>>The Cube presents Ignite 22, brought to you by Palo Alto Networks. >>Hey guys, welcome back to the Cube, the leader in live enterprise and emerging tech coverage. We are live in Las Vegas at MGM Grand Hotel, Lisa Martin with Dave Valante, covering our first time covering Palo Alto Ignite. 22 in person. Dave, we've had some great conversations so far. We've got two days of wall to wall coverage. We're gonna be talking with Palo Alto execs, leaders, customers, partners, and we're gonna be talking about the partner ecosystem >>Next. Wow. Super important. You know, it's funny you talk about for a minute, you didn't know where we were. I, I came to Vegas in May. I feel like I never left two weeks ago reinvent, which was I, I thought the most awesome reinvent ever. And it was really all about the ecosystem and the marketplace. So super excited to have that >>Conversation. Yeah, we've got Wet Whit Krump joining us, director of America's business development worldwide channels and customer programs at AWS marketplace. Wet, welcome to the Cube. Great to have >>You. Thanks for having me. Give >>Us a, you got a big title there. Give us a little bit of flavor of your scope of work at aws. >>Yeah, sure. So I, I've been with the marketplace team now almost eight years and originally founded our channel programs. And my scope has expanded to not just cover channels, but all things related to customers. So if you think about marketplace having sort of two sides, one being very focused on the isv, I tend to manage all things related to our in customer and our, our channel partners. >>What are some of the feedback that you're getting from customers and channel partners as the marketplace has has evolved so much? >>Yeah. You know, it's, it's, it's been interesting to watch over the course of the years, getting to see it start its infancy and grow up. One of the things that we hear often from customers and from our channel partners, and maybe not so directly, is it's not about finding the things they necessarily want to buy, although that's important, but it's the actual act of how they're able to purchase things and making that a much more streamlined process, especially in large enterprises where there's a lot of complexity. We wanna make that a lot simple, simpler for our customers. >>I mean, vendor management is such a hassle, right? But, so when I come into the marketplace, it's all there. I gotta console, it's integrated, I choose what I want. The billing is simplified. How has that capability evolved since the time that you've been at aws and where do you, where do you want to take it? >>Yeah, so when we, we first started Marketplace, it was really a pay as you go model customer come, they buy whatever, you know, whatever the, the whatever the solution was. And then it was, you know, charged by the hour and then the year. And one of the things that we discovered through customer and partner feedback was especially when they're dealing with large enterprise purchases, you know, they want to be able to instantiate those custom price and terms, you know, into that contract while enjoying the benefits of, of marketplace. And that's been, I think the biggest evolution started in 2017 with private offers, 2018 with consulting partner private offers. And then we've added things on over time to streamline procurement for, for >>Customers. So one of the hottest topics right now, everybody wants to talk about the macro and the headwinds and everything else, but when you talk to customers like, look, I gotta do more with less, less, that's the big theme. Yeah. And, and I wanna optimize my spend. Cloud allows me to do that because I can dial down, I can push storage to, to lower tiers. There's a lot of different things that I can do. Yeah. What are the techniques that people are using in the ecosystem Yeah. To bring in the partner cost optimization. Yeah. >>And so one of the key things that, that partners are, are, are doing for customers, they act as that trusted advisor. And, you know, when using marketplace either directly or through a partner, you know, customers are able to really save money through a licensing flexibility. They're also able to streamline their procurement. And then if there's an at-risk spin situation, they're able to, to manage that at-risk spend by combining marketplace and AWS spin into into one, you know, basically draws down their commitments to, to the company. >>And we talk about ask at-risk spend, you might talk about user or lose IT type of spend, right? Yeah. And so you, you increase the optionality in terms of where you can get value from your cloud spend. That's >>All right. Customers are thinking about their, their IT spend more strategically now more than ever. And so they're not just thinking about how do I buy infrastructure here and then software here, data services, they wanna combine this into one place. It's a lot less to keep up with a lot, a lot less overhead for them. But also just the simplification that you alluded to earlier around, you know, all the billing and vendor management is, and now in one, one streamlined, one streamlined process. Talk >>About that as a facilitator of organizations being able to reduce their risk profile. >>Yeah, so, you know, one of the things that, that came out earlier this year with Forrester was a to were total economic impact studies for both an ISV and for the end customer. But there was also a thought leadership study done where they surveyed over 700 customers worldwide to sort of get their thoughts on procurement and risk profile management. And, and one of the things that was really, you