>>Live from Orlando, Florida It's the cue covering Microsoft Ignite Brought to you by Cohee City. >>Hello, everyone. And welcome to the Cubes live coverage of Microsoft Ignite. We're kicking off three days of live coverage here at the Orange County Civic Center Convention Center. Sorry, I'm your host. Rebecca Knight coasting along side of stew Minutemen. Do we have so much to cover? So many new products? So many new strategies. New Emphasis Head knew new buzzwords, tech intensity and democratization. Uh, you were here. You were in the hub. You heard Satya Nadella live on the main stage. I'd like to just get your initial impressions and initial thoughts of of his keynote, and we're gonna dig into all of >>them. Rebecca, it's great to be here second year doing it with you here. Your background, really on business. Productivity. Really enjoyed doing this one within you. Chew said Walter Wall. Three days of covered The place is just buzzing with activity. 26,000 in attendance for a show that's been called soft night for I think it's been about six years. It was tech head back in the day we talked about last year, you know, this was originally, you know, the windows and office. You know, administrators show and has really matured over time. Trust was a big topic of conversation. And you know what? With my general thing, they rearrange some of the logistics of it. I actually, you know, usually I'm sitting with the press and the analyst upfront. Actually, you know, when in the shoes of the attending here, which meant I stood in our for almost two hours waiting to be one of the 3000 out of 26,000 to go get a seat and communication was a little bit weird and we kind of move in. But I did get a nice seat. Such intel was up on front. I thought they covered a lot of ground and it ran well, logistically. For those of us that were watching from the main stage, I heard remotely, you know, as sometimes happens, you know, Internet or things that there could be some calendars. It is with all of these cloud shows that we go to you just get this barrage of so many different things, everything from you know, really interesting as your arc, which we're gonna spend a bunch of time talking about through all of the latest. Aye. Aye. And the power things that they're going on all the way down through dynamics and teams and devices and EJ and on DDE down to the browser and the search engine. So so many different things. You know, Microsoft, Of course. You know, one of the store words in technology, but clearly laying out Ah, lot of announcements, books worth of you work of all of the announcement that go out there. And you know, general, take that I get for most people is they definitely are impressed so far. And they're gonna spend all week digging in tow, learn more, >>So we're gonna We're gonna dig in right now. But But I also just want to say that setting the scene doll, this is October 25th. Microsoft was given the jet, announced it was announced it was given the jet I contract. This was a big surprise. And this is Microsoft, which is a distant number two to AWS. Did Sathya seem on a high from that still or what is your impression? >>Unless I missed it, I didn't catch anything about it. Absolutely. I've talked to some people around the show, Talk to somebody appears in the media and analyst community. That air talking about it absolutely was a big surprise. Anybody that's interested in this go check out John. For years written down on this, David Lantz has done a lot of analysis. We've been looking at this quite a bit. Amazon really had one this deal, and it went through courts and Oracle, you know, pushed against really hard to try to make for the Amazon, did it. General Mattis writes about it in his book that I think you came out recently, You know, from the president down to make sure that Amazon did not get this politics entry. The high level is it's $10 billion over 10 years, but when you look into it, number one is the minimum purchase. In the first years only like a 1,000,000. It's expected to be more like 202 150 million in the 1st 2 years, but it is a big deal. Microsoft really spent a lot of time the last couple of years going deeper into public sector, making sure they've got the governance and the compliance sergeant is Kino talked about the 54 azure regions and what they're doing. They're still work that Microsoft needs to do. They don't have the Level six security yet which Amazon does that They've been given less than a year to get that, to make sure that they can fulfill this. But a lot of pieces and there will be lots of other government contracts, but lots of intrigue there. I think it goes back to thing we mentioned trust. Can the government trust that Microsoft will allow them to do all they need to do? There's a lot of office 3 65 in the government. And, of course, Microsoft does. This other thing. There's a bunch of in the government is they use Oracle. We know that Oracle and Amazon are still butting heads. You don't expect to see Oracle on Amazon, you know, shaking hands on stage any time soon. At Oracle OpenWorld This year you saw Oracle allowing their solution to run on Azure in friendly licensing terms because you can run Oracle on AWS. But oracles gonna do everything you can to make sure that the licensing terms her onerous in that environment, they want you to do it on their infrastructure or on their environment and really opening up to Azure. Now, the government contrast that they can run it there. And for me, that trust resident. When I talk to the partner ecosystem, there definitely is some concern about Amazon's power in the marketplace and what they will do. Amazon, to their credit, has a big ecosystem there. Marketplace is phenomenal and they are open and give customers choice. But obviously, just like if you serve on amazon dot com, if it's a Amazon Basics or Amazon provider solution, they're probably going toe move that them in that way. Every company does this for, you know, Google makes sure that they optimize for their ads and everything like that. Microsoft in the past was known for optimizing their licensing revenue. Today they're more trusted. They're more open. I think Santa leaves that on the from the top. But you know so many things that they need to dig into. So Jet I not something I'd expect to spend a lot of time on this week, But thank you for bringing it up happily undertone. Because what the moral of the stories today cloud is AWS and Azure are the clear leaders. Yes, AWS still has a sizable lead. A measure is slowly eating into that lead. But as a as a user, as an enterprise, as any company out there, you can't be wrong by choosing either of those solutions. And one of Microsoft's embracing is that multi cloud environment going back to art will talk about how do I live in that multi cloud world? Eight of us still leads with their hybrid solution and use eight of us don't use other clouds. Azure is more embracing of a multi cloud world. >>So so let's talk about that now. But I just in terms of the trust at a time where there is such deep and tremendous skepticism, a big tech in government right now, the trust really is a crucial element. We're gonna We're gonna talk about that today with a lot of our guests two developments that you're most interested in. And I really want to dig into here as your ark. We're gonna start azure Arkin Power platform. But as your brand new today, uh, your thoughts, your impressions? >>Yes. So, as your ark, I can automate update with my policies across any environment, not just azure. So where I look at this and say, OK, do I manage azure with this? Absolutely. It's got kubernetes in it, so I should be able to move things around if need be. My my data center. In what? I'm putting their all of the azure stack and EJ hub all of these azure pieces in my data center. Can I manage that with us? Of course. The question is, what about if I'm using Google? Service is if I'm using A W S service is in the demo that they ran. They showed 80 was and said, Oh, we can manage that I said, That's great that they can. But will customers actually do that? There's a certain skill set. There's no way a program for it. And of course, AWS has its tooling that everybody uses their. So we've been trying to get that single pane of glass of, you know, for more than my entire career. And the techies I talked to is that pane of glass is nothing but P a. I n is the joke we always make. So it is great that they've done this by the way it's on Lee in Tech preview right now, so it's great that they have this. We've been saying for years that Microsoft, if you talk about hybrid, has the lead when you talk about thought, leadership and solutions. But really, that hybrid solution is azure and data center, and I've got my APs that live everywhere. So 03 65 or in my data center in there. What we're really hearing here is a comprehensive reimagining of hybrid, as we've been talking about it more recently is I really blur the lines between my data center, the public cloud and even the edge. So it's great to see Microsoft do this. I got a lot of friends that are at the V M World Europe Show in Barcelona this week. We've been talking about this in the V M where environment for last couple of years of the VM, where on AWS via where on Azure V M wear on Google, Oracle, IBM and more. So it's great that Microsoft has stepped up here. In some ways. It makes me really think how I thought about Microsoft because Microsoft has been, in my mind a leader and hybrid and realizing that they need to really, really make a significant change to the portfolio. To really deliver on the promise of hybrid and multi My definition of when we will have a true multi con solution is when the value that extract from the system is greater than the sum of the parts. And absolutely that's not where we are today. Microsoft has a lot of pieces. Absolutely. They have a right to be one of the leaders pulling those pieces together. And really, it is a place where you see Microsoft and IBM, where partnering, but also all going to be that leader in the management of my cloud native environment. And we're gonna spend a lot of time this week talking to the developers because that's another area that sought to spend a lot of time. Those two point 6,000,000 citizen developers, as he calls them. I'm sure you must have really loved Rebecca. 