>> Announcer: Live from Las Vegas, it's The Cube covering HPE Discover 2017. Brought to you by Hewlett Packard Enterprise. (techno music) >> Welcome back, everyone. We're here live in Las Vegas for theCube's exclusive three days of coverage of HPE Discover 2017. This is SiliconANGLE's flagship program. We go out to the events and extract the signal from the noise. I'm John Furrier, and my cohost, Dave Vellante. Partner in crime here. Our next guest is Ana Pinczuk, Senior Vice President, General Manager, HPE Pointnext, the new organization >> Ana: That's correct. Yeah. >> John: Anyways, welcome to theCube. Good to see you again. >> Thank you. Really nice to see you as well. Yeah, excited to be here with you guys. >> Cube alumni also. Part of the Grace Hopper Community as well with women in tech. Great work there. Just want to give you props. >> Ana: Thank you, yeah. >> Shout out there. Okay, so you're in the new job here. You're a seasoned veteran. >> Ana: Yes. >> You know the industry. Your thoughts? I mean, you're coming in fresh. >> Ana: Yeah, I'm coming in fresh. So, first of all, three whole months here, you know. So, it's been kind of a whirlwind since we came onboard. We announced the new brand. So HP Pointnext is the new brand for really our future-facing services organization, right. And we've got this great opportunity, you know? We've got customers that are really undergoing tremendous digital transformation, right, and they need help, and we're the arm of HP that can really help them through that journey. All the way from sort of advice and transform services, professional services, like design and implementation services, and then when we go to operational support services as well, so. >> John: One of the things that Meg Whitman was talking about, I want to get your thoughts and reaction to, is, she said it's a cleaner positioning with HPE now. Because the partner relationships have always been center. We had the Chief Channel Officer on earlier, Denzel. 70 percent of the revenues comes from partners. >> Ana: That's right. >> And so, having Pointnext the way it's structured makes it cleanier. What is she-- Cleaner, for everyone to understand what's happening. What does she mean by that? And give us your perspective. >> Ana: Yeah. Well, I'll give you, you know. Look, before, we had a huge outsourcing business, right. And with the DXC business moving off, we've got the opportunity to really partner with the Accentures, the DeLoyds, the WhitPros, the Tatas of the world, right? We provide mostly technology services, so, to the extent that they go and they help customers with applications and really figuring out their business processes, then we come together with them and then figure out how to translate that business architecture to the technology architecture and then how to do that technology road map for them, right. So, um, it's really positioned us much closer to different kinds of SI's, both sort of the traditional SI's as well as other ecosystem partners. And today, I mean, if you think about mostly every vertical is transforming, right, so. Whether you're in retail or transportation, et cetera. And frankly with DXC, you know, really going off focusing on outsourcing, we're still a huge partner of theirs, you know. They're a customer of ours. But at the same time, it opens up huge opportunities to go after other verticals and other solutions as well. >> Dave: Yeah, it's kind of a strange TAM expansion for the core of Hewlett-Packard Enterprise. >> Ana: Yeah, it is. >> You sort of concede the outsourcing business. Okay, we're out of that business. >> Ana: That's right. >> But now you've got so many other partners that really could boost your core business. >> Ana: Yeah. And, you know, um, I mean. Nobody owns advise and transform, right? I mean, nobody owns the whole digital transformation journey. The opportunity there greatly, sort of, outweighs the constraints that we have in that space, right. And so, you know, it's really important for us to go with the Accentures or the Deloyds, other partners, and be able to come with them and provide those solutions to customers. >> John: Ana, I'd like to get your thoughts on the trend and the particular question if it's going to be around the cloud transformation, which is the driver. You got big data, you've got IOTs, you have, obviously you have your hybrid IT solutions here, but, you know, cloud computing in general and big data point to a new set of applications. Dave and I always comment on theCube as we go to all these different events that we're old enough to remember the 80's and 90's. >> Ana: You're not that old. >> The 80's and 90's, the ERP generation. The mini computer was a massive opportunity for service providers. >> Ana: That's right. >> You know you had the big six accounting firms back in the day. Now you have thousands of partners. That was a big movement. That was a big wave. >> Ana: It is. >> This wave is almost bigger than that, but different. >> Ana: It is. >> What's different now as the new apps come out? >> Ana: Yeah. >> John: And we've seen this movie before