know, really surprising was is was that, you know, I guess it was like over 78% of of respondents DEF stated that they didn't feel like their, their companies had a really well-defined governance model and that over half of software and data purchases actually went outside of procurement. And so the companies aren't really able to, don't, they don't really have eyes on all of this spin and it's substantial >>And that's a, a huge risk for the organization. >>Yeah. Huge risk for the organization. And, and you know, half of the respondents stated outright that like they viewed marketplaces a way for them to reduce their risk profile because they, they were able to have a better governance model around that. >>So what's the business case can take us through that. How, how should a customer think about that? So, okay, I get that the procurement department likes it and the CFO probably likes it, but how, what, what's the dynamic around the business? So if I'm a, let's say I'm, I'm a bus, I'm a business person, I'm a, and running the process, I got my little, I get my procurement reach around. Yeah. What does the data suggest that what's in it from me, right? From a company wide standpoint, you know, what are the, maybe the Forester guys address this. So yeah, that overall business case I think is important. >>Yeah, I think, I think one of the big headlines for the end customer is because of license flexibility is that is is about a 10% cost savings in, in license cost. They're able to right size their purchases to buy the things they actually need. They're not gonna have these big overarching ELAs. There's gonna be a lot of other things in there that, that they don't, they don't really aren't gonna really directly use. You're talking about shelfware, you know, that sort of the classic term buy something, it never gets used, you know, also from just a, a getting things done perspective, big piece of feedback from customers is the contracting process takes a long time. It takes several months, especially for a large purchase. And a lot of those discussions are very repetitive. You know, you're talking about the same things over and over again. And we actually built a feature called standardized contract where we talked to a number of customers and ISVs distilled a contract down into a, a largely a set of terms that both sides already agreed to. And it cuts that, that contract time down by 90%. So if you're a legal team in a company, there's only so many of you and you have a lot of things to get done. If you can shave 90% off your time, that that's, that's now you can now work on a lot of other things for the, the corporation. Right. >>A lot of business impact there. You think faster time to value, faster time to market workforce optimization. >>Yeah. Yeah. I mean, it, it, you know, from an ISV standpoint, the measurement is they're, they're able to close deals about 40% faster, which is great for the isv. I mean obviously they love that. But if you're a customer, you're actually getting the innovative technologies you need 40% faster. So you can actually do the work you want to take it to your customers and drive the business. >>You guys recently launched, what is it, vendor Insights? Yeah. Talk a little bit about that, the value. What are some of the things that you're seeing with that? >>Yeah, so that goes into the, the onboarding value add of marketplaces. The number of things that go into, to cutting that time according to Forrester by 75%. But Vendor Insights was based on a key piece, offa impact from customers. So, you know, marketplace is used for, one of the reasons is discoverability by customers, Hey, what is the broader landscape? Look for example of security or storage partners, you know, trying to, trying to understand what is even available. And then the double click is, alright, well how does that company, or how does that vendor fit into my risk profile? You know, understanding what their compliance metrics are, things of that nature. And so historically they would have to, a customer would've to go to an ISV and say, all right, I want you to fill out this form, you know that my questionnaire. And so they would trade this back and forth as they have questions. Now with vendor insights, a customer can actually subscribe to this and they're able to actually see the risk profile of that vendor from the inside out, you know, from the inside of their SaaS application, what does it look like on a real time basis? And they can go back and look at that whenever they want. And you know, the, the, the feedback since the launch has been fantastic. And that, and I think that helps us double down on the already the, the onboarding benefits that we are providing customers. >>This, this, I wanna come back to this idea of cost optimization and, and try to tie it into predictability. You know, a lot of people, you know, complain, oh, I got surprised at the end of the month. So if I understand it wit by, by leveraging the marketplace and the breadth that you have in the marketplace, I can say, okay, look, I'm gonna spend X amount on tech. Yeah. And, and this approach allows me to say, all right, because right now procurement or historically procurement's been a bunch of stove pipes, I can't take from here and easily put it over there. Right. You're saying that this not only addresses the sort of cost optimization, does it also address the predictability challenge? >>Yeah, and I, I think another way to describe that is, is around cost controls. And you know, just from a reporting perspective, you know, we, we have what are called cost utilization reports