61% of job openings for developers are outside of the tech sector. >>Well, exactly, and that is that is such a huge point and that's what Sathya said. That's always been our sweet spot wear for the citizen developers and we want to democratize computing. We want to make sure that you can bring your best self to work and be your most productive self to work in. So many of the tools that they have introduced today are all about creativity, collaboration, time management, productivity, individual time productivity as well as team productivity. So there's a lot of exciting developments today. Let's talk about power platform. Speaking of the parts and pieces What what does it do? What most interests you and excites you about power platform >>boy. So you know, first, the last thing. The citizen developers. It's funny when most people do, you know, where do I start? And I started to excel. And of course, Microsoft is probably the company that most people I'm old enough now that I remember, you know, using the spreadsheets before Excel was the leader that it was there. But the power platform, The thing I've been looking at is way were here a year ago. There was no power platform. Did we talk a lot about a I Absolutely. We talk about data warehousing and business intelligence and all of these things. So I'm trying to understand how much of This is just the new umbrella. Platt, the new umbrella messaging around it and how much there's new products. I talked to a couple people that dig in straight here. I talked to a couple of Microsoft Mbps. Which way? There are lots of them here. I haven't mentioned it, Rebecca already. But the community at the show is excellent. It is welcoming. It is engaging. Diversity is front and center at this show and Microsoft Great kudos for that because it ties into that citizen developers. But when you talk about the power platform, it's about enabling the citizen developers. So a few announcements in their power automate is really there are p a solution. We've got power virtual agents, which is understanding natural language and conversations. Such actually did a cute little thing. He went toe like universal and fought the demi Gorgon from stranger things. Stranger things, fan. I thought it was really cute and everything. But, he explained, he's like, Okay, here's you know it's understanding my name and saying, Get back to me. It's understanding the movements that I'm doing and turning that into what what's happening so way. Understand that we're still relatively early into gaining the full benefits out of a I hear. But there's a lot of tooling, and from what the people I've talked to is the power platform absolutely is much more than just a rebranding. There are acquisitions that have come in. There are software launches and you know, Microsoft in the agile, continuously shipping code mode that everybody is in these days, you know, is going through a lot of veneration. So I believe that you know that the platform was announced back in the spring, and something that I've seen with Microsoft and many companies like Cisco, that air going heavily of software, a platform of software, actually could be a unifying factor forcing function between all of these groups. So rather than saying, Oh my gosh, Microsoft, you've got, you know, 1000 different software packages that I would by no, no, that's not the way you think about it. You know, they don't come on a CD or disk anymore. Instead, it's there's something that I plug into on it, cloud enabled. It's able to be, you know, purchase interruptible model. So we've got number of guests that that power platform absolutely is. You know, hearing good things in the ecosystem and absolutely, you know, you know, it is a strength of Microsoft when you talk about the leverage and use of data in a business environment, on is their legacy. >>And this is a company that is going from strength to strength right now, really firing on all four senators cylinders, azure office, 3 65 windows. We haven't talked about fortnight and the other gaming elements here, but in terms of, um, usage issues, I know there were There were a couple of hiccups last week. >>Yeah, so you know, outages or something. People are definitely worried about the cloud. There was reported last week that there was some availability and performance issues. They were throttling things back. They were saying you couldn't scale and we're like, Wait, you know, infinite compute, infinite storage on demand. That's what we need. And from some of the things I heard from the community, the gaming platforms actually were impacting this and actually gaming that run across both AWS and azure. So it definitely is a little bit of a red flag. You know, your azure, your your your microsoft, and you want to talk about that you are a leader in the face. You can trust them. We're gonna keep you going. Well, you know, cos have spent decades making sure that their data centers have the up time and reliability that we need. You know, when I talk to the big cloud providers, they have some of the same conversation we were having back in the infrastructure world, You know, 15 years ago about data availability and data loss, You know? D u D E l date on availability and data loss. It was a four letter word. You can't have it. You would have war rooms and make for the things you know. Don't go down so little bit of a red flag especially, you know, will there be any contesting of the government deal? You don't want something sitting there saying Oh, hey, wait. I have a critical you know d o d operation. That needs to happen. Wait, We can't speak out when we need it. You know that. That's a no No. >>Right. Exactly. Well, this is these air, all the topics we're going to get into and then some over the next three days, it's gonna be an action packed show. I'm looking forward to it. A lot of great guests to thanks >>so much. I can't wait. I >>hope you'll stay tuned for more of the cubes. Live coverage of Microsoft IC night coming up in just a little bit.

>> 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?

>> from our studios in the heart of Silicon Valley, Palo Alto, California It is a cute conversation. >> Welcome to this Cube conversation here in Palo Alto, California. At the Cube Studios. I'm John for a host of the Cube. We're here for a company profile coming called De Monte. Here. Tom Barton, CEO. As V M World approaches a lot of stuff is going to be talked about kubernetes applications. Micro Service's will be the top conversation, Certainly in the underlying infrastructure to power that Tom Barton is the CEO of De Monte, which is in that business. Tom, we've known each other for a few years. You've done a lot of great successful ventures. Thehe Monty's new one. Your got on your plate here right now? >> Yes, sir. And I'm happy to be here, so I've been with the Amante GIs for about a year or so. Um, I found out about the company through a head turner. Andi, I have to admit I had not heard of the company before. Um, but I was a huge believer in containers and kubernetes. So has already sold on that. And so I had a friend of mine. His name is Brian Walden. He had done some massive kubernetes cloud based deployments for us at Planet Labs, a company that I was out for a little over three years. So I had him do technical due diligence. Brian was also the number three guy, a core OS, um, and so deeply steeped in all of the core technologies around kubernetes, including things like that CD and other elements of the technology. So he looked at it, came back and gave me two thumbs up. Um, he liked it so much that I then hired him. So he is now our VP of product management. And the the cool thing about the Amanti is essentially were a purpose built solution for running container based workloads in kubernetes on premises and then hooking that in with the cloud. So we believe that's very much gonna be a hybrid cloud world where for the major corporations that we serve Fortune 500 companies like banks like energy and utilities and so forth Ah, lot of their workload will maintain and be maintained on premises. They still want to be cloud compatible. So you need a purpose built platform to sort of manage both environments >> Yeah, we certainly you guys have compelling on radar, but I was really curious to see when you came in and took over at the helm of the CEO. Because your entrepreneurial career really has been unique. You're unique. Executive. Both lost their lands. And as an operator you have an open source and software background. And also you have to come very successful companies and exits there as well as in the hardware side with trackable you took. That company went public. So you got me. It's a unique and open source software, open source and large hardware. Large data center departments at scale, which is essentially the hybrid cloud market right now. So you kind of got the unique. You have seen the view from all the different sides, and I think now more than ever, with Public Cloud certainly being validated. Everyone knows Amazon of your greenfield. You started the cloud, but the reality is hybrid. Cloud is the operating model of the genesis. Next generation of companies drive for the next 20 to 30 years, and this is the biggest conversation. The most important story in tech. You're in the middle of it with a hot start up with a name that probably no one's ever heard of, >> right? We hope to change that. >> Wassily. Why did you join this company? What got your attention? What was the key thing once you dug in there? What was the secret sauce was