(upbeat music) >> Hello, everybody. John Walls here, as we continue our coverage of AWS re:Invent here on theCUBE. And today we're going to go talk about the edge. What's out there on the edge, and how do we make sense of it? How do we use that data, and put it to work, and how do we keep it secure? Big questions, a lot of questions, and at the end of the day, what's the value prop for you, the customer, to make it all work? With me to talk about that is the Executive Vice President and GM of HPE GreenLake, Keith White. Keith, thanks for joining us here on theCUBE. >> John, thanks so much for having me. I really appreciate the opportunity, and excited to have a conversation today. >> Yeah, good. Well, let's just jump right in. First off, about the edge. There was a time, not so long ago, that it was kind of the Wild, Wild West out there, right? And we were trying to corral this fantastic reservoir of data that was streaming in from every which point, to the point now where we've realized how to refine that, how to develop that, how to reduce that complexity, to make that actionable. Talk about that journey a little bit, about where we were with edge technology maybe five, six years ago, and how we've migrated to the point we are now, where GreenLake is doing the great work that it is. >> You know, it's really a great question, John, cause I think there's a lot of different definitions of the edge, and what does "the edge" actually mean. And you're right, you know, there's been a pretty big transformation over the last few years, especially as we think about things like IoT, and just being able to engage with edge scenarios. But today what you're seeing is a lot of digital transformations happening with companies around three big megatrends. Cloud, meaning hybrid cloud, multi-cloud, data, and how you analyze that data to make decisions. And of course the edge, like we're talking through. And you know, frankly, with the edge, this is where we see the connectivity and security requirements really connect, because that edge information is so important, so critical to stay secure, but also it's creating that tremendous amount of data, as you mentioned. And so folks want to pull that into their cloud environment, and then make decisions and analyze that data, and plug it into the systems that they have overall. And you know, you're seeing companies like Auckland Transport, right? They basically do an AI-enhanced video feed to optimize their transport routes. And as you think about supply chain and the big challenges that we're seeing today, or you think about public transportation, and, you know, really providing information with respect to customers, but how do you take and get all that information pulled together, to then make decisions from these various edge points throughout? Or a company like ABB, who's been building the factory of the future, and doing, basically, you know, robotics-as-a-service, if you will, in order to really get that precision required at the edge in order to manufacture what they need to. So, massive uses around the edge, massive data getting created, and HPE GreenLake's a great spot for folks to help, you know, really take and leverage that data, to make those those decisions that are required. >> You know, one example in terms of case studies, or in terms of your client base that you talk about, you know, the automotive sector. >> Yeah. >> And I think about what's going on in terms of, with that technology, and I can't even imagine the kind of mechanics that are happening, right? In real time, at 60, 70 miles an hour, through all kinds of environmental conditions. So maybe just touch base, too, about what you're doing that's in terms of automotive, and what's going to be- >> No, it's great, John, yeah. >> (indistinct) then? >> Yeah, no, it's an awesome question, because, you know, we're working closely with a lot of the car manufacturers, as well as their sort of subsidiaries, if you will. So you look at autonomous driving, which is a great example. All that data has to come in and get analyzed. And if you look at a company like Volvo, they use a third party called Zenseact, who basically uses our high-performance compute to deliver it as a service through HPE GreenLake. They get all this massive parallel computing, modeling and simulations happening, with all this data coming in. And so what we've done with GreenLake is we give them that ability to easily scale up, to grow capacity, to get access to that hundreds of petabytes of data that you just mentioned. And then, you know, really basically take and make analytics and AI models and machine learning capabilities out of that, in order to really direct and fuel their mission to develop that next-generation software to support that autonomous driving capability. And so you're seeing that with a ton of different car manufacturers, as well as a lot of different other scenarios as well. So you're spot on. Automotive is a key place for that. >> You know, and too, the similarities here, the common thread, I think, threads, actually, plural, are very common. We think about access, right? We think about security, we think about control, we think about data, we think about analytics, so I mean, all these things are factoring in, in this extraordinarily dynamic environment. So is there a batting order, or a pecking order, in terms of addressing those areas of concern, or what kind of, I guess, learning curve have we had on that front? >> Well, I think you're, I think the key is, as I mentioned earlier, so you have this connectivity piece, and you've got to be able to connect and be available as required. That might be through SD-WAN, that might be Wi-Fi, that might be through a network access point, et cetera. But the key is that security piece of it as well. Customers need to know that that data and that edge device is very, very secure. And then you've got to have that connectivity back into your environment. And so what we've learned with HPE GreenLake, which, really what that does, is that brings that cloud experience, that public cloud experience, to customers in their data center, on-premise, in their colo, or at the edge, like we're talking about now, because there's a lot of need to keep that data secure, private, to make sure that it's not out in the public cloud and accessible, or those types of scenarios. So as I think about that piece of it, then it turns into, okay, how do we take all that data and do the analytics and the AI modeling that we talked about before? So it's a really interesting flow that has to happen. But what's happening is, people are really transforming their business, transforming their business models, as we just talked about. Factory of the future, you know, transportation needs. We're seeing it in different environments as well. Automotive, as you mentioned. But it's exciting, it's an exciting time, with all of this opportunity to really change not only how a business can run, but how we as consumers interact and engage with that. >> And then ultimately for the company, the value prop's got to be there. And you've already cited a number of areas. Is there one key metric that you look at, or one key deliverable that you look at here, in terms of what the ultimate value proposition is for a customer? >> You bet. I think the biggest thing is, you know, our customers and their satisfaction. And so, to date, you know, we have well over 60,000 customers on the platform. We have a retention rate of 96%, so a very, very small number that haven't stayed on the platform itself. And that means that they're satisfied. And what we're seeing also is a continued growth in usage for new environments, new workloads, new solutions that a customer is trying to drive as well. And so those are some of the key metrics we look at, with respect to our customer satisfaction, with their retention rate, with their usage capabilities, and then how we're growing that piece. And the interesting thing, John, is what we've learned is that HPE, as a company, traditionally was very hardware focused, it was a hardware vendor, transacting, responding to RFPs for compute, storage, and networking. With GreenLake now moving into the cloud services realm, we're now having conversations with customers as their partner. How do we solve this problem? How do we transform our business? How do we accelerate our growth? And that's been very exciting for us as a company, to really make that significant transformation and shift to being part of our customer's environments in a partnership type way. >> Yeah. And now you're talking about ecosystem, right? And what you're developing, not only in your partners, but also maybe what lessons you're learning in one respect you can apply to others. What's happening in that respect, in terms of the kind of universe that you're developing, and how applicable, maybe, one experience is to another client's needs? >> Yeah, no, it's a great question, because in essence, what happens is, we're sort of the tip of the spear, and we're partnering with customers to really go in deep, and understand how to utilize that. We can take that learning, and then push that out to our ecosystem, so that they can scale and they can work with more customers with respect to that piece of it. The second is, is that we're really driving into these more solution-oriented partners, right? The ISVs, the system integrators, the managed service providers, the colos, and even the hyperscalers, as we've talked about, and why we're here with our friends at AWS, is, customers are requiring a hybrid environment. They want to leverage tools up in the public cloud, but they also want the on-prem capabilities, and they need those to work together. And so this ecosystem becomes very dynamic with respect to, hey, what are we learning, and how do we solve our customer's problems together? I always talk about the ecosystem being 1 + 1 = 3 for our customers. It has to be that way, and frankly, our customers are expecting that. And that's why we're excited to be here today with our, as I said, our friends at AWS. >> And how does open play in all this too, right? Because, I mean, that provides, I assume, the kind of flexibility that people are looking for, you know, they, you know, having that open environment and making an opportunity available to them is a pretty big attractive element. >> It's huge, right? Yeah, as you know, people don't want to get locked in to a single technology. They don't want to get locked in to a single cloud. They don't want to have to, they want to be able to utilize the best of the best. And so maybe there's some tools in the public cloud that can really help from an analytics standpoint, but we can store and we can process it locally in our data center, at the edge, or in a colo. And so that best of both worlds is there, but it has to be an open platform. I have to be able to choose my container, my virtual machine, my AI tools, my, you know, capabilities, my ISV application, so that I have that flexibility. And so it's been fantastic for us to move into this open platform environment, to be able to have customers leverage the best and what's going to work best for them, and then partnering with those folks closely to, again, deliver those solutions that are required. >> You know, this is, I mean, it appears, as I'm hearing you talk about this, in terms of the partnerships you're creating, the ecosystem that you're developing, how that's evolving, lessons that you've learned, the attention you've paid to security and data analytics. I get the feeling that you've got a lot of momentum, right? A lot of things are happening here. You've got big mo on your side right now. (Keith laughs) Would you characterize it that way? >> Yeah, you know, there's a ton of momentum. I think what we're finding is, customers are requiring that cloud experience on-prem. You know, they're getting it from AWS and some of the other hyperscalers, but they want that same capability on-prem. And so what we've seen is just a dramatic increase with respect to usage, customers. We're adding hundreds of customers every quarter. We're growing in the triple digits, three of the last four quarters. And so, yeah, we're seeing tremendous momentum, but as I said, what's been most important is that relationship with the customer. We've really flipped it to becoming that partner with them. And again, bringing that ecosystem to bear, so that we can have the best of all worlds. And it's been fantastic to see, and frankly, the momentum's been tremendous. And we're in a quiet period right now, but you'll see what our earnings are here in the next couple weeks, and we can talk more details on that, but in the past, as we talked about, we've grown, you know, triple digits three of the last four quarters, and, you know, well over $3 billion, well over $8 billion of total contract value that we've implemented to date. And, you know, the momentum is there, but, again, most importantly is, we're solving our customers' problems together, and we're helping them accelerate their business and their transformation. >> I know you mentioned earnings, the report's a few weeks away. I saw your smile, that big old, you know, grin, so I have a feeling the news is pretty good from the HPE GreenLake side. >> It is. We're excited about it. And you know, again, this really is just a testament to the transformation we've made as a company in order to move towards those cloud services. And you know, you'll hear us talk about it as the core of what we're doing as a company, holistically, again, because this is what customers are requiring, this is what our ecosystem is moving towards. And it's been really fun, it's been a great, great ride. >> Excellent. Keith, appreciate the time, and keep up the good work, and I'm going to look for that earnings report here in a few weeks. >> Awesome. Thanks so much, John. Take good care. Appreciate it. >> You bet, you too. Keith White joining us here, talking about HPE GreenLake, and defining what they're doing in terms of bringing the edge back into the primary systems for a lot of companies. So, good work there. We'll continue our coverage here in theCUBE. You're watching theCUBE coverage of AWS re:Invent. And I'm John Walls. (lively music)

foreign to the AWS re invent Cube coverage I'm John Furrier here with thecube got a great guest line up here talking about computer vision at the edge and saramba product lead AWS events mobile app and Steven White solution architect for Edge ml thanks for joining me today computer vision at the edge with adios Panorama thanks for coming on happy to be here so what is Ada's Panorama let's get that out there right away what's the focus of that let's define what that is and we'll get into this computer vision at the Edge Story yeah so thanks Sean uh AWS Panorama is our managed uh computer vision at the Ed service and so to put that perspective you know imagine with me the last time that you've been into a restaurant or maybe your favorite retail store or even office building and didn't notice a camera and so we were talking to customers and trying to understand you know what is it that they do with all of this uh video content that they're collecting and surprisingly we found out that large part of this data just sits on a hard drive somewhere and never gets used and so as we dug in a little deeper to better understand you know why this data is just sitting there I think there were three main themes that continue to come up across the board uh one is you know around privacy right privacy security a lot of the data that's being captured with these cameras tend to be either intellectual property that is you know focused on kind of the Manifest factoring process or maybe about their products that they don't want to get out there you know or and or it could just be a private pii data privacy data related to their employee Workforce and and maybe even customers so you know privacy is is a big concern second was just the amount of bandwidth that cameras create and produce tend to be uh prohibitive from for you know sending back to a centralized location for processing uh each camera stream tends to generate about a couple of megabytes of data so it could get very voluminous as you've got tons of cameras at your location and the other issue was around just the latency required to take action on the data so a lot of times especially in the manufacturing space um you know as as you've got a manufacturing line of products that are coming through and you need to take action in milliseconds and so latency is extremely important from process processing time to taking action so those three uh main drivers you know we ended up developing this AWS service called Panorama that addressed these three main challenges with uh you know with analyzing video content and database Panorama in particular there's there's two main components right we've got the compute platform that is about the size of a sheet of paper your standard you know eight and a half by eleven size sheet of paper so the platform itself is extremely compact it's a it's a video and and deep learning algorithms it sits at the customer premise and directly interfaces with video cameras using the standard IP protocols collects that data uh processes it and then immediately deletes the data so there isn't any any information that's actually stored at the location and you know basically the only thing that's left over is just metadata that describes that data and then the other key component here is the cloud um you know service component which helps manage the fleet of devices that are existing so all of these Panorama appliances that are sitting at your premise there's a cloud component that helps you configure you know operationalize check the health as well as deploy applications and configure cameras so that's uh basically you know the the service is really hopefully optimal or you know is focused on um helping customers really make use of all of their video data at the edge you know the theme here at re invent this year is applications we've seen things like connect add value to customers this is one of those situations where everyone's got cameras it's easy to connect to an IP address and Cloud kind of gives you all those Services there are a lot of real world applications that people can can Implement with this because with the cloud you kind of have this ability to kind of stand it up and get value out of that data what are some of the real world applications that it was because they're implementing with the camera because I mean I can see a lot of use cases here where I can you don't have to build the clouds there