or curve files. And we provide those to customers anytime they want and they can load those into Tableau, use whatever analysis tools that they want to be able to use. And so, and then you can actually tag usage in those reports. And what we're really talking about is helping customers adopt thin op practices. So, you know, develop directly for the cloud customers are able to understand, okay, who's using what, when and where. So everyone's informed that creates a really collaborative environment. It also holds people accountable for their spin. So that, you know, again, talking about shelfware, we bought things we're not gonna use or we're overusing people are using software that they probably don't really need to. And so that's, that adds to that predictable is everyone has great visibility into what's happening. And there's >>Another, I mean, of course saving money is, is, is in vogue right now because you know, the headwinds and the economics, et cetera. But there's also another side of the equation, which is, I mean, I see this a lot. You know, the CFO says financial people, why is our cloud bill so high? Well it's because we're actually driving all this revenue. And so, you know, you've seen it so many so often in companies, you know, the, the spreadsheet analysis says, oh, cut that. Well, what happens to revenue if you cut that? Right? Yeah. So with that visibility, the answer may be, well actually if we double down on that, yeah, we're actually gonna make more money cuz we actually have a margin on this and it's, it's got operating leverage. So if we double that, you know, we could, so that kind of cross organization communication to make better decisions, I think is another key factor. Yeah. >>Huge impact there. Talk ultimately about how the buyer's journey seems to have been really transformed >>The >>Correct. Right? So if you're, if you're a buyer, you know, initially to your point is, you know, I'm just looking for a point solution, right? And then you move on to the next one and the next one. And now, you know, working with our teams and using the platform, you know, and frankly customers are thinking more strategically about their IT spend holistically. The conversations that we're having with us is, it's not about how do I find the solution today, but here's my forward looking software spend, or I'm going through a migration, I wanna rationalize the software portfolio I have today as I'm gonna lift and shift it to aws. You know, what is going to make the trip? What are we gonna discard entirely because it's not really optimized for the cloud. Or there's that shelf wheel component, which is, hey, you know, maybe 15 to 25% of my portfolio, it's just not even getting utilized. And that, and that's a sunk cost to your point, which is, you know, that's, that's money I could be using on something that really impacts the bottom line in various areas of the business. Right. >>What would you say is the number one request you get or feedback you get from the end customers? And how is that different from what you hear from the channel partners? How aligned or Yeah. Are those >>Vectors? I would say from a customer perspective, one of the key things I hear about is around visibility of spin, right? And I was just talking about these reports and you know, using cost optimization tools, being able to use features like identity and access management, managing entitlements, private marketplaces. Basically them being able to have a stronger governance model in the cloud. For one thing, it's, it's, you know, keeping everybody on track like some of the points I was talking about earlier, but also cost, cost optimization around, you know, limiting vendor sprawl. Are we actually really using all the things that we need? And then from a channel partner perspective, you know, some of the things I talked about earlier about that 40% faster sales cycle, you know, that that TEI or the total economic impact study that was done by Forrester was, was built for the isv. >>But if you're a channel partner sitting between the customer and the isv, you kind of get to, you get a little bit of the best of both worlds, right? You're acting as that, you're acting as that that advisor. And so if you're a channel partner, the procurement streamlining is a huge benefit because the, you know, like you said, saving money is in vogue right now. You're trying to do more with less. So if you're thinking about 20, 27% faster win rates, 40% faster time to close, and you're the customer who's trying to impact the bottom line by, by innovating more, more quickly, those two pieces of feedback are really coming together and meeting in, in the middle >>Throughout 2021, or sorry, 2022, our survey partner, etr Enterprise Technology Research has asked their panel a question is what's your strategy for, you know, doing more with less? By far the number one response has been consolidating redundant vendors. Yes. And then optimizing cloud was, you know, second, but, but way, way lower than that. The number from last survey went from 34%. It's now up to 44% in the January survey, which is in the field, which they gave me a glimpse to last night. So you're seeing dramatic uptick Yeah. In that point. Yeah. And then you guys are helping, >>We, we definitely are. I mean, it, there's the reporting piece so they have a better visibility of what they're doing. And then you think about a, a feature like private marketplace and manage entitlements. So private marketplace enables a customer to create their own private marketplace as the name states where they can limit access to it for certain types of