what Got your attention? Yes. So to >> me again, the market environment. I'm a huge believer that if you look at the history of the last 15 years, we went from an environment that was 0% virtualized too. 95% virtualized with, you know, Vienna based technologies from VM Wear and others. I think that fundamentally, containers in kubernetes are equally as important. They're going to be equally as transformative going forward and how people manage their workloads both on premises and in the clouds. Right? And the fact that all three public cloud providers have anointed kubernetes as the way of the future and the doctor image format and run time as the wave of the future means, you know, good things were gonna happen there. What I thought was unique about the company was for the first time, you know, surprisingly, none of the exit is sick. Senders, um, in companies like Nutanix that have hyper converse solutions. They really didn't have anything that was purpose built for native container support. And so the founders all came from Cisco UCS. They had a lot of familiarity with the underpinnings of hyper converged architectures in the X 86 server landscape and networking, subsistence and storage subsystems. But they wanted to build it using the latest technologies, things like envy and me based Flash. Um, and they wanted to do it with a software stack that was native containers in Kubernetes. And today we support two flavors of that one that's fully open source around upstream kubernetes in another that supports our partner Red hat with open shift. >> I think you're really onto something pretty big here because one of things that day Volonte and Mine's too many men and our team had been looking at is we're calling a cloud to point over the lack of a better word kind of riff on the Web to point out concept. But cloud one daughter was Amazon. Okay, Dev ops agile, Great. Check the box. They move on with life. It's always a great resource, is never gonna stop. But cloud 2.0, is about networking. It's about securities but data. And if you look at all the innovation startups, we'll have one characteristic. They're all playing in this hyper converged hardware meat software stack with data and agility, kind of to make the original Dev ops monocle better. The one daughter which was storage and compute, which were virtualization planes. So So you're seeing that pattern and it's wide ranging at security is data everything else So So that's kind of what we call the Cloud two point game. So if you look at V m World, you look at what's going on the conversations around micro service red. It's an application centric conversation in an infrastructure show. So do you see that same vision? And if so, how do you guys see you enabling the customer at this saying, Hey, you know what? I have all this legacy. I got full scale data centers. I need to go full scale cloud and I need zero and disruption to my developer. Yeah, so >> this is the beauty of containers and kubernetes, which is they know it'll run on the premises they know will run in the cloud, right? Um and it's it is all about micro service is so whether they're trying to adopt them on our database, something like manga TB or Maria de B or Crunchy Post Grey's, whether it's on the operational side to enable sort of more frequent and incremental change, or whether it's on a developer side to take advantage of new ways of developing and delivering APS with C I. C. D. Tools and so forth. It's pretty much what people want to do because it's future proofing your software development effort, right? So there's sort of two streams of demand. One is re factoring legacy applications that are insufficiently kind of granule, arised on, behave and fail in a monolithic way. Um, as well as trying to adopt modern, modern, cloud based native, you know, solutions for things like databases, right? And so that the good news is that customers don't have to re factor everything. There are logical break points in their applications stack where they can say, Okay, maybe I don't have the time and energy and resource is too totally re factor a legacy consumer banking application. But at least I can re factor the data based here and serve up you know container in Kubernetes based service is, as Micro Service's database is, a service to be consumed by. >> They don't need to show the old to bring in the new right. It's used containers in our orchestration, Layla Kubernetes, and still be positioned for whether it's service measures or other things. Floor That piece of the shirt and everything else could run, as is >> right, and there are multiple deployments scenarios. Four containers. You can run containers, bare metal. Most of our customers choose to do that. You can also run containers on top of virtual machines, and you can actually run virtual machines on top of containers. So one of our major media customers actually run Splunk on top of K B M on top of containers. So there's a lot of different deployment scenarios. And really, a lot of the genius of our architecture was to make it easy for people that are coming from traditional virtualized environments to remap system. Resource is from the bm toe to a container at a native level or through Vienna. >> You mentioned the history lesson there around virtualization. How 15 years ago there was no virtualization now, but everything's virtualized we agree with you that containers and compares what is gonna change that game for the next 15 years? But what's it about VM? Where would made them successful was they could add virtualization without requiring code modification, right? And they did it kind of under the covers. And that's a concern Customs have. I have developers out there. They're building stacks. The building code. I got preexisting legacy. They don't really want to change their code, right? Do you guys fit into that narrative? >> We d'oh, right, So every customer makes their own choice about something like that. At the end of the day, I mentioned Splunk. So at the time that we supported this media customer on Splunk, Splunk had not yet provided a container based version for their application. Now they do have that, but at the time they supported K B M, but not native containers and so unmodified Splunk unmodified application. We took them from a batch job that ran for 23 hours down the one hour based on accelerating and on our perfect converged appliance and running unmodified code on unmodified K B m on our gear. Right, So some customers will choose to do that. But there are also other customers, particularly at scale for transaction the intensive applications like databases and messaging and analytics, where they say, You know, we could we could preserve our legacy virtualized infrastructure. But let's try it as a pair a metal container approach. And they they discovered that there's actually some savings from both a business standpoint and a technology tax standpoint or an overhead standpoint. And so, as I mentioned most of our customers, actually really. Deficiencies >> in the match is a great example sticking to the product technology differentiate. What's the big secret sauce describe the product? Why are you winning in accounts? What's the lift in your business right now? You guys were getting some traction from what I'm hearing. Yeah, >> sure. So look at the at the highest level of value Proposition is simplicity. There is no other purpose built, you know, complete hardware software stack that delivers coup bernetti coproduction kubernetes environment up and running in 15 minutes. Right. The X 86 server guys don't really have it. Nutanix doesn't really have it. The software companies that are active in this space don't really have it. So everything that you need that? The hardware platform, the storage infrastructure, the actual distribution of the operating system sent the West, for example. We distribute we actually distributed kubernetes distribution upstream and unmodified. And then, very importantly, in the combinations landscape, you have to have a storage subsystem in a networking subsystem using something called C s I container storage interface in C N I. Container networking interface. So we've got that full stack solution. No one else has that. The second thing is the performance. So we do a certain amount of hardware offload. Um, and I would say, Amazons purchase of Annapurna so Amazon about a company called Annapurna its basis of their nitro technology and its little known. But the reality is more than 50% of all new instances at E. C to our hardware assisted with the technology that they thought were offloaded. Yeah, exactly. So we actually offload storage and network processing via to P C I. D cards that can go into any industry server. Right? So today we ship on until whites, >> your hyper converge containers >> were African verge containers. Yeah, exactly. >> So you're selling a box. We sell a box with software that's the >> with software. But increasingly, our customers are asking us to unbundle it. So not dissimilar from the sort of journey that Nutanix went through. If a customer wants to buy and l will support Del customer wants to buy a Lenovo will support Lenovo and we'll just sell >> it. Or have you unbundled? Yetta, you're on bundling. >> We are actively taking orders for on bundling at the present time in this quarter, we have validated Del and Lenovo as alternate platforms, toothy intel >> and subscription revenue. On that, we >> do not yet. But that's the golden mask >> Titanic struggle with. So, yeah, and then they had to take their medicine. >> They did. But, you know, they had to do that as a public company. We're still a private company, so we can do that outside the limelight of the public >> markets. So, um, I'm expecting that you guys gonna get pretty much, um I won't say picked off, but certainly I think your doors are gonna be knocked on by the big guys. Certainly. Delic Deli and see, for instance, I think it's dirty. And