in a way. >> Ana: Yes. >> John: With the ERPs of the world and CRMs. >> Ana: Yeah. >> John: What's different now with cloud that makes this bigger, and what's your thoughts on this opportunity? >> Ana: Well, I think, two things for me. One is-- In fact, over the last couple of days, we've been talking to a lot of customers about not what I would consider traditional, but even S, you know, SAP HANA, right? And those migrations. Those are like, a little bit like, still the old wave, you know. With new, sort of a new flavor to it as people go more into big data and analytics as well. But the biggest thing is that, you know, think about the world of the future. Everything's going to communicate with everything else. Everything is going to compute, right? And so, you know, the patterns of communications are really shifting, you know, as well. It used to be very data center, centric, and those traditional models, or the old IBM models of the 80's, right. >> John: Big iron, all the-- >> Ana: Big iron, everything in the servers and the data center. But think about, you know, your toaster talking to you, you know. Think about smart meters out there. Think about your car being really a roaming, you know, office and entertainment center, right. >> John: Yeah. >> So I think that's what's really shifting. It's just the magnitude of data that's going to be, you know, computable, in a sense, at the edge, and that's really helping us think about whole new different applications that we didn't have, you know, back then. >> Dave: So cloud is obviously this huge megatrend, and everybody, I think Hewlett-Packard Enterprises included, is trying to substantially mimic the cloud experience on-prim, create hybrid. And it seems like you're having a great deal of success there, at least early, some early wins. The other component of that is the business model side of things. >> Ana: Yes. >> The whole as a service piece of it. >> Ana: Yes. >> And as you transition into that, you know, cloud-like world, what happens on the business model side? I mean, we've heard a lot about flex capacity and things of that nature, but it feels like the services business can transform dramatically into that model. I wonder if you can comment on that. >> No, it's true. I mean, just think about it. In the more traditional world, we've been mostly a product company with sort of services attached. You know, you sell a hardware box and you attach support to it and some installation services. We're completely shifting the model, right? So we're really services led and hardware attached, right, of the model going forward. And, so that's one thing that's shifting. And then the business models are really outcome based. You know, so, I'll give you an example. You know, I was talking to a customer, in fact, earlier this morning, about providing retail store as a service. That's a very different model, right. That means that we're looking at the whole architecture for them. We're looking at what value constitutes in a retail store. You know, how do they make money. What that outcome should be, right. Then how do you deliver that as a solution on a per, you know, something basis. Per outcome basis. So completely shifts the way that we think about delivering services. >> Dave: And so has it become services as a service? I mean do you go to-- >> Ana: I call it-- Yeah, I mean, I've been calling it, you know, experience as a service, and it is service as a service or outcome as a service. I mean, in a sense what the customer cares about is the value that they get out of that thing that you delivered to them, right. And so-- >> John: It's important to them. >> It's important to them. >> John: It's their business. >> I think, that's their business. That's what they care about. You know, I'll give you an example. Data is so important. Backing up your data is really important. But what the customer cares about is not whether they have back up, but it's whether the back up actually worked, you know. >> Dave: And can I recover. >> Ana: And can I recover from it, restore it, right. And so, when you think about that, you know, experience as a service. The experience is, gees, you know, that I get my data backed up and can I restore or recover from it. And then that becomes the outcome that they want. >> John: Which is the digital transformation. I mean, digital transformation has been around for awhile. It's been that buzzword. Certainly center stage here. But you're talking about business transformation. You're talking about really changing how companies are doing business. >> Ana: That's correct. >> John: Chop line revenue driven by digital services or digital apps or-- >> That's right, that's right. >> John: Interfaces, experiences. Whether it's feeling good or actually delivering something. >> Ana: That's right. And, you know, what's happening. I mean, think about the retail store of the future, right. I mean, you know, you have, you have a teenage daughter or a teenage son as I have. You know, you want to make it really interesting for them to go into a store and have a different kind of