software to the actual in customer who needs to use that software. And so, you know, not everybody needs a license to software X, right? And so that helps with the sprawl comment to your point, that's, that's on the increase, right? Am I actually spending money on things that we need to use? >>But also on the consolidation front, you, we, we talked with nikesh an hour or so ago, he was mentioning on stage, if you, if you just think of this number of security tools or cybersecurity tools that an organization has on its network, 30 to 50. And we were talking about, well, how does Palo Alto Networks what's realistic in terms of consolidation? But it sounds like what you're doing in the marketplace is giving organizations the visibility, correct, for sure. Into what they're running, usage spend, et cetera, to help facilitate ultimately at some point facilitate a strategic consolidation. >>It's, that's exactly right. And if you, you think about cost optimization, our procurement features, you know, the, the practice that we're trying to help customers around, around finops, it's all about helping customers build a, a modern procurement practice and supply chain. And so that helps with, with that point exactly. The keynotes >>Point. Exactly. So last question for you. What, what's next? What can we expect? >>Oh, so what's next for me is, you know, I, I really want to, you know, my channel business for example, you know, I want to think about enabling new types of partners. So if we've worked really heavily with resellers, we worked very heavily with Palo Alto on the reseller community, how are we bringing in more services partners of various types? You know, the gsi, the distributors, cloud service providers, managed security service providers was in a keynote yesterday listening to Palo Alto talk about their five routes to market. And, you know, they had these bubbles. And so I was like, gosh, that's exactly how I'm thinking about the business is how am I expanding my own footprint to customers that have deeper, I mean, excuse me, to partners that have deeper levels of cloud knowledge, can be more of that advisor, help customers really understand how to maximize their business on aws. And, and you know, my job is to really help facilitate that, that innovative technology through those partners. >>So sounds like powerful force, that ecosystem. Exactly. Great alignment. AWS and Palo Alto, thank you so much for joining us with, we >>Appreciate, thanks for having >>With what's going on at aws, the partner network, the mp, and all that good stuff. That's really the value in it for customers, ISVs and channel partners. I like. We appreciate your insights. >>Thank you. Thanks for having me. Thank you. >>Our guests and Dave Valante. I'm Lisa Martin. You're watching the Cube Lee Leer in live enterprise and emerging tech coverage.

(bright music) >> Welcome back everyone. theCube's live coverage here. Day two, of two sets, three days of theCube coverage here at VMware Explore. This is our 12th year covering VMware's annual conference, formerly called VM World. I'm John Furrier, with Dave Vellante. We'd love seeing the progress and we've got great security comes Tom Gill, senior vices, president general manager, networking and advanced security business group at VMware. Great to see you. Thanks for coming on. >> Thanks. for having me. >> Yeah, really happy we could have you on. >> I think this is my sixth edition on the theCube. Do I get frequent flyer points or anything? >> Yeah. >> You first get the VIP badge. We'll make that happen. You can start getting credits. >> Okay, there we go. >> We won't interrupt you. Seriously, you got a great story in security here. The security story is kind of embedded everywhere, so it's not called out and blown up and talked specifically about on stage. It's kind of in all the narratives in the VM World for this year. But you guys have an amazing security story. So let's just step back and to set context. Tell us the security story for what's going on here at VMware and what that means to this supercloud, multi-cloud and ongoing innovation with VMware. >> Yeah, sure thing. So probably the first thing I'll point out is that security's not just built in at VMware. It's built differently. So, we're not just taking existing security controls and cut and pasting them into our software. But we can do things because of our platform, because of the virtualization layer that you really can't do with other security tools. And where we're very, very focused is what we call lateral security or East-West movement of an attacker. 'Cause frankly, that's the name of the game these days. Attackers, you've got to assume that they're already in your network. Already assume that they're there. Then how do we make it hard for them to get to the stuff that you really want? Which is the data that they're going after. And that's where we really should. >> All right. So we've been talking a lot, coming into VMware Explore, and here, the event. About two things. Security, as a state. >> Yeah. >> I'm secure right now. >> Yeah. >> Or I think I'm secure right now, even though someone might be in my network or in my environment. To the notion of being defensible. >> Yeah. >> Meaning I have to defend and be ready at a moment's notice to attack, fight, push back, red team, blue team. Whatever you're going to call it. But something's happening. I got to be able to defend. >> Yeah. So what you're talking about is the principle of Zero Trust. When I first started doing security, the model was we have a perimeter. And everything on one side of the perimeter is dirty, ugly, old internet. And everything on this side, known good, trusted. What could possibly go wrong. And I think we've seen that no matter how good you make that perimeter, bad guys find a way in. So Zero Trust says, you know what? Let's just assume they're already in. Let's assume they're there. How do we make it hard for them to move around within the infrastructure and get to the really valuable assets? 