you said yes. You're doing business with del name. See, >> um, we are doing as a channel partner and as an OM partner with them at the present time there, I wouldn't call them a customer. >> How do you look at V M were actually there in the V M, where business impact Gelsinger's on the record. It'll be on the Cube, he said. You know Cu Bernays the dial tone of the Internet, they're investing their doubling down on it. They bought Hep D O for half a billion dollars. They're big and cloud native. We expect to see a V M World tons of cloud Native conversation. Yes, good, bad for you. What's the take? The way >> legitimizes what we're doing right? And so obviously, VM, where is a large and successful company? That kind of, you know, legacy and presence in the data center isn't gonna go anywhere overnight. There's a huge set of tooling an infrastructure that bm where has developed in offers to their customers. But that said, I think they've recognized in their acquisition of Hep Theo is is indicative of the fact that they know that the world's moving this way. I think that at the end of the day, it's gonna be up to the customer right. The customer is going to say, Do I want to run containers inside? Of'em? Do I want to run on bare metal? Um, but importantly, I think because of, you know, the impact of the cloud providers in particular. If you think of the lingua franca of cloud Native, it's gonna be around Dr Image format. It's gonna be around kubernetes. It's not necessarily gonna be around V M, d K and BMX and E s X right. So these are all very good technologies, but I think increasingly, you know, the open standard and open source community >> people kubernetes on switches directly is no. No need, Right. Have anything else there? So I gotta ask you on the customer equation. You mentioned you, you get so you're taking orders. How you guys doing business today? Where you guys winning, given example of of why people while you're winning And then for anyone watching, how would they know if they should be a customer of yours? What's is there like? Is there any smoke signs and signals? Inside the enterprise? They mentioned batch to one hour. That's just music. Just a lot of financial service is used, for instance, you know they have timetables, and whether they're pulling back ups back are doing all the kinds of things. Timing's critical. What's the profile customer? Why would someone call you? What's the situation? The >> profile is heavy duty production requirements to run in both the developer context and an operating contact container in kubernetes based workloads on premises. They're compatible with the cloud right so increasingly are controlled. Plane makes it easy to manage workloads not just on premises but also back and forth to the public cloud. So I would argue that essentially all Fortune 500 companies Global 1000 companies are all wrestling with what's the right way to implement industry standard X 86 based hardware on site that supports containers and kubernetes in his cloud compatible Right? So that that is the number one question then, >> so I can buy a box and or software put it on my data center. Yes, and then have that operate with Amazon? Absolutely. Or Google, >> which is the beauty of the kubernetes standards, right? As long as you are kubernetes certified, which we are, you can develop and run any workload on our gear on the cloud on anyone else that's carbonated certified, etcetera. So you know that there isn't >> given example the workload that would be indicative. >> So Well, I'll cite one customer, Right. So, um, the reason that I feel confident actually saying the name is that they actually sort of went public with us at the recent Gardner conference a week or so ago when the customer is Duke Energy. So very typical trajectory of journey for a customer like this, which is? A couple years ago, they decided that they wanted re factor some legacy applications to make them more resilient to things like hurricanes and weather events and spikes in demand that are associated with that. And so they said, What's the right thing to do? And immediately they pick containers and kubernetes. And then he went out and they looked at five different vendors, and we were the only vendor that got their POC up and running in the required time frame and hit all five use case scenarios that they wanted to do right. So they ended up a re factoring core applications for how they manage power outages using containers and kubernetes, >> a real production were real. Production were developing standout, absolutely in a sandbox, pushing into production, working Absolutely. So you sounds like you guys were positioned to handle any workload. >> We can handle any workload, but I would say that where we shine is things that transaction the intensive because we have the hardware assist in the I o off load for the storage and the networking. You know, the most demanding applications, things like databases, things like analytics, things like messaging, Kafka and so forth are where we're really gonna >> large flow data, absolutely transactional data. >> We have customers that are doing simpler things like C I. C D. Which at the end of the day involves compiling things right and in managing code bases. But so we certainly have customers in less performance intensive applications, but where nobody can really touch us in morning. What I mean is literally sort of 10 to 30 times faster than something that Nutanix could do, for example, is just So >> you're saying you're 30 times faster Nutanix >> absolutely in trans actually intensive applications >> just when you sell a prescription not to dig into this small little bit. But does the customer get the hardware assist on that as well >> it is. To date, we've always bundled everything together. So the customers have automatically got in the heart >> of the finest on the hard on box. Yes. If I buy the software, I got a loaded on a machine. That's right. But that machine Give me the hardware. >> You will not unless you have R two p C I. D. Cards. Right? And so this is how you know we're just in the very early stages of negotiating with companies like Dell to make it easy for them to integrate her to P. C. I. D cards into their server platform. >> So the preferred flagship is the is the device. It's a think if they want the hardware sit, that they still need to software meeting at that intensive. It's right. If they don't need to have 30 times faster than Nutanix, they can just get the software >> right, right. And that will involve RCS. I plug in RCN I plug in our OS distribution are kubernetes distribution, and the control plane that manages kubernetes clusters >> has been great to get the feature on new company, um, give a quick plug for the company. What's your objectives? Were you trying to do. I'll see. Probably hiring. Get some financing, Any news, Any kind of Yeah, we share >> will be. And we will be announcing some news about financing. I'm not prepared to announce that today, but we're in very good shape with respected being funded for our growth. Um, and consequently, so we're now in growth mode. So today we're 55 people. I want to double back over the course of the next 4/4 and increasingly just sort of build out our sales force. Right? We didn't have a big enough sales force in North America. We've gotta establish a beachhead in India. We do have one large commercial banking customer in Europe right now. Um, we also have a large automotive manufacturer in a pack. But, um, you know, the total sales and marketing reach has been too low. And so a huge focus of what I'm doing now is building out our go to market model and, um, sort of 10 Xing the >> standing up, a lot of field going, going to market. How about on the biz, Dev side? I might imagine that you mentioned delicate. Imagine that there's a a large appetite for the hardware offload >> absolution? Absolutely. So something is. Deb boils down to striking partnerships with the cloud providers really on two fronts, both with respect the hardware offload and assist, but also supporting their on premises strategy. So Google, for example, is announced. Antos. This is their approach to supporting, you know, on premises, kubernetes workloads and how they interact with cool cloud. Right. As you can imagine, Microsoft and Amazon also have on premises aspirations and strategies, and we want to support those as well. This goes well beyond something like Amazon Outpost, which is really a narrow use case in point solution for certain markets. So cloud provider partnerships are very important. Exit E six server vendor partnership. They're very important. And then major, I s V. So we've announced some things with red hat. We were at the Red Hat Open summit in Boston a few months ago and announced our open ship project and product. Um, that is now G a. Also working with eyes, he's like Maria de be Mondo di B Splunk and others to >> the solid texting product team. You guys are solid. You feel good on the product. I feel very good about the product. What aboutthe skeptics are out there? Just to put the hard question to use? Man, it's crowded field. How do you gonna compete? What do you chances? How do you like your chances known? That's a very crowded field. You're going to rely on your fastballs, they say. And on the speed, what's the what's What's your thinking? Well, it's unique. >> And so part of the way or approve point that I would cite There is the channel, right? So when you go to the channel and channel is afraid that you're gonna piss off Del or E M. C or Net app or Nutanix or somebody you know, then they're not gonna promote you. But our channel partners air promoting us and talking about companies like Life Boat at the distribution level. Talking about companies like CD W S H. I, um, you know, W W t these these major North American distributors and resellers have basically said, Look, we have to put you in our line car because you're unique. There is