for me I can stand it up and start getting value what kind of use cases do you see implementing from your customers yeah so our customers are really amazing with the different types of problems um and opportunities that they bring to us for uh using computer vision at the edge in their data um you know we've got everything from animal Warfare use cases to being able to use you know video to uh to to make sure that you know food processing and just you know the health of animals is uh is uh sufficient we've got cases in manufacturing doing visual inspection and anomaly detection so looking at products that are on the conveyor belt as they're being manufactured and put together to make sure that obviously they're they're put together in the right in the right way um and then we've got different port authority and airports that use uh for you know security and cargo tracking to make sure that the products get to where they're supposed to go in a timely and efficient manner manager manage and then finally one of the use cases that really show facing a re invent this year is a part of our retail analytics portfolio which is line counting and so in particular we see a lot of customers in the retail space such as quick service restaurants even you know Peril retail and convenience stores where they want to better understand um you know whether their product is being made to the customer specification we've got like french fry use cases to see how the quality of that french fry is um you know over time and if they need to make a new batch when they've got a influx of customers coming in and to understanding employee to customer ratio maybe they need to put somebody on the cash register you know at busy time so there's really just a big number of customers you know opportunities that we've really solving with the computer vision service looks like a great service Panorama looking good and I want to get your thoughts you have the events happy the product lead take us through with your app I know you have decided to use it was Panorama I was a fit for you this year at re invent 2022 but you know you've been doing this event app for a while now take us through the app when it started how it's evolved and kind of what's the focus this year of course Sean app started in 26 4 re invent and since we've really expanded this year we've actually supported up to 34 events for AWS and continue to expand that for future years for this year though specifically we wanted to contribute to the overall event experience at re invent by helping people go through the process of checking in and picking up their badge in a more formed and efficient way so we decided that the AWS Panorama team and their computer vision and Edge capabilities were the best fit to analyze the lines and the registration kiosks that we have on site at both the Venetian and MGM at the airport we'll have digital signage showcasing our bad pickup wait times that will help attendees select which badge pickup location that they want to go to and see the current wait times live on those signs as well as through the mobile app so I can basically um get the feel for the line size when to come in does it give me a little recognition of who I am and kind of when I get there there's a TIA pull up my records as I do a little intelligence behind the scenes give us a little peek under the covers what's the solution look like so you do have to sign into the mobile app with your registration and so with that we will have your QR code specific for your check-in experience available to you you'll see that at the top of the screen and we'll know once you've checked in that will disappear but if you haven't checked in that Banner is at the top of the event screen and when you tap that that's when you can see all the different options where you can go and pick up your badge we do have five locations this year for badge pickup and the app will help you kind of navigate which one of those options will be best for you given you know maybe you want to pick it up right away at the airport or you may want to go even to one of your other Hotel options that we'll have um to pick it up at foreign okay now I gotta get I got to ask you on the app what's the coolest thing you got going on this year what's new every year there seems to be a new feature what's the focus this year so can you share a a peek on some of the key features yeah so our biggest and most popular features are always around the session catalog and calendar as you can utilize both to of course organize your event schedule and really stay on top of what you want to do on site and get the most out of your reinvent experience this year we have a few new exciting features of course badge pickup line counting is is one of our biggest but we also will have a one-way calendar sync so you can sync all of your calendar activities to your native device calendar as well as pure talk which is our newest feature that we launched at the start of November where you can interact with other attendees who have opted in and even set up time on site to meet one-on-one with them we've also filled that experience with peer talk experts that include AWS experts that are ready to meet and interact with attendees who have interest on site you know I love this topic it's a very cool video we love video we're doing this remote video I'm getting ready for you know all the action and and analyzing it video's cool and so to me if we could look at the video and say hey we haven't soon that might have body cams in the future um video is great people love videos very engaging but always people that say what about my privacy so how do you guys put in place uh mechanisms to preserve attendee privacy yeah I think so I'm not I think you know you and our customers share the same concern and so we have built uh foundationally that AWS Panorama to address you know both privacy and security concerns with uh associated with all this video content and so in particular the AWS Panorama Appliance is something that sits at the customer premise it interface directly with video cameras uh the data all the video that's processed is immediately deleted nothing stored um and you know the outcome of the processing is just simple metadata so it's Text data that you know as an example in the case of the AWS uh line counting solution that we're demoing this year at Panorama along with you know the events team uh it's simply a count of the number of people in the video at any given time so so you know we we do take privacy uh at heart and have made every effort to address them and what are some of the things that you're doing at the event app I mean I'm imagining you're probably looking at space I mean there's a fire marshal issues around you know people do you take it to that level I mean what's how far are you pushing the envelope on on Panorama what are some of the things that you guys are doing besides check-ins or anything you can share on what's Happening the area where we're utilizing you know Anonymous attendee data otherwise other things in the app are very Anonymous just in nature I mean you do sign in but besides that everything we collect is anonymous and we don't collect unless you consent with the cookie consent that appears right when you first launch the app experience besides that we do have as I mentioned peer talk and and that's just where you're sharing information that you want to share with other attendees on site and then we do have session surveys where you can provide information that you wish about how this survey or how the sessions rather went that you attended on-site yeah Stephen you're you're uh your title has you the solution architect for Edge ml this is the Ultimate Edge use case you're seeing here I mean it's a big part of the future of how companies are going to use video and data just what's your reaction to all this I mean we're at a time it's very kind of an interesting time in the history of the industry as you look at this this is a really big part of of the future with video and Edge like I mentioned users are involved people are involved spaces are involved kind of a fun area what's your reaction to where this is right now so personally I'm very passionate about this uh particular solution and service I've been doing computer vision now for 12 years I started doing in the cloud but when I heard about you know customers really looking for an edge component solution and this you know AWS was still in the early stages I knew I had to be a part of it and so I I you know work with some amazing talented engineers and scientists putting this solution together and of course you know our customers continue to bring us these amazing use cases that you know that just I wouldn't get an opportunity to um you know witness without without you know the support of our customers and so we've got some amazing opportunity amazing projects and you know I just love the love to uh experience that with our customers and partners yeah and and Stephen this is like one of those times where the industry has always had this everyone's scratching the niche somewhere but then you get cloud and scale and data come in and just it accelerates some of these areas that were you know I won't say not growing fast but very interesting like computer vision video events technology in the cloud is changing in a good way some of these areas uh and we're seeing that like computer vision as you mentioned Stephen so Ann event same thing I can imagine this event app will blow up to probably be all things Amazon events and and be the touch Touchstone for all customers and attendees I'm probably thinking the road map there's looking pretty interesting with all the vision you have there what's your what's your reaction to the cloud scale meets events absolutely yeah I know we we have a lot of events that happen at AWS and our goal is to have as many of them in the app as possible where it makes sense right we have a lot of partial Day events to multi-day events and the multi-day events are definitely the area where it's harder for an attendee to organize all that they have to do going on on site as well as everything surrounding the event pre-event uh topics and sessions looking up what they want to do to make sure that they're getting the most of their time on site so we really want to make sure that that's something that an attendee can do with our app as well as it showcase as many of the AWS Services as we have like we are doing here with Panorama we have a few other services in the app as well Amazon location service and Amazon connect to name a couple and we hope to just include more and more with each year as well as more events as the time goes on I'm sure your roadmaps looking great the computer vision is awesome I mean this is a mashup integration apis are going to come around the corner so much excitement after re invent love to follow up with you guys and find out more I think this is a super interesting area the convergence of what you guys are working on to kind of wrap up where do you guys see um AWS Panorama going and where can people learn more about how to get involved how to use the service how to test it out where's this going and how do people learn more but first off you can get customers can get more information about panorama from our website aws.amazon.com Panorama and you know I think where we're going is super exciting you know we continue to improve the product to add support for as an example containers we've added support for Hardware acceleration to improve the number of cameras that we can support so we've you know we've got um you know we can support now with a single device up to 30 40 cameras we've got the ability now to support many different uh we continue to expand the interface types that we support um you know and the different types of even adding sensors and you know expanding to Sensor Fusion so not just computer vision but we've learned from customers that they actually want to incorporate other uh other sensor types and other interfaces so we're bringing in the ability to handle you know computer vision and video but also many other data types as well all right and and Stephen thank you for sharing great stuff computer vision at the edge with Panorama thanks for coming on thecube appreciate it thanks for coming on thank you okay AWS coverage here in the cube I'm John for your host thanks for watching

>> Announcer: theCube presents HPE Discover 2022, brought to you by HPE. >> Hey, everyone. Welcome back to Las Vegas. This is Lisa Martin with Dave Vellante live at HPE Discover '22. Dave, it's great to be here. This is the first Discover in three years and we're here with about 7,000 of our closest friends. >> Yeah. You know, I tweeted out this, I think I've been to 14 Discovers between the U.S. and Europe, and I've never seen a Discover with so much energy. People are not only psyched to get back together, that's for sure, but I think HPE's got a little spring in its step and it's feeling more confident than maybe some of the past Discovers that I've been to. >> I think so, too. I think there's definitely a spring in the step and we're going to be unpacking some of that spring next with one of our alumni who joins us, Keith White's here, the executive vice president and general manager of GreenLake Cloud Services. Welcome back. >> Great. You all thanks for having me. It's fantastic that you're here and you're right, the energy is crazy at this show. It's been a lot of pent up demand, but I think what you heard from Antonio today is our strategy's changing dramatically and it's really embracing our customers and our partners. So it's great. >> Embracing the customers and the partners, the ecosystem expansion is so critical, especially the last couple of years with the acceleration of digital transformation. So much challenge in every industry, but lots of momentum on the GreenLake side, I was looking at the Q2 numbers, triple digit growth in orders, 65,000 customers over 70 services, eight new services announced just this morning. Talk to us about the momentum of GreenLake. >> The momentum's been fantastic. I mean, I'll tell you, the fact that customers are really now reaccelerating their digital transformation, you probably heard a lot, but there was a delay as we went through the pandemic. So now it's reaccelerating, but everyone's going to a hybrid, multi-cloud environment. Data is the new currency. And obviously, everyone's trying to push out to the Edge and GreenLake is that edge to cloud platform. So we're just seeing tons of momentum, not just from the customers, but partners, we've enabled the platform so partners can plug into it and offer their solutions to our customers as well. So it's exciting and it's been fun to see the momentum from an order standpoint, but one of the big numbers that you may not be aware of is we have over a 96% retention rate. So once a customer's on GreenLake, they stay on it because they're seeing the value, which has been fantastic. >> The value is absolutely critically important. We saw three great big name customers. The Home Depot was on stage this morning, Oak Ridge National Laboratory was as well, Evil Geniuses. So the momentum in the enterprise is clearly present. >> Yeah. It is. And we're hearing it from a lot of customers. And I think you guys talk a lot about, hey, there's the cloud, data and Edge, these big mega trends that are happening out there. And you look at a company like Barclays, they're actually reinventing their entire private cloud infrastructure, running over a hundred thousand workloads on HPE GreenLake. Or you look at a company like Zenseact, who's basically they do autonomous driving software. So they're doing massive parallel computing capabilities. They're pulling in hundreds of petabytes of data to then make driving safer and so you're seeing it on the data front. And then on the Edge, you look at anyone like a Patrick Terminal, for example. They run a whole terminal shipyard. They're getting data in from exporters, importers, regulators, the works and they have to real-time, analyze that data and say, where should this thing go? Especially with today's supply chain challenges, they have to be so efficient, that it's just fantastic. >> It was interesting to hear Fidelma, Keith, this morning on stage. It was the first time I'd really seen real clarity on the platform itself and that it's obviously her job is, okay, here's the platform, now, you guys got to go build on top of it. Both inside of HPE, but also externally, so your ecosystem partners. So, you mentioned the financial services companies like Barclays. We see those companies moving into the digital world by offering some of their services in building their own clouds. >> Keith: That's right. >> What's your vision for GreenLake in terms of being that platform, to assist them in doing that and the data component there? >> I think that was one of the most exciting things about not just showcasing the platform, but also the announcement of our private cloud enterprise, Cloud Service. Because in essence, what you're doing is you're creating that framework for what most companies are doing, which is they're becoming cloud service providers for their internal business units. And they're having to do showback type scenarios, chargeback type scenarios, deliver cloud services and solutions inside the organization so that open platform, you're spot on. For our ecosystem, it's fantastic, but for our customers, they get to leverage it as well for their own internal IT work that's happening. >> So you talk about hybrid cloud, you talk about private cloud, what's your vision? You know, we use this term Supercloud. This in a layer that goes across clouds. What's your thought about that? Because you have an advantage at the Edge with Aruba. Everybody talks about the Edge, but they talk about it more in the context of near Edge. >> That's right. >> We talked to Verizon and they're going far Edge, you guys are participating in that, as well as some of your partners in Red Hat and others. What's your vision for that? What I call Supercloud, is that part of the strategy? Is that more longer term or you think that's pipe dream by Dave? >> No, I think it's really thoughtful, Dave, 'cause it has to be part of the strategy. What I hear, so for example, Ford's a great example. They run Azure, AWS, and then they made a big deal with Google cloud for their internal cars and they run HPE GreenLake. So they're saying, hey, we got four clouds. How do we sort of disaggregate the usage of that? And Chris Lund, who is the VP of information technology at Liberty Mutual Insurance, he talked about