what it is it's about seamless. Uh, it it's about we, we have taken the burden if you will, of integrating infrastructure off of the customer's shoulders and onto ours, right? So what we do is we ensure VxRail is in fact, the only, um, jointly engineered HCI system in the market, that's doing the engineering with VMware, for VMware to enhance VMware environments. Uh, and so what we've done is we, uh, we have a pre-integrated, uh, full stack experience that we're providing the customer from deployment, uh, to, uh, again, to everyday operations, to making changes, et cetera. Uh, we've essentially what we've done here, um, is that we've, we've taken again, that, that burden off of customers, uh, and allowed them to spend more time innovating, uh, and less, you know, less time integrating >>That sounds good to everyone, right? Simplifying less time to troubleshoot more time to be able to be strategic and innovative, especially in such a rapidly changing world toy overview now, Oh, go ahead, John, >>To add to that, you know, we've seen a real acceleration this year to digital transformation, to your point earlier, just with remote everything. And I think a lot of the projects, and so including a shift that we've seen to consuming infrastructure overall, whether, you know, and that's, that's the, the onset of the cloud and wherever that cloud might be, right. It could be on prem, could it be on premises, could be off premises. Um, and so, you know, that focused on consuming infrastructure versus in that preference for consuming infrastructure versus building and maintaining it, that's something that we're going to continue to see accelerate over time. >>You're right. That digital transformation acceleration has been one of the biggest topics in the last seven months and looking at which businesses really are set up and have the foundation and the culture to be able to make those changes quickly, to not just survive in this environment, but win tomorrow. So talk over to you for a second, in terms of, of the edge. What are your thoughts on as a partner, with VxRail, you've got a solution built on it. What are your thoughts about what VxRail is going to be able to deliver, enable you to deliver at the edge? You know, you gave us that great example of the air force reserve, but what our iron bows thoughts there, what do you envision going forward? >>He talks about tens, hundreds, thousands of different sites that all need their data, they all need process and compute but those types of sites don't necessarily need to have and IT on staff at those sites, a great example is the army Corps of engineers. They have to have one or two people out at every dam to monitor the dam, but that mean it justifies an IT staffer out there with them. So the idea to remotely manage that VxRail, they're just industry leaders in the ability to deploy this  somewhere where there's not an it person and be able to manage it, but not just manage it, predictive analysis on when they're starting to run out of storage , give alerts so that we can start the upgrade. >>John talked to us about the engagement that you're expecting your customers to have with Dell technologies during this virtual event. >>Absolutely. I think so. First of all, um, yeah, virtual is different, but there's lot of advantages to that. Um, one of them is that we can have, um, an ongoing dialogue during, uh, a number of the sessions that we have, why some of the sessions might be prerecorded. There are alive chats all the way through, including a number of breakouts on VxRail, specifically, uh, as well as the edge, as well as a number of different, um, topics that you can imagine. Um, we've also just launched a new game, a fun game, uh, from mobile called data center sin, um, where, uh, customers can have some fun, uh, learning about VxRail, uh, the experience that takes and balancing the budget and staffing and capacity, uh, to address the needs of the business. So, uh, we're always looking for fun and engaging ways to experience, experience the real life benefits of our HCI platforms, such as VxRail. And, um, so customers can, uh, check that out as well, um, by searching their app store of choice for Dell technologies, data center, sin, uh, and have at it and have some fun. But again, whether it's playing the game online through it, I've met the reality experience or it's, um, you know, connecting directly with any of our subject matter experts. Um, there's going to be a lot of opportunity, uh, to learn more about how VxRail and ACI can help our customers thrive. >>Excellent. I like that game idea. Well, Troy, John, thank you for joining me today and letting me know what you guys are doing with the VxRail what's coming with the edge and the fact that they use cases are just going to proliferate. We appreciate your time. Thank you as well for my guests. I'm Lisa Martin. You're watching the cubes coverage of Dell technologies world 2020.

>> Instructor: From around the globe. It's the queue with digital coverage of Dell technologies world, digital experience brought to you by Dell technologies. >> Hi, welcome to the cubes coverage of Dell technologies world 2020, the virtual experience. I am Lisa Martin and I've got a couple of guests joining me. One of them is a longtime cube alumni. Jon Siegel is back the VP of product marketing for Dell technologies. Jon, it's great to see you. >> Great to be back (indistinct), thank you. >> And also joining us is Troy Massey the director of enterprise engagements from iron bow technologies. Troy, welcome to the cube. >> Hi, thank you for having me. >> So we're going to be talking about VxRail, how it's driving the future of HCI to the edge, but first let's get choice perspective. I would like the audience to understand who iron build technologies is and what you do. And then we'll kind of look at it as what you're doing with the extra rail, as well as your channel partner business with Dell technologies. So Troy, take it away. >> Yeah. So IML is a global company, we're a value added reseller. Having partnered with Dell. We have people physically living from Europe all the way through Korea from kind of based the globe, primarily in wherever there's DOD or federal government agencies. >> And tell me about from a channel partner perspective what you guys are doing together. >> Yeah, so we have a lot of efforts going on channel partner together. Specifically ,iron (murmurs) is a huge effort to what we're doing together. It's a on-premise cloud that's it's basis VxRail, VMware cloud foundation on top with Intel all throughout, so there's Intel Xeon processors with Optane drives. So just the perfect elegant On-Prem cloud and hybrid cloud solution Dell, I remember driving together. >> So let's talk about the edge cause a big focus of Dell technologies world this year is about the edge. How do you see Troy iron bow extending services to the edge? And what do you anticipate from your customers in terms of what their needs are as they're changing? >> Great, great question. So for one I've got to talk a little bit about what the edge and what the edges and the edge is different things to different people. So I'm going to explain a little bit of the edge and what we're seeing and in the federal government. So I'll give you one example and that's you know, (indistinct). So they have a an entire squadron that does all of the firefighting, the large fires you see across California or whatever state and Gulfton fires that year where they take the entire squadron of airplanes out. When they, they sort of water overall the whole fire, they don't just bring planes. They bring entire squatters of military personnel to help communicate with the police and with the local fire and all of that takes information. So they need to bring information data with them. Is there a building over there? Do people live over there where? We got to actually concentrate on site and that's higher priority wise? So it doesn't make a lot of sense to try to do that remotely over satellite it's large, large chunks of data that needs to be local to the customer. So VxRail is the power in the HCI world. So a VxRail at that edge provides and what's the performance I need to get that job (indistinct). >> I think that's going to be a new segment here in Silicon Valley. That thinking about all the fires we've had and it's really VxRail at the edge that's helping fight the fires. (Murmurs)That's thanks for sharing that. (indistinct chatting) >> So there's all kinds of workings in that same deal. They need to know where to go rescue those people and it's all data. >> Exactly, it's going to be data that's, that as you said it was not delayed sent over the wire but obviously being able to be transmitted in real time so that actions can be taken which is one of the things we talk about with data all the time you have to be able to get the insight and act on it quickly. So Jon, the theme of this year's virtual Dell technologies world is the edge is a big part of the theme. So talk to us about driving the future of HCI at the edge with VxRail, how there's been a lot of growth I think 9,600 plus customers so far. So talk to us about the future of HCI at the edge with VxRail as a driver of that. >> Absolutely. So first of all, I want to thank iron bow for being one of our nearly 10,000 customers for VxRail and you know, absolutely. So, you know, overall the edge is going to be a major theme for Dell tech world this week. And specifically for VxRail, we of course continue to play with VxRail, a key role in modernizing data centers, as well as hybrid cloud. And this week we really want to highlight some of the recent innovations we have around extending the simplified operations of VxRail that many like iron bow and others are experiencing today in the core or in the cloud in extending those that automation to the edge. And you heard a lot about what the edge can do in the implications and the value of the edge. While we have lots of customers today including (indistinct) that are using VxRail at their edge locations, we have others like large retail, home improvement chains, financial institutions. We expect the edge to soon explode. We like to think that we are at the edge of the edge opportunity in IT. In fact, IDC recently stated that by 2023 over 50% of new enterprise data that is generated can going to be generated outside the core data center and outside the cloud. That's up in 10% today. So this is, this is massive edge locations. Of course come with their own challenges, whether it's sometimes less than ideal conditions around power and cooling or they may not have typically skilled IT staff at the edge, right? So they need, they need new special configurations, they need operational efficiencies. And I think VxRail is uniquely positioned to help address that. >> Let's kind of dig into this operational challenges because in the last seven months so much of what we all do has become remote and a good amount of that is going to be probably permanent, right? So when you think about the volume of remote devices that VxRail can potentially manage. Jon, how do you see the actual being able to help in this sort of very distributed environment that might be very well much permanent? >> Yeah, I know. And like you said, it's going to just grow and grow the distributed environment and what that means for each company might be slightly different but regardless of what they do need to seamless operations across all of those different edge locations and again, a big focus for us. So we're really doing three things to extend the automated operations of VxRail to the edge and doing so at scale. The first thing I want to say, talk about is that we did unveil just two VxRail platforms designed specifically for the edge, the new VxRail E Series, which is ideal for remote office locations, where space is limited the remote, the VxRail D series. I think of D as in durable, this is our ruggedized platform built from the ground up for harsh environments. You know, such as DOD environments like in the, in the desert. And both of these VxRail platforms are fully automated. They automate everything from deployment to expansions to life cycle management overall. And now what we're doing now with extending that automation is the second thing we doing you know, to the edge from an operational perspective. And what we're doing first and foremost is we are introducing a new software as a service multi cluster management. This is part of the VxVRail ACI system software that we deliver today as part of the X rail. This not only provides a global view of the infrastructure performance and capacity analysis across all the locations, but even more importantly it actively ensures that all the clusters and the remote locate locations always stay in a continuously validated state. This means that I can automatically determine which software components need to be upgraded you know, and also automatically execute the full stack upgrades, right? Without any technical expertise at the site, it can be done centrally further automating the lifecycle management process and process that we do at the core and the cloud, and now extending out to the edge. So imaginely the operational efficiencies for customers with tens or hundreds or even thousands of edge sites. So this is we think truly a game changer from that perspective. And then in addition to that, we're also adding the support for BCF on VxRail. So just at VMware, just a couple of weeks ago VMware announced remote edge cluster support for BCF. So those customers that run them on BCF on VxRail now can get the, they can enjoy a consistent cloud operating model you know, for those edge locations. So you know, in somewhere you're getting consistency you're getting automation regardless of where your VxRail is located. >> And this is something that I saw in the notes, Jon is described as a curated experience. Can you describe what that is if I think of reference architectures and things of that what is a curated experience and how is it different? >> Yeah, I know I'm curious to experience for the exhale, really what it is it's about seamless. It's about we, we have taken the burden if you were integrating infrastructure off of the customer's shoulders and onto ours right? So what we do is we ensure VxRail is, in fact the only jointly engineered ATI system in the market, that's doing engineering with VMware, for VMware to enhance VMware environments. And so what we've done there is, we have a pre-integrated full stack experience that we're providing the customer from deployment to again to everyday operations, to making changes, et cetera. We've essentially what we've done here is that we've taken again, that burden off our customers and allowed them to spend more time innovating in less, you know, less time integrating. >> That sounds good to everyone, right? Simplifying less time to troubleshoot more time to be able to be strategic and innovative, especially in such a rapidly changing world. Troy overview now. Oh, go ahead Jon >> As you can say, to add to that you know, we've seen a real acceleration this year to digital transformation to your point earlier just with remote everything. And I think a lot of the projects and so including a shift that we've seen to consuming infrastructure overall, whether you know, and that's the onset of the cloud and wherever that cloud might be, right, it could be on-prem, it could be on premises, could be off premises. And so, you know, that focused on consuming infrastructure versus in that preference for consuming infrastructure versus building and maintaining it is something that we're going to continue to see accelerate over time. >> You're right, that digital transformation acceleration has been one of the biggest topics in the last seven months and looking at which businesses really are set up and have the foundation and the culture to be able to make those changes quickly to not just survive in this environment, but win tomorrow. So let's talk over to you for a second, in terms of, of the edge. What are your thoughts on as a partner, with VxRail got a solution built on it? What are your thoughts about what VxRail is going to be able to deliver enable you to deliver at the edge? You know you gave us that great example of the air force reserve but what are iron boast thoughts there, what do you envision going forward? >> Yeah absolutely, thank you. And first expand a little bit on what Jon was paying for a picture. You talked about tens, hundreds even thousands of different sites that all need their data. They all need processing compute, but those types of scale of sites don't necessarily need to have an IT on staff at those sites, (murmurs) army Corps of engineers. They have to have one or two people out at every dam to monitor the dam but that doesn't mean that justifies it. And then 19 staff are out there with them. So the idea to remotely manage that VxRail they're, they're just industry leaders in the ability to deploy this somewhere where there's not an IT person and be able to manage it but not just manage it predictive analysis on when they're starting to run out of storage give alerts so that we can, we can start the operating. So, we see that as part of our path forward with our iron target on-premise cloud is the ability to get people back to doing their job away from doing IT. >> And Jon, I'm curious what your thoughts are in Del tech thoughts are about, some of these really interesting DOD use cases that Troy talked about really compelling. What do you see in terms of influence into the enterprise space or the consumer space as the world is so different now as we go into 2021? >> Yeah I mean, I think you know, as I mentioned earlier, I think the you know, we're talking a lot about the edge today and I think what I described earlier about the trend towards the, in the preference to consume infrastructure versus build and maintain it is something that we're seeing you know, of course, you know across highly distributed environments, more and more now. And I think that use cases are going to continue to expand whether it's financial institutions with edge, edge offices spread across the world, you know, to manufacturing, to you know logistics companies, et cetera, et cetera. These are retail's another great example. We have a number of retail companies that are going to leverage and want to have data again processed and analyzed more importantly at the edge to make more informed decisions more quickly. And this, and that's just the beginning. I mean, obviously the automotive industries and other one that frequently comes up, it's something that can take full advantage of the edge where decisions need to be made in real time at the edge. So where, you know, I think the use cases are endless and the promises is just beginning now. We're really excited to help companies of all shapes and sizes, you know, really thrive in this new world. >> Speaking of excitement, I'm sure exciting Dell technologies world obviously challenging to not be able to gather in one place in Las Vegas with what 14,000 or so, folks including many many partners. Jon talked to us about the engagement that you're expecting your customers to have with Dell technologies during this virtual events. >> Absolutely, I think so. First of all, yeah virtual is different, but there's lot of advantages to that. One of them is that we can have an ongoing dialogue during a number of the sessions that we have why some of the sessions might be prerecorded. There are alive chats all the way through including a number of breakouts on VxRail specifically, as well as the edge, as well as a number of different topics that you can imagine. We've also just launched a new game a fun game for mobile called data center sin where customers can have some fun learning about VxRail, the experience, the takes and balancing the budget and staffing and capacity to address the needs of the business. So we're always looking for fun and engaging ways to experience the real life benefits of our HCI platform, such as VxRail. And so customers can check that out as well by searching their app store of choice for Dell technologies data center sin and have at it and have some fun. But again, whether it's playing the game online through it, augmented reality experience or it's, you know connecting directly with any of our subject matter experts there's going to be a lot of opportunity to learn more about how VxRail and HCI can help our customers thrive. >> Excellent, I like that game idea. Well, Troy and Jon, thank you for joining me today and letting me know what you guys are doing with VxRail. What's coming with the edge. And the fact that they use cases are just going to proliferate. We appreciate your time. >> Thank you as well. >> For my guests, I'm Lisa Martin. You're watching the cubes coverage of Dell technologies world 2020. (upbeat music)

