>> from Boston, Massachusetts. It's the queue covering W T. G transformed 2019 by Winslow Technology Group. >> Hi. I'm Stew Minutemen. And this is the Cuban W. T. G. Transformed 2019 here home game in Boston, Massachusetts, our third year. The event happened a Welcome back to the program. Second time on the program in less than a year. Matt Kozlowski, Who's the vice president? Professional services, Winslow Technology Group. Thanks so much for joining. Thank you. Alright, uh, second tie I've had on the program, but first vest and cufflinks you like today. So, you know, showing your own individual style for, >> like, the Ted talk. Look, >> Absolutely. So we will keep this under 18 minutes. Okay? Probably be more like about 12 theirs and no slide. But you tell us a story of change and inspiration. Uh, you know, in all seriousness there what? I actually want to hear the story of change that we're seeing inside of Winslow attack. So, um, you know, question I asked, You know, some of your peers in the company is, you know, if I thought about Winslow attack, you know, just a couple of years ago, it's like, Oh, hey, great deal, partner. No, the pellet side, you know, picking up the servers and some of the other pieces. Yeah, Here, you bring it on Brook board on board. You know, professional services security. Uh, you know, tell us a little bit about you know what? What were you doing since last time we caught up? >> Sure. So if you think about years ago where we had not just winslow but like bars as a whole came from it was, like, way sell boxes and we sell things. And now we're transitioning where people are using cloud or the hybrid cloud models. And they're actually using software in infrastructure as services and way need, like professional services and consulting to help people on that journey. That's like the simplified version of it. >> Yeah, and just, you know, I want to play something back for you and see if it resonates with you. You know, if I go back, you know, let's say 5 to 10 years ago, it was, you know, we get the boxes and the bar gets it, and they've got to spend a lot of work to configure it and do all the pieces. And, you know, that kind of day. One roll out when we talked about OK, how many months from when the equipment got to the bar versus when we're up and running? When we rolled out converged infrastructure, hyper converged infrastructure and all this cloudy stuff, it actually shifted things backwards. Now, before it gets there, there's a lot of work that either the customer or the partner with the customer needs to do so. It shifted it because once it gets on site, well, there's less wiring and cabling. You configuration I need to do. But it just shifted where that engagement service happened. It did not eliminated that what you're saying? >> Yeah, so there's a lot in terms of like planning. I mean, even, like integration work that we do ahead of time. >> I would say things that have changed even over the last, like three or four years is like the complexity of everything is gone up like we're trying to simplify it. We're simplifying maybe the delivery of it and users. But behind the scenes, certainly it's It's more complicated, I would say, than than ever. >> Yeah, you know it. We're no longer just, you know, let's lock the door and Hafiz of Security and put the firewall in place. Right now, it's like, Oh, well, it's micro segmentation in all the places and my application spread out across. You know how many locations, how many services from and therefore write everything has become a little bit >> more and more >> complicated, eh? So how do we make sure we stay secure in 2019? >> So I think there's a couple areas they're so first is, like maintaining that same kind of sense of securing people, infrastructure and things along those lines that we've kind of been doing for a while now that your basic like firewalls and even vulnerability assessments and things like that. But I think over the last couple years and this as we move to like more of like distributed workforce, like people working from home, people working remotely, finding like the right people, there's gonna be more of a focus on like and point protection and, like protecting users at, like the end point >> or the mobile level on them than ever before. >> Um, >> a lot of talking the keynote this morning, amount cloud. Yeah, and you said, you know, where does that put things so, you know, give us from your standpoint. You know, obviously services were hugely important piece of it, you know, a CZ the box. And the location becomes a little bit less important, despite the fact that even when you have things like server list, we know that there's ultimately hardware sure runs underneath it somewhere. You know, what were those Winslow play today and in the future? >> Okay, so I'm gonna give you two kind of conflicting answers to that. So the 1st 1 is, if you look at reasons why people don't go to the cloud, it's there not comfortable in the security of it. I'll say in like the my like, real world, not in the academic or statistical version of it. One of the reasons people do go to the cloud is for security, right? Look a like a lot of health care organizations are goingto like cloud based electronic medical record systems. I feel like that in some ways has insulated or shifted >> some of the burden of the risk and keeping those systems secure to the provider that's hosting them. >> Which is probably better for us, his patients, right, And for the health >> care providers in general. In that case, >> yeah. You know, one of the things we know is that what you need to do as user is you can't just keep doing things the old way because your competition will move faster. Right? And we know from a security standpoint, my friends that aren't even security is like you need to be able to move fast. One of the great things about the cloud is you know, if I'm running on Azure eight of us Hey, that latticed latest patch in that security vulnerability did that get rolled out? Well, I'm not responsible. Yes, they