it today, where he said, hey, I can deliver these services to my business unit. And they don't know, am I running on the public cloud? Am I running on our HPE GreenLake cloud? Like it doesn't matter to the end user, we've simplified that so much. So I think your Supercloud idea is super thoughtful, not to use the super term too much, that I'm super excited about because it's really clear of what our customers are trying to accomplish, which it's not about the cloud, it's about the solution and the business outcome that gets to work. >> Well, and I think it is different. I mean, it's not like the last 10 years where it was like, hey, I got my stuff to work on the different clouds and I'm replicating as much as I can, the cloud experience on-prem. I think you guys are there now and then to us, the next layer is that ecosystem enablement. So how do you see the ecosystem evolving and what role does Green Lake play there? >> Yeah. This has been really exciting. We had Tarkan Maner who runs Nutanix and Karl Strohmeyer from Equinix on stage with us as well. And what's happening with the ecosystem is, I used to say, one plus one has to equal three for our customers. So when you bring these together, it has to be that scenario, but we are joking that one plus one plus one equals five now because everything has a partner component to it. It's not about the platform, it's not about the specific cloud service, it's actually about the solution that gets delivered. And that's done with an ISV, it's done with a Colo, it's done even with the Hyperscalers. We have Azure Stack HCI as a fully integrated solution. It happens with managed service providers, delivering managed services out to their folks as well. So that platform being fully partner enabled and that ecosystem being able to take advantage of that, and so we have to jointly go to market to our customers for their business needs, their business outcomes. >> Some of the expansion of the ecosystem. we just had Red Hat on in the last hour talking about- >> We're so excited to partner with them. >> Right, what's going on there with OpenShift and Ansible and Rel, but talk about the customer influence in terms of the expansion of the ecosystem. We know we've got to meet customers where they are, they're driving it, but we know that HPE has a big presence in the enterprise and some pretty big customer names. How are they from a demand perspective? >> Well, this is where I think the uniqueness of GreenLake has really changed HPE's approach with our customers. Like in all fairness, we used to be a vendor that provided hardware components for, and we talked a lot about hardware costs and blah, blah, blah. Now, we're actually a partner with those customers. What's the business outcome you're requiring? What's the SLA that we offer you for what you're trying to accomplish? And to do that, we have to have it done with partners. And so even on the storage front, Qumulo or Cohesity. On the backup and recovery disaster recovery, yes, we have our own products, but we also partner with great companies like Veeam because it's customer choice, it's an open platform. And the Red Hat announcement is just fantastic. Because, hey, from a container platform standpoint, OpenShift provides 5,000 plus customers, 90% of the fortune 500 that they engage with, with that opportunity to take GreenLake with OpenShift and implement that container capabilities on-prem. So it's fantastic. >> We were talking after the keynote, Keith Townsend came on, myself and Lisa. And he was like, okay, what about startups? 'Cause that's kind of a hallmark of cloud. And we felt like, okay, startups are not the ideal customer profile necessarily for HPE. Although we saw Evil Geniuses up on stage, but I threw out and I'd love to get your thoughts on this that within companies, incumbents, you have entrepreneurs, they're trying to build their own clouds or Superclouds as I use the term, is that really the target for the developer audience? We've talked a lot about OpenShift with their other platforms, who says as a partner- >> We just announced another extension with Rancher and- >> Yeah. I saw that. And you have to have optionality for developers. Is that the way we should think about the target audience from a developer standpoint? >> I think it will be as we go forward. And so what Fidelma presented on stage was the new developer platform, because we have come to realize, we have to engage with the developers. They're the ones building the apps. They're the ones that are delivering the solutions for the most part. So yeah, I think at the enterprise space, we have a really strong capability. I think when you get into the sort of mid-market SMB standpoint, what we're doing is we're going directly to the managed service and cloud service providers and directly to our Disty and VARS to have them build solutions on top of GreenLake, powered by GreenLake, to then deliver to their customers because that's what the customer wants. I think on the developer side of the house, we have to speak their language, we have to provide their capabilities because they're going to start articulating apps that are going to use both the public cloud and our on-prem capabilities with GreenLake. And so that's got to work very well. And so you've heard us talk about API based and all of that sort of scenario. So it's an exciting time for us, again, moving HPE strategy into something very different than where we were before. >> Well, Keith, that speaks to ecosystem. So I don't know if you were at Microsoft, when the sweaty Steve Ballmer was working with the developers, developers. That's about ecosystem, ecosystem, ecosystem. I don't expect we're going to see Antonio replicating that. But that really is the sort of what you just described is the ecosystem developing on top of GreenLake. That's critical. >> Yeah. And this is one of the things I learned. So, being at Microsoft for as long as I was and leading the Azure business from a commercial standpoint, it was all about the partner and I mean, in all fairness, almost every solution that gets delivered has some sort of partner component to it. Might be an ISV app, might be a managed service, might be in a Colo, might be with our hybrid cloud, with our Hyperscalers, but everything has a partner component to it. And so one of the things I learned with Azure is, you have to sell through and with your ecosystem and go to that customer with a joint solution. And that's where it becomes so impactful and so powerful for what our customers are trying to accomplish. >> When we think about the data gravity and the value of data that put massive potential that it has, even Antonio talked about it this morning, being data rich but insights poor for a long time. >> Yeah. >> Every company in today's day and age has to be a data company to be competitive, there's no more option for that. How does GreenLake empower companies? GreenLake and its ecosystem empower companies to really live being data companies so that they can meet their customers where they are. >> I think it's a really great point because like we said, data's the new currency. Data's the new gold that's out there and people have to get their arms around their data estate. So then they can make these business decisions, these business insights and garner that. And Dave, you mentioned earlier, the Edge is bringing a ton of new data in, and my Zenseact example is a good one. But with GreenLake, you now have a platform that can do data and data management and really sort of establish and secure the data for you. There's no data latency, there's no data egress charges. And which is what we typically run into with the public cloud. But we also support a wide range of databases, open source, as well as the commercial ones, the sequels and those types of scenarios. But what really comes to life is when you have to do analytics on that and you're doing AI and machine learning. And this is one of the benefits I think that people don't realize with HPE is, the investments we've made with Cray, for example, we have and you saw on stage today, the largest supercomputer in the world. That depth that we have as a company, that then comes down into AI and analytics for what we can do with high performance compute, data simulations, data modeling, analytics, like that is something that we, as a company, have really deep, deep capabilities on. So it's exciting to see what we can bring to customers all for that spectrum of data. >> I was excited to see Frontier, they actually achieve, we hosted an event, co-produced event with HPE during the pandemic, Exascale day. >> Yeah. >> But we weren't quite at Exascale, we were like right on the cusp. So to see it actually break through was awesome. So HPC is clearly a differentiator for Hewlett Packard Enterprise. And you talk about the egress. What are some of the other differentiators? Why should people choose GreenLake? >> Well, I think the biggest thing is, that it's truly is a edge to cloud platform. And so you talk about Aruba and our capabilities with a network attached and network as a service capabilities, like that's fairly unique. You don't see that with the other companies. You mentioned earlier to me that compute capabilities that we've had as a company and the storage capabilities. But what's interesting now is that we're sort of taking all of that expertise and we're actually starting to deliver these cloud services that you saw on stage, private cloud, AI and machine learning, high performance computing, VDI, SAP. And now we're actually getting into these industry solutions. So we talked last year about electronic medical records, this year, we've talked about 5g. Now, we're talking about customer loyalty applications. So we're really trying to move from these sort of baseline capabilities and yes, containers and VMs and bare metal, all that stuff is important, but what's really important is the services that you run on top of that, 'cause that's the outcomes that our customers are looking at. >> Should we expect you to be accelerating? I mean, look at what you did with Azure. You look at what AWS does in terms of the feature acceleration. Should we expect HPE to replicate? Maybe not to that scale, but in a similar cadence, we're starting to see that. Should we expect that actually to go faster? >> I think you couched it really well because it's not as much about the quantity, but the quality and the uses. And so what we've been trying to do is say, hey, what is our swim lane? What is our sweet spot? Where do we have a superpower? And where are the areas that we have that superpower and how can we bring those solutions to our customers? 'Cause I think, sometimes, you get over your skis a bit, trying to do too much, or people get caught up in the big numbers, versus the, hey, what's the real meat behind it. What's the tangible outcome that we can deliver to customers? And we see just a massive TAM. I want to say my last analysis was around $42 billion in the next three years, TAM and the Azure service on-prem space. And so we think that there's nothing but upside with the core set of workloads, the core set of solutions and the cloud services that we bring. So yeah, we'll continue to innovate, absolutely, amen, but we're not in a, hey we got to get to 250 this and 300 that, we want to keep it as focused as we can. >> Well, the vast majority of the revenue in the public cloud is still compute. I mean, not withstanding, Microsoft obviously does a lot in SaaS, but I'm talking about the infrastructure and service. Still, well, I would say over 50%. And so there's a lot of the services that don't make any revenue and there's that long tail, if I hear your strategy, you're not necessarily going after that. You're focusing on the quality of those high value services and let the ecosystem sort of bring in the rest. >> This is where I think the, I mean, I love that you guys are asking me about the ecosystem because this is where their sweet spot is. They're the experts on hyper-converged or databases, a service or VDI, or even with SAP, like they're the experts on that piece of it. So we're enabling that together to our customers. And so I don't want to give you the impression that we're not going to innovate. Amen. We absolutely are, but we want to keep it within that, that again, our swim lane, where we can really add true value based on our expertise and our capabilities so that we can confidently go to customers and say, hey, this is a solution that's going to deliver this business value or this capability for you. >> The partners might be more comfortable with that than, we only have one eye sleep with one eye open in the public cloud, like, okay, what are they going to, which value of mine are they grab next? >> You're spot on. And again, this is where I think, the power of what an Edge to cloud platform like HPE GreenLake can do for our customers, because it is that sort of, I mentioned it, one plus one equals three kind of scenario for our customers so. >> So we can leave your customers, last question, Keith. I know we're only on day one of the main summit, the partner growth summit was yesterday. What's the feedback been from the customers and the ecosystem in terms of validating the direction that HPE is going? >> Well, I think the fantastic thing has been to hear from our customers. So I mentioned in my keynote recently, we had Liberty Mutual and we had Texas Children's Hospital, and they're implementing HPE GreenLake in a variety of different ways, from a private cloud standpoint to a data center consolidation. They're seeing sustainability goals happen on top of that. They're seeing us take on management for them so they can take their limited resources and go focus them on innovation and value added scenarios. So the flexibility and cost that we're providing, and it's just fantastic to hear this come to life in a real customer scenario because what Texas Children is trying to do is improve patient care for women and children like who can argue with that. >> Nobody. >> So, yeah. It's great. >> Awesome. Keith, thank you so much for joining Dave and me on the program, talking about all of the momentum with HPE Greenlake. >> Always. >> You can't walk in here without feeling the momentum. We appreciate your insights and your time. >> Always. Thank you you for the time. Yeah. Great to see you as well. >> Likewise. >> Thanks. >> For Keith White and Dave Vellante, I'm Lisa Martin. You're watching theCube live, day one coverage from the show floor at HPE Discover '22. We'll be right back with our next guest. (gentle music)

hello and welcome to this cube conversation this is part of our continuing coverage of kubecon cloud nativecon north america 2021 i have a very special guest with us uh from a technology company that on any given day at any given moment has any number of 31 million discrete users coming in looking for a specific item or two out of 22 23 24 million who knows how many items that could be shipped from 15 16 17 000 different locations around the globe and we've got one of the key folks responsible for managing what some of us in tech would refer to by the technical term a nightmare uh gary white from wayfair welcome hey thanks for having me yeah so tell us about wayfair what is wayfair we're all going to pretend like none of us have heard of wayfair before despite billions of dollars in advertising what is wayfair what do you get what do you what do you guys do before we get into the technology and how it actually works yeah uh that's a great question wayfair it uh exists to be the destination for all things home helping everybody and create a feeling of being at home uh so that's like our primary goal from the um overall business objective specifically in the technology uh part of the company we strive to make development of tools that make the shopping process easier uh carrying one of the widest like spaces of items means that we have to have incredible resiliency in our data and access to that data and then we try to build world-class development tools to compete with uh talent market um that is some of the biggest firms in the world okay so so just so we're clear because i want to make sure you came to the right to the right place this isn't furniture con this is cloud native con and you're not an you're not an artisan crafter of bespoke end tables right so you you craft a very different thing which is the uh which is the technical infrastructure behind this tell us about your relationship with uh with cloud native technologies in the open source world oh sure absolutely so my experience at wayfair has mostly consisted of um exposing the release engineering process and making the process of developing tools easier i think most companies invest about or a lot of companies invest a significant amount of their engineering talent into being able to create a platform for their developers to work on top of uh that's the team that i'm a part of where we create a platform for our developers and a large part of how we do that is leveraging technology that comes out of the cncf so we'll be talking about uh automation tools um things that you may run in kubernetes to do batch jobs things that you may run in kubernetes to run uh regular microservices and applications and then ways to automate the building of those applications and the packaging of it so that it can ship to production reliably and so you guys you guys aren't just you know when we go back several decades there were customers and there were vendors and those lines are really blurred in the open source community they have been for a long time but i mean you're you're actually working not only to develop solutions for wayfarer but you're working hand in hand with other people to develop solutions that get propagated across industry tell us about some of those projects that that you're involved with with the open source community or at least where wayfarer is absolutely so uh wayfair has made an investment in the open source community specifically notably with the tremor project you can go to tremor.rs and i'm actually speaking about it at cubecon that's where the topic comes from tremor is a early stage and uh event processing system where you can give it a lot of data for it to be able to ingest and then spit out downstream to other systems you may want to send events and notifications out to multiple systems based on what you see you may want to throttle the amount of data that you have coming in and that was a big topic that i also mentioned at the cloud native con uh and at tremorcon where you can deal with this really massive volume that we have to do at the scale that we