>> Announcer: Live from Washington D.C. it's The Cube covering AWS Public Sector Summit, brought to you by Amazon Web Services. >> Welcome back everyone to The Cube's live coverage of the AWS Public Sector summit here in our nation's capitol, I'm your host Rebecca Knight. Co-hosting alongside analyst John Furrier. We are welcoming today Troy Bertram. He is the GM Public Business Development Worldwide Public Sector at AWS. Thanks so much for coming on The Cube, Troy >> Thanks for having me Rebecca >> Rebecca: A first timer. >> It is the first time. >> Rebecca: Welcome. >> Yes, thank you John, thank you Rebecca. >> Let's talk about your partner organization. Why don't you let our viewers know how it's structured, what its mission is, how it works. >> Yes, certainly. Our public sector partner teams work with our partners around the world that really support the mission requirements of government, education, and non-profits. Our partners are part of the large Amazon partner network, so 35,000 plus partners, but really our customers choose, Whether it's technology partners that have really focused their SaaS, PaaS, ISV solutions on government customers and worked through accreditations and certifications, or it's the consulting partners that go to market and own the prime contract vehicles. Contracts are how our customers buy in public sector. What we've done is really focused our teams from start-ups, and venture capitalists, and incubators, through technology, ISVs, PaaS and SaaS partners to our large consulting partners; global consulting partners, but also really helping curate those consulting partners that meet socioeconomic requirements. Often times governments have laws, regulations to buy small woman owned 8(a), service disabled veteran, as veteran, one of my near and dear partner subset to me, and we work with them to help navigate through and develop programs to work through the APN, and often times it's a partner to partner activity of a consulting partner working with a specialized ISV technology solution that can meet a customer's mission requirements. >> What's interesting about the cloud, we've been talking about our intro this morning is the agility and government's now seeing it benefits, and it's not just and aha moment anymore cloud is really, it's driving a lot of change. That's been lifting up a lot of your partner profiles. You have start-ups to large entities all playing together because the requirements my change based upon either the agency or the public sector entity. >> Yes. >> Have unique needs, so you have a broad range of partners. How do you guys nurture that? That's good diversity. You have nice solution set from tech to business. How do you guys nurture that? What's some of the challenges and opportunities you guys are seeing with the growth. >> Cloud is really allowed a reset for many of our partners. Whether you are born in the cloud company, that doesn't necessarily have a long legacy, and haven't built an entire infrastructure, and you don't have an infrastructure of people, but also don't have technology debt that you've been burdened with because of your prior operating models. It's nurturing that born in the cloud company that maybe a services oriented migration partner that's focused on moving our customers applications and workloads, or it's nurturing the technology and helping them build, or it's a refactor and a legacy on premise solution or those solution providers that have traditionally operated in an on-prem environment. Helping them train, certify, and really build a new practice. >> And it's exciting too. You got the ecosystem kind of approach where, you know a thousand flowers can bloom. I've got to ask you, what do you see sprouting up? What's growing most? What is some of the trends that you see in the partner ecosystem? What's growing fast? What's the demand? What's the hot area? >> The real demand is for people with skill sets. In our business, skill sets also often include security clearances, and a knowledge of the working environment that they're migrating from. We're spending an inordinate amount training and educating. Also, our partner selling community of understanding the dynamics of how to go to market, and the contract vehicles, and how to navigate. The opportunities are really immense. It's nurturing those thousand flowers, and it is a challenge for many of us. How do we nurture those thousand flowers simultaneously? >> Are you finding the right people? A big theme on The Cube here is the skills gap. I just saw a Deloitte survey. 60% of executives, and these are executives, they're not in the public sector, said a skills gap hindered their AI initiatives and hindering their cloud computing initiatives. What are you seeing? What are you hearing from the people you're talking to? >> There's a thirst for both knowledge and training, but there's also, from the executive side, we have a need to fill. There's an abundance of roles, and all of us working together. One of our initiatives is even the job boards that we're working with our educate team and Ken Eisner a peer that leads that is, we're helping our partners promote their open roles. Allowing our partners to look for and curate the same talent that Amazon is helping train and develop because when our partners can find amazing talent, our customers win. It benefits AWS and the partner ecosystem. >> Education's huge. You got to have the ongoing digital course ware. Is that a top priority for you? What are some of your top goals for this year in your plan? >> When it comes to education, top goal is training many of our new partners through our emerging partner team. Many of the new partners have a commercial practice. We're also looking at those partners and actively recruiting those partners that have built a commercial practice that are looking to enter government. Whether it's our distributors or our resellers that own the prime contract vehicles, we're doing partner to partner activities. We call it partner speed dating. It's contract vehicles that exist across state and local government, US federal, or in the international community for those ISVs that want to enter new market regions is pairing with those existing local companies that have contract vehicles and then helping train and educate on the nuances of public sector. >> We were talking with General Keith Alexander and retired General Yesthidae came on and I asked them directly, if you could a magic wand, I think I said, something along the lines of if you had a magic wand, what would you do to change the government? It could go faster. He said the technology check we're doing very well, it's moving along great, it's the procurement process. It's just too long. He mentioned contracts. This is really the key point we keep hearing. The red tape. What's the update there? I'm sure partners aren't wanting more red tape. They want to cut through it, to your point. >> No. It's really an education process. When I started at Amazon over six and a half years ago, my first role was to stand up, and it still is the core of my role, I have individuals in 22 different countries around the world, and we're helping governments and VR partners through the procurement process. We did this past week in my home state of Minnesota, our 10,000th RFX, so we consider an FRP, FRI, an RFQ a tender, I need to buy, I want to buy something. We responded to 10,000 of those in six years and two months. That's an abundance of contract that ultimately, many of them are task orders and IDIQs and GWAX. There's an abundance of pathways as General Alexander stated for customers to buy the technology. Now it's educating the contracting officers, the COs, the KOs, around the world on the existing pathways and how to leverage them. We still see old procurement methodologies being applied to the cloud, and it does slow down the end customer's mission requirements. >> And the path to value. >> Yes, the path to value. Exactly. They want to move and move fast and contracts is how we buy, but it's also what slows us down. >> You know, you're with Amazon six years plus, so you know this, so the speeds of value's been the key thing for the cloud. As you look at success now with Amazon public sector, not only in the US, but abroad and internationally, you got massive tailwinds on the success. The growth is phenomenal. How does that feel? What's some observations? What's some learnings that you can take away from the past few years and where's it going? >> It feels like it's day one. It does feel like it's day one. There are tailwinds, but there's still an abundance of customer requirements, and they're evolving, and they're more complex. I personally really like my career's been public sector. Solving the mission requirements, whether it's helping a forward deployed airman, soldier, really keeping them at the cutting edge of technology, and out of harms way, or our first responders; some of the new product demonstrations that we've seen of evolving technology that's helping a firefighter see from an aerial drone vehicle. What does it look like on the other side of this building, and how can I now communicate across different agencies? Is phenomenal. In my home state, where Army Futures Command, I live in Austin, Texas. Army Futures Command is working with the state of Texas as well as the University of Texas to really collaborate as we've never seen before. The barriers of emerging technology to legacy government, to ministries, and health defenses around the world, ministries of defense, and health agencies around the world. >> The data, the scale of Amazon cloud is going to to make that possible. Ground Station's a great example of how that's growing like a weed. The DOD has got a great charter around using agility and AI. >> Collaboration, which is so critical too, as you said. >> It is, and our VM Ware partnership with VM Ware on AWS can really help, and that's a partner play. That's partners helping migrate using the co-developed technology to really move and move faster. Use those existing apps and vacate those data centers. >> Well, thanks for coming on The Cube. Got to be a quick plug, plug the organization, share with the audience, what you're looking for, and update on the partner network. Give a quick plug for your group. >> What we're really looking for is, we've got 105 different competency partners that have really invested in their government, their education, their non-profit competency, and we want to help. I personally want to help them promote their business, and what the opportunity is to connect to either other partners or to government mission requirements. Really welcome the opportunity, John, to come on and look forward to seeing my partners on The Cube in the future. Thank you. >> Well, Troy Bertram, you are now a Cube alum, >> A Cube alum >> Thank you. (panel laughing) >> Thank you. >> I'm Rebecca Knight for John Furrier, you are watching The Cube, stay tuned for more AWS Public Sector Summit.

>> Live from Las Vegas it's theCUBE covering Fortinet Acclerate 18. Brought to you by Fortinet. (upbeat techno music) >> Welcome back to theCUBE's continuing coverage of Fortinet's Accelerate 2018. I'm Lisa Martin joined by my cohost, Peter Burris. And we're excited to be joined by a Fortinet customer, Troy Miller the Director of Technical Resources from Clark County School District. Troy welcome to theCUBE. >> Thank you. >> Lisa: So, you're local. You're in the Vegas area. Tell us a little bit about Clark County, I noticed some impressive numbers of size, and about your role. >> Clark County School District we service about 320,000 students a day, 41,000 employees. It's the entire county which, last I heard, was about the size of Rhode Island. So, basically, that's geographically large as well. My role in the district as Director of Technical Resources. We bring in 80 gigs of internet each day for all those people to consume. And we're responsible for the Edge security. So, we don't get down to the desktop yet but we just make sure they have a successful and reliable internet. >> So, 320,000 students and 41,000 employees. How many devices is that connecting to the network? Or do you have any idea? >> Even ones that were just district-owned might be closer to 420,000 probably, if you count all the labs. And then another everyone brings in their own one or two or three devices with them. Their phone, their iPad, their laptop. So, there's not an exact count but I'm guessing well over 450,000 probably. >> And you've been with Clark Country for awhile and you've been in education for awhile. Talk to us about the technology evolution that you've seen take place. The opportunities that that gives educators and students we well as the opportunities that it provides on the security side that you have to combat. >> Yeah, a long time ago, I've taught for four years from, I think it was '93 to '97, and I got into the department I'm in now. But back then it was one computer that a teacher didn't know how to use and rarely turned on to now they're using, whether it be smart boards, giving out iPads, Chromebooks, and so on. Every kid's connected and it's important. We're now a Google school district. So, Google Classroom using Google sites and so on. And so, it's important. And the evolution of that is just that when you have a reliable internet, and so Fortinet has definitely increased our stature in that. Day to day instruction can take place, not interrupt them. Cause if they lose their internet for two minutes we've deprived these students for all kinds of education. It's important and now everything is reliant upon it. Even our student management system, our ERP. All that stuff is now, some hosted internationally some hosted externally. So, security is a very important part of that. >> And when you think about the role that you play, you have a specific role within the school district. How does the ability to use a Fortinet-like product inside your role impact your ability to collaborate and coordinate with others in the school district to make sure that everything is running seamlessly? >> Yeah, that's important is that for us using the Fortinets that we have, it was important to be able to get better insight. I'm excited about the stuff in the conference this year to really improve upon that. But to be able to properly secure those say VPN connections going out to outside services or to better serve the students in the schools or other business transactions that take place. So, it's important on that. And then we can see if something's starting to break down somewhat where to go. And again, our district's pretty separated. It's siloed a bit. And so, it's important we know which department to go to if we're seeing issues with certain things. >> Now, local government's are notoriously difficult to work with for some technology vendors. How has it been for Clark County working with members of the Fortinet ecosystem. Because security is obviously an increasingly important feature of, well, virtually everything, but including local municipalities. >> Right. And Fortinet's been awesome. We worked with them through our managed service proprietor, Mosaic451. So, when we moved towards Fortinet just a year and a half ago, that made it a very seamless move because they had the expertise that we didn't at the time. We were brand new to the Fortinet platform. They brought in people from all over to help out with that to either install it, to set up the policies and so on. So, yeah, working with municipalities is difficult. Working for one's even more difficult. But Fortinet has made that very easy. >> What was the catalyst for bringing on Fortinet in terms of some of the challenges that you guys have with your firewalls? Was their any sort of one event or type of events that really catalyzed, hey, we're got to transform here? >> Yeah, there was a series of events actually. About a year and a half ago, we were undergoing about daily one hour, two hour DDoS attacks, fragmented UDP attacks. And our previous firewall vendors they couldn't, one they couldn't diagnose it. And two even once they did, it couldn't handle it. We were basically firewalling our firewall with our EdgeRouter. And so, that was when I said something has got to change. And that's when I contacted Mosaic451 and said, I need help. I can't be doing this every day cause the staff, obviously, were upset. And so was I. And so, Fortinet actually back then, our first involvement with Fortinet, they sent out two chassis and said, "Here. Try them out. See if this will stop the attack. We think it will." And we got them going within a few days and sure enough, it did. And so that told me I needed to make a move. It took, obviously, some budget trapeze acts to get that done. But within six months we were then on Fortinet. And again, once we got the equipment back everyone was able to help out and get us set up. We're unique in what we had and moving our policies and so on. So, they've been integral in that. >> So, impact perspective. It sounds like you went from these daily DDoS attacks to zero? >> Troy: Yeah. >> In how short of a time period? >> They stopped on their own beginning of January of that year. But we haven't had one at all since then. Or we've had small ones but the Fortinets handled them without a problem. They barely bumped them, you know. >> So, pretty big impact there that you've been able to make? >> Yeah, we went from-- >> Lisa: Pretty quickly. >> Yeah, yeah it was six months before we finally made the Fortinet decision. And we were fortunate we didn't have to go through an RFP process on that. Because that would have taken forever, and I didn't want to do that. And so, I already said we did our RFP. This one doesn't work. We know this other one doesn't work. So, guess what's left? So, that's the way we ended up with Fortinet. And I said we're very happy with them so far. >> In terms of some of the announcements that they have made today, around utilizing AI technology. They've also talked about their Fabric-Ready Partner Program. You've talked about a partner there. What are some of the things that excite you about what you've heard from them today? Does that give you reassurance that not only did we make the right decision but this is something that's going to help us as we evolve and as security threats naturally evolve and grow as well that you feel like you have a good foundation on the security side. >> Yeah, precisely. I'm very excited from what I saw. And you know, there's things, education, especially in this state, is extremely underfunded. So, I'd love to go out and just say, "Oh, I'd like to buy this. I'd like to buy that." We're up and running with the security fabric. And I'm excited about it. But what I'm really excited is the opportunity to grow. We can really assume some progress with that. And so, while I can't take full advantage of it or even go to the FortiOS 6 probably anytime soon. But we will be able to start laying the groundwork, and I can plan out to start filling off those check boxes in that security fabric, and start providing a better more secure internet for what I'm responsible for, what I can consume. >> So, education like everything else is changing. What are the set of options that become more available to you to Clark County School District as a consequence of bringing in a new security fabric that's capable of accommodating a little more complexity, a little bit more automation? >> Well, yes, a little bit of all that. For us, what I'm excited about with the Fortinet is that one, we've got something robust that's going to last us for five to seven years. Those will last even beyond our 80 gigs we're using now if we need to go beyond that before I retire. But the exciting part of that is, like I said, by adding in those different security fabric pieces I think we'll be able to improve bit by bit. And I know while they're going to improve them even more by the time we finally get there. So, that's exciting. >> You talked about ... I'd like you to elaborate a little bit more on your organization. It sounds, I don't want to say fragmented, but there's different centers. How has, I should say, what you guys have been able to achieve by bringing Fortinet in in terms of we talked about this dramatic reduction or elimination of DDoS. Are you able to leverage that as sort of a best practice within the school district. Do you see opportunities that this Fortinet partnership can have for you in that respect? >> It gives us some validity. It shows that it did make a difference. We didn't just spend some money on it no reason. Yeah, because of its being siloed, what the Fortinets will give us now is we can know exactly which department to send certain tickets to. What we see whether it's to be malware or something pinging out that shouldn't. We can better address where it's coming from and what to do with it. And again, Mosaic is our sock. So, working with them, working with Fortinet we've been able to improve our response to minor incidents as they happen. >> Are there other natural issues that the County of Las Vegas deals with that makes Fortinet especially relevant? I mean, obviously, great distances. But you know, you've got large mountains surrounding here. It's a very dry environment. Are you finding that there's just things about the location that makes Fortinet that much better choice? >> I don't really think environmental ... Pretty much what makes this the best choice is not really where we are but just what we do. Like I said, the internet comes to us, and then we kind of spray it out from there. And so, that availability and reliability is what's important. Sort of where we are doesn't quite matter. But it is the ability to be able to service the customers. >> So, we kind of look at the security transformation that you're on. You've talked to us about some of the achievements that you've made so far in the first year. What are some of things throughout the rest of 2018 that your looking forward to enabling your environment with your Fortinet partnership? >> Some of the things I'm excited about there is, like you had mentioned before the AI part of that. That I'm really excited to hopefully implement. That just takes some ... I can use the eyes I have. I only have four security people basically for that organization. Two of them from Mosaic, two of my own people. And so, if I can have those people addressing bigger concerns than malware or stuff like that. And VAI can better handle that, so instead of digging through logs, we can just, there it is, block it or it's already blocked. That would save us. And I could use that talent for more serious items. We already completed our Edge redesign the networks. Now, we're not redundant on that. We're working on our internal network. So, if we can spend more time making those things more robust to then take advantage of the security fabric as we're able to take advantage of it then that's all the better. >> In most enterprises, there's a partnership that has to be established between security architecture, security operations, the business, and especially the employees. Employees have to take an active roll to successfully do security. Kids and schools are not necessarily well known for having consistent behaviors. How has that affected your environment? And what can enterprises learn as they think about having to serve increasingly unruly customers in their markets? >> Yeah, that's one of the things I'm just starting to dip my toe in to plan for next year is more of an education for it but then holding them accountable for that education. Yeah, I don't know which is worse, the teachers or the students. (Peter laughs) I'm guessing the teachers. (Lisa laughs) They'll click on anything they see. So, it's important to educate them first before I start rolling out some efficient testing on them and so on. But we have to start doing that because otherwise it doesn't matter if something comes in or they get it off their tablet. Now, they've infected the internal and it didn't even get to us, right? And so, it's important that education is important. We're going to start trying to hold them accountable for it. But that's a huge challenge where I'm at. That's like climbing Everest there. >> So, is Fortinet going to help? I think it will. Fortinet's going to be able to help for us to be able to have that insight on what's still working, what's not. We're still seeing these things. >> And also recognizing patterns and seeing what people tend to do wrong will probably help you pinpoint what you need to, that partnership. What the user needs to take more responsibility for. >> Right and that's the thing. It better identifies those issues. You see where they've improved or what still needs to be worked on. >> Peter: Great. >> Well, congratulation on what you've achieved so far. >> Oh, thank you. >> And thank you so much for sharing your success story with us. You're on a journey, and we wish you continuing success with that. >> Thank you. >> For my cohost, Peter Burris, I'm Lisa Martin. You've been watching theCUBE's coverage of Fortinet Accelerate 2018. We'll be right back after a short break. (upbeat techno music)