absolutely right. I didn't have to wait for that roll out, you know? So So there's that piece of it. So you know, just how do I keep up obtained? I need to, as as user, do some updates, and therefore, I'm not saying everything goes in the public cloud, but how do I make sure that it's not? Oh, I update my software every two years, or it's I need to make sure that I'm closing those gaps and vulnerabilities of taking advantage of words. I >> think there's going to be like a shift in changing from like normal. CIS admits they're thinking about like patching Windows and patching Lennox and operating systems. But, like once we move information to the cloud and you think about it, more is like information security. So now data is in the cloud. I'm not patching the system's anymore because we'll just assume that, you know, eight of us Microsoft. They're doing a great job with that. But like once data say is in one drive like how my governing, like where that data's going, who's accessing it, who it's being shared with, how it's being backed up things along those lines. It's just a different mindset that people need to adopt, you know, in relation to securing information, not systems. All right, >> man, I'm trying to figure we gotta replace Patch Tuesday with some celebration or some battering event where we can try to tackle some of the some of these new challenges there, You know? What does that mean to some of the changing roles that you're seeing in the customers, though? I guess here here went to attack. You know, I was talking to Arctic wolf in a typical customer, you know, doesn't have their whole security team that runs 24 7 That's where your partner with that. So you know, we're just security fit in. The organization has said, If it was a large enterprise, you know, it's a four level discussion. You know you've got your sea. So where somebody like that, what does the typical kind of mid to small sized company security team look? >> Yeah, it looks like I'm gonna partner with someone. Or that's what it should look like because, like even if companies have like a managed provider, that's doing like patch management and things along those lines, there's something to be said for having like 1/3 party in another party party, like as your security partner, Because if the people that air like doing the patching, they're probably doing a great job at it. But, like you might not want them being the ones also doing like your vulnerability assessments. It's good to have, like different parties in there, So I feel like for smaller medium businesses, it's getting comfortable partnering on and using like professional services. Frankly, Tio to do that. All >> right, so it's really interest Matt next week. Actually, Amazon is holding a cloud security show here in Boston called Reinforced. So, uh, you know, Boston seems an interesting place, You know, the arse. A conference has always been out in San Francisco. Give us kind of the state of security here in the area. >> Okay, so I think I have a unique perspective on this because I'm not from the area. Like I'm from Connecticut. So I come up here. >> You really most people in the United States would be like Connecticut is a suburb of Austin. You know where you are? Yeah, that's that's the one you need to know. Where we are. You on the Yankees Red Sox line that goes down the middle of the state, right? Right around Hartford. >> Yeah, are are like, claim to fame is being in between both city. So yes, um, way do see, though, like Boston emerging as, like, a regional tech hub, if not like the tech hub of the East Coast. Frankly, so I feel like why not have it here? Like, why wouldn't we have it here? Compared to everywhere else? Like there's so many tech companies, and this just doesn't feel like a tech hub of the region's. >> Okay, Well, you know I'm all in favor of things where I could take the trainer drive to rather than have to fly around the president. Huge is part of you Give a session here on Talked about some branch somewhere Give give us so some of the key takeaways and thanks for the audience that they should be thinking about. >> So So in that session, I kind of invented a completely fictional account of a ransomware attack on a hospital. It was Bill on real world scenarios that I just kind of, like merged together. So I would say up front things that I would say that were important to talk about and that we're, you know, cyber security awareness training. I'm making sure people you know are understand. Like the risks involved with female security advance like modern and point protection. We kind of touched on that a little earlier. So, like older, signature based detection is just not not really effective anymore. Um, having a good tamper proof backup strategy is important, too. So let's say, like, systems get ransomware it. Everything's encrypted, like you need a way to restore that data without necessarily paying the ransom on DH like tamperproof backups >> are are the way to do that. Really? So >> all right, that I want to give you the final word. Uh, w t g transform 2019 gives a little inside some of the customers you're talking to. Some of the top of mine, diffuse or any. I don't work >> for me. A lot of the top mine issues around security seriously, but also like modernizing People's Data Center so that delivering on the hybrid cloud message of like installing hardware and software that not just provides, like data storage services on Prem but could do a lot of cloud tearing >> cloud archiving. Also >> because last, we really appreciate the updates. Thank you. Money for Sarah. We're all initiated. I want to thank our audience here. We've had a full day here. Got to talk to some of the users, some of the partners and, of course, our host for the event. Winslow Technology Group. Scott Winslow and the team. Great to see the growth. Always love to be able to dig in with the users and what's happening locally for myself, stupid. And want to thank the whole team here at the Cube for helping us to be ableto support these events and be sure to check out the cute dot net. You could do some searches there. You could find all the guests here and see previously what they've been talking about. See what future events were going out and dig their archive and is always if you have any questions, feel free to reach out myself, the rest of the team and always a pleasure to be able to share with you and thank you for watching.