'Cause for example, if they bust into your laptop, you click on a link and they get code running on your machine. They might find some interesting things on your machine. But they're not going to find 250 million credit cards. >> Right. >> Or the script of a new movie or the super secret aircraft plans. That lives in a database somewhere. And so it's that movement from your laptop to that database. That's where the damage is done and that's where VMware shines. >> So if they don't have the right to get to that database, they're not in. >> And it's not even just the right. So they're so clever and so sneaky that they'll steal a credential off your machine, go to another machine, steal a credential off of that. So, it's like they have the key to unlock each one of these doors. And we've gotten good enough where we can look at that lateral movement, even though it has a credential and a key, we're like wait a minute. That's not a real CIS Admin making a change. That's ransomware. And that's where you. >> You have to earn your way in. >> That's right. That's right. Yeah. >> And we're all kinds of configuration errors. But also some user problems. I've heard one story where there's so many passwords and username and passwords and systems that the bad guys scour, the dark web for passwords that have been exposed. >> Correct. >> And go test them against different accounts. Oh one hit over here. >> Correct. >> And people don't change their passwords all the time. >> Correct. >> That's a known vector. >> Just the idea that users are going to be perfect and never make a mistake. How long have we been doing this? Humans are the weakest link. So people are going to make mistakes. Attackers are going to be in. Here's another way of thinking about it. Remember log4j? Remember that whole fiasco? Remember that was at Christmas time. That was nine months ago. And whoever came up with that vulnerability, they basically had a skeleton key that could access every network on the planet. I don't know if a single customer that said, "Oh yeah, I wasn't impacted by log4j." So here's some organized entity had access to every network on the planet. What was the big breach? What was that movie script that got stolen? So there wasn't one, right? We haven't heard anything. So the point is, the goal of attackers is to get in and stay in. Imagine someone breaks into your house, steals your laptop and runs. That's a breach. Imagine someone breaks into your house and stays for nine months. It's untenable, in the real world, right? >> Right. >> We don't know in there, hiding in the closet. >> They're still in. >> They're watching everything. >> Hiding in your closet, exactly. >> Moving around, nibbling on your cookies. >> Drinking your beer. >> Yeah. >> So let's talk about how this translates into the new reality of cloud-native. Because now you hear about automated pentesting is a new hot thing right now. You got antivirus on data is hot within APIs, for instance. >> Yeah. >> API security. So all kinds of new hot areas. Cloud-native is very iterative. You know, you can't do a pentest every week. >> Right. >> You got to do it every second. >> So this is where it's going. It's not so much simulation. It's actually real testing. >> Right. Right. >> How do you view that? How does that fit into this? 'cause that seems like a good direction to me. >> Yeah. If it's right in, and you were talking to my buddy, Ahjay, earlier about what VMware can do to help our customers build cloud native applications with Tanzu. My team is focused on how do we secure those applications? So where VMware wants to be the best in the world is securing these applications from within. Looking at the individual piece parts and how they talk to each other and figuring out, wait a minute, that should never happen. By almost having an x-ray machine on the innards of the application. So we do it for both for VMs and for container based applications. So traditional apps are VM based. Modern apps are container based. And we have a slightly different insertion mechanism. It's the same idea. So for VMs, we do it with a hypervisor with NSX. We see all the inner workings. In a container world we have this thing called a service mesh that lets us look at each little snippet of code and how they talk to each other. And once you can see that stuff, then you can actually apply. It's almost like common sense logic of like, wait a minute. This API is giving back credit card numbers and it gives five an hour. All of a sudden, it's now asking for 20,000 or a million credit cards. That doesn't make any sense. The anomalies stick out like a sore thumb. If you can see them. At VMware, our unique focus in the infrastructure is that we can see each one of these little transactions and understand the conversation. That's what makes us so good at that East-West or lateral security. >> You don't belong in this room, get out or that that's some weird call from an in memory database, something over here. >> Exactly. Where other security solutions won't even see that. It's not like there algorithms aren't as good as ours or better or worse. It's the access to the data. We see the inner plumbing of the app and therefore we can protect the app from. >> And there's another dimension that I want to get in the table here. 