live from Gillette Stadium in Foxboro Massachusetts extracting the signal from the noise it's the kue covering Vitas New England winter warmer 2016 now your host Stu minimum welcome back to the cube I'm Stu miniman with Wikibon com we are here at the 2016 v tug winter warmer at Gillette Stadium home of the New England Patriots and very excited to have a patriot Hall of Famer three-time Super Bowl champion number 80 Troy brown Troy thank you so much for stopping by oh man thank you for having me on I appreciate it alright so so so Troy you know we got a bunch of geeks here and they they they we talked about you know their jobs are changing a lot and you know the question I have for you is you did so many different jobs when you're on the Patriot you know how do you manage that how do you go about that from a mindset i mean i think so many of the job you did we're so specialized never spent years doing it yet you know you excelled in a lot of different positions i think first of all i think the coach bill belichick you know I think he does a good job of evaluating is his people and his players and the people that work for them and think about him he never asked an individual to do more than they can handle and I think I was one of those individuals that he saw that could you know didn't get her out about too many different things that didn't get seemed like I was overwhelmed at any moment with the job that I was at already asked to do and if I had to do multiple jobs then I would probably be one of those guys that could handle that type of situation so it started with him and in me I guess it was just my personality and my work havoc and my work ethic and just never letting the opponent know that I was a little bit shaken a little bit weary a little bit tired at times and I just continue to chip away and be my job and not you know and I took a lot of pride in being able to manage and do a lot of different things at one time and and then really accelerate yeah so you saw the transformation in the Patriot organization I mean you know it great organization here in New England but you know we were living in a phenomenal time for the Patriots over the last 20 years it and what do you attribute that that transformation to well I think it started you know you look at when Robert crab bought the team in 94 which I was here year before he bought the team in 93 I was glad to be true Bledsoe and parcels are the first year and that really Parcells really kind of got people around here excited about football I think for the first time they were having you know capacity crowds at training camp out at Bryant college you know something they never did before I mean you're talking about a team that won two games the year prior they were two and 14 and things got so lucky winning those two games in 1992 so you bringing a guy that's you know when a couple super bowls with the Giants high-profile guy gets everybody excited about the possibility of winning and I think things started to change then and then you bring in a hands-on owner because I believe James awethu wine was the previous owner that he bought the team from and lived in st. Louis it can't be hands-on when you you know live you know half the country away from from here so he bought the team and bought the local guy and again that the enthusiasm goes through the roof and expectations in through the roof we make the playoffs in 1994 and you know the things happen they don't get along and then when you go through another coach Pete Carroll for three years and you bring in Belo check and he drives a young quarterback by the name of Tom Brady and you know those types of things those people those guys able to handle different things and different jobs as well you know and you couple that with you surround them with good people like myself david patten Antwone Smith I laws or the lawyer milloy Rodney Harrison guys that kind of embody the Patriot Way and you get what you have today and it all started with the fact that mr. Kraft and Bill Belichick now been together with 15 16 years and I think you look across the NFL across any sport you don't see the type of longevity and the type of continuity that those who have and you throw on Tom Brady into that mixers been along for that entire ride as well you just think you're not going to find out in any other sport any other team maybe a couple here you notice end Antonio Spurs no in longevity I believe it is the key and you have to build that you know see you see too many owners that throwing the town were too quick yeah you know what the young coast is trying to build a team in the system yeah so I have to ask you if you had to choose one for 15 years pray to your Belichick for 15 years yeah 15 years that maybe Brady because you know it eventually will come to an end you know Bella chikan probably coach I want to know one only known for longer than 15 years we had to choose one for 15 years I guess I'll go with Brady but you know I don't think I know if one works not the other you know so that's kind of how to be a question that people be asking for many many years to come yeah so personally for you when you look back at your career you know any favorite moments that they have that mean there's so many to so many the franchise for yourself i mean i could think of all the ones that i had the pleasure to say that was a big punt return against the pittsburgh starters yeah AFC championship no well botas me start up the scoring for us yeah that was a big moment that the strip in 06 in the superbowl that year it was a big play yeah able to get us into the AFC championship game this all the Super Bowls that we were part of and then were able to win and all those moments are just so treasured and value about me that is kind of hard to place a place one over the other but you know it was all a lot of great and fantastic moments for us all right so last question I have for you looking at the Patriots today what's your prediction for the Patriots you know going on in the playoffs here going to the AFC champ I think it a bit difficult task Denver's not been a friendly place for the Patriots over the history of this franchise not just now but it is specifics as to why it's so tough to find there I don't know I don't know what it is I mean you could say the altitude but we've been out then we played well at times even there's team this year they played well the first time they went out there had an unfortunate drop punt you know that kind of changed the complexity of the game and things just changed I mean it's that's the kind of luck that we have the last time I played out there was I think 05 I think of something in the divisional round and I fumbled Kevin Faulk fumble Tom Brady threw a pick-six basically and it was like you threw your most dependable players that turned the football over and didn't play well you know how often that would that happen so Rob Gronkowski gets hit in the knee this year so and then lose him for a couple games and his season starts to turn so just so many unfortunate things that happen out there but you have to give Denver a lot of credit as well because you know they come out and they play hard to have a really good defense quarterback that can be really good you know he's a game manager at this point in his career that's a great job of doing it you know and it seemed to rally behind his presence on the field so it'll be a tough task for the Patriots even though I think the Patriots do have the better football team overall it's just been a difficult place for the New England Patriots to get wins yeah in the past I said you have a matchup for the Super Bowl that you're picking I'm picking the Patriots for sure and from what I saw from Carolina last week I got to go with Carolina playing at home against Arizona I think the defense is just too tough and Cam Newton and that run game and that offensive line has just been been pretty remarkable and surprising after losing probably the best offensive weapon in Kelvin Benjamin so yeah well you know a little something about a Carolina versa you know New England Super Bowl so hopefully things will turn out like it did last time try really appreciate you stopping by thank you so much for trying to save the program will be right back here with a wrap-up of the cubes coverage of the V tug 2016 winter warmer thanks so much for watching you

>>Keon Cloud Native Con kicks off in Detroit on October 24th, and we're pleased to have Stewart Miniman, who's the director of Market Insights, hi, at, for hybrid platforms at Red Hat back in the studio to help us understand the key trends to look for at the events. Do welcome back, like old, old, old >>Home. Thank you, David. It's great to, great to see you and always love doing these previews, even though Dave, come on. How many years have I told you Cloud native con, It's a hoodie crowd. They're gonna totally call you out for where in a tie and things like that. I, I know you want to be an ESPN sportscaster, but you know, I I, I, I still don't think even after, you know, this show's been around for so many years that there's gonna be too many ties into Troy. I >>Know I left the hoodie in my off, I'm sorry folks, but hey, we'll just have to go for it. Okay. Containers generally, and Kubernetes specifically continue to show very strong spending momentum in the ETR survey data. So let's bring up this slide that shows the ETR sectors, all the sectors in the tax taxonomy with net score or spending velocity in the vertical axis and pervasiveness on the horizontal axis. Now, that red dotted line that you see, that marks the elevated 40% mark, anything above that is considered highly elevated in terms of momentum. Now, for years, the big four areas of momentum that shine above all the rest have been cloud containers, rpa, and ML slash ai for the first time in 10 quarters, ML and AI and RPA have dropped below the 40% line, leaving only cloud and containers in rarefied air. Now, Stu, I'm sure this data doesn't surprise you, but what do you make of this? >>Yeah, well, well, Dave, I, I did an interview with at Deepak who owns all the container and open source activity at Amazon earlier this year, and his comment was, the default deployment mechanism in Amazon is containers. So when I look at your data and I see containers and cloud going in sync, yeah, that, that's, that's how we see things. We're helping lots of customers in their overall adoption. And this cloud native ecosystem is still, you know, we're still in that Cambridge explosion of new projects, new opportunities, AI's a great workload for these type type of technologies. So it's really becoming pervasive in the marketplace. >>And, and I feel like the cloud and containers go hand in hand, so it's not surprising to see those two above >>The 40%. You know, there, there's nothing to say that, Look, can I run my containers in my data center and not do the public cloud? Sure. But in the public cloud, the default is the container. And one of the hot discussions we've been having in this ecosystem for a number of years is edge computing. And of course, you know, I want something that that's small and lightweight and can do things really fast. A lot of times it's an AI workload out there, and containers is a great fit at the edge too. So wherever it goes, containers is a good fit, which has been keeping my group at Red Hat pretty busy. >>So let's talk about some of those high level stats that we put together and preview for the event. So it's really around the adoption of open source software and Kubernetes. Here's, you know, a few fun facts. So according to the state of enterprise open source report, which was published by Red Hat, although it was based on a blind survey, nobody knew that that Red Hat was, you know, initiating it. 80% of IT execs expect to increase their use of enterprise open source software. Now, the CNCF community has currently more than 120,000 developers. That's insane when you think about that developer resource. 73% of organizations in the most recent CNCF annual survey are using Kubernetes. Now, despite the momentum, according to that same Red Hat survey, adoption barriers remain for some organizations. Stu, I'd love you to talk about this specifically around skill sets, and then we've highlighted some of the other trends that we expect to see at the event around Stu. I'd love to, again, your, get your thoughts on the preview. You've done a number of these events, automation, security, governance, governance at scale, edge deployments, which you just mentioned among others. Now Kubernetes is eight years old, and I always hear people talking about there's something coming beyond Kubernetes, but it looks like we're just getting started. Yeah, >>Dave, It, it is still relatively early days. The CMC F survey, I think said, you know, 96% of companies when they, when CMC F surveyed them last year, were either deploying Kubernetes or had plans to deploy it. But when I talked to enterprises, nobody has said like, Hey, we've got every group on board and all of our applications are on. It is a multi-year journey for most companies and plenty of them. If you, you look at the general adoption of technology, we're still working through kind of that early majority. We, you know, passed the, the chasm a couple of years ago. But to a point, you and I we're talking about this ecosystem, there are plenty of people in this ecosystem that could care less about containers and Kubernetes. Lots of conversations at this show won't even talk about Kubernetes. You've got, you know, big security group that's in there. >>You've got, you know, certain workloads like we talked about, you know, AI and ml and that are in there. And automation absolutely is playing a, a good role in what's going on here. So in some ways, Kubernetes kind of takes a, a backseat because it is table stakes at this point. So lots of people involved in it, lots of activities still going on. I mean, we're still at a cadence of three times a year now. We slowed it down from four times a year as an industry, but there's, there's still lots of innovation happening, lots of adoption, and oh my gosh, Dave, I mean, there's just no shortage of new projects and new people getting involved. And what's phenomenal about it is there's, you know, end user practitioners that aren't just contributing. But many of the projects were spawned out of work by the likes of Intuit and Spotify and, and many others that created some of the projects that sit alongside or above the, the, you know, the container orchestration itself. >>So before we talked about some of that, it's, it's kind of interesting. It's like Kubernetes is the big dog, right? And it's, it's kind of maturing after, you know, eight years, but it's still important. I wanna share another data point that underscores the traction that containers generally are getting in Kubernetes specifically have, So this is data from the latest ETR survey and shows the spending breakdown for Kubernetes in the ETR data set for it's cut for respondents with 50 or more citations in, in by the IT practitioners that lime green is new adoptions, the forest green is spending 6% or more relative to last year. The gray is flat spending year on year, and those little pink bars, that's 6% or down spending, and the bright red is retirements. So they're leaving the platform. And the blue dots are net score, which is derived by subtracting the reds from the greens. And the yellow dots are pervasiveness in the survey relative to the sector. So the big takeaway here is that there is virtually no red, essentially zero churn across all sectors, large companies, public companies, private firms, telcos, finance, insurance, et cetera. So again, sometimes I hear this things beyond Kubernetes, you've mentioned several, but it feels like Kubernetes is still a driving force, but a lot of other projects around Kubernetes, which we're gonna hear about at the show. >>Yeah. So, so, so Dave, right? First of all, there was for a number of years, like, oh wait, you know, don't waste your time on, on containers because serverless is gonna rule the world. Well, serverless is now a little bit of a broader term. Can I do a serverless viewpoint for my developers that they don't need to think about the infrastructure but still have containers underneath it? Absolutely. So our friends at Amazon have a solution called Fargate, their proprietary offering to kind of hide that piece of it. And in the open source world, there's a project called Can Native, I think it's the second or third can Native Con's gonna happen at the cncf. And even if you use this, I can still call things over on Lambda and use some of those functions. So we know Dave, it is additive and nothing ever dominates the entire world and nothing ever dies. >>So we have, we have a long runway of activities still to go on in containers and Kubernetes. We're always looking for what that next thing is. And what's great about this ecosystem is most of it tends to be additive and plug into the pieces there, there's certain tools that, you know, span beyond what can happen in the container world and aren't limited to it. And there's others that are specific for it. And to talk about the industries, Dave, you know, I love, we we have, we have a community event that we run that's gonna happen at Cubans called OpenShift Commons. And when you look at like, who's speaking there? Oh, we've got, you know, for Lockheed Martin, University of Michigan and I g Bank all speaking there. So you look and it's like, okay, cool, I've got automotive, I've got, you know, public sector, I've got, you know, university education and I've got finance. So all of you know, there is not an industry that is not touched by this. And the general wave of software adoption is the reason why, you know, not just adoption, but the creation of new software is one of the differentiators for companies. And that is what, that's the reason why I do containers, isn't because it's some cool technology and Kubernetes is great to put on my resume, but that it can actually accelerate my developers and help me create technology that makes me respond to my business and my ultimate end users. Well, >>And you know, as you know, we've been talking about the Supercloud a lot and the Kubernetes is clearly enabler to, to Supercloud, but I wanted to go back, you and John Furrier have done so many of, you know, the, the cube cons, but but go back to Docker con before Kubernetes was even a thing. And so you sort of saw this, you know, grow. I think there's what, how many projects are in CNCF now? I mean, hundreds. Hundreds, okay. And so you're, Will we hear things in Detroit, things like, you know, new projects like, you know, Argo and capabilities around SI store and things like that? Well, you're gonna hear a lot about that. Or is it just too much to cover? >>So I, I mean the, the good news, Dave, is that the CNCF really is, is a good steward for this community and new things got in get in. So there's so much going on with the existing projects that some of the new ones sometimes have a little bit of a harder time making a little bit of buzz. One of the more interesting ones is a project that's been around for a while that I think back to the first couple of Cube Cuban that John and I did service Mesh and Istio, which was created by Google, but lived under basically a, I guess you would say a Google dominated governance for a number of years is now finally under the CNCF Foundation. So I talked to a number of companies over the years and definitely many of the contributors over the years that didn't love that it was a Google Run thing, and now it is finally part. >>So just like Kubernetes is, we have SEO and also can Native that I mentioned before also came outta Google and those are all in the cncf. So will there be new projects? Yes. The CNCF is sometimes they, they do matchmaking. So in some of the observability space, there were a couple of projects that they said, Hey, maybe you can go merge down the road. And they ended up doing that. So there's still you, you look at all these projects and if I was an end user saying, Oh my God, there is so much change and so many projects, you know, I can't spend the time in the effort to learn about all of these. And that's one of the challenges and something obviously at Red Hat, we spend a lot of time figuring out, you know, not to make winners, but which are the things that customers need, Where can we help make them run in production for our, our customers and, and help bring some stability and a little bit of security for the overall ecosystem. >>Well, speaking of security, security and, and skill sets, we've talked about those two things and they sort of go hand in hand when I go to security events. I mean, we're at reinforced last summer, we were just recently at the CrowdStrike event. A lot of the discussion is sort of best practice because it's so complicated. And, and, and will you, I presume you're gonna hear a lot of that here because security securing containers now, you know, the whole shift left thing and shield right is, is a complicated matter, especially when you saw with the earlier data from the Red Hat survey, the the gaps are around skill sets. People don't have the skill. So should we expect to hear a lot about that, A lot of sort of how to, how to take advantage of some of these new capabilities? >>Yeah, Dave, absolutely. So, you know, one of the conversations going on in the community right now is, you know, has DevOps maybe played out as we expect to see it? There's a newer term called platform engineering, and how much do I need to do there? Something that I, I know your, your team's written a lot about Dave, is how much do you need to know versus what can you shift to just a platform or a service that I can consume? I've talked a number of times with you since I've been at Red Hat about the cloud services that we offer. So you want to use our offering in the public cloud. Our first recommendation is, hey, we've got cloud services, how much Kubernetes do you really want to learn versus you want to do what you can build on top of it, modernize the pieces and have less running the plumbing and electric and more, you know, taking advantage of the, the technologies there. So that's a big thing we've seen, you know, we've got a big SRE team that can manage that for use so that you have to spend less time worrying about what really is un differentiated heavy lifting and spend more time on what's important to your business and your >>Customers. So, and that's, and that's through a managed service. >>Yeah, absolutely. >>That whole space is just taken off. All right, Stu I'll give you the final word. You know, what are you excited about for, for, for this upcoming event and Detroit? Interesting choice of venue? Yeah, >>Look, first of off, easy flight. I've, I've never been to Detroit, so I'm, I'm willing to give it a shot and hopefully, you know, that awesome airport. There's some, some, some good things there to learn. The show itself is really a choose your own adventure because there's so much going on. The main show of QAN and cloud Native Con is Wednesday through Friday, but a lot of a really interesting stuff happens on Monday and Tuesday. So we talked about things like OpenShift Commons in the security space. There's cloud Native Security Day, which is actually two days and a SIG store event. There, there's a get up show, there's, you know, k native day. There's so many things that if you want to go deep on a topic, you can go spend like a workshop in some of those you can get hands on to. And then at the show itself, there's so much, and again, you can learn from your peers. >>So it was good to see we had, during the pandemic, it tilted a little bit more vendor heavy because I think most practitioners were pretty busy focused on what they could work on and less, okay, hey, I'm gonna put together a presentation and maybe I'm restricted at going to a show. Yeah, not, we definitely saw that last year when I went to LA I was disappointed how few customer sessions there were. It, it's back when I go look through the schedule now there's way more end users sharing their stories and it, it's phenomenal to see that. And the hallway track, Dave, I didn't go to Valencia, but I hear it was really hopping felt way more like it was pre pandemic. And while there's a few people that probably won't come because Detroit, we think there's, what we've heard and what I've heard from the CNCF team is they are expecting a sizable group up there. I know a lot of the hotels right near the, where it's being held are all sold out. So it should be, should be a lot of fun. Good thing I'm speaking on an edge panel. First time I get to be a speaker at the show, Dave, it's kind of interesting to be a little bit of a different role at the show. >>So yeah, Detroit's super convenient, as I said. Awesome. Airports too. Good luck at the show. So it's a full week. The cube will be there for three days, Tuesday, Wednesday, Thursday. Thanks for coming. >>Wednesday, Thursday, Friday, sorry, >>Wednesday, Thursday, Friday is the cube, right? So thank you for that. >>And, and no ties from the host, >>No ties, only hoodies. All right Stu, thanks. Appreciate you coming in. Awesome. And thank you for watching this preview of CubeCon plus cloud Native Con with at Stu, which again starts the 24th of October, three days of broadcasting. Go to the cube.net and you can see all the action. We'll see you there.