no other purpose built >> and why that, like they get more service is around that they wrap service's around it. >> They want to kill the murder where they want to. Wrap service's around it, absolutely, and they want to do migrations from legacy environments towards Micro Service's etcetera. >> Great to have you on share the company update. Just don't get personal. If you don't mind personal perspective. You've been on the hardware side. You've seen the large scale data centers from racquetball and that experience you'll spit on the software side. Open source. What's your take on the industry right now? Because you're seeing, um, I talked a lot of sea cells around the security space and, you know, they all say, Oh, multi clouds a bunch of B s because I'm not going to split my development team between four clouds. I need to have my people building software stacks for my AP eyes, and then I go to the vendors. They support my AP eyes where you can't be a supplier. Now that's on the sea suicide. But the big mega trend is there's software stacks being built inside the premise of the enterprise. Yes, that not mean they had developers before building. You know, Kobol, lapse in the old days, mainframes to client server wraps. But now you're seeing a Renaissance of developers building a stack for the domain specific applications that they need. I think that requires that they have to run on premise hyper scale like environment. What's your take on it >> might take is it's absolutely right. There is more software based innovation going on, so customers are deciding to write their own software in areas where they could differentiate right. They're not gonna do it in areas that they could get commodities solutions from a sass standpoint or from other kinds of on Prem standpoint. But increasingly they are doing software development, but they're all 99% of the time now. They're choosing doctor and containers and kubernetes as the way in which they're going to do that, because it will run either on Prem or in the Cloud. I do think that multi cloud management or a multi multi cloud is not a reality. Are our primary modality that we see our customers chooses tons of on premises? Resource is, that's gonna continue for the foreseeable future one preferred cloud provider, because it's simply too difficult to to do more than one. But at the same time they want an environment that will not allow themselves to be locked into that cloud bender. Right? So they want a potentially experiment with the second public cloud provider, or just make sure that they adhere to standards like kubernetes that are universally shared so that they can't be held hostage. But in practice, people don't. >> Or if they do have a militant side, it might be applications. Like if you're running office 3 65 right, That's Microsoft. It >> could be Yes, exactly. On one >> particular domain specific cloud, but not core cloud. Have a backup use kubernetes as the bridge. Right that you see that. Do you see that? I mean, I would agree with by the way we agreed to you on that. But the question we always ask is, we think you Bernays is gonna be that interoperability layer the way T c p I. P was with an I p Networks where you had this interoperability model. We think that there will be a future state of some point us where I could connect to Google and use that Microsoft and use Amazon. That's right together, but not >> this right. And so nobody's really doing that today, But I believe and we believe that there is, ah, a future world where a vendor neutral vendor, neutral with respect to public cloud providers, can can offer a hybrid cloud control plane that manages and brokers workloads for both production, as well as data protection and disaster recovery across any arbitrary cloud vendor that you want to use. Um, and so it's got to be an independent third party. So you know you're never going to trust Amazon to broker a workload to Google. You're never going to trust Google to broker a workload of Microsoft. So it's not gonna be one of the big three. And if you look at who could it be? It could be VM where pivotal. Now it's getting interesting. Appertaining. Cisco's got an interesting opportunity. Red hats got an interesting opportunity, but there is actually, you know, it's less than the number of companies could be counted on one hand that have the technical capability to develop hybrid cloud abstraction that that spans both on premises and all three. And >> it's super early. Had to peg the inning on this one first inning, obviously first inning really early. >> Yeah, we like our odds, though, because the disruption, the fundamental disruption here is containers and kubernetes and the interest that they're generating and the desire on the part of customers to go to micro service is so a ton of application re factoring in a ton of cloud native application development is going on. And so, you know, with that kind of disruption, you could say >> you're targeting opening application re factoring that needs to run on a cloud operating >> model on premise in public. That's correct. In a sense, dont really brings the cloud to theon premises environment, right? So, for example, we're the only company that has the concept of on premises availability zones. We have synchronous replication where you can have multiple clusters that air synchronously replicated. So if one fails the other one, you have no service disruption or loss of data, even for a state full application, right? So it's cloud like service is that we're bringing on Prem and then providing the links, you know, for both d. R and D P and production workloads to the public Cloud >> block locked Unpack with you guys. You might want to keep track of humaneness. Stateville date. It's a whole nother topic, as stateless data is easy to manage with AP Eyes and Service's wouldn't GET state. That's when it gets interesting. Com Part in the CEO. The new chief executive officer. Demonte Day How long you guys been around before you took over? >> About five years. Four years before me about been on board about a year. >> I'm looking forward to tracking your progress. We'll see ya next week and seven of'em Real Tom Barton, Sea of de Amante Here inside the Cube Hot startup. I'm John Ferrier. >> Thanks for watching.

>> I'm Stew Minutemen, and this is a special on the ground at the 16th annual end final, The Tugs Summer Slam. We're here in Maine and happy to welcome back to the program. A Cube alumni punishment. Who is a senior cloud advocate with Microsoft but very active member in the communities here. One of the keynote speakers of Viet Formula. So great to see you. >> Thank you for having me. >> And you are representing. We've got the lobster fest tonight, one of your lobster dresses on. I hear even there might be a costume change before this evening. >> There will be a costume change with lobsters and clams. Yeah, I'm a big lobster fans. >> Well, you were definitely on point with Coach her there, and you were right in the mix. You know, love the keynote themes this morning. I think Josh Astral did it well, he said, you know, hey, how many people here? You know, I t operations and like most, the audit And how many years have you been doing it? And it was like one year to year and the over 10 was most of this audience. And of course, we know there's a lot of change going on this industry. But you know, cos and individual careers don't necessarily keep up. So, you know, >> you're a >> little bit about you know, what you've been working on. You know what you see in the communities out there? >> I mean, you're you're definitely right. Cos are struggling to keep up their staff. It's it's tough. There's so much technology out there, you don't know where to begin. So what I've been doing this past year is just helping the community get up to speed, helping them figure out what they want to dio because there's the cloud. What do you want to do in the cloud? Here's some options. I mean, they're just I speak to so many people. They're like, we hear about this as your thing, But what can I do in azure? You know, where can I go learn? And it's it's all good stuff. So that's pretty much my past years. Here's you could dio How can I help you get to your ultimate goal? Just knowing Maur and leveling up? >> Yeah, so you know, I think back to you know, when I was learning it in college, it was getting together with a group of people is one of the best ways to learn who had been through the class or who could you help work through? This virtual ization community was one that worked well together. Groups were ones where people would get together. They'd all right. Blog's about it on. You know, Cloud has been a bit of a transition, so you know what's the same? What's different about Cloud? Then say what we've seen in the virtualization communities. >> So Cloud is fearful. People fear their jobs because they feel like, OK, the cloud is gonna take away my job because now I don't got the manager's infrastructure. And you know what? That's not entirely true. You're still gonna need people the manage, these systems. You're still gonna need people to manage the applications, so one has to govern it. Someone's gotta click the buttons. Yes, it's not on your premises data center, but there's still machine out there running because survivalist doesn't mean there's no servers. So we have to dispel that. Believe for that myth that you won't have a job >> if you go to the cloud. >> Yes, there's some organizations that have reduced some workforce, but it's me. They're still jobs out there. And there's actually more jobs. Cloud related jobs, security focus, a compliance focus that deal with the cloud because, you know, if you look at the headlines now, each day, I'm gonna swear there's always somebody having a data breach there, being fined for doing something not correct with their data. And so there's their jobs out there. So are, you know, the I t staff. The IittIe operation