'Cause to my knowledge only AWS, Google, I believe Microsoft and Alibaba and VMware have this. >> Correct >> It's Nitro. The equivalent of a Nitro. >> Yes. >> Project Monterey. >> Yeah. >> That's unique. It's the future of computing architectures. Everybody needs a Nitro. I've written about this. >> Yeah. >> Right. So explain your version. >> Yeah. >> It's now real. >> Yeah. >> It's now in the market, right? >> Yeah. >> Or soon will be. >> Here's our mission. >> Salient aspects. >> Yeah. Here's our mission of VMware. Is that we want to make every one of our enterprise customers. We want their private cloud to be as nimble, as agile, as efficient as the public cloud. >> And secure. >> And secure. In fact, I'll argue, we can make it actually more secure because we're thinking about putting security everywhere in this infrastructure. Not just on the edges of it. Okay. How do we go on that journey? As you pointed out, the public cloud providers realized five years ago that the right way to build computers was not just a CPU and a graphics process unit, GPU. But there's this third thing that the industry's calling a DPU, data processing unit. And so there's kind of three pieces of a computer. And the DPU is sometimes called a Smartnic. It's the network interface card. It does all that network handling and analytics and it takes it off the CPU. So they've been building and deploying those systems themselves. That's what Nitro is. And so we have been working with the major Silicon vendors to bring that architecture to everybody. So with vSphere 8, we have the ability to take the network processing, that East-West inspection I talked about, take it off of the CPU and put it into this dedicated processing element called the DPU and free up the CPU to run the applications that Ahjay and team are building. >> So no performance degradation at all? >> Correct. To CPU offload. >> So even the opposite, right? I mean you're running it basically Bare Metal speeds. >> Yes, yes and yes. >> And you're also isolating the storage from the security, the management, and. >> There's an isolation angle to this, which is that firewall, that we're putting everywhere. Not just that the perimeter, but we put it in each little piece of the server is running when it runs on one of these DPUs it's a different memory space. So even if an attacker gets to root in the OS, they it's very, very, never say never, but it's very difficult. >> So who has access to that resource? >> Pretty much just the infrastructure layer, the cloud provider. So it's Amazon, Google, Microsoft, and the enterprise. >> Application can't get in. >> Can't get in there. Cause you would've to literally bridge from one memory space to another. Never say never, but it would be very. >> But it hasn't earned the trust to get. >> It's more than barbwire. It's multiple walls. >> Yes. And it's like an air gap. It puts an air gap in the server itself so that if the server is compromised, it's not going to get into the network. Really powerful. >> What's the big thing that you're seeing with this supercloud transition. We're seeing multi-cloud and this new, not just SaaS hosted on the cloud. >> Yeah. >> You're seeing a much different dynamic of, combination of large scale CapEx, cloud-native, and then now cloud-native drills on premises and edge. Kind of changing what a cloud looks like if the cloud's on a cloud. >> Yeah. >> So we're the customer, I'm building on a cloud and I have on premise stuff. So, I'm getting scale CapEx relief from the hyperscalers. >> I think there's an important nuance on what you're talking about. Which is in the early days of the cloud customers. Remember those first skepticism? Oh, it'll never work. Oh, that's consumer grade. Oh, that's not really going to work. Oh some people realize. >> It's not secure. >> Yeah. It's not secure. >> That one's like, no, no, no it's secure. It works. And it's good. So then there was this sort of over rush. Let's put everything on the cloud. And I had a lot of customers that took VM based applications said, I'm going to move those onto the cloud. You got to take them all apart, put them on the cloud and put them all back together again. And little tiny details like changing an IP address. It's actually much harder than it looks. So my argument is, for existing workloads for VM based workloads, we are VMware. We're so good at running VM based workloads. And now we run them on anybody's cloud. So whether it's your east coast data center, your west coast data center, Amazon, Google, Microsoft, Alibaba, IBM keep going. We pretty much every. >> And the benefit of the customer is what. >> You can literally VMotion and just pick it up and move it from private to public, public to private, private to public, Back and forth. >> Remember when we called Vmotion BS, years ago? >> Yeah. Yeah. >> VMotion is powerful. >> We were very skeptical. We're like, that'll never happen. I mean we were. This supposed to be pat ourselves on the back. >> Well because alchemy. It seems like what you can't possibly do that. And now we do it across clouds. So it's not quite VMotion, but it's the same idea. You can just move these things over. I have one customer that had a production data center in the Ukraine. Things got super tense, super fast and they had to go from their private cloud data center in the Ukraine, to a public cloud data center out of harm's way. They did it over a weekend. 