>> Announcer: From around the globe. It's the cube with coverage of Kubecon and cloud nativecon North America, 2020 virtual brought to you by Red hat, the cloud native computing foundation and ecosystem partners. >> Welcome to theCUBE, >> Coverage of Kubecon cloud nativecon 2020. It's virtual this year, though, theCUBE is virtual. This is theCUBE virtual I'm John Furrier your host. This is the segment where we kind of pre tease out the show for this year. We do a CUBE review and analyze and talk about some of the things we're expecting trends in the marketplace. And I'm pleased to announce a new CUBE co-host with me, Ali Amagasu, who's been part of theCUBE community since 2013, going back to the OpenStack days, which is now different name, but it's private clouds making a come back. But she's part of the cloud community, the cloud Harati, as we say, Ali, welcome to being a CUBE host. >> Thank you so much, John. It's a pleasure, it's been a while since we've hung out, but I do remember pestering you back in those days, and I've certainly stayed with theCUBE ever since then. I mean, you guys are an institution to put it. >> It's been so much fun, I have to say I had less gray hair. I didn't have glasses, I wear contacts. Now I have progressive vision, so I can't wear the contacts. They're hard for me, but it's been such a great evolution. And one of the things that's been really important to our mission has been to be kind of like an upstream project to be kind of open and be part of the community to be on the ground floor. We can't be there this year 'cause of the pandemic, but it's been great and about a few years ago, Stu Miniman and I were seeing that we had a great community of people who wanted a co-host, and we got a great community host model. And thanks for coming on and being part of this mission, it's been important to our mission. We've got Lisa Martin, Rebecca Knight, John Troyer, Keith Townson, Justin Warren, Corey Quinn, to name a few. So welcome to the crew, thanks for coming on. >> Sure I'm happy to step in. >> So I want to go back in time. I mean, when we first met in 2013, you were a part of Metacloud, which got acquired by Cisco at that time, OpenStack was hot, OpenStack was at the cloud. And if you think about where Amazon was at that point and time, it was really the beginning of that sea change of rapid cloud scale, public cloud, specifically OpenStack kind of settled in, and that's kind of making a nice foundation for private cloud right now. It's still out there, telco clouds. You're seeing that trend, but this is the sixth Kubecon we've been there at all of them. We were there at the founding president creation. What an interesting turn of events. The world is kind of spun in the direction of all the conversations we were having back in 2013, 14, 15, 16. Now fast forward Kubernetes is the hottest thing on the planet and cloud native is the construct for all these modern apps, so what's your take on it. What's your view on this? 'Cause you've been riding this wave. >> Well, I think it's interesting. You brought up OpenStack because I remember in those days, OpenStack was smoking hot. And I remember talking to some of the organizers from the foundation, what they said was we want OpenStack to be boring. We want it to be part of the background. We will know we've made it when it's boring. And we could argue that they're there now, right? They aren't what we're talking about as much, but they're still there, they're still doing their thing. They're still growing as far as I know. So that's happened and now Kubernetes is the incredible hotness and it's just exploded. And so it turned from, you know, just a few projects, to now, if you look at the list of projects that are in incubation list of projects that have graduated, it's pretty long, and it's an impressive set of capabilities, when you look. >> It's been really interesting, you know, Dan Collin who's, the Ben was the director of the CNCF. I remember talking to him early on. And when he came, when he joined, he was, he hustled hard. He was smart. And he had a vision to balance the growing ecosystem cause he's done successful startups. So he kind of kind of knows the rocket ship labor, but he basically brought that entrepreneurial startup mentality. And I saw him in China when I was there with Intel with Alibaba conference in the lobby of the hotel, I'm like, dad, what are you doing here? So the CNC, I was already thinking global. They build out the most impressive landscape of vendors to participate in cloud nativecon and Kubecon At the same time, they maintain that end user focused. If you look at Envoy, right, it came from Lyft. So you have this really nice balance. And you know, it was always people chirping and complaining about this, that, and the other thing on the vendor's side. But the end user focus has been such a strong hand for Kubecon and the CNCF. It's just been really impressive and they maintain that. And this is the key. >> And I think what's impressive is that they've evolved. They've continued, they haven't sat there and said, "We've got a couple of fantastic projects," right? They're bringing in new ones all the time. They're staying at the cutting edge. They're looking at serverless and making sure there's projects that are taking care of that. And so I think that's, what's keeping it relevant, is the fact that they're relentlessly evolving. >> Yeah, and we comment, I think two years ago, Stu and I were pontificating about, can they maintain it? And one of the things that we were predicting, I want to get your reaction to this is that as Kubernetes becomes more standard and you're starting to see the tipping point now where it's beyond just testing and deploying in some clusters, you're starting to see Kubernetes native and in part of everything, in part of the future as service meshes and wrap around it and other things, the commercialization, the success of the vendor side is starting to be there. You starting to see real viable companies be started. So do they become end-users or so? So the question was, can it maintain its open source vibe while you have all this commercialization going on? Because that's always the challenge in open source. How do you balance it? What's your reaction to that threat or maybe an opportunity? >> I don't think it's a threat. I think there will always be folks who want to do it themselves. They want to use the vanilla upstream, Kubernetes. They want to build it. They don't want any vendor interference. There's also a very other solid other camp that says, "No, no, we don't want to deal with the updates ourselves. We don't want to deal with the integration with networking and security and all those things." And the vendor takes care of that. So I really think it's just serving two different audiences that as far as I can tell are changing, they're not, I don't see one side growing and one side shrinking. I really see it staying same, pretty stable. And so it's serving both teams. >> Yeah, I totally agree. And this is what's great about evolution. And when you talk about the community gets about the people involved. And I was riffing with someone the other day and were like, "Hey, you know what makes CNCF different?" And we were saying that everyone kind of knows each other. So as you have, you know, the most popular thing at Kubecon is the hallway tracks, right? So hallway tracks are always popular. And just being in the hallways, we call it lobby con and the CUBES on the floor there. So there's a lot of hallway conversations as hallway tracks, there's lightening talks, there's always something exciting, but even though people might move around from company to company for project to project, everyone kind of knows each other. So I think that kind of gives this kind of self governance piece, some legs. >> It does, and you're bringing up something that's really relevant right now 'cause it's virtual this year, right? So we don't get to have those hallway conversations. We don't get to have those, you know, accidental, you know, connections that means so much. I think they did an amazing job, amazing with the European version of Kubecon and you know, they're doing the best they can, I think the attend, I heard the attendance was great. The sessions were incredible from an efficiency standpoint. If you're an attendee, you could hit so many more sessions from home. There was so much to learn, the content was fabulous. The one thing that's missing, and I don't know how they replicate it is that ability to connect with your colleagues in the hallway, the folks you haven't seen'cause they, they moved on, they went to a different company. Maybe they'd been to two or three companies since you saw them last and the one place, you know, you're going to see them is at Kubecon or some of the other conferences you attend. >> Yeah and talking to Priyanka. And some of the co-chairs one of the things that was interesting out of that last conference was you had the virtual theater, but the Slack channel was very engaging. So you had people leaning in on the dialogue and it's interesting. And this is where I want to ask you your thoughts on the top conversations as we prepare. And we start doing the remote interviews, with the leaders of the CNCF, as well as the top end users, as well as vendors and companies, people want to know what's the top conversation that's happening and what are we looking for? So I want to ask you, what are you looking for, Ali? What are the things that you're trying to squint through? What smoke signals you're looking for? What's the trends that you're trying to tease out a coupon this year? >> I'm going to be really interested. You know, I already mentioned it once, but I'm going to be interested to hear how the new serverless projects are going. I know there are a couple in incubation that sounds really interesting. Priyanka brought them up when I've spoken with her. And so I'd love to see if those are getting so traction. What does the momentum around those look like? Is there as much excitement service meshes there was last year. I know there was a lot of discussion about what was happening with search. Most people were really excited. So I want to know what's happening with that. I want to know how new users to the community are dealing with the proliferation of projects. You know, how are they finding out ways to get involved? How are we nurturing new members to the CNCF community and making sure that they aren't overwhelmed, that they find their niche and they're able to contribute to become users, to do whatever their role is meant to be. I think those are the interesting things to me. How about you? >> That's a good question. I mean, I've, there's so many things. I mean, I look at the first of all, the open source projects are phenomenal. And again, talking about the people, I love to see the things that are maturing and getting promoted and what's kind of in sandbox, but I look at the, some of the ecosystem landscape maps with the vendors. And if you look at Amazon, Cisco and the HPE, IBM cloud, red hat, VMware to name a few, and you've got some other companies like Convolt for instance, which is pivoting to a cloud service, Microsoft Palo Alto networks for security Rancho was acquired., you know, a lot of companies are, I think at capital one out there, always in great end. You always great stuff. You got interesting and in Docker, for example, cup Docker containers, we did Docker con this year and I was blown away by the demand, the interest and just the openness of DAPA as they re-pivoted back to their roots. But I'm interested to see how the big cloud vendors are going to play because Google has always been an impressive and dominant partner in KubeCon, Amazon then joined, Azure is in there as well. So you've got those three, the big three in there. So the question is, okay, as this ecosystem is growing, I'm trying to tease out what is this, everything as a service, because one of the things that's coming out on the customer side, if you work backwards from the customer, they're getting kind of the missions from the CEOs and the CIO or CSO saying, "Take everything as a service," which is kind of like, I call it the ivory tower kind of marching orders. And then it gets handed down to the cloud architects and the developers and they go, "What's that? How's that, how does it's kind of hard?" It's not easy, right? So the modern apps is one and then this, everything as a service business model is going to be based upon cloud native. So I think the cloud native, this is the year that cloud native is going to start showing some signs and some visibility into what the metrics are going to be for success around the key projects. And then who can deliver at scale, do everything is a service. So, you know, understanding what that means, what does Kubernetes enable? What are some of the new things? So to me, I'm trying to tease that out because I think that's the next big wave. Everything is a service. And then what that means technically, how do you achieve it? Because when you start rolling out, it's like, okay, what's next? >> Yeah, I wonder who are going to be the new super users that emerged from this, you know, who are going to be the companies that maybe didn't adopt early, they're getting in now and they start running with it and they do incredible new things with it. And the truth is going to your earlier point about whether or not commercializing that, you know, should it be an upstream thing where you're using it vanilla using, you know, pure Kubernetes or using a vendor version? The truth is when you start getting vendors involved and getting super users involved, and these big companies, they can throw 10, 20 people at projects as contributors. You know, I tend to think of open source as being a bunch of small companies, but the truth is it's a lot harder for a small company to dedicate multiple head count to full-time contributions, right? Well big company, you could throw a couple dozen at them and not even blink. And so that's, it's critical to the survival truthfully of the community that we have, these big companies get in there and run with it. >> You know, I was talking to Constance and Steven Augustus, they're both co-chairs of the event and Steven brought up something. That's interesting because it's the theme that's kind of talked about, but no one likes to talk about it because it's kind of important and ugly at the same time. It's security and I think one of the things that I'm looking for this year, Ali is, you know, there's a buzz word out there has been kind of overused, but it's still kind of relevant and it's called shift left. So shift left means how do you build security into the CICB pipeline? So developers don't have to come back and do stuff, right? So it's like baking security in. This is going to be kind of a nuance point because of course everyone wants security, but that's not what application developers think about every day, right? It's like, they're not like security people, right? So, but they got to have security. So I think whoever can crack the code on making security brain dead easy will be great. And how that works together with across multiple vendors. So to me, that's something that I want to understand more. I don't yet have a formed opinion on it, but certainly we're hearing "Shift left" a lot. >> Yes I agree 100% at first we had developers and operators. Then we had devOps. Now I hear sec devOps all the time. You know, that I started hearing that last year and now these poor developers, you know, suddenly they are, whether they want to be, or not, to some degree, they are responsible for their company security, because if they aren't integrating best practices into their code, then they are introducing vulnerabilities. And so it it's just fallen upon them, whether they signed up for it or not, it's fallen upon them. And it'll be real interesting to see how that plays out. >> Well, one of the things I'd love to do is get me, you John, Troy, Keith Townsend, Justin Warren, and certainly Corey Quinn on a podcast or CUBE interview because man, we would have some war stories and have some real good stories to tell the evolution of what's real. And what's not real. Certainly Cory queen allows to talk about kind of like squinting through the hype and calling out kind of what's real, but this is kind of really kind of what's going on with coop comes a lot of exciting things. So I have to ask you over the years within CNCF and cloud nativecon and Kubecon, what are some of your favorite memories or moments that you can share could be personal, could be professional, could be code, could be accompany. What's some of the things that you can share about some, some happy moments for Kubecon >> Sure, sure, I'd say for me, some of the best moments have been the recent pivot toward trying to take care of the attendees. You know, I don't remember if it was San Diego. I think it was San Diego where they brought in all the puppies or mental wellness. And there was a meditation room. I don't know if you went in there, but it was quiet. And there was just some very soft lighting and some quiet music. And I didn't know how much traction that was going to get amongst attendees, that room was packed every time I went in there, dead quiet people relaxing, the puppies were bananas. People were just hoarding around the puppies and wanting to pet them. And I just really liked the way that they had really thought of a bunch of different angles to try to make sure that people who have left their families, they've come to a different place. They're, they're, they're under stress. 'Cause they're probably traveling with their boss and a bunch of their colleagues and they're stressed. And so to make sure that they had a break, I thought that was really somewhere where KubeCon was ahead of a lot of the other conferences I see. And it wasn't a single approach. It wasn't, we're going to throw a bunch of dogs in the hallway. It was, we're going to do that. We're going to have a therapist do a session. We're going to have puzzles in a quiet area at the hallway. It really went all in. And so for me, that was one of my favorite things from recent years. I thought that was fantastic. How about you? >> It's been fun. I mean, it's just so many moments. I mean, I love the European show. We did one year when I first, first time they had rolled out in Europe and I thought that was just so small and intimate. Of course the big mega shows have been great with activity. I think, but one of my favorite moments was I was wandering in the lobby. This was in Europe. It was, and it was a huge EU event, I think 2018 might've been, and I'm kind of buzzing around the lobby and I had nothing to do that night. And it was like five to 11 different parties to go to. People have, you know, dinners. And I ran into one of the CNCF co-hosts and also she's a Google engineer and I'm like, "Hey, what are you guys doing?" I'm like, she's like, "Oh, we're going to the women's happy hour." And I'm like, "Oh, that's cool." I'm like, "It sounds good." And she invited me and I went with her and I was the only guy there, okay. >> Oh lucky you. >> And I looked around and it was packed. And I said to myself, this is freaking amazing. And it was great women, great leaders, smart, super awesome. And they were all welcomed me. I wasn't like being stared at either, by the way. So I'm like, okay, there was no line for the men's room either by the way, just to, you know, and I was like, good tweet there. But I felt really welcomed. And I thought that was very cool. It was packed. And I went back until it's too much. Do you can't believe it was just really awesome. I was in this awesome happy hour. And I remember saying to myself, "This community is inclusive, they're awesome. And it was just one of just a great moment. >> It's great you've got to be the other side of that, right? Because as a woman, I am always on the standard side of it, which has guys everywhere, there's very few women, but here's the thing I have never felt intimidated or uncomfortable in any way at a Kubecon I've always felt welcomed, I've had fabulous interactions. I've met people from around the world. And I try to explain to my kids actually, when we talk and they they'll say something sometime not xenophobic, maybe that's an overstatement, but they're little kids. They don't have a great understanding of the world. And I'll say, "Wait till you grow up and you go to one of these conferences, you'll realize that people from countries that even fear that some of them there's some of the kindest, nicest, most polite people I have ever met. And you walk away really feeling like you want to just throw your arms around everyone, that's been my experience anyway. S0 maybe I've been lucky, but I haven't had that intimidation factor at all. >> You got it, you've got a great mindset and your kids are lucky. And I feel like for me, the moment was the community is very open and inclusive. And I think theCUBE when we interview people, we want people who are smart, you know, and we interview a lot of great women and at KubeCon, it's been fantastic, so that's the highlight. And of course the grueling hours, and then, you know, people like to drink beer in this community. And I like beer, although I'd been trimming down a little bit because, you know, IPA's have been kind of getting heavy on me, but good beer drinkers. They like to have fun and they also work hard and it's a great community, so. >> And now you have to bring your own beer. Now that it's virtual, you have to keep your own IPA. >> Well, the joke was virtual is that we can have a better lunch at home. 'Cause that's always kind of like the event thing. But I think virtuals, I miss the face to face, but we get to talk to more people with remote and they get more traffic on the site, but hopefully when it comes back, it'll be hybrid and we'll still be kind of doing more remote, but more face-to-face. >> So well, and it's more affordable. I did not look at what the pricing is this time, but I know for the European version, the pricing was very fair, certainly more affordable than going in real life. And, you know, for some folks who really can't swing that travel costs and the registration fee, it's a great opportunity to get in on the cheap and suck up a lot of knowledge really quickly. >> Well, Ali, thank you for riffing on Kubecon preview. Thank you very much. And looking forward to hosting with you and thanks for co-hosting on theCUBE, appreciate it. >> Thank you so much, John. I enjoyed it. >> Thank you, okay you're watching theCUBE virtual. This is a Kubecon preview. I'm here with Ali. I'm a goo who's our new CUBE host helping out on the Kubecon looking forward to more interviews, this is the CUBE I'm John Furrier, thanks for watching. (upbeat music)

[Music] hi and welcome to this cube conversation in the cube Studios in Palo Alto California I'm your host Sonia - Gauri and today we're joined by two guests Justin Warren who is the chief analyst and managing director of pivot 9 and John Troy the chief reckoner of tech reckoning John and Justin welcome to the cube Thanks thanks for having us great so Justin you're in Melbourne Australia John your local to California let's start with Justin Justin you work at pivot 9 tell us a little bit about your role and what you do so I'm the founder and chief analyst steered pivot know and so everything is my fault we we like to help customers with positioning and messaging that's what most of them come to us for so we we maintain a pretty good research focus on the market focus on enterprise infrastructure cloud and information security and our clients come to us for help with positioning into those markets that's awesome and John you're the chief reckoner at Tech reckoning so tell us more about tech reckoning and what you do sure in in a way my keep reckoner is just might know I guess I am also the bottle washer and analyst as well we work with companies that help them with their ecosystem of technologists we work community and influence and advocacy and Deverell is the term of art that people like right now but basically we work we help communities communicate with their their their the ecosystems of which that's great and you're both a host of the cube so let's go down the line John tell us how did you get into hosting the cube and how has that experience been like I was here at cube number one we we started to realize that video streaming was available in a reasonable way at events and I believe we worked we worked with John and Dave and some of the few boats who were Bill around now to bring them to VMworld over ten years ago I was also doing it home at myself with him disappear that we bought it electronic door I'm very quickly looking very welcome to have them take over a functionality for a lot of people and Justin how about you how's your experience been yeah it's been great it's a again happy accident as things started off I happen to nice to I've known him for a few years and they he was in need of submersed hosting spots at a conference that I I happen to be at anyway and I foolishly said yes and now I've done it more than once oh it's is it gets a lot easier after you've done it two or three time are there any tips and tricks you would give okay thank you so much for being on the cube and we will see you next time [Music] you [Music]