>> Boston, Massachusetts. It's the queue covering W T G transformed 2019 Accio by Winslow Technology Group. >> Hi, I'm Stew Minutemen And this is the Cubes. Third year at W. T. G. Transform 2019 which is the Window Technologies Group, Their user conference. Longtime compelling customer, of course. Compelling, bought by Del del Body M. C. So it's now the deli emcee user event and to help me kick off a day of content where we're gonna be talking. Toa some of the W T G executive some of their customers and some of their partners is first time guests on the program. Joe Batista, Who's a Creek and easy chief creative, apologised at Del Technologies. Joe Appreciate you making it all the way in from the suburbs to come here to downtown Boston in the shadow of Fenway. >> It was a long haul this morning with no traffic of 5 30 35 minutes in. >> Yeah, a Zeiss safe for the people. Adele. It's about the distant from Boston Towe where we live as it is to go from Austin to Round Rock. So >> there we go, >> you know, similar types of things. So I have to start create apologised. A song. You know, I did a little bit of reading and, you know, having watched Aquino, it's, you know, sparking that creativity. So I love the idea of it. You've had this title for quite a while since before you Riddell just give us a little bit about background of you know what you do, and you know why you're qualified to do it. >> Well, it was quite a fight. It's a fun brand, but literally. It sits at the nexus of business and technology, and my job's simply is to help it re image the business, because now every company's a technology company. So what does that look like? So I get involved Also, it's a really cool problems, opportunities that customers are facing by re imaging it >> well, it's funny that you say re image, because when I did my history, the oldest thing I found some article from the nineties talking about somebody from Polaroid that that title and I was actually talking to some of the young people in the office there, like everybody's using Polaroids. There's these days, it's cool. It's true. They're doing it. So what's old is new again. You know everything come back together. So luckily, you know our industry. I mean, nothing changes, right? You know, it's the same now as it was 10 years ago, 100 years ago. You know, I'll just go into the factory and pumping things out now. >> Still, you know, I've been a referee a long time, and in the old days we had swim lengths, right? You know, you thought about certain vendors. They were in swim lanes. Now, today, with the influx of cash, as I was talking about, and the level of it of even innovation cycle time and how the industry's become more fragmented with lots of products, the complexity index has increased exponentially, and the velocity around that complexity is even more accelerate. So, no, it hasn't gotten easier. It's gotten more difficult. >> Yeah, fascinating. Actually. I just heard a segment on our national public radio station here in Boston talking about that. One of the biggest changes and how people think over the last few decades is we're better at recognizing patterns. Used to be, we could be an expert on something and do our thing, you know. We know the old trope is well, you know. My grandfather, you know, worked at a company for 30 years and did his same thing today. Things are changing constantly. You know, we didn't have, you know, the power of a supercomputer in our pocket, you know, 10 years ago, you know, let alone even older. So, you know, this is a user conference. So you know what air they did do. I mean, if if I understand, if I'm, you know, making a decision today for my business. And oftentimes that decision is something I need to live with for a while. How do I make sure that I'm making the right decisions That's going to keep me, you know, you know, keeping up with the competition and keeping my business moving forward as things constantly change. >> Yeah. So there is no easy answer to that question. There's a couple of thoughts and hasn't said in the presentation. You gotta look at these vectors that impacted trajectory of the thinking. And I love the Peter Drucker coat. Right. If he using yesterday's logic probably gonna get in trouble, you have to rethink the logic. In the example I gave you was the high jumper and how we did high jumping before and after 1960. So? So the question becomes one of those vectors, and I went through some of those vectors to help people think about, Okay, I do. My analysis on technology, that's all good. And, uh, tell technology you got a huge portfolio of technology. But how do you think about the perimeter? About how those things change over depreciation cycle. So is trying to add a little bit more color in there, thought processes. And I got a lot of post questions afterwards and a lot of engagements. So it seemed to resonate with the field. And I'll tell you what. The thing that they like the most was the business conversation off. They're like, you know, we don't do that enough. >> Yeah, right. I mean, you know, when we look at the successful companies today, it is not, You know, we've been talking for years, you know? Does it matter? Is it just a cost center? And it needs to be if it isn't helping the business drive forward and responding to what the business needs, uh, you know, could be replaced. That's where we got. Shadow it. It's It can't be the nowhere the slow needs to be. When the business says we need to go, you know, get on board and drive. I love one of the analogies you used is, you know, in this world of complexity, there's so many things out there, You know, when I've worked with, you