experience, right? And so, you know, location based services, all these, all these things that you can enable in terms of, you know, helping them buy new things or getting, you know, I don't know, some sort of discount when they go into the store. Or really seeing what it looks like when it's on. You know, those are the experiences of the future that are going to make that retailer relevant, you know, especially moving on. >> John: Well, we're going to have my daughter-- She's down in the front desk. She's interning for us. She's a Berkeley student. Say hi to her. She's going to come in and tell us about what she thinks of HPE as a youngster. >> Ana: Oh, good. >> John: But more importantly, this is a big trend. I mean, we're seeing-- I want to talk about the women in tech piece of what you're involved in because, you know, we were having a conversation at dinner two nights ago that, you know, people consume technology, whether they're the end user, and that word to even exist. End user, or consumer. >> Ana: That's right. >> End user isn't even a word anymore. >> Ana: Isn't that, yeah-- Who is that? >> John: Who do we call end user? >> Ana: I know. Or end thing. >> John: But people who are-- >> Ana: In the future. >> We're all connected, right? >> Ana: That's right. >> So, so this makes up this-- 50 percent of the population's women. >> Ana: That's right. >> And they're not making the products as much, so the percentage of women in tech is a big issue. I know you're, you're involved with Grace Hopper. >> Ana: Yes. >> Your thoughts on women in tech, because we need more women building products or being involved in the design or something. >> Ana: Yeah, yeah. It's a great, as you know, a great passion area for me. And we've got about-- You know, if you think about computing, we've got about 17 percent or 18 percent of the graduates come out in computer science, right. But if you think about technology in general, you know, because everything is going to be digital, because everything is going to compute, you now have, for example, women that are going into tech that have, sort of, a real different variety of backgrounds, right? I mean, they could be designers, because your fabrics are going to be, sort of, lit up with, you know, with sensor technologies. Your knees will be, you know, will have capabilities that are computational. You know, so. What we're seeing is the opportunity to open up the space for women because some of the things that are out there that are going to be technology are going to be much more interesting generally to, to women. >> John: So if I get this right, you're saying is that it's, "Okay, we want more people, more women in software." Except that's not the restriction. It should be computer science, now, is broader. >> Ana: That's right. >> John: And in analytics, I mean, we see a lot of women who are crushing it and being great data scientists. >> Ana: That's right. >> Bring some creativity to it or expertise. >> Dave: In that stat, you said 17 percent with a degree and a small, a much smaller percentage actually enter the technology field, correct? >> Yeah, you know, yeah. What happens, I mean, especially, we get about 17 to 22 percent or so that enter the technology field, but then many of them don't stay. You know, especially those, you know-- There's attrition as you go up the, up the chain as well. >> Okay, so maybe this new dynamic >> Ana: Yeah. >> Changes that. >> Ana: Yeah, well, I mean, I think the kinds of degrees that people are getting. You know, every degree will have a technology aspect to it, right? You're in textiles or you're in, you know, design. >> John: Healthcare. Science, everywhere. >> Or you're in healthcare. And, you're in-- Yeah, you know, you're a doctor, you're a lawyer. Every degree will have an aspect of tech, that means, frankly, that we as a tech industry have to open up the kinds of people that we attract, right? We've got to look for, not just computer science people, but people that understand business processes. You know, people that understand industry verticals, because digital's going to all these different, sort of, you know, places. >> John: And you're an inspiration. Thanks for all that work. And we agree. Science is everywhere now. >> Ana: Yeah, that's right. >> And whether it's block chain or some sort of medical breakthrough, >> Ana: That's right. >> You don't have to be a hardcore programmer. >> Ana: That's right, that's right. >> Ana, thanks so much for coming on theCube. Really appreciate you sharing your insight. >> Thank you. Thanks for having me. >> John: Congratulations on the new opportunity. >> Yeah, appreciate it. >> John: And Pointnext is, points to what's next. >> The place to be. That's right. As I try to tell people. (laughter) >> John: It's like dabbing and pointing at the same time. Thanks so much, really appreciate it. >> Ana: Thank you so much. >> John: I'm John Furrier, Dave Vellante, live coverage of HPE Discover 2017. Our 7th year covering HP Discover, now HPE Discover in it's 2nd year. Be right back with more live coverage after this short break. (upbeat music)