>> Announcer: Live from Las Vegas, it's theCUBE! Covering AWS re:Invent 2019. Brought to you by Amazon Web Services, and Intel, along with its ecosystem partners. >> Well welcome back to the Sands, day two, AWS re:Invent 2019, lot of buzz still going on here Dave Vellante. >> It's all buzz. >> Yeah, a jam-packed show floor, second day in a row, day two of our coverage here on theCUBE, along with Dave Vellante, I'm John Walls, and we're joined by Paul Cheesbrough, who's the CTO and president of digital at the Fox Corporation. Paul, good to see you, sir. >> Thanks for having me on. >> Thanks for being with us, we appreciate that. >> Paul: I'm a big fan of theCUBE. >> So what brings you here, about your partnership with AWS, and let's just start with that, characterize a little bit about what that relationship's all about. >> Yeah, well I think re:Invent's become the go-to show for cloud computing generally. I think it's its eighth season, and certainly for my team and myself, it's the place to discover the latest product evolutions and talk to other people in my position and peers in the industry and see what's going on, so it's a great opportunity to do a bit of fact-digging and see what's going on in the industry. >> So what fact-digging are you doing right now that applies to your world, what have you seen here, maybe in the past day or two, that you said "Yep, I can see where that's playing "into the entertainment world." >> Yeah, I'd say the first thing is the ecosystem, you can see from around here the buzz and the vibe. I mean this is at a different level to what I've seen before, and that's always really good to see, so it's not just an AWS story, it's kind of the companies that they're enabling, and a lot of the innovation comes out of these smaller startups that are building on top of the platform, so spending a ton of time on that front. I'd also say Andy Jassy's keynote yesterday, really very impressive on how they've kept the foot down on new releases on the data front. So SageMaker and Redshift are two technologies we use heavily and they've continued to innovate on that front, and just getting time with the top table of AWS and the deep technical engineers who can kind of give you a view of where the company's going and where the services will be in a year or two's time is, you don't get that any other kind of place. >> You know when we first started doing theCUBE at re:Invent seven years ago, lot of tire kickers, certainly from the enterprise, lot of developers, no question, but you're way beyond kicking tires, so what are some of the things that you're doing in the cloud, you mentioned Redshift and SageMaker, what are you doing with those tools? >> Yeah, so, I mean you're a media company, so you'll understand how technology's kind of carved up, and on the enterprise side, which is all of our internal IT and networks, we've pretty much migrated all of that over the recent years into the cloud, and largely running on AWS, so storage, compute, we've retired all of our data centers bar one. All of our applications that our employees use are software as a service based, so we don't really run our own infrastructure, and on top of that we've really put a very deep data infrastructure in place where the consumer trend, the way our content's consumed these days, we've got a very direct relationship with the consumer. We stream more and more content to them, and that throws off a data trail that you've got to capture and manage, and we use Redshift and SageMaker to analyze the data on top of Redshift on that front, so the enterprise piece, we've done pretty holistically. On the digital side of our business, our products and services and our apps, they're almost entirely built natively on AWS services. Our engineers, the innovation that they're driving there, they couldn't do it without partners like AWS. And then the third and final piece to a media company's the media and the broadcast piece, how you move video around the production organization, the creative organization. And that's the bit that we're announcing here today, that partnership with AWS to kind of solve that issue. >> Yeah, so I wanted to ask you about, a big part of your transformation was data. And so you got rid of, they always talk about the heavy lifting, you got rid of that for the most part, all except one data center. What did you do with the people that were doing all of that stuff, did they just sort of go through retraining, or attrition, did they get excited about learning new tooling, how did that all go? >> Well I've been on the journey around cloud computing since 2006 in my career, so-- >> Dave: Day one, I guess it's still day one. >> In fact I purchased S3 from Werner Vogels back then. >> That was the first product, wasn't it, the first service. >> And then I met Andy soon after, and in those days, and I think some organizations experience this, the technology team were the most risk-averse, and they put every blocker in the way from moving to the cloud, 'cause they saw it as a threat, and frankly didn't understand it, so, it took a lot of pushing to get things going in those days, I think it's slightly different now, but once you're through that barrier, and people get momentum and, anyone in my position as a CTO will tell you there's no shortage of work to throw people at, so the resource that we've got within the team, I'd much rather they were building software than managing servers and pipes and doing upgrades, so we've released a ton of talent to do what I would call the value add piece, that consumers touch and feel, and moved it really kind of front of store, and that's made a big difference, some people didn't make the journey and we brought new talent in, I think that's inevitable. But yeah. >> So it's almost like you get to practice a little less and play a little more, is about what it comes down to. >> And sort of rearchitected your business around data and software, it sounds like, as opposed to, like you said, pipes. >> Yeah, but everything starts with the consumer in our business, so if you work backwards from that, they've changed their behaviors and they expect content in different forms on different devices. They expect the traditional channels of cable, they expect the new channels of mobile and streaming, and that places a lot of stress internally on how you create and produce and distribute that content, so to some degree in our industry, we had no choice, we had to change, and that's been, as a technologist driving transformation, it's been a fun ride. >> You're almost on this parallel track a little bit, you talk about the transformation you're going through with live streaming right now, that's a must, must do, must have, that's how consumers bring in their media, and yet you have to transform technologically speaking to provide this consumer transformation as well, so you have these two tracks going down that you've got to answer to, I mean what kind of complexity does that create for you, because your business is fundamentally changing, and the technology is fundamentally changing. >> And you know, I think historically, the solution to that problem was to put parallel infrastructure in place and your digital team would have their own infrastructure, your enterprise team would have their own infrastructure, and then your media and broadcast team would be on a completely different network doing their own thing, and they would all coexist, and I think the convergence at the consumer end has rippled back into a convergence within the organization as well, where, our technology teams play across those three different fields, and someone like AWS, and other partners like that are now capable of being partners across those three different fields together, so the convergence at the consumer end really does apply within the organization as well. >> So you mentioned some things you're doing with AWS, maybe you could talk about that initiative and talk about the tech, and we could talk about the outcome for the consumer. >> So I think the last bastions within any media organization in terms of transforming, you think about the media and broadcast operation, everything from the trucks and the cameras through to the edit suites, through to master control, through to the way that you play out and distribute, not only do we have a national network, but we've got local stations as well, and you overlay the digital products on top of that. It's a very complicated set of partners and direct access points at the end, and the technology that's been operating in that space hasn't changed since the 90s, genuinely hasn't, it maybe got a minor upgrade when HD came along in 2001, but it really hasn't changed, so, what we have decided to do is really re-engineer that, it's the only piece of our business that doesn't run natively on the cloud, and we're pleased to announce this week the deal with AWS as the strategic partner to really lift our video workflows in terms of how we produce, create, and really importantly distribute our video to all of those partners, in a way that really transforms the way our creatives can work as well, so, it was a pretty long process going through how you do that safely, because if you get it wrong, you go off the air, and that's really, you cannot do that, you're TV guys, you know that, and so we've been very careful. So AWS have stepped up with some great technologies, but really important they have great vision as well for it. >> So what specifically have you done, you created a new platform in the cloud? >> Yeah, so we were very very fortunate, we've just completed this deal with Disney to sell some of our assets there. It meant that actually we had a greenfield approach to this part of our business, so, for the first time ever we were unencumbered with a legacy, so a blank sheet of paper, and we came at it with the attitude of, if you were a large broadcaster starting your business today, how would you do it? And with that mindset, it takes you into a very different space, so we're working with AWS, and their media services team, and the elemental team within that, to encode our video within our sports news entertainment and local stations, we're using them to move the video from studio locations and football stadiums, and news gathering locations, remote locations, straight into the cloud, to be both managed and produced, and then it stays natively within the cloud, to be published out to distribution partners, whether it's Comcast for cable, whether it's Hulu for live TV, whether it's Apple for the VOD stuff that they do, or whether it's our own services, but that natively stays in the cloud, that workflow, and that just really enables a very different way of thinking. >> And the move is obviously a big challenge, right? I mean it's video, and it's big data. How are you solving that problem, what are the components of that that enable you to do that? >> So I think it would've been very difficult to achieve this vision if some of the products like Outposts and the local zones that AWS have announced at the show, we had early visibility and testing of those. If you're in an edit suite, editing 4K content, you can't necessarily, in a truck, you can't necessarily go back and forth to the cloud all the time, so we had the ability to kind of put a piece of the cloud on-prem or into a truck or into a studio to reduce the, eliminate the latency, and to manage that, so that's one thing. We also have architected it in a way where resilience is core and key, so if for whatever reason one part of the architecture goes down, then other bits of it can pick up the slack, and again, the way that we work with AWS on that front, they've really helped us architect something robust there. >> Yeah, how much does live come into this, I mean you can't afford a slip-up, right, I mean it's one thing to have down time, your point is, you can't go black, but just in terms of what you deliver, whether it's live news, live sports, live entertainment, it's real time. >> So we're predominantly a live company now, and it's the heart of our business, it's what we're great at doing, it's what our creative teams have done all of their lives, and if you take an NFL game on a Sunday, number of cameras, feeds, data, stats, the number of teams you've got both on location and back in the production facility, the number of games you're actually producing at the same time, on a complicated day it can be multiple games, and then the complexity around who you get the signal out to, in effect. Live is difficult, and I think that's why you haven't seen too many broadcasters go in this direction, quite yet, so we know we're an early adopter. We're being very careful and cautious around how we're kind of ramping this up, for example, we're still alongside the fiber connectivity into the cloud, we're also using satellite, so some of those decisions we've put in place as near term. >> You got some redundancies in place just as a risk management. >> Exactly, so we can slowly dial it up, and we're building new facilities around this to help make it happen as well, but the number one thing is giving the consumer a great experience. I'll give you some examples, actually, of how this'll transform the consumer experience, so, we'll be able to do both 4K and 8K natively through this infrastructure with AWS, we can't do that today. Latency will be reduced heavily, so we effectively encode the video once, and the device at the end decodes it, so that really compresses that level of latency that you'll see in a football game. And when you think about things like 5G, I don't know whether you saw Hans and the Verizon team in their announcement yesterday. Things like betting services and other things that we're getting into, you have to have close to zero latency to make those things work, so in the current broadcast chain, we encode and decode and re-encode, and all of these compression chains, and at the end of it, you've got a fairly decent quality signal, but by no means 4K or 8K, and that's one aspect, so the consumer will see a difference. The other thing is, we never want to be in a position again where we use infrastructure from 30 years ago, I mean we, no company in 2019 can afford to be in that position, so, by plugging into AWS, we kind of get that constant drip feed of innovation as it comes, and a very software-focused sort of architecture, as opposed to hardware and cables, which is, you see a lot of in broadcast. So we're pivoting not just the business, but the way we do business as well. >> So the consumer experience is much improved. As well, you mentioned live, of course the mainspring is live, that's where the content is created, but there's also an on-demand experience as well, is that, I presume compressed, so I can get to the best highlights if I miss the game, get the little mini game that I can watch and get a good flavor for it, that is compressed as well? >> Absolutely, so I mean going back to your data question earlier, so this infrastructure natively, as we're putting video through it, Amazon and AWS have the technologies to index the video in real time, to do scene detection, face recognition, a lot of those very forward-leaning technologies that I think for the last 10 years have been more science than fact, but now they're really coming to their own, so all of the video that goes through the pipes in a live form gets really in real time indexed. All of the consumption information about how the video's being consumed on the device comes back in in real time, and we can combine that into an experience, so if you're joining the live feed or coming at the video on demand asset later, you've got a much much richer experience, whether that's searching and finding the bit that you want or whether that's us curating a package of content automatically, using that metadata, so, we're excited about that. >> Talk a bit more about the search, how does that all work? >> Well I think search on a TV experience is still pretty clumsy. >> John: Amen. >> Yeah, it's definitely, and part of that's the user interface, I mean hats off to Comcast and their Xfinity product, a lot of the search now is done by voice through the remote and they're seeing a transformational difference there, but even in some of the OTT streaming services, the search and discovery, I'd use discovery in the same context, it's still clumsy, and that's entirely driven by the data, there's a reason Google are the best in the marketplace at search, because of the level of indexing that they do to create the, and I think AWS and their approach to video will be game-changing for us on this front, and they've obviously got the search technologies on the front end to enable that as well as the indexing technologies on the back end. >> How do you keep up with all the innovation, you mentioned up top that, citing Andy Jassy announce all this stuff, how do you keep up with it all, does it sometimes feel like it's going too fast to be able to absorb it all? >> No, this is a great time to be a CTO, because there's no way, we could complain about it, but the consumer's not going to stop changing the way that they demand content from us, so for me it's a combination of picking the right partner, speaking to them frequently and coming to events like this to meet my peers. I also spend a lot of time with venture capital companies, and very early stage startups to really get an idea around what's coming next over the next three to five years, and getting in early with those customers. I kind of have a mantra with my team internally, where I don't reward them necessarily for just doing business with the old incumbent legacy technology providers. I'd much rather we experiment with the next generation of companies, that's actually how we began our very early relationship with AWS and Amazon, and it's served us well. >> Well, the next time you see Joe or Troy, please give 'em our best. All right, if you will, they're always welcome on theCUBE, as are you, Paul. Paul Cheesbrough from Fox, joining us here on theCUBE, we'll be back with more coverage here live, AWS re:Invent 2019, you're watching theCUBE from the Sands. (techno music)

>>Live from San Diego, California It's the Q covering Koopa and Cloud Native Cot brought to you by Red Cloud, Native Computing Pounding and its ecosystem March. >>Welcome back to the Cube here at Q. Khan Club native Khan, 2019 in San Diego, California Instrumental in my co host is Jon Cryer and first of all, happy to welcome back to the program. Diane Mueller, who is the technical of the tech lead of cloud native technology. I'm sorry. I'm getting the wrong That's director of community development Red Hat, because renew. Goodbye is the technical lead of cognitive technologies at in video game to the end of day one. I've got three days. I gotta make sure >>you get a little more Red Bull in the conversation. >>All right, well, there's definitely a lot of energy. Most people we don't even need Red Bull here because we're a day one. But Diane, we're going to start a day zero. So, you know, you know, you've got a good group of community of geeks when they're like Oh, yeah, let me fly in a day early and do like 1/2 day or full day of deep dives. There So the Red Hat team decided to bring everybody on a boat, I guess. >>Yeah. So, um, open ships Commons gathering for this coup con we hosted at on the inspiration Hornblower. We had about 560 people on a boat. I promised them that it wouldn't leave the dock, but we deal still have a little bit of that weight going on every time one of the big military boats came by. And so people were like a little, you know, by the end of the day, but from 8 a.m. in the morning till 8 p.m. In the evening, we just gathered had some amazing deep dives. There was unbelievable conversations onstage offstage on we had, ah, wonderful conversation with some of the new Dev ops folks that have just come on board. That's a metaphor for navigation and Coop gone. And and for events, you know, Andrew Cliche for John Willis, the inevitable Crispin Ella, who runs Open Innovation Labs, and J Bloom have all just formed the global Transformation Office. I love that title on dhe. They're gonna be helping Thio preach the gospel of Cultural Dev ops and agile transformation from a red hat office From now going on, there was a wonderful conversation. I felt privileged to actually get to moderate it and then just amazing people coming forward and sharing their stories. It was a great session. Steve Dake, who's with IBM doing all the SDO stuff? Did you know I've never seen SDO done so well, Deployment explains so well and all of the contents gonna be recorded and up on Aaron. We streamed it live on Facebook. But I'm still, like reeling from the amount of information overload. And I think that's the nice thing about doing a day zero event is that it's a smaller group of people. So we had 600 people register, but I think was 560 something. People show up and we got that facial recognition so that now when they're traveling through the hallways here with 12,000 other people, that go Oh, you were in the room. I met you there. And that's really the whole purpose for comments. Events? >>Yeah, I tell you, this is definitely one of those shows that it doesn't take long where I say, Hey, my brain is full. Can I go home. Now. You know I love your first impressions of Q Khan. Did you get to go to the day zero event And, uh, what sort of things have you been seeing? So >>I've been mostly I went to the lightning talks, which were amazing. Anything? Definitely. There. A number of shout outs to the GPU one, of course. Uh, friend in video. But I definitely enjoyed, for example, of the amazing D. M s one, the one about operators. And generally all of them were very high quality. >>Is this your first Q? Khan, >>I've been there. I've been a year. This is my third con. I've been accused in Europe in the past. Send you an >>old hat old hand at this. Well, before we get into the operator framework and I wanna love to dig into this, I just wanted to ask one more thought. Thought about open shift, Commons, The Commons in general, the relationship between open shift, the the offering. And then Okay, the comments and okay, D and then maybe the announcement about about Okay. Dee da da i o >>s. Oh, a couple of things happened yesterday. Yesterday we dropped. Okay, D for the Alfa release. So anyone who wants to test that out and try it out it's an all operators based a deployment of open shift, which is what open ship for is. It's all a slightly new architectural deployment methodology based on the operator framework, and we've been working very diligently. Thio populate operator hub dot io, which is where all of the upstream projects that have operators like the one that Reynolds has created for in the videos GP use are being hosted so that anyone could deploy them, whether on open shift or any kubernetes so that that dropped. And yesterday we dropped um, and announced Open Sourcing Quay as project quay dot io. So there's a lot of Io is going on here, but project dia dot io is, um, it's a fulfillment, really, of a commitment by Red Hat that whenever we do an acquisition and the poor folks have been their acquired by Cora West's and Cora Weston acquired by Red Hat in an IBM there. And so in the interim, they've been diligently working away to make the code available as open source. And that hit last week and, um, to some really interesting and users that are coming up and now looking forward to having them to contribute to that project as well. But I think the operator framework really has been a big thing that we've been really hearing, getting a lot of uptake on. It's been the new pattern for deploying applications or service is on getting things beyond just a basic install of a service on open shift or any kubernetes. And that's really where one of the exciting things yesterday on we were talking, you know, and I were talking about this earlier was that Exxon Mobil sent a data scientist to the open ship Commons, Audrey Resnick, who gave this amazing presentation about Jupiter Hub, deeper notebooks, deploying them and how like open shift and the advent of operators for things like GP use is really helping them enable data scientists to do their work. Because a lot of the stuff that data signs it's do is almost disposable. They'll run an experiment. Maybe they don't get the result they want, and then it just goes away, which is perfect for a kubernetes workload. But there are other things you need, like a Jeep use and work that video has been doing to enable that on open shift has been just really very helpful. And it was It was a great talk, but we were talking about it from the first day. Signs don't want to know anything about what's under the hood. They just want to run their experiments. So, >>you know, let's like to understand how you got involved in the creation of the operator. >>So generally, if we take a step back and look a bit at what we're trying to do is with a I am l and generally like EJ infrastructure and five G. We're seeing a lot of people. They're trying to build and run applications. Whether it's in data Center at the and we're trying to do here with this operator is to bring GPS to enterprise communities. And this is what we're working with. Red Hat. And this is where, for example, things like the op Agrestic A helps us a lot. So what we've built is this video Gee, few operator that space on the upper air sdk where it wants us to multiple phases to in the first space, for example, install all the components that a data scientist were generally a GPU cluster of might want to need. Whether it's the NVIDIA driver, the container runtime, the community's device again feast do is as you go on and build an infrastructure. You want to be able to have the automation that is here and, more importantly, the update part. So being able to update your different components, face three is generally being able to have a life cycle. So as you manage multiple machines, these are going to get into different states. Some of them are gonna fail, being able to get from these bad states to good states. How do you recover from them? It's super helpful. And then last one is monitoring, which is being able to actually given sites dr users. So the upper here is decay has helped us a lot here, just laying out these different state slips. And in a way, it's done the same thing as what we're trying to do for our customers. The different data scientists, which is basically get out of our way and allow us to focus on core business value. So the operator, who basically takes care of things that are pretty cool as an engineer I lost due to your election. But it doesn't really help me to focus on like my core business value. How do I do with the updates, >>you know? Can I step back one second, maybe go up a level? The problem here is that each physical machine has only ah limited number of NVIDIA. GPU is there and you've got a