exist as a as a business and just um filter it so that it doesn't overwhelm everything downstream in observability's sake well you know that tremor must be cool if it has its own con right yeah that's very cool you know you've arrived when you've had a con eventually i'm i'm i'm working toward dave khan we we'd make it dave and gary khan if we need to but oh absolutely so can you can you take those concepts of events and and data flow and and kind of up level that in terms of the kinds of things that are happening between customers and wayfair on a moment-by-moment basis so so give me an example of like you know what what is an event sure yeah so events if you're familiar with the open telemetry or observability framework you might call them signals where you have something happen on your infrastructure that's processed in a way that you would want to record so you might have a log that you need to be able to trace through later in case there's something happens or you just want to be able to comb your logs you may have uh metrics that you're sending in like how many requests you've gotten or how many bytes you've been processing in your service uh you may have baggage that you associate with that data um so yeah all of these different kinds of signals as defined in the open telemetry spec are things that we support in tremor and we supported before the hotel project really made it a form it was something we did out of necessity and similar products that you might find are like log stash and elastic in that whole stack okay so if so if uh if i'm looking for something for my home office uh although you can see i've got tons of garbage already in my home office um what what happens to me as a customer if all of what you just described goes wrong what happens to my experience that's a great question so as we're talking about tremor if something were to go wrong it shouldn't impact the experience of the service itself because tremor is designed to not create any load on your service as you are executing it you have the option to run it as a standalone server where you give it the resources that it needs by itself uh if that turns out to be too much of a burden for the application and you need to do a sidecar kind of model where you actually deploy it alongside your application directly in the same pod or sometimes even in the same container as a different process it's lightweight enough that you can do that which is part of the reason why we like it and why we built it is that we found that many of the other solutions for processing these signals just simply took up too much compute to be competitive with what we were able to create ourselves how and how long have you been with wayfair uh i've been with wayfair for almost three years uh three years in october or it is october so three years hooray hey hey happy happy anniversary yeah so obviously you couldn't have predicted the you know the the massive shift in all of our lives um and maybe you didn't completely fully appreciate just how well prepared wayfare was for this crazy shift in all of our lives when you entered in um i'm not gonna let you pretend uh that uh that you know that you knew and that your your iq is 20 points higher than it actually is because you decided to go to a place that was actually prepared but what what is share with us what that has been like i mean what is it like to be somewhere where the sky appeared to be falling and then all of a sudden the demands went through the roof what was that like that was a extremely chaotic but ultimately uh successful time for the company obviously um it's shown definitely in what you can find um in our stock and how we've been doing with technology that we did very well during the pandemic we were able to use the technology that we already had and be effective in adopting some more of the cncf portfolio and some more of like cloud native practices to make the um to make our infrastructure run better than it ever did at a time where we were in a crunch to be able to do better than we ever um had as a business and i believe that those two things are related the or this is my personal philosophy for sure that i believe that the adoption of these cloud native practices uh especially being pushed from the platform team that i work on were instrumental in being able to create an environment where developers can deliver value more reliably where then the experience of shopping at wayfair becomes dramatically better and can handle the scale that you see when everybody decides to start shopping everybody decides to start furnishing their home office i was going to make a joke that i bet that at least one of those things behind you was from wakefield you could be right although although some of the things over my shoulder are very strange movie prop type items so but uh but you would be you would be guessing correctly i was very very excited to talk to you um from uh from a technology standpoint because again you guys were prepared for this you you can't respond uh in a way quickly enough that doesn't crush you unless you've prepared and you've got a framework that draws upon cloud native technologies just just as you as you outlined um so against that backdrop what are you seeing in uh from a technology standpoint in retail in general are you are you plugged into that much think of think of legacy uh furniture outlets trying to pivot into the world of cloud native native take your take your wayfarer hat off you know your partisan hat in terms of competition off for a moment and and talk to me about you know if you're advising a fill in the blank legacy retail store that's just dying right now that wanted to have an online presence from a technical standpoint how would you advise them what would you steer them in the direction of i would definitely say that um just in time engineering has actually served wayfarer extremely well where we're not over engineering the solutions and using the big fancy tools until we know that we need them so i think that when we see businesses or we see anybody any organization that decides to adopt everything first and then see whether or not it scales up they don't see the results that they wanted because they're not using something that's appropriate for the size of the problem that they're trying to solve so for example if if an experience that i can share from what we went through uh i was part of and i've spoken and have some posts about um like being able to scale up just the automation infrastructure for wayfair where we were using a solution that worked pretty well but we didn't think about what was going to happen when it grew and we didn't react when it actually did grow and so by instead reassessing okay we're a different size company now we have different size needs for automation and different flexibility requirements to be able to use it effectively we need to be able to adopt containers we need to be able to support deployment into kubernetes how can we get there and then continuing to evaluate that even during the process of building and during the process of making that available to the rest of the company i think that if you're starting that process fresh or even if you're in the middle of that process it's important to right size the solution and consider whether or not it it's if your online business isn't mid-tier but it's enterprise then you need to build a system for that if you have an online system that's actually doing not much of your business don't build for the enterprise yet build for the size and then continue to scale it up as you go um another thing that i i just have to plug about the cncf solutions is that they're incredible at being flexible to that scale that if you pick things that go from low to mid tier then you can hand off from mid to high tier and then from high tier into enterprise scale and i think that those things are available in the cncf landscape and it's part of why we're excited to to be part of it ourselves so if you had a magic wand and you could solve one headache that you experience in your daily life from a technology perspective can you can you think of anything that you would uh you would conjure up absolutely uh i i struggle and have struggled pretty much my entire career uh with being able to get like a good picture of the adoption of any given tool within the company and i know that perhaps not every engineer um that works with technology within a big enterprise firm has to think about whether or not their tool is being used a lot um folks may not think about is the person next to me using python or is the next person next to them using java um being able to have that kind of insight into what people use how frequently they're deploying and how much they use it would be an incredible gain for us to be able to make better decisions about the platform of the company yeah yeah and you know you know the uh potentially the irony there is um at the sort of tip of the spear of your business understanding the customer everything about them you possibly can is so important to give them a really really good experience and sometimes enterprises that have that know all sorts of information about me don't know what their developers are doing in a whole list in a holistic fashion uh with a few clicks i can tell you exactly how many orders i've ordered from get from a given online retailer in the last nine years um but uh but i doubt they could tell me a lot about some of their infrastructure so that's that's interesting uh well what else what else can you share with us about wayfair are there any anything that's not super proprietary and secret that you could share that's an interesting data point we were joking beforehand about yeah what is it is it 8 billion in your sales is it red staplers or uh any kind of factoids that people would be surprised about yeah i i think folks um something that's definitely not proprietary because it's literally on github.com uh we just recently started putting a lot more elbow grease into our open source repositories it's becoming hacktoberfest now and we're very excited to be able to have these kind of more polished products things that we expect people to be able to contribute to where not even a year ago it wasn't uncommon to have teams within the company that would open source their project and then they would completely lose track of it and we had like some um we had to create new organizations to actually maintain them over time so i i feel like a really exciting thing that we're doing now is contributing to open source and earnest and actually getting developers time scheduled to be able to dedicate to that effort um i think a lot of the biggest companies that are the most successful uh make time for their developers to be able to contribute back as well as being able to contribute just to the proprietary code that every company has to maintain absolutely because human as human beings we don't want to be toiling in obscurity right and uh you know at what becomes a soul-killing exercise when you can actually get out there and have that sense of community uh which is you know it's central to uh to open source it's a testament to wayfair that they know that it's in their best interest as a as an organization to nurture that kind of talent uh uh within so uh on that on that very positive note uh i'd like to thank you so much for your time gary um and i appreciate the uh the plug for uh for shoes uh over over over your shoulder uh and uh just just wanna say again thanks a lot uh best of luck with your uh with your talk for q con and with that i will sign off thanks for joining this cube conversation with gary white of wayfair in our continuing coverage of kubecon cloud native con north america 2021 i'm dave nicholson thanks for tuning in you

(electronica music) >> Hello everybody. This is Dave Volante and we are covering HPE's big GreenLake announcements. We've got wall-to-wall coverage, a ton of content. We've been watching GreenLake since the beginning. And of one of the things we said early on was let's watch and see how frequently, what the cadence of innovations that HPE brings to the market. Because that's what a cloud company does. So, we're here to welcome you. Keith White is here as the Senior Vice President General Manager of GreenLake cloud services. He runs the commercial business. Keith, thanks for coming on. Help me kick off. >> Thanks for having me. It's awesome to be here. >> So you guys got some momentum orders, 40% growth a year to year on year. You got a lot of momentum, customer growth. >> Yeah, it's fantastic. It's 46%. >> Kyle, thank you for that clarification. And in 46. Big different from 40 to 46. >> No, I think what we're seeing is we're seeing the momentum happen in the marketplace, right? We have a scenario where we're bringing the cloud experience to the customer on their premises. They get to have it automated. Self-serve, easy to consume. They pay for what they use. They can have it in their data center. They can have it at the edge. They can have it at the colo, and, we can manage it all for them. And so they're really getting that true cloud experience and we're seeing it manifest itself in a variety of different customer scenarios. You know, we talked about at Discover, a lot of work that we're doing on the hybrid cloud side of the house, and a lot of work that we're doing on the edge side of things with our partners. But you know, it's exciting to see the explosion of data and how now we're providing this data capability for our customers. >> What are the big trends you're hearing from customers? And how is that informing what you're doing with Green? I mean, I feel like in a lot of ways, Keith, what happened last year, you guys were, were in a better position maybe than most. But what are you hearing and how is that informing your go forward? >> Yeah, I think it's really three things with customers, right? First off, Hey, we're trying to accelerate our digital transformation and it's all becoming about the data. So help us monetize the data, help us protect that data. Help us analyze it to make decisions. And so, you know, number one, it's all about data. Number two is wow, this pandemic, you know, we need to look for cost savings. So, we still need to move our business forward. We've got to accelerate our business, but help me find some cost savings with respect to what I can do. And third, what we're hearing is, hey, we're in a situation, where there's a lot of different capabilities happening with our workforce. They're working from home. They're working hybrid. Help us make sure that we can stay connected to those folks, but also in a secure way, making sure that they have all the tools and resources they need. So those are sort of three of the big themes that we're seeing that GreenLake really helps manifest itself, with the data we're doing now. With all the hybrid cloud capabilities. With the cost savings that we get with respect to our platform, as well as with solutions such as VDI or workforce enablements that we've, we create from a solution standpoint. . >> So, what's the customer reaction, I mean, I mean, everybody now, who's has a big on-premise state, has an as a service capability. A customer saying, oh yeah, oh yeah, how do you make it not me too? In the customer conversations? >> Yeah. I think it turns into, you know, you have to bring the holistic solution to the customer. So yes, there's technology there and we're hearing from, you know, some of the competitors out there. Yeah, we're doing as a service as well, but maybe it's a little bit of storage here. Maybe it's a little bit of networking there. Customers need that end to end solution. And so as you've seen us announce over time, we've got the building blocks, of course, compute storage and networking, but everything runs in a virtual machine. Everything runs in a container or everything runs on the bare metal itself. And that package that we've created for customers means that they can do whatever solution, or whatever workload they want So, if you're a hospital and you're running Epic for your electronic medical records, you can go that route. If you're upgrading SAP and you're using virtual machines at a very large scale, you can use this, use a GreenLake for that as well. So, as you go down the list, there's just so many opportunities with respect to bring those solutions to our customers. And then you bring in our point-next capabilities to support that. You bring in our advisory and professional services, along with our ecosystem to help enable that. You bring in our HPE financial services to help fund that digital transformation. And you've got the complete package. And that's why customers are saying, hey, you guys are now partners of us. You're not just a hardware provider, you're a partner you're helping us solve our business problems and helping us accelerate our business. >> So what should people expect today? You guys got some announcements. What should people look for? >> Well, I think this is, as we've talked about, you know, now we're sort of providing much more capabilities around the data side of the house. Because data is so such, it's the gold, if you will, of a customer's environment. So first off we want to do analytics. So we want an open platform that provides really a unified set of analytics capabilities. And this is where we have a real strong, sweet spot with respect to some of the, the software that we've built around Esperal. But also with the hardware capabilities. As you know, we have all the way up to the Cray supercomputers that, that are doing all of the analytics for whether this or, or financial data that. So, I think that's one of the key things. The second is you got to protect that data. And, and so if it's going to be on prem, I want to know that it's protected and secured. So how do I back it up? How do I have a disaster recovery plan? How do I watch out for ransomware attacks, as well? So we're providing some capabilities there. And then I'd say, lastly, because of all the experience we have with our customers now implementing these hybrid solutions, they're saying, hey, help me with this edge to cloud framework and how do I go and implement that on my own? And so we've taken all the experience and we've bucketed that into our edge to cloud adoption framework to provide that capability for our customers. So we, you know, we're really excited about, again, talking about solutions, talking about accelerating your business, not just talking about technology. >> I said up the top, Keith, that one of the ways I was evaluating you as the pace and the cadence of the innovations. And, and is that, is that fair? How do you guys think about that internally? Are you, you know, you're pushing yourself to go faster, I'm sure you are, but what's that conversation like? >> I think it's a great question because in essence, we're now pivoting the company holistically to being a cloud services and a software company. And that's really exciting and we're seeing that happen internally. But this pace of innovation is really built on what customers are asking us for us. So now that we've grown over 1200 customers worldwide. You know, over $5 billion of total contract value. You know, signing some, some large deals in a variety of solutions and workloads and verticals, et cetera. What we're now seeing is, hey, this is what we need. Help me with my internal IT out to my business groups. Help me with my edge strategy as I build the factory of the future, or, you know, help me with my data and analytics that I'm trying to accomplish for my, you know, diagnosis of, of x-rays and, and capabilities such as Carestream, if you will. So it's, it's exciting to see them come to us and say, this is the capabilities that we're requiring, and we've got our foot on the gas to provide that innovation. And we're miles ahead of the competition. >> All right, we've got an exciting day ahead. We got all kinds of technology discussions, solution discussions. We got, we got, we're going to hear from the analyst community. Really bringing you the, the full package of announcements here. Keith, thanks for helping me set this up. >> Always. Yeah. Thanks so much for having me. >> I look forward today. And thank you for watching. Keep it right there. Tons of content coming your way. You're watching The Cubes coverage of HP's big GreenLake announcement. Right back. (electronica music)