48 hours. If you've ever migrated a data center, that's usually six months. Right. And a lot of heartburn and a lot of angst. Boop. They just drag and dropped and moved it on over. That's the power of what we call the cloud operating model. And you can only do this when all your infrastructures defined in software. If you're relying on hardware, load balancers, hardware, firewalls, you can't move those. They're like a boat anchor. You're stuck with them. And by the way, they're really, really expensive. And by the way, they eat a lot of power. So that was an architecture from the 90's. In the cloud operating model your data center. And this comes back to what you were talking about is just racks and racks of X86 with these magic DPUs, or smart nics, to make any individual node go blisteringly fast and do all the functions that you used to do in network appliances. >> We just had Ahjay taking us to school, and everyone else to school on applications, middleware, abstraction layer. And Kit Culbert was also talking about this across cloud. We're talking supercloud, super pass. If this continues to happen, which we would think it will happen. What does the security posture look like? It feels to me, and again, this is your wheelhouse. If supercloud happens with this kind of past layer where there's vMotioning going on. All kinds of spanning applications and data across environments. >> Yeah. Assume there's an operating system working on behind the scenes. >> Right. >> What's the security posture in all this? >> Yeah. So remember my narrative about the bad guys are getting in and they're moving around and they're so sneaky that they're using legitimate pathways. The only way to stop that stuff, is you've got to understand it at what we call Layer 7. At the application layer. Trying to do security to the infrastructure layer. It was interesting 20 years ago, kind of less interesting 10 years ago. And now it's becoming irrelevant because the infrastructure is oftentimes not even visible. It's buried in some cloud provider. So Layer 7 understanding, application awareness, understanding the APIs and reading the content. That's the name of the game in security. That's what we've been focused on. Nothing to do with the infrastructure. >> And where's the progress bar on that paradigm. One to ten. Ten being everyone's doing it. >> Right now. Well, okay. So we as a vendor can do this today. All the stuff I talked about, reading APIs, understanding the individual services looking at, Hey, wait a minute this credit card anomalies, that's all shipping production code. Where is it in customer adoption life cycle? Early days 10%. So there's a whole lot of headroom for people to understand, Hey, I can put these controls in place. They're software based. They don't require appliances. It's Layer 7, so it has contextual awareness and it's works on every single cloud. >> We talked about the pandemic being an accelerator. It really was a catalyst to really rethink. Remember we used to talk about Pat as a security do over. He's like, yes, if it's the last thing I do, I'm going to fix security. Well, he decided to go try to fix Intel instead. >> He's getting some help from the government. >> But it seems like CISOs have totally rethought their security strategy. And at least in part, as a function of the pandemic. >> When I started at VMware four years ago, Pat sat me down in his office and he said to me what he said to you, which is like, "Tom," he said, "I feel like we have fundamentally changed servers. We fundamentally change storage. We fundamentally change networking. The last piece of the puzzle of security. I want you to go fundamentally change it." And I'll argue that the work that we're doing with this horizontal security, understanding the lateral movement. East- West inspection. It fundamentally changes how security works. It's got nothing to do with firewalls. It's got nothing to do with Endpoint. It's a unique capability that VMware is uniquely suited to deliver on. And so Pat, thanks for the mission. We delivered it and it's available now. >> Those WET web applications firewall for instance are around, I mean. But to your point, the perimeter's gone. >> Exactly. >> And so you got to get, there's no perimeter. so it's a surface area problem. >> Correct. And access. And entry. >> Correct. >> They're entering here easy from some manual error, or misconfiguration or bad password that shouldn't be there. They're in. >> Think about it this way. You put the front door of your house, you put a big strong door and a big lock. That's a firewall. Bad guys come in the window. >> And then the windows open. With a ladder. >> Oh my God. Cause it's hot, bad user behavior trumps good security every time. >> And then they move around room to room. We're the room to room people. We see each little piece of the thing. Wait, that shouldn't happen. Right. >> I want to get you a question that we've been seeing and maybe we're early on this or it might be just a false data point. A lot of CSOs and we're talking to are, and people in industry in the customer environment are looking at CISOs and CSOs, two roles. Chief information security officer, and then chief security officer. Amazon, actually Steven Schmidt is now CSO at Reinforce. They actually called that out. And the interesting point that he made, we had some other situations that verified this, is that physical security is now tied to online, to your point about the service area. If I get a password, I still got the keys to the physical goods too. >> Right. So physical security, whether it's warehouse for them or store or retail. Digital is coming in there. >> Yeah. So is there a CISO anymore? Is it just CSO? What's the role? Or are there