space are so sad mints it's taking up here out. And here's what you could do with it. >> Yeah, yeah, you bring up some great points there. We understand. Look, there are changes happen in John. If you think you can go with the same skill set that you were doing years ago, you probably need to update That being said, there's nobody that I talked to that said, Hey, if I could give you an extra hour or an extra day in the week, do you have other things that you, after working? Absolutely. You brought up security. Is that something that needs more of our attention? And it's not all going to be robots and automation taking care of it. People plus machines need to work together, and therefore there's a lot of ramp. It is early days for all of us in this. So what can I learn? How can I make sure that I'm value for my organization and ultimately, you know, have a longevity in my career? >> Another thing that I've been finding in, what speaking with people is that they just don't have the time. They're like, I'm just so busy at work Where were, you know, with downsized and we're expected to do more with less. I totally get that. I've been in their shoes, but ultimately your career, you own that the company you work for does not own your career. So it's up to you to make that effort to just learn a little bit more. It goes a long way, and I'm seeing a trend now with some I t professionals. They're getting it. They're like, You know what? Yeah, we need to step up. We need to figure out what to do next, because technology is moving so fast, and if we don't keep up, we won't. We won't have jobs. You know you're going to be outdated. It's got it's got to keep moving. Um, you know, Josh is key Note. Perfect. Matzke Newt. >> Perfect >> Technology is constantly evolving. So you, as the IittIe professional we must evolve to. We must evolve with our technologies. You know, it's it's a circle. >> Yeah, You could bring us a great points, You understand? There are only so many hours in the day. And yes, there needs to be some work life balance. But you know what? We need to take control of where we're going and what we're learning. If I just get kind of stuck in my same old way, you're building that rut for yourself as opposed to breaking yourself way. I want to give you a final word. You know, what tips >> do you give people? >> How do they make sure they kind of break out of their existing, you know, environments? And you know, some areas that they might be able to easily in a start understanding what options are available for them in the future. >> The Internet? That's that's easy way M s learned. We've got learning portals for, you know, professionals that go out test things. We've got different labs. There's plenty of blog's out. There's user groups out there, you know, go out to your local user. Groups meet up with people, go the conferences. And I know they cost money, but there's free ones out there. Network linked in find. Find a good network, and it just it just expands from there. And social media, you know, there's a lot through social media between lengthen and whether you could do so much and learn so much from other >> people. Yeah, you bring up some great points. We've talked to you with some of the big shows, like a V M World or a Microsoft ignite. And not everybody can afford the time or the money to do those. But there's meet ups in your local environment. There are user groups usually that can do that. So, you know, reach out and find your committed or online. There is just so many environment. Lots >> of four lots of forms are so much out there and, you know, reach out to me on Twitter. I've exchanged Goddess. I'll point you to the right. >> Absolutely. In Pamela, Thank you so much. You could help introduce our community thio lots of different people. So exchange goddess Twitter. Of course, I'm at Stew on Twitter and we're here from the V tug Summer Slam 2019. Be sure to check out the cute done that for all of the events were gonna be a CZ. Well, as if you do the search, you can actually find some of the historical interviews that we've done with guests like Camilla and many more. I'm still minimum as always. Thanks for >> watching the cue.

>> live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen, brought to you by Del Technologies and its ecosystem partners. >> Okay, welcome back. Everyone's cubes. Live coverage. Day three wrap up of Del Technologies World twenty nineteen Java is Dave a lot. There's too many men on set one. We get set to over there blue set, White said. We got a lot of content. It's been a cube can, in guise of a canon of content firing into the digital sphere. Great gas. We had all the senior executive players Tech athletes. Adele Technology World. Michael Dell, Tom Sweet, Marius Haas, Howard Ally As we've had Pat Kelsey, rco v M were on the key partner in the family. They're of del technology world and we had the clients guys on who do alien where, as well as the laptops and the power machines. Um, we've had the power edge guys on. We talked about Hollywood. It's been a great run, but Dave, it's been ten years Stew. Remember, the first cube event we ever went to was DMC World in Boston. The chowder there he had and that was it wasn't slogan of of the show turning to the private cloud. Yeah, I think that was this Logan cheering to the private cloud that was twenty ten. >> Well, in twenty ten, it was Cloud Cloud Cloud Cloud Cloud twenty nineteen. It's all cloud now. That difference is back then it was like fake cloud and made up cloud and really was no substance to it. We really started to see stew, especially something that we've been talking about for years, which is substantially mimicking the public cloud on Prem. Now I know there are those who would say No, no, no, no, no. And Jessie. Probably in one of those that's not cloud. So there's still that dichotomy is a cloud. >> Well, Dave, if I could jump in on that one of the things that's really interesting is when Veum, where made that partnership with a ws It was the ripple through this ecosystem. Oh, what's that mean for Del you know Veum, wherein Del not working together Well, they set the model and they started rolling out bm where, and they took the learnings that they had. And they're bringing that data center as a service down to the Dell environment. So it's funny I always we always here, you know, eight of us, They're learning from their partners in there listening and everything like that. Well, you know, Dylan Veum where they've been listening, they've been learning to in this, and it brings into a little bit of equilibrium for me, that partnership and right, David, you said, you know that you could be that cloud washing discussion. And today it's, you know, we're talking about stacks that live in eight of us and Google and Microsoft. And now, in, you know, my hosted or service lighter or, you know, my own data center. If that makes sense, >> I mean, if you want to just simplify the high order bit, Dave Cloud. It's simply this Amazon's trying to be enterprised everyone, the enterprise, trying to claw Amazon, right? And so what? The what that basically means is it's all cloud. It's all a distributed computer system. OK, Scott McNealy had it right. The network is the computer. If you look at what's going on here, the traditional enterprise of vendors over decades of business model and technology, you know, had full stack solutions from mainframe many computers to PC the local area networking all cobble together wires it up creates applications, services. All that is completely being decimated by a new way to roll out storage, computing and networking is the same stuff. It's just being configured differently. Throw on massive computer power with Cloud and Moore's Law and Data and A. I U have a changing of the the architecture. But the end of the day the cloud is operating model of distributed computing. If you look at all the theories and pieces of computer science do and networking, all those paradigms are actually playing out in in the clouds. Everything from a IIE. In the eighties and nineties you got distributed networking and computing, but it's all one big computer. And Michael Dell, who was the master of the computer industry building PCs, looks at this. Probably leg. It's one big computer. You got a processor and subsystems. So you know this is what's interesting. Amazon has done that, and if they try to be like the enterprise, like the old way, they could fall into that trap. So if the enterprise stays in the enterprise, they know they're not going out. So I think it's interesting that I see the enterprise trying to like Amazon Amazon trying to get a price. So at the end of the day, whoever could build that system that's scalable the way I think Dell's doing, it's great. I was only scaleable using data for special. So it's a distributed computer. That's all that's going on in the world right now, and it's changing everything. Open source software is there. All that makes it completely different, and it's a huge opportunity. Whoever can crack the code on this, it's in the trillions and trillions of dollars. Total adjustable market >> well, in twenty ten we said that way, noted the gap. There's still a gap between what Amazon could do and what the on Prem guys Khun Dio, we'd argue, is a five years is seven years, maybe ten years, whatever it is. But at the time we said, if you recall, lookit, they got to close the gap. It's got to be good enough for I t to buy into it like we're starting to see that. But my view, it's still not cloud. It doesn't have to scale a cloud, doesn't have the economics cloud. When you peel the onion, it doesn't certainly doesn't have the SAS model and the consumption model of cloud nowhere close yet. Well, and you know, >> here's the drumbeat of innovation that we see from the public cloud. You know where we hit the shot to show this week, the public have allowed providers how many announcements that they probably