>>mhm >>mm >>Hello and welcome back to HPD discovered 2021. My name is Dave Volonte and we're going to dig into H P E. Green Lake, we've heard a lot about this, we want to find out how real it is and test a little bit of how how can help solve your business problems. We also want to understand Green Lake relative to the competition. HPV was the first, as you probably know to declare it all in with an as a service model and virtually every major infrastructure player has now followed suit. So we want to hear from HP directly how it's different from the competition, where it's innovating and that means we're gonna poke a little bit of customer examples and how the partner ecosystem is adopting and responding to Green Lake and with me is the right person to do this is keith White, who is the senior Vice President General Manager of the Green Lake cloud services business unit at HP, keith, great to see you, thanks for coming back to the cube. >>Okay, fantastic to see you as always. So thanks so much for having me. >>Yeah, it's our pleasure. So look, we're hearing a lot leading up to discover and at this event about Green Lake you got momentum now, everybody's excited about it. What's driving demand? Where's the excitement coming from? >>No, it's a great question. And you know, the reality is customers are expecting this cloud experience, right? So they they've been using the public cloud, they've been engaging on that front and this cloud experience is really driven, a pretty high amount of customer expectations, make itself served, make it automated, make it easy to consume, only want to pay for what I'm using and then manage it all for me on the back end. But 60 to 70% of apps and data will stay on prem per Gardner and I D. C. And so give me that experience on prem. And so that's why I think Green Lake has gotten so much interest, so much positive growth and momentum is because we're bringing that cloud experience to our customers in their data center, in their Coehlo or at the edge and that's where they want to see it just as much. And so since the world is now hybrid, we have a fantastic solution for folks. >>So you, you were first in this game and so you took some arrows and I'm interested in how Green Lake has evolved, Take us through the journey maybe what were some of the bumps in the road that you had to overcome? Maybe how it compares with the competition. Maybe some of the things that they're going to have to go through as well to get to the point where you are. >>No, it's true. And you know, the great thing is HP as a company is really moving to be much more of a cloud services and software company. And you know, we're seeing this from our competition, as you mentioned, have followed suit. But in essence, you know, you have to move from just sort of providing lease type financing type scenarios for our customers into truly delivering that cloud experience. And that's what's been so exciting over this last year is we've gone from just the basic cloud services, compute storage, networking and VMS to really providing containers as a service, bare metal as a service. Uh, machine learning ops, S. A P V. D I. You know, we've now created a set of workloads and as you heard it discover we're now delivering industry solutions, so electronic medical records for hospitals or high delivery payment transaction processing for, for financial, so that the challenge of moving from just sort of leasing basic capabilities to a true cloud experience that again pay as I go, fully automated self serve, all managed for me has really been a challenge and it's exciting, it's exciting to see customers jump on and really sort of lean in and see the business value that comes from having that level of solution >>keith, am I correct in that pretty much every large tech company has a services arm and they could, they could sort of brute force, some kind of cloud like experience and that's kind of what people have done historically the layer in a financial like leasing financial as you said and and but every situation was unique, it was kind of a snowflake if you will and you guys are probably there a few years ago as well and so I'm interested in sort of how you evolved beyond that. Was it a mindset was a technology, was it sort of cultural? You know, it came from the top as well, but maybe you could describe that a little bit. >>Yeah, the ship comes from our customers because what's happening is customers no longer trying to buy component parts. They're saying it's really about Tesla's like, hey, I want you to deliver this for me. In essence, we're running the data center for them now. We're running their machine learning operations environment for them. Now, you know, we're migrating their mainframe over now. And so what's happening is these sls are really, what matters to customers like that? It's not so much about, hey, what are the speeds and feeds and this and that? And so yes, you can sort of brute force that piece of it. But what you really are having to do is create this deep partnership and relationship with your customer to truly understand their business challenges and then provide them with that capability. Now I think the things that's exciting is yes, the public cloud gives you some some significant benefits for certain workloads and certain capabilities. But what we're hearing from customers is hey, I want to have much more control over my data center. I want to ensure that it has the security required. I want to make sure that I can make the adjustments necessary and so you're doing all that at a lower cost with open platform that I can use a variety of tools and other applications just makes it that much more powerful. So I think that's what we're seeing is we're getting into what our customers really requiring and then you know the most interesting thing is how do you make it work with my entire environment because I am running Azure and I am running A W. S. And I am running google and I'm running some other things. And so how does this cloud really helped me bring all those together to really govern that hybrid estate? And that's where I think Green Lake has really shine. >>So it kind of part of the secret sauce is automation because you've got to be, you still have, you have to be competitive, you know, at least within reason to cloud cost, sometimes it's going to be less expensive, maybe sometimes it can be more expensive. You've got some advantages in certain cases where, you know, there's government governance things and and you know, we don't have to go through all that, but there's the automation but you've got to be profitable at this too. So there's the automation, there's the tooling, there's the openness. So, so that was really a key part of it. Is it not that sort of automating? >>That's right. Automation is key as is really understanding what that customer environment is and optimizing for that piece of it. And so as you heard, we're really excited to announce our Green Lake Lighthouse, which is really providing workload optimized systems that are fully managed for them that provide that capability to run multiple workloads for that customer. But at the same time, to your point, there's a lot of charges that happened on the public cloud side. So, you know, data is the new, you know, gold if you will right, everyone's trying to monetize their data, trying to use it to make decisions and really understand what's happening across their environment and in the cloud. You know, if you put it up in the cloud, you have to pay to get it out. The egress charges can be significant and it's also a bit slower at times because of the latency that happens across that that that connection. And so we are now in a situation where we're seeing a lot of customers that are really trying to analyze their data, leveraging our HPC systems, leveraging our machine learning operation systems in order to really get that data happening, Getting the dancers out much, much faster and a much lower cost than what it would cost them to do that in the cloud. >>So you have some experience at this now. I wonder if we could dig into the customers how customers are using Green Lake. Maybe you can give some examples of success. >>Yeah. Yeah, no. You know it's exciting because you know first off everyone's looking at their digital transformation and that means something different for every single customer, so really understanding what they're trying to do from a transformation standpoint and then saying, okay, well how can we bring a solution to help accelerate that? To help be uh, you know, more connected to your customers to help improve your product delivery. We went to Lyondellbasell for example, one of the largest manufacturers in the world. And you know, they said, hey look, we don't want to run our data center anymore. Most most customers are trying to get out of the data center management business and they're saying, hey, run this for me, uh let me free up resources to go focus on things that really can drive additional value for our customers instead of keeping the lights on patching, blah blah blah. So we have taken their entire environment and moved it to a Coehlo and we're managing it now for them. And so in essence we freed up not just a ton of resources, but they have also been able to drop their carbon footprint, which is also this whole sustainability push is significant as well. And then you look at a customer like care stream, one of the largest medical diagnostic companies in the world, saying hey we gotta be able to allow our doctors to be able to um analyze and diagnose things much much faster through our X ray systems and through our diagnostic machines. And so they have implemented our machine learning operations scenario to dramatically speed up those types of capabilities. So as you go down the list and you start to see these customers really um leveraging technology to meet that digital transformation, saving costs, moving their business forward, creating new business models. It's just, it's really exciting. >>What about partners keith? How how have they responded? I mean, on the one hand, you know, that's great opportunities for them, you know, they're they're transforming their own business model. On the other hand, you know, maybe they were comfortable with the old model, they got a big house, nice, nice boat, you >>know? >>But how are they changing their their their business and how are they leaning in >>similar to what we're seeing? The opportunity for partners is dramatic, right? Because what happens is you have to have a very different relationship with your customer to truly understand their digital transformation. Their business challenges the problems that they're having to address. And so where we're seeing partners really, really sort of the opportunity is where there's the services and that sort of deeper relationship piece of it. So in essence, it's creating much more opportunity because the white spaces dramatic we're seeing, I want to say it's in the 30 to $40 billion worth of market opportunity as we move into an as a service on prem world. So they're seeing that opportunity. They're seeing the ability to add services on top of that and deepen the relationship with our customers. And you know, it's it's from my SVS. We're working closely with S. A. P. For example, to deliver their new rise private cloud customer edition. We're working closely with loosest, for example, who is doing a lot of payment processing type scenarios Nutanix and their database as a service scenario and Splunk because again, we went back to the data piece and these guys are doing so much big data type implementations for risk analytics and and regulatory type scenarios. It's just significant. And so because there's such a push to keep things on prem to have the security to reduce the latency to get rid of the egress charges and everything else. There's just a significant white space for both our partners and then from our distributors and resellers, they're getting to change their business model again, to get much deeper in that relationship with our customers >>to be Green Lake is, I mean it's H. P. E. As a service, it's your platform. And so I wonder if you can think about how you're thinking about uh, share with us, How you think about platform innovation? Um, you've got the pricing model, you know, flex up, flex down. Is there other technology we should know about and other things that are going to move you forward in this battle for the next great hybrid cloud and edge platform? >>Yeah, it's a great push because if you think about it, we are Green Lake is the edge to cloud platform And in essence because we have such a strong edge capability with the arab acquisition we made a few years back. That's really significant momentum with the Silver Peak acquisition to give us SD when you've got that edge connectivity all the way up to our high performance computing. And so you'll see us deliver high performance computing as a service. We're announcing that here at discover um you'll see us announced, you know, machine learning ops I mentioned ASAP, but also a virtual desktops. I think the pandemic has brought a lot more work from home type scenarios and customers really want to have that secure desktop. And so, working with partners like Citrix and Nutanix and and VM ware and Crew were able to provide that again, unique scenario for our customers. And so, um, yeah, the innovation is going to keep coming. You know, I mentioned bare metal as a service because many people are starting to really leverage the metal that's out there. You're seeing us also engaged with folks like intel on our silicon on demand. So this is a really exciting technology because what it allows us to do is turn on cores when we need them. So hey, I need additional capacity. I need some power. Let's turn on some cores. But then I turn off those cores when I'm not using them. You go to a software core based software pricing model, like an oracle or a sequel server. I'm saving dramatic cost now because I don't have to pay for all the cores that are on the system. I'm only paying the licenses for the ones that I use. And so that should bring dramatic cost savings to our customers as well. So we're looking from the silicon all the way up. Uh you know, you hear us talk about project Aurora, which is our security capability. We're looking at the silicon level, but we're also looking at the the container and bare metal and then obviously the workloads in the industry solution. So we're sprinting forward. We're listening to our customers were taking their feedback. We're seeing what they're prioritizing and because we have that tight relationship with them as we help move them to the direction they want to go, it's giving us a ton of fantastic inside information for what really matters. >>Right, Thank you for that. So, I want to ask you about data. A lot of organizations are kind of rethinking their ideal data architecture, their organization. They're they're they're seeing the amount of data that is potentially going to be created at the edge, thinking about ai inference and influencing at the edge and maybe reimagining their data organization in this age of insight. I wonder how Green Lake fits into that. How are you thinking about the new era of data and specifically Green Lakes role? >>Yeah, you mentioned the age of insights and and it really is right. So we've moved sort of as the next phase of digital transformation is basically saying, hey look, I've got all this data. I've got to first get my arms around my data estate because in essence it's in all these different pockets around. And so Green Lake gives you that ability to really get that data estate established. Then I want to take and get the answers in the analytics out of it. And then I want to monetize that data either out to my customer set or out to my industry or out to other scenarios as well. And so as we start to deliver our develops capability, our ai and analytics capabilities through HPC. And it's an open platform. So it allows data scientists to easy boot up easily boot up a cluster with which to do their models and their training and their algorithms. But we can also then use and Estancia at that into the business decisions that our customers are trying to make again without the significant cost that they're seeing on that on the public cloud side and in a very secure way because they have the data exactly where they need it. You'll see us continue to do sort of disaster recovery and data protection and those types of scenarios both with our partners and from H P E. So it's exciting to just understand that now you're going to have the tools and resources so you can actually focus on those business outcomes versus how do I protect the data? Where do I start, how do I get my model set up, etcetera. All that becomes automated and self service. You mentioned earlier >>When you talk