bunch of containers that maybe spawning on different machines. And so they have to figure out, Do I have a GPU? Can I grab one? And if I'm using it, I assume I have to reserve it and other people can't use and then I have to give it up. Is that is that the problem we're solving here? So this is >>a problem that we've worked with communities community so that like the whole resource management, it's something that is integrated almost first class, citizen in communities, being able to advertise the number of deep, use their your cluster and used and then being able to actually run or schedule these containers. The interesting components that were also recently added are, for example, the monitoring being able to see that a specific Jupiter notebook is using this much of GP utilization. So these air supercool like features that have been coming in the past two years in communities and which red hat has been super helpful, at least in these discussions pushing these different features forward so that we see better enterprise support. Yeah, >>I think the thing with with operators and the operator lifecycle management part of it is really trying to get to Day two. So lots of different methodologies, whether it's danceable or python or job or or UH, that's helm or anything else that can get you an insult of a service or an application or something. And in Stan, she ate it. But and the operator and we support all of that with SD case to help people. But what we're trying to do is bridge the to this day to stuff So Thea, you know, to get people to auto pilot, you know, and there's a whole capacity maturity model that if you go to operator hab dot io, you can see different operators are a different stages of the game. So it's been it's been interesting to work with people to see Theo ah ha moment when they realize Oh, I could do this and then I can walk away. And then if that pod that cluster dies, it'll just you know, I love the word automatically, but they, you know, it's really the goal is to help alleviate the hands on part of Day two and get more automation into the service's and applications we deploy >>right and when they when they this is created. Of course it works well with open shift, but it also works for any kubernetes >>correct operator. HAB Daddio. Everything in there runs on any kubernetes, and that's really the goal is to be ableto take stuff in a hybrid cloud model. You want to be able to run it anywhere you want, so we want people to be unable to do it anywhere. >>So if this really should be an enabler for everything that it's Vinny has been doing to be fully cloud native, Yes, >>I think completely arable here is this is a new attack. Of course, this is a bit there's a lot of complexity, and this is where we're working towards is reducing the complexity and making true that people there. Dan did that a scientist air machine learning engineers are able to focus on their core business. >>You watch all of the different service is in the different things that the data scientists are using. They don't I really want to know what's under under the hood. They would like to just open up a Jupiter Hub notebook, have everything there. They need, train their models, have them run. And then after they're done, they're done and it goes away. And hopefully they remember to turn off the Jeep, use in the woods or wherever it is, and they don't keep getting billed for it. But that's the real beauty of it is that they don't have to worry so much anymore about that. And we've got a whole nice life cycle with source to image or us to I. And they could just quickly build on deploy its been, you know, it's near and dear to my heart, the machine learning the eyesight of stuff. It is one of the more interesting, you know, it's the catchy thing, but the work was, but people are really doing it today, and it's been we had 23 weeks ago in San Francisco, we had a whole open ship comments gathering just on a I and ML and you know, it was amazing to hear. I think that's the most redeeming thing or most rewarding thing rather for people who are working on Kubernetes is to have the folks who are doing workloads come and say, Wow, you know, this is what we're doing because we don't get to see that all the time. And it was pretty amazing. And it's been, you know, makes it all worthwhile. So >>Diane Renaud, thank you so much for the update. Congratulations on the launch of the operators and look forward to hearing more in the future. >>All right >>to >>be here >>for John Troy runs to minimum. More coverage here from Q. Khan Club native Khan, 2019. Thanks for watching. Thank you.

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019. Brought to you by VM Wear and its ecosystem partners. >> Welcome back to San Francisco, everybody. My name is David Lantz. I'm here with my co host John Troia. This is Day three of V M World 2019 2 sets. >> This is >> our 10th year at the M. World Cube is the leader in live enterprise tech coverage. Marry on Blondie is here. He's the C m o and chief evangelist that 10 tree by DDN Yes, sir. He's joined by Graham Breezes The Field CTO at 10 Tree also by DDN Recent acquisition jets Great to see you. >> Likewise, as they say, we're back. I like I like to call it a hibernation in the sense that people may have not known where did Ian or 10 Trias and Tension by Dede and, as the name implies, were acquired a year ago at the M World August 31st of 2018. And in the year since, we've been ableto invest in engineering support, my joining the company in marketing to take this solution, we've been able to save thousands of customers millions of man hours and bring it to a larger number of users. Way >> first saw 10 tree, we said, Wow, this is all about simplification. And Jonah Course you remember that when you go back to the early early Dick Cube days of of'em World, very complex storage was a major challenge. 10 Tree was all about simplifying that. Of course, we know DDN as well is the high performance specialist and have worked with those guys for a number of years. But take >> us >> back Married to the original vision of 10 Cherie. Is that original vision still alive? How was it evolved? >> Well, I'd say that it's, ah, number one reason why we're a part of the DD and family of brands because, as, ah, portfolio company, they're looking good. Bring technologies. I'm the marketing guy for our enterprise or virtual ization audience, and the product sets that cover high performance computing have their own audience. So for me, I'm focused on that. Graham's also focused on that, and, uh, really what continues to make us different today is the fact we were designed to learn from the beginning to understand how virtual machines end to end work with infrastructure. And that's really the foundation of what makes us different today. The same thing, right? >> So from the very beginning we were we were built to understand the work clothes that we service in the data center. So and that was virtual machines. We service those on multiple hyper visors today in terms of being able to understand those workloads intrinsically gives us a tremendous capability. Thio place. I owe again understanding that the infrastructure network storage, hyper visor, uh, weaken view that end end in terms of a latent a graph and give customers and insight into the infrastructure how it's performing. I would say that we're actually extending that further ways in terms of additional workload that we're gonna be able to take on later this year. >> So I know a lot >> of storage admits, although I I only play one on >> TV, but, uh, no, consistently >> throughout the years, right? 10 tree user experiences that is the forefront there. And in fact, they they often some people have said, You know what? I really want to get something done. I grab my tent Reeboks and so it can't talk. Maybe some examples of one example of why the user experience how the user experiences differ or why, why it's different. >> I'll start off by saying that I had a chance being new to the company just two weeks to meet a lot of 10 tree users. And prior to taking the job, I talkto us some folks behind the scenes, and they all told me the same thing. But what I was so interested to hear is that if they didn't have 10 tree, they'd otherwise not have the time to do the automation work, the research work, the strategy work or even the firefighting that's vital to their everyday operations. Right? So it's like, of course, I don't need to manage it. If I did, I wouldn't be able to do all these other things. And I think that's it. Rings true right that it's hard to quantify that time savings because people say, 0 1/2 of it. See, that's really not much of the greater scheme of things. I don't know. 1/2 50. Working on strategic program is a huge opportunity. Let's see >> the value of 10 tree to our end users and we've heard from a lot of them this week actually spent a fantastic event hearing from many of our passionate consumers. From the very beginning. We wanted to build a product that ultimately customers care about, and we've seen that this week in droves. But I would say the going back to what they get out of it. It's the values and what they don't have to do, so they don't have to carve up ones. They don't have to carve up volumes. All they have to do is work with the units of infrastructure that air native to their environment, v ems. They deal with everything in their environment from our virtual machine perspective, virtual machines, one thing across the infrastructure. Again, they can add those virtual machines seamlessly. They can add those in seconds they don't have toe size and add anything in terms of how am I gonna divide up the storage coming in a provisional I Oh, how am I going to get the technical pieces right? Uh, they basically just get place v EMS, and we have a very simplistic way to give them Ah, visualization into that because we understand that virtual machine and what it takes to service. It comes right back to them in terms of time savings that are tremendous in terms of that. >> So let's deal with the elephant in the room. So, so 10 tree. We've talked about all the great stuff in the original founding vision. But then I ran into some troubles, right? And so what? How do you deal with that with customers in terms of just their perception of what what occurred you guys did the eye poets, et cetera, take us through how you're making sure customers are cool with you guys. >> I'm naturally, glass is half full kind of guy from previous, uh, times on the Cube. The interesting thing is, not a lot of people actually knew. Maybe we didn't create enough brand recognition in the past for people to even know that there was a transition. There were even some of our customers. And Graham, you can pile on this that because they don't manage the product every day because they don't have to. It's kind of so easy they even for gotten a lot about it on don't spend a lot of time. I'd say that the reason why we are able to continue. Invest today a year after the acquisition is because retaining existing customers was something that was very successful, and to a lot of them, you can add comments. It wasn't easy to switch to something. They could just switch to something else because there's no other product, does these automatic things and provides the predictive modeling that they're used to. So it's like what we switched to so they just kept going, and to them, they've given us a lot of great feedback. Being owned by the largest private storage company on planet Earth has the advantages of strong source of supply. Great Leverett reverse logistics partnerships with suppliers as a bigger company to be able to service them. Long >> trial wasn't broke, so you didn't need to fix it. And you were ableto maintain obviously a large portion of that customer base. And what was this service experience like? And how is that evolving? And what is Dede and bring to the table? >> So, uh, boy DD and brings so many resources in terms of bringing this from the point when they bought us last year. A year ago today, I think we transition with about 40 people in the company. We're up about 200 now, so Ah, serious investment. Obviously, that's ah have been a pretty heavy job in terms of building that thing back up. Uh, service and support we've put all of the resource is the stated goal coming across the acquisition was they have, ah, 10. Tree support tender by DNC would be better than where 10 tree support was. We fought them on >> rate scores, too. So it's hard to go from there. Right? And >> I would say what we've been doing on that today. I mean, in terms of the S L. A's, I think those were as good as they've ever been from that perspective. So we have a big team behind us that are working really hard to make sure that the customer experience is exactly what we want. A 10 tree experience to be >> So big messages at this This show, of course, multi cloud kubernetes solving climate change, fixing the homeless problem in San Francisco. I'm not hearing that from you guys. What's what's your key message to the VM world? >> Well, I personally believe that there's a lot of opportunity to invest in improving operations that are already pretty darn stable, operating these environments, talking to folks here on the floor. These new technologies you're talking about are certainly gonna change the way we deploy things. But there's gonna be a lot of time left Still operating virtualized server infrastructure and accelerating VD I deployments to just operationalized things better. We're hoping that folks choose some new technologies out there. I mean, there's a bill was a lot of hype in past years. About what technology to choose. We're all flash infrastructure, but well, I'd liketo for the say were intelligent infrastructure. We have 10 and 40 get boards were all flash, but that's not what you choose this. You choose this because you're able to take their operations and spend more your time on the apse because you're not messing around with that low level infrastructure. I think that there's a renaissance of, of, of investment and opportunity to innovate in that space into Graham's point about going further up the stack. We now have data database technology that we can show gives database administrators the direct ability to self service their own cloning, their own, staging their own operations, which otherwise would be a complex set of trouble tickets internally to provision the environment. Everyone loves to self service. That's really big. I think our customers love. It's a self service aspect. I see the self service and >> the ability to d'oh again, not have to worry about all the things that they don't have to do in terms of again not having to get into those details. A cz Morrow mentioned in terms of the database side, that's, ah, workload, the workload intelligence that we've already had for virtual machines. We can now service that database object natively. We're going to do sequel server later this year, uh, being ableto again, being able to see where whether or not they've got a host or a network or a storage problem being able to see where those the that unit they're serving, having that inside is tremendously powerful. Also being able the snapshot to be able to clone to be able thio manage and protect that database in a native way. Not having to worry about, you know, going into a console, worrying about the underlying every structure, the ones, the volumes, all the pieces that might people people would have to get involved with maybe moving from, like, production to test and those kinds of things. So it's the simplicity, eyes all the things that you really don't have to do across the getting down in terms of one's the volumes, the sizing exercises one of our customers put it. Best thing. You know, I hear a lot of things back from different customer. If he says the country, the sentry box is the best employee has >> I see that way? Reinvest, Reinvest. I haven't heard a customer yet that talks about reducing staff. Their I t staff is really, really critical. They want to invest up Kai throw buzzword out there, Dev. Ops. You didn't mention that it's all about Dev ops, right? And one thing that's interesting here is were or ah, technology that supports virtual environments and how many software developers use virtual environments to write, test and and basically developed programmes lots and being able to give those developers the ability to create new machines and be very agile in the way they do. Their test of is awesome and in terms of just taking big amounts of data from a nap, if I can circling APP, which is these virtual machines be ableto look at that on the infrastructure and more of her copy data so that I can do stuff with that data. All in the flying virtualization we think of Dev Ops is being very much a cloud thing. I'd say that virtual ization specifically server virtualization is the perfect foundation for Dav ops like functionality. And what we've been able to do is provide that user experience directly to those folks up the stacks of the infrastructure. Guy doesn't have to touch it. I wanted to pull >> a couple of threads together, and I think because we talked about the original vision kind of E m r centric, VM centric multiple hyper visors now multi cloud here in the world. So what >> are you seeing >> in the customers? Is that is it? Is it a multi cloud portfolio? What? What are you seeing your customers going to in the future with both on premise hybrid cloud public. So where does where does 10 tree fit into the storage portfolio? >> And they kind of >> fit all over the map. I think in terms of the most of the customers that we have ultimately have infrastructure on site and in their own control. We do have some that ultimately put those out in places that are quote unquote clouds, if you will, but they're not in the service. Vendor clouds actually have a couple folks, actually, that our cloud providers. So they're building their own clouds to service customers using market. What >> differentiates service is for serving better d our offerings because they can offer something that's very end end for that customer. And so there's more. They monetize it. Yeah, and I think those type of customers, like the more regional provider or more of a specialty service provider rather than the roll your own stuff, I'd say that Generally speaking, folks want tohave a level of abstraction as they go into new architecture's so multi cloud from a past life I wrote a lot about. This is this idea that I don't have to worry about which cloud I'm on to do what I'm doing. I want to be able to do it and then regards of which clouded on it just works. And so I think that our philosophy is how we can continue to move up the stack and provide not US access to our analytics because all that analytic stuff we do in machine learning is available via a P I We have ah v r o plug in and all that sort of stuff to be able allow that to happen. But when we're talking now about APS and how those APS work across multiple, you know, pieces of infrastructure, multiple V EMS, we can now develop build a composite view of what those analytics mean in a way that really now gives them new inside test. So how can I move it over here? Can I move over here? What's gonna happen if I move it over here over there? And I think that's the part that should at least delineate from your average garden variety infrastructure and what we like to call intelligent infrastructure stopping that can, Actually that's doing stuff to be able to give you that data because there's always a way you could do with the long way. Just nobody has time to do with the long way, huh? No. And I would actually say that you >> know what you just touched on, uh, going back to a fundamental 10 tree. Different churches, getting that level of abstraction, right is absolutely the key to what we do. We understand that workload. That virtual machine is the level of abstraction. It's the unit infrastructure within a virtual environment in terms of somebody who's running databases. Databases are the unit of infrastructure that they want to manage. So we line exactly to the fundamental building blocks that they're doing in those containers, certainly moving forward. It's certainly another piece we're looking. We've actually, uh I think for about three years now, we've been looking pretty hard of containers. We've been waiting to see where customers were at. Obviously Of'em were put. Put some things on the map this week in terms of that they were pretty excited about in terms of looking in terms of how we would support. >> Well, it certainly makes it more interesting if you're gonna lean into it with someone like Vienna where behind it. I mean, I still think there are some questions, but I actually like the strategy of because if I understand it correctly of Visa, the sphere admin is going to see the spear. But ah ah, developers going to see kubernetes. So >> yeah, that's kind of cool. And we just want to give people an experience, allows them to self service under the control of the I T department so that they can spend less time on infrastructure. Just the end of the I haven't met a developer that even likes infrastructure. They love to not have to deal with it at all. They only do it out. It assessed even database folks They love infrastructural because they had to think about it. They wanted to avoid the pitfalls of bad infrastructure infrastructures Code is yeah, way we believe in that >> question. Go to market. Uh, you preserve the 10 tree name so that says a lot. What's to go to market like? How are you guys structuring the >> organizational in terms of, ah, parent company perspective or a wholly owned subsidiary of DDN? So 10 tree by DDN our go to market model is channel centric in the sense that still a vast majority of people who procure I t infrastructure prefer to use an integrator or reseller some sort of thing. As far as that goes, what you'll see from us, probably more than you did historically, is more work with some of the folks in the ecosystem. Let's say in the data protection space, we see a rubric as an example, and I think you can talk to some of that scene where historically 10 Tree hadn't really done. It's much collaboration there, but I think now, given the overall stability of the segment and people knowing exactly where value could be added, we have a really cool joint story and you're talking about because your team does that. >> Yeah, so I would certainly say, you know, in terms of go to market Side, we've been very much channel lead. Actually, it's been very interesting to go through this with the channel folks. It's a There's also a couple other pieces I mentioned you mentioned some of the cloud provider. Some of those certainly crossed lines between whether they're MSP is whether they are resellers, especially as we go to our friends across the pond. Maybe that's the VM it'll Barcelona discussion, but some of those were all three, right? So there are customer their service providers there. Ah ah, channel partner if you want terms of a resellers. So, um, it's been pretty interesting from that perspective. I think the thing is a lot of opportunity interview that Certainly, uh, I would say where we're at in terms of, we're trying to very much. Uh, we understand customers have ecosystems. I mean, Marco Mitchem, the backup spaces, right? Uh, customers. We're doing new and different things in there, and they want us to fit into those pieces. Ah, and I'd certainly say in the world that we're in, we're not tryingto go solve and boil the ocean in terms of all the problems ourselves we're trying to figure out are the things that we can bring to the table that make it easier for them to integrate with us And maybe in some new and novel, right, >> So question So what's the number one customer problem that when you guys hear you say, that's our wheelhouse, we're gonna crush the competition. >> I'll let you go first, >> So I'd say, you know, if they have a virtualized environment, I mean, we belong there. Vermin. Actually, somebody said this bed is the best Earlier again. Today in the booze is like, you know, the person who doesn't have entries, a person who doesn't know about 10 tree. If they have a virtual environment, you know, the, uh I would say that this week's been pretty interesting. Lots of customer meetings. So it's been pretty, pretty awesome, getting a lot of things back. But I would say the things that they're asking us to solve our not impossible things. They're looking for evolution's. They're looking for things in terms of better insights in their environment, maybe deeper insights. One of the things we're looking to do with the tremendous amount of data we've got coming back, Um, got almost a million machines coming back to us in terms of auto support data every single night. About 2.3 trillion data points for the last three years, eh? So we're looking to make that data that we've gotten into meaningful consumable information for them. That's actionable. So again, again, what can we see in a virtual environment, not just 10 tree things in terms of storage of those kinds of things, but maybe what patches they have installed that might be affecting a network driver, which might affect the certain configuration and being able to expose and and give them some actionable ways to go take care of those problems. >> All right, we gotta go marry. I'll give you. The last word >> stated simply if you are using virtual, is a Shinto abstract infrastructure. As a wayto accelerate your operations, I run the M where, if you have ah 100 virtual machine, 150 virtual machines, you could really benefit from maybe choosing a different way to do that. Do infrastructure. I can't say the competition doesn't work. Of course, the products work. We just want hope wanted hope that folks could see that doing it differently may produce a different outcome. And different outcomes could be good. >> All right, Mario Graham, Thanks very much for coming to the cubes. Great. Thank you so much. All right. Thank you for watching John Troy a day Volante. We'll be back with our next guest right after this short break. You're watching the cube?