had. Sure, there was a mega launch of announcements here, but the public lives just that regular cadence of their, you know, Public Cloud. See a CD. We're not quite there yet in this kind of environment, it's still what Amazon would say is. You put this in an environment and it's kind of frozen. Well, it's thought some, and it's now we can get data set. A service consumption model is something we can go. We're shifting in that model. It's easier to update things, but you know, how do I get access to the new features? But we're seeing that blurring of the line. I could start moving services that hybrid nature of the environment. We've talked a few times. We've been digging into that hybrid cloud taxonomy and some of the services to span because it's not public or private. It's now truly that hybrid and multi environment and customers are going to live in. And all of >> the questions Jonah's is good enough to hold serve >> well. I think the reality is is that you go back to twenty ten, the jury in the private cloud and it's enterprises almost ten years to figure out that it's real. And I think in that time frame Amazon is absolutely leveled. Everybody, we call that the tsunami. Microsoft quickly figures out that they got to get Cloud. They come in there, got a fast followers. Second, Google's trying to retool Oracle. I think Mr Bo completely get Ali Baba and IBM in there, so you got the whole cloud game happening. The problem of the enterprises is that there's no growth in terms of old school enterprise other than re consolidate in position for Cloud. My question to you guys is, Is there going to be true? True growth in the classic enterprise business or, well, all this SAS run on clouds. So, yes, if it's multi cloud or even hybrid for the reasons they talk about, that's not a lot of growth compared to what the cloud can offer. So again, I still haven't seen Dave the visibility in my mind that on premises growth is going to be massive compared to cloud. I mean, I think cloud is where Sassen lives. I think that's where the scale lives we have. How much scale can you do with consolidation? We >> are in a prolonged bull market that that started in twenty ten, and it's kind of hunger. In the tenth year of a of a decade of bull market, the enterprise market is cyclical, and it's, you know, at some point you're going to start to see a slowdown cloud. I mean, it's just a tiny little portion of the market is going to continue to gain share cloud can grow in a downturn. The no >> tell Motel pointed out on this, Michael Dell pointed out on the Cubans, as as those lieutenants, the is the consolidation of it is just that is a retooling to be cloud ready operationally. That's where hybrid comes in. So I think that realization has kicked in. But as enterprises aren't like, they're not like Google and Facebook. They're not really that fast, so So they've got to kind of get their act together on premises. That's why I think In the short term, this consolidation and new revitalisation is happening because they're retooling to be cloud ready. That is absolutely happen. But to say that's the massive growth studio >> now looked. It is. Dave pointed out that the way that there is more than the market growth is by gaining market share Share share are areas where Dell and Emcee didn't have large environment. You know, I spent ten years of DMC. I was a networking. I was mostly storage networking, some land connectivity for replication like srd Evan, like today at this show, I talked a lot of the telco people talk to the service of idle talk where the sd whan deny sirrah some of these pieces, they're really starting to do networking. That's the area where that software defined not s the end, but the only in partnership with cos like Big Switch. They're getting into that market, and they have such small market share their that there's huge up uplift to be able to dig into the giant. >> Okay, couple questions. What percent of Dell's ninety one billion today is multi cloud revenue. Great question. Okay, one percent. I mean, very small. Okay. Very small hero. Okay? And is that multi cloud revenue all incremental growth isat going to cannibalize the existing base? These? Well, these are the fundamentals weighs six local market that I'm talking to >> get into this. You led the defense of conversations. We had Tom Speed on the CFO and he nailed us. He said There's multiple levers to shareholder growth. Pay down the debt check. He's got to do that. You love that conversation. Margin expansion. Get the margins up. Use the client business to cover costs. As you said, increased go to market efficiency and leverage. The supply chain that's like their core >> fetrow of cash. And that all >> these. The one thing he said that was mind blowing to me is that no one gets the valuation of how valuable Del Technologies is. They're throwing off close to seven billion dollars in free cash flow free cash flow. Okay, so you can talk margin expansion all you want. That's great, but there got this huge cash flow coming in. You can't go out of business worth winning if you don't run out of cash >> in the market. When the market is good, these guys are it is good a position is anybody, and I would argue better position than anybody. The question on the table that I'm asking is, how long can it last? And if and when the market turns down and markets always cyclical we like again. We're in the tenth year of a bull market. I mean, it's someone >> unprecedented gel can use the war chest of the free cash flow check on these levers that they're talking about here, they're gonna have the leverage to go in during the downturn and then be the cost optimizer for great for customers. So right now, they're gonna be taking their medicine, creating this one common operating environment, which they have an advantage because they have all the puzzle pieces. You A Packer Enterprises doesn't have the gaping holes in the end to end. They can't address us, >> So that is a really good point that you're making now. So then the next question is okay. If and when the downturn turn comes, who's going to take advantage of it, who's going to come out stronger? >> I think Amazon is going to be continued to dominate, and as long as they don't fall into the enterprise trap of trying to be too enterprising, continue to operate their way for enterprises. I think jazz. He's got that covered. I think DEL Technologies is perfectly positioned toe leverage, the cash flow and the thing to do that. I think Cisco's got a great opportunity, and I think that's something that you know. You don't hear a lot of talk about the M where Cisco war happening. But Cisco has a network. They have a developer ecosystem just starting to get revitalized. That's an opportunity. So >> I got thoughts on Cisco, too. But one of things I want to say about Del being able to come out of that stronger. I keep saying I've said this a number of times and asked a lot of questions this week is the PC business is vital for Del. It's almost half the company's revenue. Maybe not quite, but it it's where the company started it. It sucks up a lot of corporate overhead. >> If Hewlett Packard did not spin out HP HP, they would be in the game. I think spinning that out was a huge mistake. I wrote about a publicly took a lot of heat for it, but you know I try to go along with the HPD focus. Del has proven bigger is better. HP has proven that smaller is not as leverage. And if it had the PC that bee have the mojo in gaming had the mojo in the edge, and Dale's got all the leverage to cross pollinate the front end and edge into the back and common cloud operate environment that is going to be an advantage. And that's going to something that will see Well, let me let me >> let me counter what you just said. I agree. You know this this minute. But the autonomy was the big mistake. Once hp autonomy, you know what Meg did was almost a fatal complete. They never should've bought autonomy >> makers. Levi Protector he was. So he was there. >> But she inherited that bag of rocks. And then what you gonna do with it? Okay, so that's why they had to spend out and did create shareholder value. If they had not purchased autonomy, then he would return much better shape, not to split it up. And they would be a much stronger competitor. >> And I share holder Pop. They had a pop on value. People made some cash with long game. I think that >> going toe peon base actually done pretty well for a first year holding a standalone PC company. So, but again, I think Del. With that leverage, assuming pieces, it's going to be really interesting. I don't know much about that market. You were loving that PC conversation, but the whole, you know, the new game or markets and and the new wayto work throwing an edge in there, I don't know is ej PC and edges that >> so the peanut butter. And so the big thing that Michael get the big thing, Michael Dell said on the Cube was We're not a conglomerate were an integrated company. And when you have an integrated company like this, with the tech the tech landscape shifting to their advantage, you have the ability to cross subsidize. So strategy game. Matt Baker was here we'd be talking about OK, I can cross subsidize margin. You've brought it up on the client side. Smaller margins, but it pays a lot of the corporate overhead. Absolutely. Then you got higher margin GMC business was, you know, those margins that's contributing. And so when you have this new configuration. You can cross, subsidize and move and shift, so I think that's a great advantage. I think that's undervalued in the market place. And I think, you know, I think Del stock price is, well, undervalue. Point out the numbers they got VM wear and their question is, What what point is? VM where blink and go All in on del technology stew. Orcas Remember that Gus was gonna partner. You don't think the phone was ringing off the hook in Palo Alto from their parties? What? What's this as your