to customers Keith one of the big sort of challenges that you're addressing. What's the typical, there was no typical but the but the real nuts that they're trying to crack is it financial? We want to move from Capex to opec's is that hey we want this cloud model but we can't do it in the public cloud for a variety of reasons, edicts, organization leaders or we want to modernize our our state. What are the real sort of sticking points that you're addressing with Green Lake? >>Yeah, I think it's threefold and you sort of touched on those. So one is, it really does start with modernization. Hey, you know, we've got to take costs out of the equation. We've got to reduce our carbon footprint. We've got to automate these things because we have limited resources and how do we maximize the ones that we have? And so I mentioned earlier, getting out of the data center, modernizing our apps, really monetizing our data. So I think that's number one. Number two is what you said as well, which is, hey look, I don't need to have all these capital assets. I don't want to be in charge of managing all all these assets. I just want the capability and so being able to sell them that service that says, hey, we can, we can do X number of desktops for your V. D. I. We can run your S. A. P. Environment or we can make sure that you have the, the analytics structure set up to be able to run your models that becomes super compelling and it frees up a lot of resources in cash on that front as well. And then I think the third thing is what you said, which is the world is hybrid. And so I need to find out what's going to run best in my on prem environment and what's going to run best up in the cloud. And I want to be able to optimize that so that I'm not wasting costs in one place or the other, and I want to be able to govern and govern that holistically. So I have the ability to see what's happening end to end across that so I can manage my business most effectively. So I think those are the three big things that people are really excited about with Green Lake as they enable those things. Um and you know, the reality is that it also means that they have a new partner to help them really think through how can they move forward? So it's not them by themselves. Uh It's really in a one plus one equals three type scenario and then you bring the ecosystem in and now you've got, you know, things working really well. So, >>so big enterprise tech, it's like, it's like the NFL is a sort of a copycat league. And so what, you know what I'm saying? But you guys all got >>big, yeah, >>you've got great resources, hey, this West Coast office exactly is gonna work. We're gonna get a short passing game going. And so that happened. So I feel like, okay, you've raised the bar now on as a service and that's gonna become table stakes. Um you know, it's got a lot of work to get there. I know, and it's a it's a journey, but but when you think about the future uh for H. P. E. Uh what's exciting you the most? >>I think what's exciting me the most is this the reaction that we're seeing with customers because in essence it gets them out of the bits and bytes and speeds and feeds and you know, um >>you >>know, component goo and really gets into business value, business outcomes sls and, and that's what they're looking for because what they're trying to do is break out of, you know that day to day and be able to really focus on the future and where they're going. So I think that's one, I think the second big thing is as you see all these things come together, um you know, we're able to basically provide customers with, I would say a mindset that's like, hey, I can do this holistically, but I can always pick and choose the best that I want and if I ramp up, I have capacity. If I ramp down, I don't have to pay for first scenarios. And so I'm getting the best of both worlds across that piece of it. And then third is I mentioned it earlier. But this whole relationship thing is so important because you know, this isn't about technology anymore. As much as it it is about what's the value that you're going to get out of that technology. And how does that help us move the company and the world forward? Like I love the fact that H. P. E. Was so involved in this pandemic. >>You know, >>with our systems were able to actually uh to run a set of of algorithms and analysis on how to, you know, find a vaccine on how to how to address the things that are going forward. You've seen us now up in space and as we, we broaden our frontier and so as a company you're seeing technology turned into things that are truly helping the world go forward. I think that's exciting as well. >>Yeah. Space. It's like the ultimate edge. >>I >>like you said to me if I take it, it's not not about ports and Mick, nips and gigabytes anymore. It's about the outcome. You mentioned before the S L. A. Um, you know, the thing about, you know, think about virtual, it's great. We have to get in the plane. Its downside. We all know we can't hang out, you know, afterwards, you know, have a drink or you know, chit chat about what's going on in the world, but we can't reach a lot more people. But the other downside of virtual is, you know, you don't have the hallway track. It's not like, hey, did you check out that, that demo on IOT? It's really cool. Where is that? So give us the hallway track. How can folks learn more about discover where would you direct folks? >>You bet. You know, I'm doing a full spot. Obviously let me start with at the top right Antonio Neri our ceo he's going to lay out the whole strategy and then I'll have a spotlight. It's about a 30 minute deep dive on all of these things that that you and I just talked about and then we've got a bunch of breakout sessions were doing some with our partners like Nutanix and others, um, Microsoft as well as we talk about, we didn't really touch on that, but you know, we have a strong partnership with the hyper scholars with Microsoft and with others because in essence customers are expecting an integrated solution that's hybrid. And so, you know, we're showcasing all of that with the with the discover breakouts as well and they're available on demand. We have a huge opportunity with respect to that, so really excited and you know, frankly we're here to help, like I hope people understand this is our opportunity to help you be successful and so please know that our ears are wide open to hear what the challenges are and we're ready to help customers as they needed. >>I'm glad you mentioned the partnership with Microsoft and other hyper skills. I feel like keith, the the Hyper scale is giving us a gift. They've spent last year they spent over $100 billion on Capex build out. That is like, it's like the internet. Thank you. >>Now we're gonna build on >>top of it, we're gonna build an abstraction layer that hides all that underlying complexity. We're gonna connect things and and that's really your job. That's really kind of what you're bringing to the table I think with Green Lake and some of these innovations. So >>I really >>appreciate it. Go ahead please. >>I appreciate the time as well. It's always a pleasure and it's always exciting to get a chance to share with you and and as always, any time you don't want me back, I'm happy to happy to join. Alright, >>would love to do that. So appreciate that. And thank you for spending some time with us. Stay tuned for more great coverage from HPD discovered 21 everything is available on demand as well as the that is the other good thing about virtually go back and watch all this content. This is Dave Volonte for the cube the leader in enterprise tech coverage. Be right back

(lighthearted music) >> Okay. We're here with Keith White, Senior Vice President and General Manager for GreenLake at HPE, and George Hope, who's the Worldwide Head of Partner Sales at Hewlett Packard Enterprise. Welcome gentlemen. Good to see you. >> Awesome to be here. >> Yeah. Thanks so much. >> You're welcome. Keith, last we spoke, we talked about how you guys were enabling high performance computing workloads to get GreenLake right, for enterprise markets. And you got some news today which we're going to get to, but you guys, you put out a pretty bold position with GreenLake, basically staking a claim, if you will. The Edge, Cloud, as a service, all in. How are you thinking about its impacts for your customers so far? >> You know, the impact has been amazing. And, you know, in essence, I think the pandemic has really brought forward this real need to accelerate our customers' digital transformation, their modernization efforts, and, you know, frankly help them solve what was amounting to a bunch of new business problems. And so, you know, this manifests itself in a set of workloads, a set of solutions, and across all industries, across all customer types. And as you mentioned, you know, GreenLake is really bringing that value to them. It brings the Cloud to the customer in their data center, in their Colo or at the Edge. And so frankly, being able to do that with that full Cloud experience all as a pay per use, you know, fully consumption-based scenario, all managed for them, so they get that, as I mentioned, true Cloud experience, it's really sort of landing really well with customers. And we continue to see accelerated growth. We're adding new customers, we're adding new technology and we're adding a whole new set of partner ecosystem folks as well that we'll talk about. >> You know, it's interesting, you mentioned that, just as a quick aside. The definition of cloud is evolving, and it's because customers ... It's the way customers look at it. It's not just vendor marketing. It's what customers want, that experience across Cloud, Edge, you know, multi clouds on prem. So George, what's your take? Anything you'd add to Keith's response? >> I would, you've heard Antonio Neri say it several times and you probably see it again for yourself. The cloud is an experience. It's not a destination and digital transformation is pushing new business models and that demands more flexible IT. The first round of digital transformation focused on a Cloud first strategy, where our customers were looking to get more agility. As Keith mentioned, the next phase of transformation will be characterized by bringing the Cloud speed, the agility to all apps and data, regardless of where they live. According to IDC, by the end of 2021 80% of the businesses will have some mechanism in place to shift the cloud centric, infrastructure and apps, and twice as fast as before the pandemic. So the pandemic has actually accelerated the impact of the digital divide. Specifically in the small and medium companies, which are adapting to technology change even faster and emerging stronger as a result. You know, they, the analyst degree cloud computing and digitalization will be key differentiators for small and medium business in years to come and speed and automation will be pivotal as well. And by 2022, at least 30% of the lagging SMBs will accelerate digitalization. But the focus will be on internal processes and operations the digital leaders, however, will differentiate by delivering their customers dynamic experience. And with our partner ecosystem we're helping our customers embrace our as a service vision and stand out wherever they are on their transformation journey. >> Well thanks for those stats. I always liked the data. I mean, look, if you're not a digital business today I feel like you're out of business and-- I'm sure there's some exceptions but you got to get on the, on the digital bandwagon. I think pre pandemic, a lot of times people really didn't know what it meant. We know now what it means. Okay, Keith. Let's get into the news when we do these things. I love that you guys always have som-- something new to share. What do you have? >> No, you got it. And you know, as we said, you know the world is hybrid and the world is multi-cloud and so customers are expecting these solutions. And so we're continuing to really drive up the innovation and we're adding additional cloud services to GreenLake. We just recently went to a general availability of our ML ops, mach-- machine learning operations and our containers for cloud services along with our virtual desktop which has become very big in a pandemic world where a lot more people are working from home. And then we have shipped our SAP HEC customer edition which allows SAP customers to run on their premise whether it's the data center or the Colo. And then today we're introducing our new bare metal capabilities as well as containers on bare metal as a service, for those folks that are running cloud native applications that don't require any sort of hypervisor. So we're really excited about that. And then second, I'd say similar to that HPC as a service experience, we talked about before where we were bringing HPC down to a broader set of customers. We're expanding the entry point for our private cloud which is virtual machines, containers, storage compute type capabilities in workload optimized systems. So again, this is one of the key benefits that HPE brings is it combines all of the best of our hardware, software, third-party software and our services and financial services into a package. And we've workload optimized this for small, medium, large and extra large. So we have a real sort of broader base for our customers to take advantage of and to really get that cloud experience through HPE GreenLake. And, you know, from a partner standpoint we also want to make sure that we continue to make this super easy. So we're adding self service capabilities or integrating into our distributors through a core set of APIs to to make sure that it plugs in for a very smooth customer experience. And this expands our reach to over a hundred thousand additional value add resellers. And, you know, we saw just fantastic growth in the channel in Q1 over 118% year over year growth for GreenLake cloud services through the channel. And we're continuing to expand our ex-- extend and expand our partner ecosystem with additional key partnerships. Like our Colos, that co-location centers are really key. So Equinix, Cirrus 1 and others that we're working with. And I'll let George talk more about that. >> Yeah. I wonder if you could pick up on that George I mean, look, if I'm a partner and and I mean, I see that I see opportunity here. Maybe, you know, I made a lot of money in the in the old days moving iron, but I got to move. I got to pivot my business. You know, COVID is actually, you know accelerating a lot of those changes, but, but there's a lot of complexity out there and partners can be critical in in helping customers make that journey. What do you see this meaning to partners, Georgia? >> So I completely agree with Keith the-- through and through in with our partners, we we give our customers choice, right? They don't have to worry about security or cost as they would with public cloud or the hyperscalers we're driving special initiatives via Cloud 28, which we run which is the World's largest Cloud aggregator. And also in collaboration with our distributors and their marketplaces. As, as Keith mentioned, in addition customers can leverage our expertise and support of our service provider ecosystem, our SIs, our ISBs to find the right mix of hybrid IT and decide where each application or workload should be hosted. Because customers are now demanding robust ecosystems, cloud adjacency, and efficient, low latency networks and the modern workload demands, secure compliant highly available, and cost optimized environments. And Keith touched on co-location, we're partnering with co-location facilities to provide our customers the ability to expand bandwidth, reduced latency and get access to a robust ecosystem of adjacent providers. We touched on Equinix a bit as one of them but we're partnering with them to enable customers to connect to multiple clouds with private on demand interconnections from hundreds of data center locations around the globe. We continue to invest in the partner and customer experience, you know making ourselves easier to do business with we've now fully integrated partners in GreenLake central. And can provide their customers end to end support in managing the entire hybrid IT estate. And lastly, we're providing partners with dedicated and exclusive enablement opportunities. So customers can rely on both HPE and partner experts and we have a competent team of specialists that can help them transform and differentiate themselves. >> Yeah. So I'm hearing a theme of simplicity. You know, I talked earlier about this being customer driven to me what the customer wants is they want to come in. They want simple, like you mentioned, self-serve. I don't care if it's on prem in the cloud, across clouds at the edge, abstract, all that complexity away from me make it simple to do not only the technology to work you know, you figure out where the workload should run and let the metadata decide. And that's a, that's a bold vision and then make it easy to do business. Let me buy as a service if that's the way I want to consume. And, and partners are all about, you know, making, you know reducing friction and driving that. So anyway guys, final thoughts. Maybe Keith, you can close it out here and maybe George-- >> Yeah. You summed it up really nice. You know, we're excited to continue to provide what we view as the largest and most flexible hybrid cloud for our customers apps, data, workloads, and solutions and really being that leading on-prem solution to meet our customer's needs. At the same time, we're going to continue to innovate. You know, our ears are wide open and we're listening to our customers on what their needs are, what their requirements are. So we're going to expand the use cases, expand the solution sets that we provide in these workload optimized offerings to a very very broad set of customers as they drive forward with that digital transformation and modernization efforts. >> Great. George, any final thoughts? >> Yeah, I would say, you know, with our partners we work as one team and continue to hone our skills in and embrace our confidence. We're looking to help them evolve their businesses and thrive, and we're here to help now more than ever. So, you know, please reach out to our team and our partners so we can show you where we've already been successful together. >> So that's great. We're seeing the expanding GreenLake portfolio partners are key part of it. We're seeing new tools for them and then this ecosystem evolution and build out an expansion. Guys, thanks so much. >> You bet, thank you. >> Thank you. Appreciate it. >> You're welcome.