>> Voice Over: Live from Washington, D.C. It's the Cube! Covering AWS Public Sector Summit. Brought to you by Amazon Web Services. >> Hello everyone welcome back to the Cube's live coverage of AWS Public Sector Summit here in Washington DC. I'm your host Rebecca Knight, along with my co-host John Furrier. We're joined by Kim Majerus. She is the leader, state and local government at AWS. Thanks so much for coming on the show. >> Thank you for having me, I'm excited my first time so. >> John: Welcome to the Cube. >> Welcome! >> I'm excited! >> Rebecca: Your first rodeo. I'm sure you'll be a natural. >> Thank you. >> Let's start by telling our viewers a little bit about what you do, and how heading up the state and local is different from the folks who work more with the federal government. >> Sure. So I've been with Amazon a little over a couple of years and having responsibility for state and local government has really opened up my eyes to the transformation that that space is moving to. So when I think about our opportunity, it's not just state and local government, but it's actually the gov tax that are supporting that transformation in traditional environments. Everyone asks that questions, what's the difference between a federal versus a state and local? And I attribute it to this way, programs are very important in a federal space but what I'm focused on is every single city, county, state has aspirations to do things the way they want to do things, of how they need to address their specialized market. What people need in New York City might feel and look a little bit different in a small town in my home state. So when you look at the differences it's exciting to have the opportunity to impact there. >> And one of the things that you inherited in the job is state and local governments also, and we've heard this on the Cube from many guests that have been on, they didn't have the big IT budgets. >> No. >> And so, things to move the needle on R&D and experiment, you know Andy Jassy talks about experimentation and learning through failure, a lot of them don't have the luxury. And this changing landscapes, different diversity environments. >> Yeah absolutely. It's doing more with less, and each state struggles with that. And when you take a look at the budget and where state budget goes, it's predominantly in the health provider instances. So they have the responsibility to serve their constituents and their health, so what's left? You're competing with budgets for teachers, firefighters, first responders of all sorts, so they have to be very frugal with what they do and they have to learn from one another. I think that is one of the nicest things that we see across the states and the cities. >> Tell me about the community aspect of it because one of the things we're seeing on the trend side is the wave that's coming, besides all the normal investments they've got to make, is internet of things and digitization. Whether it's cameras on utility poles, to how to deal with policies just like self-driving cars and Uber. All these things are going on, right? >> Yep. >> Massive change going on, and it's first generation problems. >> Absolutely. >> Net New right? So where's the money going to come from? Where's the solutions going to come from? >> Save to invest right? So they're taking a look at Net New technologies that allows them to actually re-invest those savings into what the community's asking for. People don't want to stand in lines to get their driver's license or a permit. We just had a customer meeting, they were talking about how the challenge between the connected community. If you're in a city, in a county, who do you go and talk to? I need a building permit, do I go to the city, do I go to the county? But I don't want to go. I want to be able to do it in a different way. That's the generational change and we're seeing that, even local to the D.C. area, when you take a look at Arlington county, they have the highest population of millennials. How they want to interact with government is so different than what they've seen in times past. >> So talk to me about what, so what what are the kinds of innovations that Arlington needs to be thinking about according to you, in terms of how to meet these citizens where they are and what they're accustomed to? >> Expectations, I mean take a look at, we walk outside the street you see birds sitting around there and you've got to be able to give them transportation that is accustomed to what they do every single day. They want to buy, they want to communicate and more importantly they want to their services when they look for it. They don't want to have to go to the buildings, they want to have to, they want to be able to actually access the information, find exactly where they need to go to grab that specific service. I mean long is the day that you would stand there are say, well I don't know which office to go to, send me. People want to look and everything's got to be available and accessible. >> I mean this is classic definition of what Andy Jassy and Theresa talk about. Removing all that undifferentiated heavy-lifting. >> Yep, barriers. >> All this red tape, and the lack of budget. All these things kind of create this environment. What are you guys doing to address that? How do you get people over the hump to saying, okay, it's okay to start this journey, here's some successes, is it get a couple wins under your belt first? What's the process? Take us through it and use (mumbles). >> I think this has been probably one of the most refreshing parts for me to be a part of AWS. It's really starting with, what problem are you trying to solve for? What is the biggest issue that you have? And we work backwards from their needs. And it's a very different approach than how others have worked with our customers, our state and local customers, because we're used to selling them this thing for this opportunity, whereas we take three steps backwards and say let's start from the beginning. What issues are you having? What're your constituents having? Was with a group of CIOs on Monday and we went through this whole process of, who are your customers? And they would've thought, well it's an agency here and it's an agency there, and what they soon realized is, those are my stakeholders, those are not my customers. So if we really look at it more of a product versus a project with the state and local executives, it's really changing their perspective on how they could actually have a full cycle of opportunity, not a project-based solution. So when you think about how a constituent wants to work through the government, or access it's services, it will look and feel differently if you're thinking about the full life-cycle of it, not the activity. >> You know one thing I want to ask you that came up in a couple conversations earlier, and then what the key note was. The old days was if you worked for the government, it was slow, why keep the effort if you can't achieve the objective? I'm going to give up, people get indifferent, they abandon their initiatives. Now Andy and you guys are talking about the idea that you can get to the value proposition earlier. >> Yes. >> So, even though you can work backwards, which I appreciate, love the working backwards concept, but even more reality for the customer in public and local and state is like, they now see visibility into light at the end of the tunnel. So there's changing the game on what's gettable, what's attainable, which is aspirational. >> It might feel aspirational for those who have not embraced the art of what's possible, and I think one of the things that we've seen recently in another state. They had a workforce that liked to do what they did, as Andy said, "Touch the tin." And when you think about that whole concept, you never touch the tin. So now let's take a look at your workforce, how do we make being in government the way to, as Andy close it, to make the biggest impact for your local community. So some states are saying, what we've done is we still need the resources we have, but the resources that are moving up the stack and providing more of an engagement of difference, those are the ones that are taking those two pizza team type of opportunities and saying what are we going to do to change the way they interact? >> With real impact. >> With real impact. >> Andy also talked about real problems that could be solved, and he didn't really kind of say federal or any kind of category, he just kind of laid it out there generally. And this is what people care about, that work for state, local and federal. They actually want to solve problems so there are a lot of problems out there. What are you seeing at the state and local level that are on the top problem statements that you're seeing where Cloud is going to help them? >> A great example would be, when you think about all the siloed organizations within our community care. You're unable to track any one record, and a record could be an individual or an organization. So what they're doing is they're moving all those disparate data silos into an opportunity say let's dedupe-- how many constituents do we have? What type of services do they need? How do we become proactive? So when you take a look at someone who's moved into the community and their health record comes in, what're the services that they need? Because right now they have to go find those services and if they county were to do things more proactively, say hey, these are the services that you need, here is where you can actually go and get them. And it's those individual personalized engagements that, once you pull all that data together through all the different organizations, from the beginning of a 911 call for whatever reason, through their health record to say, this is the care that they, these are the cares that they have, and these are the services that they need, and oh by the way they might be allergic to something or they might have missed a doctor's appointment, let's go ensure that they are getting the healthcare. There's one state that's actually even thinking about their senior care. Why don't we go put an Alexa in their house to remind them that these are the medications that you need? You have a doctor's appointment at 2 o'clock, do you want me to order a ride for you to get to your doctor's appointment on time? That is proactive. >> And also the isolation for a lot of old people living by themselves, having another voice who can answer their question is actually incredibly meaningful. >> It is, and whether it's individual care to even some are up and rising drivers. A great application in Utah is they've actually used Alexa and wrote skills around Alexa so that they could pre-test at home before they go take their test are the driver's license facility. So when you think about these young kids coming into the government, how interactive and how exciting for them to say, hey, I'm going to take the time, I have my Alexa, she's going to ask me all the questions that I need to literally the other end of the spectrum to say, hey, I can order you an Uber, I could provide you with a reminder of your doctor's appointments or any health checks requirements that you might need along the way. >> So you're talking about the young people today engaging with government in this way, but what about actually entering the government as a career? Because right now we know that there's just such a poisonous atmosphere in Washington, extreme partisanship and it doesn't seem like a very, the government doesn't seem appealing to a lot of people. And when they are thinking about, even the people who are in Cloud, not necessarily in the public policy, what're you hearing, what're you thinking? What's AWS's position on this? >> This is where I love my brother and in the education space. So in two different areas we have California, Cal State Poly, and then we also have Arizona State University who have put in kicks. They're innovation centers are the university that they're enlisting these college students or maybe project based that are coming in and helping solve for some of the state and local government challenges. I think the important part is, if you could grab those individuals in early through that journey in maybe through their later years of education say, hey, you could write apps, you could help them innovate differently because it's through their lens. That gets them excited and I think it's important for everyone to understand the opportunity and whether it's two years, four years or a lifetime career, you've got to see it from the other side and I think, what we hear from the CIOs today across the states is they want to pull that talent in and they want to show them the opportunity, but more importantly they want to see the impact and hear from them what they need differently. So it's fun. >> There's a whole community vibe going on. >> Yeah. >> And we were riffing on day one on our intro about a new generation of skill, not just private and public sector, both. We have a collective intelligence and this is where open-data, openness, comes in, and that's resource. And I think a lot of people are looking at it differently and I think this is what gets my attention here at this event this year, besides the growth and size, is that Cloud is attracting smart people, it's attracting people who look at solutions that are possibly attainable, and for the first time you're seeing kind of progress. >> It's a blank sheet of paper. >> There's been progress before I don't mean to say there's no progress, there's new kinds of progress. >> I think the best part, and I say this to people who are working with Amazon, when you think about a blank sheet of paper, that's where we're at. And I think that's the legacy that we need to get through, it's like this is the way we've done it, this is the way we've always done it. In state and local government we're dealing with procurement challenges, they know how to do CATPACs, they don't know how to OPECs, so how can you help us change the way they look at assets, and more importantly, break through those barriers so that we could start with a blank sheet of paper and build from the ground-up what's needed, versus just keep on building on what was out there. >> So that mean education's paramount for you. So what're you guys doing with education? Share some notable things that are important that are going on that are on education initiatives that you can help people. >> It's starting at the 101. Again I think it's the partnership with the education, what we have in the community college, and even starting in high school, is get people interested in Cloud. But for state and local customers today, it is about workforce redevelopment and giving them the basic tools so that they could rebuild. And there are going to be people that are going to opt-in, and there's going to be people that say, I'm fine where I'm at thank you very much, and there's a place and, more importantly, there's plenty of opportunity for them there. So we're providing them with AWS Educate, we're providing them with our support locally through my team, but the important part is you get in, show them, put their hands on the keyboards and let them go 'cause once they start they're like, I didn't realize I could do that, I didn't understand the value and the opportunity and the cost savings that I could move through with these applications. >> And there's so many jobs out there, I mean Amazon is just one company that's in Cloud. There's Machine Learning, there's AI, there's all kinds of analytics. All kinds of new job opportunities that there's openings for, it's not like. No one's skilled enough! We need more people. >> I'll give you another. There was a great case study in there, they actually did a session here this week, LA County. They get 800-900 calls a day just within an IT, one of the IT organizations and Benny would say, my customer is those who are working in the county. So they've been able to move to CANACT, and now they have a sentiment scale, they are able to not only intake, transcribe, comprehend, but they're able to see the trends that they're saying. What that's been able to save by ways of time and assets and resources it's really allowing them to focus on what's the next generation service that they could deliver differently, and more importantly, cost-effectively. >> Where in the US, 'cause Andy talked about the middle class shrinking with the whole reference to the mills going out of the business, inferring that digital's coming. Where do you see the trends in the US, outside of the major metros like Silicon Valley, New York, et cetera, Austin, where there's growth in digital mind IQ? Are you seeing, obviously we joke with the Minnesota guys, it's O'Shannon on and we had Troy on earlier, both from Minnesota. But is there areas that you're seeing that's kind of flowering up in terms of, ripe for investment for in-migration, or people staying within their states. Because out-migration has been a big problem with these states in the middle of the country. They want to keep people in the state, have in-migration. What're you areas of success been for digital? >> You know what, look at Kansas City. Great use case, smart connected city, IOT. If you take a look at what their aspirations were, it was to rejuvenate that downtown area. It's all started with a street car and the question was, when people got off that street car did they go right or did they go left? And they weren't going left and the question was why? Well when they looked and they surveyed, well there's nothing there, the coffee shops there. So what they did proactively, because this is about providing affordable opportunity for businesses, but more importantly, students and younger that are moving out of home, they put a coffee shop there. Then they put a convenience store, then they put a sandwich shop down there and they started to build this environment that allowed more people to move in and be in that community. It's not about running to the big city, it's about staying maybe where you're at but in a new way. So Kansas City I think has done a fantastic job. >> And then having jobs to work remotely 'cause you're seeing now remote, virtual-first companies are being born and this is kind of a new generational thing where it's not Cloud first. >> Work is where you're at, it's not where you go. >> And yet we do need >> That's an opportunity. >> Clusters of smart people and these sort of centers of innovation beyond just the coasts. >> I'm out of Chicago. I obviously have headquarters in D.C. for public sector and corporate out of Seattle. I think there is a time and place that is required to be there when we're working on those projects or we require that deep time. But I want to be available to my team, and more importantly to my customers, and when I see my customers, my customers are not all in city buildings or county buildings or state buildings. They're all over. So it's actually refreshing to see the state government and local governments actually promote some of that. It's like well hey I'm not going to the office today, let's go meet in this location so that we could figure out how to get through these challenges. It has to be that way because people want to be a part of their community in a different way, and it doesn't necessarily mean being in an office. >> Exactly. >> Okay Kim, well to check in with you and to find out your progress on the state and local, certainly it's real opportunity for jobs and revitalization crossed with digital. >> Yep, as Andy would put it, when we look at this space, it's a labor of love and it's the biggest impact that I could make in my career. >> And tech for good. >> And tech for good. >> Excellent, well thank you so much Kim. >> Thank you. Goodbye. >> Stay tuned for my of the Cube's live coverage of AWS Public Sector Summit. (outro music)