two roles you see that evolving? Or is that just circumstance. >> I think it's just one. And I think that the stakes are incredibly high in security. Just look at the impact that these security attacks are having on. Companies get taken down. Equifax market cap was cut 80% with a security breach. So security's gone from being sort of a nuisance to being something that can impact your whole kind of business operation. And then there's a whole nother domain where politics get involved. It determines the fate of nations. I know that sounds grand, but it's true. And so companies care so much about it they're looking for one leader, one throat to choke. One person that's going to lead security in the virtual domain, in the physical domain, in the cyber domain, in the actual. >> I mean, you mention that, but I mean, you look at Ukraine. I mean that cyber is a component of that war. I mean, it's very clear. I mean, that's new. We've never seen. this. >> And in my opinion, the stuff that we see happening in the Ukraine is small potatoes compared to what could happen. >> Yeah. >> So the US, we have a policy of strategic deterrence. Where we develop some of the most sophisticated cyber weapons in the world. We don't use them. And we hope never to use them. Because our adversaries, who could do stuff like, I don't know, wipe out every bank account in North America. Or turn off the lights in New York City. They know that if they were to do something like that, we could do something back. >> This is the red line conversation I want to go there. So, I had this discussion with Robert Gates in 2016 and he said, "We have a lot more to lose." Which is really your point. >> So this brand. >> I agree that there's to have freedom and liberty, you got to strike back with divorce. And that's been our way to balance things out. But with cyber, the red line, people are already in banks. So they're are operating below the red line line. Red line meaning before we know you're in there. So do we move the red line down because, hey, Sony got hacked. The movie. Because they don't have their own militia. >> Yeah. >> If their were physical troops on the shores of LA breaking into the file cabinets. The government would've intervened. >> I agree with you that it creates tension for us in the US because our adversaries don't have the clear delineation between public and private sector. Here you're very, very clear if you're working for the government. Or you work for an private entity. There's no ambiguity on that. >> Collaboration, Tom, and the vendor community. I mean, we've seen efforts to try to. >> That's a good question. >> Monetize private data and private reports. >> So at VMware, I'm very proud of the security capabilities we've built. But we also partner with people that I think of as direct competitors. We've got firewall vendors and Endpoint vendors that we work with and integrate. And so coopetition is something that exists. It's hard. Because when you have these kind of competing. So, could we do more? Of course we probably could. But I do think we've done a fair amount of cooperation, data sharing, product integration, et cetera. And as the threats get worse, you'll probably see us continue to do more. >> And the government is going to trying to force that too. >> And the government also drives standards. So let's talk about crypto. Okay. So there's a new form of encryption coming out called processing quantum. >> Quantum. Quantum computers have the potential to crack any crypto cipher we have today. That's bad. Okay. That's not good at all because our whole system is built around these private communications. So the industry is having conversations about crypto agility. How can we put in place the ability to rapidly iterate the ciphers in encryption. So, when the day quantum becomes available, we can change them and stay ahead of these quantum people. >> Well, didn't NIST just put out a quantum proof algo that's being tested right now by the community? >> There's a lot of work around that. Correct. And NIST is taking the lead on this, but Google's working on it. VMware's working on it. We're very, very active in how do we keep ahead of the attackers and the bad guys? Because this quantum thing is a, it's an x-ray machine. It's like a dilithium crystal that can power a whole ship. It's a really, really, really powerful tool. >> Bad things will happen. >> Bad things could happen. >> Well, Tom, great to have you on the theCube. Thanks for coming on. Take the last minute to just give a plug for what's going on for you here at VMWorld this year, just VMware Explore this year. >> Yeah. We announced a bunch of exciting things. We announced enhancements to our NSX family, with our advanced load balancer. With our edge firewall. And they're all in service of one thing, which is helping our customers make their private cloud like the public cloud. So I like to say 0, 0, 0. If you are in the cloud operating model, you have zero proprietary appliances. You have zero tickets to launch a workload. You have zero network taps and Zero Trust built into everything you do. And that's what we're working on. Pushing that further and further. >> Tom Gill, senior vices president, head of the networking at VMware. Thanks for coming on. We do appreciate it. >> Thanks for having us. >> Always getting the security data. That's killer data and security of the two ops that get the most conversations around DevOps and Cloud Native. This is The theCube bringing you all the action here in San Francisco for VMware Explore 2022. I'm John Furrier with Dave Vellante. Thanks for watching. (bright music)