(upbeat music) >> Announcer: From around the globe. It's theCUBE, with digital coverage of AWS reinvent 2020, sponsored by Intel, AWS and our community partners. >> Welcome to theCUBE's coverage of AWS reinvent 2020, the virtual edition. I'm Lisa Martin. I have a couple of guests joining me next to talk about AWS and Druva. From Druva, Chris White is here, the chief revenue officer. Hey Chris, nice to have you on the program. >> Excellent, thanks Lisa. Excited to be here. >> And from AWS Sabina Joseph joins us. She is the general manager of the Americas technology partners. Sabina, welcome. >> Thank you, Lisa. >> So looking forward to talking to you guys unfortunately, we can't be together in a very loud space in Las Vegas, so this will have to do but I'm excited to be able to talk to you guys today. So Chris, we're going to start with you, Druva and AWS have a longstanding partnership. Talk to us about that and some of the evolution that's going on there. >> Absolutely, yeah. we certainly have, we had a great long-term partnership. I'm excited to talk to everybody about it today and be here with Sabina and you Lisa as well. So, we actually re architect our entire environment on AWS, 100% on AWS back in 2013. That enables us to not only innovate back in 2013, but continue to innovate today and in the future, right. It gives us flexibility on a 100% platform to bring that to our customers, to our partners, and to the market out there, right? In doing so, we're delivering on data protection, disaster recovery, e-discovery, and ransomware protection, right? All of that's being leveraged on the AWS platform as I said, and that allows uniqueness from a standpoint of resiliency, protection, flexibility, and really future-proofing the environment, not only today, but in the future. And over this time AWS has been an outstanding partner for Druva. >> Excellent Chris, thank you. Sabina, you lead the America's technology partners as we mentioned, Druva is an AWS advanced technology partner. Talk to us from through AWS lens on the Druva AWS partnership and from your perspective as well. >> Sure, Lisa. So I've had the privilege of working with Druva since 2014 and it has been an amazing journey over the last six and a half years. You know, overall, when we work with partners on technical solutions, we have to talk in a better architect, their solution for AWS, but also take their feedback on our features and capabilities that our mutual customers want to see. So for example, Druva has actually provided feedback to AWS on performance, usability, enhancements, security, posture and suggestions on additional features and functionality that we could have on AWS snowball edge, AWS dynamoDB and other services in fact. And in the same way, we provide feedback to Druva, we provide recommendations and it really is a unique process of exposing our partners to AWS best practices. When customers use Druva, they are benefiting from the AWS recommended best practices for data durability, security and compliance. And our engineering teams work very closely together. We collaborate, we have regular meetings, and that really sets the foundation for a very strong solution for our mutual customers. >> So it sounds very symbiotic. And as you talked about that engineering collaboration and the collaboration across all levels. So now let's talk about some of the things that you're helping customers to do as we are all navigating a very different environment this year. Chris, talk to us about how Druva is helping customers navigate some of those big challenges you talked about ransomware for example, this massive pivot to remote workforce. Chris (mumbles) got going on there. >> Yeah, absolutely. So the, one of the things that we've seen consistently, right, it's been customers are looking for simplicity. Customers are looking for cost-effective solutions, and then you couple that with the ability to do that all on a single platform, that's what the combination of Druva and AWS does together, right? And as you mentioned, Lisa, you've got work from home. That's increased right with the unfortunate events going across the globe over the last almost 12 months now, nine months now. Increased ransomware that threats, right? The bad actors tend to take advantage of these situations unfortunately, and you've got to be working with partners like AWS like Druva, coming together, to build that barrier against the bad actors out there. So, right. We've got double layer of protection based on the partnership with AWS. And then if you look at the rising concerns around governance, right? The complexity of government, if you look at Japan adding some increased complexity to governance, you look at what's going on across, but across the globe across the pond with GDPR, number of different areas around compliance and governance that allows us to better report upon that. We built the right solution to support the migration of these customers. And everything I just talked about is just accelerated the need for folks to migrate to the cloud, migrate to AWS, migrate to leveraging, through the solutions. And there's no better time to partner with Druva and AWS, just because of that. >> Something we're all talking about. And every key segment we're doing, this acceleration of digital transformation and customers really having to make quick decisions and pivot their businesses over and over again to get from survival to thriving mode. Sabina talk to us about how Druva and AWS align on key customer use cases especially in these turbulent times. >> Yeah, so, for us as you said Lisa, right. When we start working with partners, we really focus on making sure that we are aligned on those customer use cases. And from the very first discussions, we want to ensure that feedback mechanisms are in place to help us understand and improve the services and the solutions. Chris has, he mentioned migrations, right? And we have customers who are migrating their applications to AWS and really want to move the data into the cloud. And you know what? This is not a simple problem because there's large amounts of data. And the customer has limited bandwidth Druva of course as they have always been, is an early adopter of AWS snowball edge and has worked closely with us to provide a solution where customers can just order a snowball edge directly from AWS. It gets shipped to them, they turn it on, they connect it to the network, and just start backing up their data to the snowball edge. And then once they are done, they can just pack it up, ship it back. And then all of this data gets loaded into the Druva solution on AWS. And then you also, those customers who are running applications locally on AWS Outposts, Druva was once again, an early adopter. In fact, last reinvent, they actually tested out AWS Outposts and they were one of the first launch partners. Once again, further expanding the data protection options they provide to our mutual customers. >> Well, as that landscape changes so dramatically it's imperative that customers have data center workloads, AWS workloads, cloud workloads, endpoints, protected especially as people scattered, right, in the last few months. And also, as we talked about the ransomware rise, Chris, I saw on Druva's website, one ransomware attack every 11 seconds. And so, now you've got to be able to help customers recover and have that resiliency, right. Cause it's not about, are we going to get hit? It's a matter of when, how does Druva help facilitate that resiliency? >> Yeah, now that's a great point Lisa. and as you look at our joint customer base, we've got thousands of joint customers together and we continue to see positive business impact because of that. And it's to your point, it's not if it's when you get hit and it's ultimately you've got to be prepared to recover in order to do that. And based on the security levels that we jointly have, based on our architecture and also the benefits of the architecture within AWS, we've got a double layer of defense up there that most companies just can't offer today. So, if we look at that from an example standpoint, right, transitioning offer specific use case of ransomware but really look at a cast media companies, right? One of the largest media companies out there across the globe, 400 radio stations, 800 TV stations, over a hundred thousand podcasts, over 4,000 or 5,000 streams happening on an annual basis, very active and candidly very public, which freaks the target. They really came to us for three key things, right? And they looked for reduced complexity, really reducing their workload internally from a backup and recovery standpoint, really to simplify that backup environment. And they started with Druva, really focused on the end points. How do we protect and manage the end points from a data protection standpoint, ultimately, the cost savings that they saw, the efficiency they saw, they ended up moving on and doing key workloads, right? So data protection, data center workloads that they were backing up and protecting. This all came from a great partnership and relationship from AWS as well. And as we continued to simplify that environment, it allowed them to expand their partnership with AWS. So not only was it a win for the customer, we helped solve those business problems for them. Ultimately, they got a (mumbles) benefit from both Druva and AWS and that partnership. So, we continue to see that partnership accelerate and evolve to go really look at the entire platform and where we can help them, in addition to AWS services that they're offering. >> And that was... It sounds like them going to cloud data production, was that an acceleration of their cloud strategy that they then had to accelerate even further during the last nine months, Chris? >> Yeah, well, the good news for cast is that at least from a backup and recovery standpoint, they've been ahead of the curve, right? They were one of those customers that was proactive, in driving on their cloud journey, and proactive and driving beyond the work from home. It did change the dynamics on how they work and how they act from a work from home standpoint, but they were already set up. So then they didn't really skip a beat as they continue to drive that. But overall, to your point, Lisa, we've seen an increase and acceleration and companies really moving towards the cloud, right. Which is why that migration strategy, joint migration strategy, that Sabina talked about is so important because it really has accelerated. And in some companies, this has become the safety net for them, in some ways their DR Strategy, to shift to the cloud, that maybe they weren't looking to do until maybe 2022 or 2023, it's all been accelerated. >> Everything's, but we have like whiplash on the acceleration going on. >> Sabina, talk to us about some of those joint successes through AWS's lens, a couple of customers, you're going to talk about the University of Manchester, and the Queensland Brain Institute, dig into those for us. >> Yeah, absolutely. So, I thank Chris sharing those stories there. So the two that kind of come into my mind is a University of Manchester. They have nearly 7,000 academic staff and researchers and they're, part of their digital transformation strategy was adopting VMware cloud on AWS. And the University actually chose Druva, to back up 160 plus virtual machine images, because Druva provided a simple and secure cloud-based backup solution. And in fact, saved them 50% of their data protection costs. Another one is Queensland Brain Institute, which has over 400 researchers who really worked on brain diseases and really finding therapeutic solutions for these brain diseases. As you can imagine, this research generates terabytes critical data that they not only needed protected, but they also wanted to collaborate and get access to this data continuously. They chose Druva and now using Druva solution, they can back up over 1200 plus research papers, residing on their devices, providing global and also reliable access 24 by seven. And I do want to mention, Lisa, right? The pandemic has changed all of humanity as we know it, right? Until we can all find a solution to this. And we've also together had to work to adjust what can we do to work effectively together? We've actually together with Druva shifted all of our day-to-day activities, 200% virtual. And we, but despite all of that, we've maintained regular cadence for our review business and technical roadmap updates and other regular activities. And if I may mention this, right, last month we AWS actually launched the digital workplace competency, clearly enabling customers to find specialized solutions around remote work and secure remote work and Druva, even though we are all in this virtual environment today, Druva was one of the launch partners for this competency. And it was a great fit given the solution that they have to enable the remote work environments securely, and also providing an end-to-end digital workplace in the cloud. >> That's absolutely critical because that's been one of the biggest challenges I think that we've all been through as well as, you know trying to go, do I live at work or do I work from home? I'm not sure some of the days, but being able to have that continuity and you know, your customers being able to access their data at 24 by seven, as you said, because there's no point in mapping up your data, if you can't recover it but being able to allow the continuation of the relationship that you have. I want to move on now to some of the announcements. Chris, you mentioned actually Sabina you did, when you were talking about the University of Manchester, the VMware ready certification Chris, Druva just announced a couple of things there. Talk to us about that. >> Thank you. Yeah, Lisa you're right. There's been a ton of great announcements over the past several months and throughout this entire fiscal year. To be in this touch base on a couple of them around the AWS digital workplace, we absolutely have certification on AWS around VMware cloud, both on AWS and Dell EMC, through AWS. In addition to continuing to drive innovation because of this unique partnership around powerful security encryption and overall security benefits across the board. So that includes AWS gov cloud. That includes HIPAA compliance, includes FedRAMP, as well as SOC two type two, certifications as well and protection there. So we're going to continue to drive that innovation. We just recently announced as well that we now have data protection for Kubernetes, 100% cloud offering, right? One of the most active and growing workloads around data, around orchestration platform, right? So, doing that with AWS, some of my opening comments back when we built this 100% AWS, that allows us to continue to innovate and be nimble and meet the needs of customers. So whether that be VMware workloads NAS workloads, new workloads, like Kubernetes we're always going to be well positioned to address those, not only over time, but on the front end. And as these emerging technologies come out the nimbleness of our joint partnership just continues to be demonstrated there. >> And Sabina, I know that AWS has a working backwards approach. Talk to me about how you use that to accomplish all of the things that Chris and you both described over the last six, seven plus years. >> Yes, so the working backwards process we use it internally when we build our own services, but we also worked through it with our partners, right? It's about putting the customers first, aligning on those use cases. And it all goes back to our Amazon leadership principle on customer obsession, focusing on the customer experience, making sure that we have mechanisms in place, to have feedback from the customers and operate that into our services solutions and also with our partners. Well, one of the nice things about Druva since I've been working with them since 2014 is their focus on customer obsession. Through this process, we've developed great relationship, Druva, together with our service team, building solutions that deliver value by providing a full Saas service for customers, who want to protect their data, not only in AWS, but also in a hybrid architecture model on premises. And this is really critical to us cause our customers want us to work with Druva, to solve the pain points, creating a completely maybe a new customer experience, right. That makes them happy. And ultimately what we have found together with Druva, is I think Chris would agree with this, is that when we focus on our mutual customers, it leads to a very longterm successful partnership as we have today with Druva. >> It sounds like you talked about that feedback loop in the beginning from customers, but it sounds like that's really intertwined the entire relationship. And certainly from what you guys described in terms of the evolution, the customer successes, and all of the things that have been announced recently, a lot of stuff going on. So we'll let you guys get back to work. We appreciate your time, Chris. Thank you for joining me today. For Chris white and Sabina Joseph, I'm Lisa Martin and you're watching theCUBE. (soft music fades)