>> Narrator: Live from Las Vegas, it's theCUBE, covering Magento Imagine 2019. (fizzing) (upbeat music) Brought to you by Adobe. >> Hi, welcome back to theCUBE. Lisa Martin with Jeff Frick at Imagine 2019, the Wynn, Las Vegas, with about 3500 customers, lots of partners, lots of developers, a lot of energy here. And speaking of energy, we have Jason Woosley, VP of commerce at Adobe. Jason, you came onto the stage this morning from the clouds suspended. Talk about energy. >> It was a lot of energy, and there was a message behind it, right? (clears throat) I mean we really are talking about our Cloud penetration and how that is the future. So, you know, I got to do something really cool and check something off the bucket list where I actually did descend from the sky onto the stage. It was the best Imagine entrance I've ever done (Lisa laughing) and really does talk about, you know, how important our Cloud Strategy is. Thanks for having me on, by the way. >> Absolutely. >> Our pleasure. >> So, a lot of energy here, again, community, community, community. We go to so many shows, so many people are desperate to engage developers. And you guys have that in your core. It's been there from day one. Continues to be such an important part of who you are as well as the road forward. >> It's the reason for why we are where we are today. I mean bar none, right? Our community, this eco system. And it's not something you can buy. It's not something you can even intentionally build. You have to nurture, you have to create a platform that speaks to a large audience, and then you've just got to make sure that you're treating those developers and your partners really, really well, empowering them to really differentiate that experience at the last mile. And, you know, it's a flywheel effect. You end up with this incredible community that's anxious to contribute back into our code base and they have made, what you see at this conference is a result of that community. It's not anything that Magento could do. It's not anything that Adobe could do. It is just something that has to organically happen, and then you have to nurture the heck out of it. And that, that's really what we've done. >> And this is a community that you say has grown organically to several hundred thousand people who I feel like to say that they're influential to Magento, the technologies is actually an understatement with how much, how, again, I think influential's the wrong word. They're stronger than that. >> They're absolutely core to it, right? I mean they're an extension of our development methodology. You know, I like to think about, you know, I run engineering as part of my organization, and everybody in my group is customer-facing. Just like everybody in out community is customer-facing. And so we've tried to tear down the walls that separate our community members from our internal core engineers, because it creates this incredible diversity of perspective that you can't find anywhere else. I mean, no matter how much I invest in broadly diverse engineering teams across the globe, 300,000 engineers, they call themselves Magento developers, don't take a paycheck from Adobe but contribute back to our code base, influence our road map and really show us the way. It's an incredible phenomenon. >> In the last year since the announcement of the Adobe acquisition and the actual completion of that six, seven months ago, how has that community reacted, strengthened? What have been some of your surprising observations about the community's strength? >> It is surprising, and I'll tell you why. I think we came into the acquisition with a lot of apprehension, right. There was a concern that, you know, Adobe's too big. They're too corporate. They don't really love Open Source. All untrue, right? Adobe has incredible Open Source initiatives already inside, but you don't here a lot about it. And so, our community, I think, is it's a little bit concerned about, you know, does the level of investment go down? Does all of our ability to promote that product, does that, do we start to back off of that? And of course, we have not done that at all, and in fact, what we've seen is that our community loves the Adobe acquisition. They see opportunity just as clearly as we do. We have more than triple-digit growth in the number of community contributions coming in to us since the acquisition last year. It is a clear sign that the ecosystem is fully on board with where we're going. >> Right. Well clearly the Adobe Suite provides so much gunpowder to power the commerce that's been at the core of Magento from the beginning. I mean it almost begs the question, why didn't this happen a long, long time ago? >> I think there's something to be said about that, and, but you know what, it took Adobe a while. They picked the right platform. We're very confident of that, and, you know, their investment in community is actually paying off on the Adobe side, right. When you think about digital experience products, they (Adobe) are now more active than ever in open source projects. We've got, you know, folks from Adobe Experience Manager that are writing code and contributing to Magento, which is, it's absolutely terrific. And they're now talking about how do we get the ability to kind of create that contribution mechanism and at least create a platform concept where, you know, everybody plays. It's an equal playing field. You can serve us small, you can serve us large. And it just brings everybody together to solve these common, complex problems that are joint merchant's face. >> I don't know how many times you've been on stage in the last few days but, a couple. But one of the things you really, you know, (pounding) you didn't pound on the table but you basically pounded on the table, is that we are still, totally, 100% behind SMB. >> Jason: Absolutely. >> It's our core. We're not giving that up. >> We built this market together, right. This was what made Magento what it is. It's where we play the best. We know it better than anybody else in the industry, and we're not retreating. We're doubling down. We've got ground to take in the mid-market, and I can't wait to do it. >> Right, but what's wild is you're enabling the mid-market, to compete with the tools of the big guys. So, announcements are on the integration with Amazon, announcements are on integration with Google. So it's kind of an interesting place for small retailers, small merchants. They've got to compete in this world, so you're really giving 'em an aid, an opportunity to both play in what might be a big competitor as well as leverage that ecosystem and assets as well as doing it within their own brick and mortar or their own site . >> And that's a terrific point. I think one of the reasons we do that is we've seen consumer expectations rising through the roof, right. I mean, everything from, you know, fast shipping is now one-day. And it wasn't very long ago that fast shipping, if you could get it within a week, that was pretty darn quick. >> Jeff: Right. >> But now fast shipping is one day, and that's across the board. Consumers are expecting frictionless payment. They're expecting, you know, buy online, pick up in-store, omni-channel capabilities. Really all of these capabilities. And a consumer, a shopper, really doesn't care whether you're big or small. What they care about is the experience that the consume when they interact with your brand. And so, bringing the tools of the enterprise to the mid-market allows them to compete on a more level playing field, and that's really where you generate all those great innovation. And that's where you see, you know, these smaller merchants that are really able to, you know, drive into something that, you know, may not have been a core target for some of the larger enterprises, but they find an niche and are able to deliver, but they have the same personalization needs. They have the same logistics needs. All of that has not changed just because they're a smaller organization. And so it's really on us to be able to provide them the tooling and the access to the capabilities that let them compete with the larger merchants. >> No, 'cause you're right. As consumers, which we are every day, we don't care if they're a big or small company, or what technologies that, well, no we do care, to a degree, that we can start something from a mobile phone, have a great seamless experience >> Jason: Yep. >> that's not gonna cause me to churn, because I'm not going to be able to find what I want. I want it to be personalized. I want them to know enough about me in a non-creepy way, as you say. >> That's right. If it's good, it's magic. (Lisa laughing) If it's bad, it's creepy! >> Right, regardless of-- >> That's fair. >> That's for recommendation engines. >> Yeah, no, that's fair. >> And expect that they have what I want. But also what you're doing now is giving these SMBs, these smaller organizations, the ability to harness this sort of symbiotic data power between Adobe and Magento for advertising, analytics, marketing, commerce, to be able to have that wealth of knowledge to make that experience exactly what that consumer expects. >> Exactly right. I mean it's about bringing behavioral data and the transactional data together to really get a 360 degree view of individual customers. And guess what? There's too much raw data there for Excel to ever be able to tell you anything. You've got to rely on things like artificial intelligence and machine learning so that things like Adobe Sensei to really derive insight out of that mass set of data. But that's the way you create those personalized experiences. You have to employ those techniques to get there. >> Right, I just wanted to unpack the Sensei down-spin a little bit, 'cause I think that's really interesting. You know, AI's been a great buzzword. We see it in a lot of places. You know, our Google email now automatically figures out what we want to reply to our email. But it's the integration of AI in applications is where we're really starting to see it come to market early, and this is a great example of, you know, using the Adobe AI inside of Sensei, on specific parts of the application to deliver a better application, a better consumer experience. >> And we've got a great roadmap for rolling out Artificial Intelligence capabilities to Magento commerce. It's one of the largest value adds that we'll do over the next 12 months, is really bringing those capabilities around recommendations, around experience personalization and experience targeting. Around A/B testing. And then you think a little bit into the future, and suddenly you're looking at an AI that can give you pricing recommendations and campaign recommendations, and, you know, that is a, that's a world we cannot wait to really explore fully in the commerce world, because I think that those are the tools, you know Amazon applies a lot of dynamic pricing techniques right now. It's a really expensive process. I don't know a lot of small merchants that have access to the tools to do that. We're bringing those tools to small merchants, and that's gonna change the game fundamentally, I believe. >> And a way that they can do it, almost themselves, rather than having to have a team of resources, which a small business doesn't have. >> And that is the name of the game for small business. You can't require them to have a data science team. You can't require them to have an IT staff or a Web development team. You gotta give them everything they need so that they can focus on retail, what they know best, merchandising to their customers and, you know, managing their inventory, driving up the correct margins and then making sure that they're able to grow the lifetime value of their customers, right? That's the Holy Grail for retail is when you can actually optimize against lifetime value. Because it's the number one thing that all merchants are chasing. >> Yeah, 'cause you had the guy on the keynote yesterday. I'm not in the demographic. I'm trying to remember the name of the-- >> Oh, Troy, Troy Brown from Zumiez! >> From Zumiez, yeah. >> Yeah. >> I thought it was just really interesting, you know, kind of re-thinking retail, right? Retail is not dead, but it's different, and you have to be different. And really to see how they have kind of taken their concept I thought it was pretty interesting, especially around the fact that he has no more fulfillment centers, he said. But basically, they're fulfilling from the store. They want to engage you in the store. It's a convenient thing. Especially now we see Amazon packages are all gettin' stolen off of doorsteps. But, you know, enabling them to be creative around their customer engagement, not necessarily worry about how to run a bunch of A/B tests. They let you do that complicated stuff. >> Let us take on all of the complexity, and then they can actually benefit from the insights derived from that. And what Zumiez have done, it's a phenomenal story, right. I mean, you're going away from this centralized warehouse concept, to really turning all of their stores into distribution centers, right? 704 or so, brick and mortar-strong where, you know, they now have merchandise close to their consumers. They have, you know, the ability to do showcasing, buy online, pick-up in store, all of the omni-channel techniques that are grabbing so much traction right now. And Zumiez has really capitalized. >> Jeff: Right. >> They've done a terrific job, and it's great seeing it come from these really innovative retailers, right? I mean, that show last night with Zumiez was absolutely, you know, fantastic. Their culture is super unique, highly energetic, but they're driving technology forward in a way that you might not expect from a skateboard apparel shop. >> Right, well, they're making Champion cool again. It came out of the Champion, and it was in the demo. I'm like, I didn't know Champion was a cool brand. >> Apparently, it is cool now. >> Jeff: It's cool now. >> You and I are both out of that demographic, (Jeff laughing) but it is a very good story. >> One of the things that we're hearing and seeing is that we talked about personalization and that this expectation, that as consumers, we bring to everything we buy, whatever it happens to be, but also, this sort of, looking at Amazon as an example, of going to brick and mortar from purely online, the acquisition of Whole Foods, people still wanting to have that human interaction. We talk about it all the time when we talk about AI, is that pretty much the common thread is yes, AI, and maybe yes, online to a degree, and then there's still that need and that demand for that personal face-to-face or maybe voice-to-voice interaction. >> Yeah, well, you know, its really for me, it's about taking that brand, you know, experience and making sure that it's resonating across all of your digital properties as well as all of the physical properties, right. It is about really leveraging. My brand experience is consistent across every place that I come encounter my customers, and I'm ready to transact anytime my customers are ready to transact. And when, you know, talking about Amazon. we've announced some really cool stuff this Ad Imagine on Amazon, a partnership. where Amazon sellers can now have a branded storefront on Magento. This is allowing folks that have done a terrific job selling in the market place, where you don't have a lot of opportunity for experience differentiation on the amazon.com site. >> Lisa: Right. >> And it's a terrific marketplace. More than 50% of product searches are starting on Amazon now. So it's a reality that retailers need to find a way to come to grips with. >> Jeff: Right. >> And what I'm really excited about is that those merchants that are doing really well on Amazon now have a new channel where they can create these branded experiences and really start differentiating themselves from their competitors. It's going to be a terrific story. It's Branded Storefronts for Amazon Sellers is the name of the offering. And its going to change the game for folks that have been exclusively Amazon, maybe thinking its too hard to go get an online presence that actually represents my brand. Now its a piece of cake. They've got a clean path to get there, and the capabilities go both ways, right? We also announced Amazon sales channel for Magento commerce that allows you as a branded merchant, to go and participate on the Amazon Marketplace and have full control over your inventory, your orders and all of your catalog. >> It's so funny, you know, we talk about experience but so much of retail execution is actually inventory execution, right? >> [Jason} That's Right. >> It's inventory management. That's where all your money sits. You can get it real upside down really quickly if you're not managing your inventory. And if you don't have the right amount of inventory, especially as you say with same-day delivery now being an expected behavior. And so to add the sophisticated tools on the back and to manage that inventory across that broad, kind of distribution plane, if you will, with all these different points of engagement is so critical to these guys to have any type of chance of success. >> Yeah, it is. It's absolutely critical, and we've also got a Magento order management product that specializes in sort of global inventory control. We've made terrific investments there to bring new capabilities to make sure that those omni-channel aspirations are not something that a merchant has to go invest a whole lot of money and change in their systems. I think it is interesting to think about when you talk about how B2C is really bleeding into B2B, right. As supply chain management, you know, 70% of our B2C merchants, self-described, actually engaged in B2B workflows, and almost all of our B2B-only merchants are really looking at how do I go B2B to C? >> Jess: Right. >> So there's this really great platform play happening, and the fact that Magento commerce and Adobe commerce Cloud can serve us B2B and B2C and all the hybrids in-between really puts us in a differentiated position and helps merchants not have to go invest in multiple platform, multiple maintainability and then find some way to reconcile the inventory between the two. >> Right, and we had a quote earlier today. I can't remember who said it, but I thought it was great where, you know, no longer is the actual transaction the destination. Right, but now you're bringing the transaction to, you know, kind of the journey. It's a very different way to think about a traditional funnel. It isn't the traditional funnel that you work your way down to the end. Now you're inserting commerce opportunities, >> Jason: Yep. >> engagement opportunities all along kind of this content flow. >> We kind of teased ourselves, right, We kinda lied to ourselves and said that, you know, this is a linear journey. And we've all bought into it, right. You know all the steps, right. It's a discovery, awareness, I mean all the way to post-purchase. Its not linear. People move in and out of each of those sections, and so being able to transact where the customer is ready to transact is critically important >> Jeff: Right. >> and then understanding that the post-sale service is the key to lifetime value. That's the other major learning that we're trying to take away from this. And it's why it's important to be at every point your customer is. >> Yeah, it's interesting, 'cause especially with these things, because you don't sit down to work on your phone like we sat down to work at these things. >> Jason: That's right. >> And so your attention, >> Jason: works coming to you. >> it's coming to you, and its coming in little bits. Oh, and by the way, there's a whole bunch of notifications coming on that can pull you away. >> Jason: Yeah. >> So they're very different challenges in terms of actual engagement when this is the primary vehicle. >> And increasingly, it is the primary vehicle, right? >> Jess: Absolutely. >> More than 50% of traffic to retail, e-commerce site is generated from a mobile phone, and there are emerging markets where that is the only internet-connected device, and so it's the standard. You absolutely have to take mobile very seriously. There's a great set of technologies coming online to help us get there. It's called Progressive Web Application. It's going to change the game on how mobile is treated as a device, and in fact, it gets rid of the need for discrete native applications. So instead of having an IOS app, an Android app, a desktop storefront, a mobile storefront and maybe a tablet storefront, plus your online brick and mortar, now you can actually say, my digital properties are serviced by one set of technology. And that way, when I make a change to one, it shows up in everything. I don't have all these difference code bases to maintain. It's a total cost of ownership, and really, a time-to-market play >> Lisa: I was gonna say, >> across the board. >> faster time-to market for sure. >> Absolutely. Yeah. >> With far less resources. >> Well, and bringing it so that you really have to invest in allowing your merchandisers to merchandise on your digital properties, right? If there is an engineer sitting between your merchandiser and the customer, that time lag and even just trying to get it done, there's so much frustration there. So creating these self-service tools that really allow non-technical merchandisers to go in, make adjustments to how they're selling products across all those channels very, very easily and in one place, that's gonna return a ton of value to our merchants. So its another thing that we're super excited about. >> No, you deliver that consistent experience that the consumer is expecting, and then, we were talking to PayPal earlier, start to help companies close that revenue gap of getting them from mobile to, you know, wanting to transact and making that whole process seamless. >> There's a nine billion dollar opportunity in closing the mobile gap. When you think about abandoned cards and folks that begin the checkout process for whatever reason, likely they get frustrated and don't want to type in their credit card number or don't want to type in their address, and then they move to another device or another store that's doing checkout in a more frictionless way, the nine billion dollar opportunity if you close that. >> Wow, that's huge! >> So its incredibly important. >> It is incredibly important. Well Jason, we wish we had more time, but we thank you so much for stopping by theCUBE and talking with Jeff and Me. Such an exciting time. Sounds like developers are feeling embraced. The community is happy. Customers are reacting well. So we can't wait to hear whats next, next year. >> This is the best place to be in the world in commerce. Thank you guys so much for having me on. It's always a pleasure, and I've enjoyed it a lot. >> Oh, our pleasure as well, Jason. >> Alright, thank you, guys. Thanks, Jason. >> For Jeff Frick, I'm Lisa Martin at Imagine 2019 at the Wynn, Las Vegas. Thanks for watching. (upbeat techno music)