know, enterprises and small cos you look at their environments and it's like, Oh my God, it's this Hedorah genius mess, you know? How do we standardize things? How do we make things easier? You had a fun little analogy talking about space. Maybe, maybe. >> Okay, that was good. I always try to use visuals as much as possible. So high, high, high light with challenges. So the challenge was, Oh, actually have it in my pocket. So they pulled this out and basically what it is. If you look at the international space shuttle, that's the only thing that they need to fix anything on Specialist 7/16 inch socket or the millimeter version of it. I can't read. Excited my glasses on to fix anything. So imagine if I had one tool to fix anything that's Nirvana. That's not reality. I have to fatigue. So I need to get to that simplicity. Its glasses law remember, every 25% increase in function shin is 100% increase in complexity. And that's public enemy number one for us. >> All right, so So you hopped on board the Dell family relatively recently, when most people think, Adele, it's well, you know, Delpy sees, you know, talk to my you know, my parents. They're like they know Dell computers. They've used them forever. You're talking most people, you know, Del servant. Like you talked a lot about your presentation software is eating the world. Give give us how you know where Del fits in that software was eating the world picture. >> Well, what I can tell you, though, is I was absolutely amazed when I did my due diligence about all the innovation that happens in this company. Phenomenal not only about the hardware but the soft. And I think actually, Jeff said it best. I think we have more software engineers now that we have heart hardware engineers. So the pivots there, we're pivoting our talent, the software, but it's the innovation that's in this company. And I think I kind of rattled off a couple of statistics by how much we spend the quantity of I p that we have. And I think customers are amazed at that innovation. But the supercharger on is okay. How does the innovation apply to the business mechanics of the company? And what value do you extract from it? And that's where the whole language and conversation usually happens with us. I will tell you, though, I'm really excited that Del Technologies kind of doubling down on business outcomes. They're really trying to change the culture and helping customers understand what the technology >> means. Yeah, one of things that struck me. I've been to this event now for a couple of years, and, you know, there's a lot of product discussion here, you know, when you get down to the channel, it's like, Okay, great. You know, I'm doing a server refresh. I'm looking to things like hyper convert, you know? What am I doing in my network? You know, when you up level things a little bit, You know, when I went to del World, it's like, you know, we hear about the venture, you know, activity that's happening around and things like coyote coming down the pipe. But How does that trickle down to the customers? That talking event here? It's great to talk about innovation, but, you know, I got to run my business. You know what? You know. Where does Del fit in that picture >> for you? Got it? Well, it's a custom you got to do both, right? So this has got to be a shift, because now I have to think differently, right? I know how to do feature analysis and benefit analysis of a point in time product, but what's the periphery of activities that inspecting, impacting that decision? Does that architectures scale? What are the economics around that? So you need to think about all those things. And I think it's just a journey for not only us as a vendor, but also for customers as well. >> Okay, so you're relatively new in today. L I want to ask you You gave a great quote in your presentation from from Jack Welch. Er said if the rate of change outside the company is greater than inside the company, the end is near. >> I would say the post. >> So, you know, explain to us the pace of change inside of del technologies. >> Well, you know, that's That's a That's a big question. I mean, piece of change varies by organization by business unit I really can't comment on your individual business units, but I will say, though there's a definite desire toe. Understand? We're customers interested. He is there. So what's the customer trying to dio? And then how do we satisfy the customer request? It's a matter of fact. I don't know if you know this and it was amazing because that's what the customer the other day, you know, Stevie Awards. Which a customer satisfaction, which we double down on customer satisfaction. We have a customer chief customer officer was Karen, and we just won 15 Stevie Awards, which is about customer satisfaction. So I think there's a slow shift, but there's a real focus on customer Central City. For us, the velocity will get there. But if you put the customer at the center like we do, that's a winning strategy. >> Yeah, well, yeah, we know Karen Kim does quite well, you know, culture and working with customers. You know, quite dio you talked about the portfolio of companies and l We know Del Bhumi quite well. We've done their event in the team were well, and you know, VM wears no slouch in the industry. I've had one of the pleasures of my careers. You know, I started working with him. Where when they were, like, 100 person company. No, watch them grow and pack. El Singer, I think was just named like the number one number two, you know, CEO work for employees by employees from glass doors. So, you know No, no slouch on the the venture family. So congratulations, toe Dale family on all that. >> Thank you very much are exciting. >> Joe Batista. Thank you so much for joining me here at the W T. G. Transformed 2019. Pleasure to catch up with you. Appreciate the opportunity. All right, so we're here with customers, the executives, and digging into all the industry trends. Of course. Check out the cute dot net for where we will be. And, uh, I think it was always for watching the cube