deal? So Vienna. There's gotta be the neutral party. Big problem. The opportunity. >> Well, look, if I'm a traditional historical partner of'Em are, it's not the Azure announcement that has me a little bit concerned because all of them partner with Microsoft to it is how tightly combined. Del and Veum, where are the emcee, always kept them in arms like now they're in the same. It's like Dave. They're blending it. It's like, you know Del, from a market cap standpoint, gets fifty cents on the dollar. VM wears a software company, and they get their multiples. Del is not a software company, but VM where well, people are. Well, if we can win that a little bit, maybe we could get that. >> Marty still Isn't it splendid? No, no, I think the strategy is absolutely right on. You have to go hard with VM wear and use it as a competitive weapon. But, Stuart, your point fifty cents and all, it's actually much worse than that. I mean the numbers. If you take out of'Em, wears the VM wear ownership, you take out the core debt and you look at the market value you're left with, like a billion dollars. Cordell is undervalued. Cordell is worth more than a billion or two billion dollars. Okay, so it's a really cheap way to buy Veum. Where Right that the Tom Sweet nailed this, he said. You know, basically, these company those the streets not used to tech companies having such big debt. But to your point, John, they're throwing off cash. So this company is undervalued, in my view. Now there's some risks associated with that, and that's why the investors of penalizing them for that debt there, penalizing him from Michael's ownership structure. You know, that's what this is, but >> a lack of understanding in my opinion. I think I think you're right. I just think they don't understand. Look at Dale and they think G You don't look a day Ellen Think distributed computing system with software, fill in those gaps and all that extra ten expansion. It's legit. I think they could go after new market opportunities as as a twos to us as the client business. I mean mere trade ins and just that's massive trillions of dollars. It's, I think I think that is huge. But I'm >> a bull. I'm a bull on the value of the company. I know >> guys most important developments. Del technology world. What's the big story that you think is coming out of the show here? >> Well, it's definitely, you know, the VM wear on del I mean, that is the big story, and it's to your point. It's Del basically saying we're going to integrate this. We're going to hard, we're going to go hard and you know Veum wear on Dell is a preferred solution. No doubt that is top for Dell and PacBell Singer said it. Veum wearing eight of us is the first and preferred solution. Those are the two primary vectors. They're going to drive hard and then Oh, yeah, we'Ll listen to customers Whatever else you want Google as you're fine, we're there. But those two vectors, they're going to Dr David >> build on that because we saw the, um we're building out of multi cloud strategy and what we have today is Del is now putting themselves in there as a first class citizen. Before it was like, Oh, we're doing VX rail and Anna sex and, you know, we'LL integrate all these pieces there, but infrastructure, infrastructure, infrastructure now it is. It is multi cloud. We want to see that the big table, >> right, Jeff, Jeff Clarke said, Why are you doing both? Let's just one strategy, one company. It's all one Cash registers that >> saying those heard that before. I think the biggest story to me is something that we've been seeing in the Cuban laud, you know, been Mom. This rant horizontally scaleable operating environment is the land grab and then vertically integrate with data into applications that allow each vertical industry leverage data for the kind of intimate, personalized experiences for user experiences in each industry. With oil and gas public sector, each one has got their own experiences that are unique. Data drives that, but the horizontal and tow an operating model when it's on premises hybrid or multi cloud is a huge land grab. And I think that is a major strategic win for Dell, and I think, as if no one challenges them on this. Dave, if HP doesn't go on, emanate change. If H h p e does not do it em in a complete changeover from strategy and pulling, filling their end to end, I think that going to be really hurting I think there's gonna be a tell sign and we'LL see, See who reacts and challenges Del on this in ten. And I think if they can pull it off without being contested, >> the only thing I would say that the only thing I would say that Jonah's you know, HP, you know very well I mean, they got a lot of loyal customers and is a huge market out there. So it's >> Steve. Look at economic. The economics are shifting in the new world. New use cases, new step function of user experiences. This is this is going to be new user experiences at new economic price points that's a business model. Innovation, loyal customers that's hard to sustain. They'Ll keep some clutching and grabbing, but everyone will move to the better mousetrap in the scenario. So the combination of that stability with software it's just this as a big market. >> So John twenty ten Little Table Back Corner, you know of'em See Dylan Blogger World double set. Beautiful says theatre of present lot of exchange and industry. But the partnership in support of this ecosystem. It's something that helped us along the way. >> You know, when we started doing this, Jeff came on board. The team has been amazing. We have been growing up and getting better every show. Small, incremental improvements here and there has been an amazing production, Amazing team all around us. But the support of the communities do this is has been a co creation project from day one. We love having this conversation's with smart people. Tech athletes make it unique. Make it organic, let the page stuff on on the other literature pieces go well. But here it's about conversations for four and with the community, and I think the community sponsorship has been part of funding mohr of it. You're seeing more cubes soon will be four sets of eight of US four sets of V M World four sets here. Global Partners sets I'm used to What have we missed? >> Yeah, it's phenomenal. You know, we're at a unique time in the industry and honored to be able to help documented with the two of you in the whole team. >> Dave, How it Elias sitting there giving him some kind of a victory lap because we've been doing this for ten years. He's been the one of the co captains of the integration. He says. There's a lot of credit. >> Yeah, Howard has had an amazing career. I I met him like literally decades ago, and he has always taken on the really hard jobs. I mean, that's I think, part of his secret success, because it's like he took on the integration he took on the services business at at AMC U members to when Joe did you say we're a product company? No services company. I was like, Give me services. Take it. >> It's been on the Cube ten years. Dave. He was. He was John away. He was on fire this week. I thought bad. Kelsey was phenomenal. >> Yeah, he's an amazing guest. Tom Tom Suite, You know, very strong moments. >> What's your favorite Cuban? I'LL never forget. Joe Tucci had my little camera out film and Joe Tucci, Anna. One of the sessions is some commentary in the hallway. >> Well, that was twenty ten, one of twenty eleven, I think one of my favorite twenty ten moments I go back to the first time we did. The cue was when you asked Joe Tucci, you know why a storage sexy. Remember that? >> A He never came on >> again. Ah, but that was a mean. If you're right, that was a cube mean all for the next couple of years. Remember, Tom Georges, we have because I'm not touching. That was >> so remember when we were critical of hybrid clouds like twenty, twelve, twenty, thirteen I go, Pat is a hybrid cloud, a halfway house to the final destination of public loud. He goes to a halfway house, three interviews. This was like the whole crowd was like, what just happened? Still favorite moment. >> Oh, gosh is a mean so money here, John. As you said, just such a community, love. You know, the people that we've had on for ten years and then, you know, took us, you know, three or four years to before we had Michael Dell on. Now he's a regular on our program with luminaries we've had on, you know, but yeah, I mean, twenty ten, you know, it's actually my last week working for him. See? So, Dave, thanks for popping me out. It's been a fun ride, and yeah, I mean, it's amazing to be able to talk to this whole community. >> Favorite moment was when we were at eighty bucks our first show. We're like, We still like hell on this. James Hamilton, Andy Jazzy Come on up, Very small show. Now it's a monster, David The Cube has had some good luck. Well, we've been on the right waves, and a lot of a lot of companies have sold their companies. Been part of Q comes when public Unicorns New Channel came on early on. No one understood that company. >> What I'm thrilled about to Jonah's were now a decade, and we're documenting a lot of the big waves. One of one of the most memorable moments for me was when you called me up. That said, Hey, we're doing a dupe world in New York. I got on a plane and went out. I landed in, like, two. Thirty in the morning. You met me. We did to dupe World. Nobody knew what to do was back then it became, like, the hottest thing going. Now nobody talks about her dupe. So we're seeing these waves and the Cube was able to document them. It's really >> a pleasure. The Cube can and we got the Cube studios sooner with cubes Stories with Cube Network too. Cue all the time, guys. Thanks. It's been a pleasure doing business with you here. Del Technologies shot out the letter. Chuck on the team. Sonia. Gabe. Everyone else, Guys. Great job. Excellent set. Good show. Closing down. Del Technologies rose two cubes coverage. Thanks for watching