>> Announcer: It's theCUBE covering the Virtual Vertica Big Data Conference 2020, brought to you by Vertica. >> Hi, everybody. Welcome to this digital coverage of the Vertica Big Data Conference. You're watching theCUBE and my name is Dave Volante. It's my pleasure to invite in Ben White, who's the Senior Database Engineer at Domo. Ben, great to see you, man. Thanks for coming on. >> Great to be here and here. >> You know, as I said, you know, earlier when we were off-camera, I really was hoping I could meet you face-to-face in Boston this year, but hey, I'll take it, and, you know, our community really wants to hear from experts like yourself. But let's start with Domo as the company. Share with us what Domo does and what your role is there. >> Well, if I can go straight to the official what Domo does is we provide, we process data at BI scale, we-we-we provide BI leverage at cloud scale in record time. And so what that means is, you know, we are a business-operating system where we provide a number of analytical abilities to companies of all sizes. But we do that at cloud scale and so I think that differentiates us quite a bit. >> So a lot of your work, if I understand it, and just in terms of understanding what Domo does, there's a lot of pressure in terms of being real-time. It's not, like, you sometimes don't know what's coming at you, so it's ad-hoc. I wonder if you could sort of talk about that, confirm that, maybe add a little color to it. >> Yeah, absolutely, absolutely. That's probably the biggest challenge it is to being, to operating Domo is that it is an ad hoc environment. And certainly what that means, is that you've got analysts and executives that are able to submit their own queries with out very... With very few limitations. So from an engineering standpoint, that challenge in that of course is that you don't have this predictable dashboard to plan for, when it comes to performance planning. So it definitely presents some challenges for us that we've done some pretty unique things, I think, to address those. >> So it sounds like your background fits well with that. I understand your people have called you a database whisperer and an envelope pusher. What does that mean to a DBA in this day and age? >> The whisperer part is probably a lost art, in the sense that it's not really sustainable, right? The idea that, you know, whatever it is I'm able to do with the database, it has to be repeatable. And so that's really where analytics comes in, right? That's where pushing the envelope comes in. And in a lot of ways that's where Vertica comes in with this open architecture. And so as a person who has a reputation for saying, "I understand this is what our limitations should be, but I think we can do more." Having a platform like Vertica, with such an open architecture, kind of lets you push those limits quite a bit. >> I mean I've always felt like, you know, Vertica, when I first saw the stone breaker architecture and talked to some of the early founders, I always felt like it was the Ferrari of databases, certainly at the time. And it sounds like you guys use it in that regard. But talk a little bit more about how you use Vertica, why, you know, why MPP, why Vertica? You know, why-why can't you do this with RDBMS? Educate us, a little bit, on, sort of, the basics. >> For us it was, part of what I mentioned when we started, when we talked about the very nature of the Domo platform, where there's an incredible amount of resiliency required. And so Vertica, the MPP platform, of course, allows us to build individual database clusters that can perform best for the workload that might be assigned to them. So the open, the expandable, the... The-the ability to grow Vertica, right, as your base grows, those are all important factors, when you're choosing early on, right? Without a real idea of how growth would be or what it will look like. If you were kind of, throwing up something to the dark, you look at the Vertica platform and you can see, well, as I grow, I can, kind of, build with this, right? I can do some unique things with the platform in terms of this open architecture that will allow me to not have to make all my decisions today, right? (mutters) >> So, you're using Vertica, I know, at least in part, you're working with AWS as well, can you describe sort of your environment? Do you give anything on-prem, is everything in cloud? What's your set up look like? >> Sure, we have a hybrid cloud environment where we have a significant presence in public files in our own private cloud. And so, yeah, having said that, we certainly have a really an extensive presence, I would say, in AWS. So, they're definitely the partner of our when it comes to providing the databases and the server power that we need to operate on. >> From a standpoint of engineering and architecting a database, what were some of the challenges that you faced when you had to create that hybrid architecture? What did you face and how did you overcome that? >> Well, you know, some of the... There were some things we faced in terms of, one, it made it easy that Vertica and AWS have their own... They play well together, we'll say that. And so, Vertica was designed to work on AWS. So that part of it took care of it's self. Now our own private cloud and being able to connect that to our public cloud has been a part of our own engineering abilities. And again, I don't want to make little, make light of it, it certainly not impossible. And so we... Some of the challenges that pertain to the database really were in the early days, that you mentioned, when we talked a little bit earlier about Vertica's most recent eon mode. And I'm sure you'll get to that. But when I think of early challenges, some of the early challenges were the architecture of enterprise mode. When I talk about all of these, this idea that we can have unique databases or database clusters of different sizes, or this elasticity, because really, if you know the enterprise architecture, that's not necessarily the enterprise architecture. So we had to do some unique things, I think, to overcome that, right, early. To get around the rigidness of enterprise. >> Yeah, I mean, I hear you. Right? Enterprise is complex and you like when things are hardened and fossilized but, in your ad hoc environment, that's not what you needed. So talk more about eon mode. What is eon mode for you and how do you apply it? What are some of the challenges and opportunities there, that you've found? >> So, the opportunities were certainly in this elastic architecture and the ability to separate in the storage, immediately meant that for some of the unique data paths that we wanted to take, right? We could do that fairly quickly. Certainly we could expand databases, right, quickly. More importantly, now you can reduce. Because previously, in the past, right, when I mentioned the enterprise architecture, the idea of growing a database in itself has it's pain. As far as the time it takes to (mumbles) the data, and that. Then think about taking that database back down and (telephone interference). All of a sudden, with eon, right, we had this elasticity, where you could, kind of, start to think about auto scaling, where you can go up and down and maybe you could save some money or maybe you could improve performance or maybe you could meet demand, At a time where customers need it most, in a real way, right? So it's definitely a game changer in that regard. >> I always love to talk to the customers because I get to, you know, I hear from the vendor, what they say, and then I like to, sort of, validate it. So, you know, Vertica talks a lot about separating compute and storage, and they're not the only one, from an architectural standpoint who do that. But Vertica stresses it. They're the only one that does that with a hybrid architecture. They can do it on-prem, they can do it in the cloud. From your experience, well first of all, is that true? You may or may not know, but is that advantageous to you, and if so, why? >> Well, first of all, it's certainly true. Earlier in some of the original beta testing for the on-prem eon modes that we... I was able to participate in it and be aware of it. So it certainly a realty, they, it's actually supported on Pure storage with FlashBlade and it's quite impressive. You know, for who, who will that be for, tough one. It's probably Vertica's question that they're probably still answering, but I think, obviously, some enterprise users that probably have some hybrid cloud, right? They have some architecture, they have some hardware, that they themselves, want to make use of. We certainly would probably fit into one of their, you know, their market segments. That they would say that we might be the ones to look at on-prem eon mode. Again, the beauty of it is, the elasticity, right? The idea that you could have this... So a lot of times... So I want to go back real quick to separating compute. >> Sure. Great. >> You know, we start by separating it. And I like to think of it, maybe more of, like, the up link. Because in a true way, it's not necessarily separated because ultimately, you're bringing the compute and the storage back together. But to be able to decouple it quickly, replace nodes, bring in nodes, that certainly fits, I think, what we were trying to do in building this kind of ecosystem that could respond to unknown of a customer query or of a customer demand. >> I see, thank you for that clarification because you're right, it's really not separating, it's decoupling. And that's important because you can scale them independently, but you still need compute and you still need storage to run your work load. But from a cost standpoint, you don't have to buy it in chunks. You can buy in granular segments for whatever your workload requires. Is that, is that the correct understanding? >> Yeah, and to, the ability to able to reuse compute. So in the scenario of AWS or even in the scenario of your on-prem solution, you've got this data that's safe and secure in (mumbles) computer storage, but the compute that you have, you can reuse that, right? You could have a scenario that you have some query that needs more analytic, more-more fire power, more memory, more what have you that you have. And so you can kind of move between, and that's important, right? That's maybe more important than can I grow them separately. Can I, can I borrow it. Can I borrow that compute you're using for my (cuts out) and give it back? And you can do that, when you're so easily able to decouple the compute and put it where you want, right? And likewise, if you have a down period where customers aren't using it, you'd like to be able to not use that, if you no longer require it, you're not going to get it back. 'Cause it-it opened the door to a lot of those things that allowed performance and process department to meet up. >> I wonder if I can ask you a question, you mentioned Pure a couple of times, are you using Pure FlashBlade on-prem, is that correct? >> That is the solution that is supported, that is supported by Vertica for the on-prem. (cuts out) So at this point, we have been discussing with them about some our own POCs for that. Before, again, we're back to the idea of how do we see ourselves using it? And so we certainly discuss the feasibility of bringing it in and giving it the (mumbles). But that's not something we're... Heavily on right now. >> And what is Domo for Domo? Tell us about that. >> Well it really started as this idea, even in the company, where we say, we should be using Domo in our everyday business. From the sales folk to the marketing folk, right. Everybody is going to use Domo, it's a business platform. For us in engineering team, it was kind of like, well if we use Domo, say for instance, to be better at the database engineers, now we've pointed Domo at itself, right? Vertica's running Domo in the background to some degree and then we turn around and say, "Hey Domo, how can we better at running you?" So it became this kind of cool thing we'd play with. We're now able to put some, some methods together where we can actually do that, right. Where we can monitor using our platform, that's really good at processing large amounts of data and spitting out useful analytics, right. We take those analytics down, make recommendation changes at the-- For now, you've got Domo for Domo happening and it allows us to sit at home and work. Now, even when we have to, even before we had to. >> Well, you know, look. Look at us here. Right? We couldn't meet in Boston physically, we're now meeting remote. You're on a hot spot because you've got some weather in your satellite internet in Atlanta and we're having a great conversation. So-so, we're here with Ben White, who's a senior database engineer at Domo. I want to ask you about some of the envelope pushing that you've done around autonomous. You hear that word thrown around a lot. Means a lot of things to a lot of different people. How do you look at autonomous? And how does it fit with eon and some of the other things you're doing? >> You know, I... Autonomous and the idea idea of autonomy is something that I don't even know if that I have already, ready to define. And so, even in my discussion, I often mention it as a road to it. Because exactly where it is, it's hard to pin down, because there's always this idea of how much trust do you give, right, to the system or how much, how much is truly autonomous? How much already is being intervened by us, the engineers. So I do hedge on using that. But on this road towards autonomy, when we look at, what we're, how we're using Domo. And even what that really means for Vertica, because in a lot of my examples and a lot of the things that we've engineered at Domo, were designed to maybe overcome something that I thought was a limitation thing. And so many times as we've done that, Vertica has kind of met us. Like right after we've kind of engineered our architecture stuff, that we thought that could help on our side, Vertica has a release that kind of addresses it. So, the autonomy idea and the idea that we could analyze metadata, make recommendations, and then execute those recommendations without innervation, is that road to autonomy. Once the database is properly able to do that, you could see in our ad hoc environment how that would be pretty useful, where with literally millions of queries every hour, trying to figure out what's the best, you know, profile. >> You know for- >> (overlapping) probably do a better job in that, than we could. >> For years I felt like IT folks sometimes were really, did not want that automation, they wanted the knobs to turn. But I wonder if you can comment. I feel as though the level of complexity now, with cloud, with on-prem, with, you know, hybrid, multicloud, the scale, the speed, the real time, it just gets, the pace is just too much for humans. And so, it's almost like the industry is going to have to capitulate to the machine. And then, really trust the machine. But I'm still sensing, from you, a little bit of hesitation there, but light at the end of the tunnel. I wonder if you can comment? >> Sure. I think the light at the end of the tunnel is even in the recent months and recent... We've really begin to incorporate more machine learning and artificial intelligence into the model, right. And back to what we're saying. So I do feel that we're getting closer to finding conditions that we don't know about. Because right now our system is kind of a rule, rules based system, where we've said, "Well these are the things we should be looking for, these are the things that we think are a problem." To mature to the point where the database is recognizing anomalies and taking on pattern (mutters). These are problems you didn't know happen. And that's kind of the next step, right. Identifying the things you didn't know. And that's the path we're on now. And it's probably more exciting even than, kind of, nailing down all the things you think you know. We figure out what we don't know yet. >> So I want to close with, I know you're a prominent member of the, a respected member of the Vertica Customer Advisory Board, and you know, without divulging anything confidential, what are the kinds of things that you want Vertica to do going forward? >> Oh, I think, some of the in dated base for autonomy. The ability to take some of the recommendations that we know can derive from the metadata that already exists in the platform and start to execute some of the recommendations. And another thing we've talked about, and I've been pretty open about talking to it, talking about it, is the, a new version of the database designer, I think, is something that I'm sure they're working on. Lightweight, something that can give us that database design without the overhead. Those are two things, I think, as they nail or basically the database designer, as they respect that, they'll really have all the components in play to do in based autonomy. And I think that's, to some degree, where they're heading. >> Nice. Well Ben, listen, I really appreciate you coming on. You're a thought leader, you're very open, open minded, Vertica is, you know, a really open community. I mean, they've always been quite transparent in terms of where they're going. It's just awesome to have guys like you on theCUBE to-to share with our community. So thank you so much and hopefully we can meet face-to-face shortly. >> Absolutely. Well you stay safe in Boston, one of my favorite towns and so no doubt, when the doors get back open, I'll be coming down. Or coming up as it were. >> Take care. All right, and thank you for watching everybody. Dave Volante with theCUBE, we're here covering the Virtual Vertica Big Data Conference. (electronic music)

everybody welcome to this digital coverage of the verdict of big data conference you're watching the cube and my name is Dave Galante it's my pleasure to invite in Ben white who's the senior database engineer at Domo been great to see you man thanks for coming on great to be here and here you know as I said you know earlier when we were off camera I really was hoping I could meet you face to face and in Boston this year but hey I'll take it and you know our community really wants to hear from experts like yourself but let's start with with domo is the company share with us what Domo does and what your role is there well if Parker can go straight to the official what Domo does is we provide we process data at bi to scale with we provide VI leverage a cloud scale in record time and so what that means is that you know we are a business operating system where we provide a number of analytical abilities to companies of all sizes but we do that at cloud scale and so I think that difference is quite a bit so a lot of your work if I understand it and just in terms of understanding with Domo does--is there's a lot of pressure in terms of being real-time it's not like you sometimes don't know what's coming at you so it's AD Hoch I wonder if you could sort of talk about that confirm that and maybe add a little color to it yeah absolutely absolutely that's probably the biggest challenge it is to being the operating Domo is that it is an ad hoc environment and certainly what that means is that you've got analysts and executives that are able to submit their own queries without very with very few limitations so from an engineering standpoint the challenge in that of course is that you don't have this predictable dashboard to plan for when it comes to performance planning and so it definitely presents some challenges for us that we've done some pretty unique things I think to address those right sounds like your background fits well with that I understand here if people have called you a database whisperer and an envelope pusher what does that mean to do a DBA in this in this day and age well the whisperer part is probably a lost art in the sense that it's not really sustainable right the idea that you know whatever it is I'm able to do with the database it has to be repeatable and so that's really what analytics comes in right and that's where pushing the envelope comes in in a little right away that's what vertical comes in with this open architecture and so as a person who has a reputation for saying I understand this is what our limitations should be but I think we can do more having a platform like vertical is such an open architecture kinda lets you push those limits by the bit I mean I've always felt like you know vertical when I first saw the Stonebreaker architecture and doctors some of the early founders I always felt like it was the Ferrari of databases certainly at the time and it sounds like you guys use it in that in that regard but talk a little bit more about how you use Vertica why in a ym ppy Vertica you know why why can't you do this with our DBMS educate us a little bit on some of the basics but for us it was part of what I mentioned when we start and we talked about the very nature of the demo platform where there's a an incredible amount of resiliency required and so Vertica the NPP platform of course allows us to build individual database clusters that can perform best for the workload that may be assigned to them so the the open the expandable the the the ability to grow vertically as your base grow those are all important factors when you're losing early on right without a real idea of how growth would be or what it would look like if you were kind of doing that something to the dark you looked at the vertical platforming you can see well as I grow I can kind of feel with this right I can do some some unique things with the platform in terms of this poking architecture that will allow me to not have to make all my decisions today right about Harlem so you're using Vertica I know at least in part you you working with AWS as well can you describe sort of your environment that you give anything on Prem is everything in the cloud what's your setup sure we have a hybrid cloud environment where we have a significant presence in public files in our own private cloud and so yeah having said that we certainly have a really an extensive presence I will say an AWS and so they're definitely the partner of our when it comes to providing the databases the server power that we need to operator but from the standpoint of engineering and architecting a database what was some of the challenges that you faced when you had to create that hybrid architecture what did you face and how did you overcome that well you know some of the there are some things we need faced in terms of wine and made it easy that Vertica and AWS have their own they play well together we'll say that and so vertical is designed to reprise I'm gonna AWS and so that part of it the care of itself not our own private cloud and being able to connect that because our public clouds has been a part of our own engineering ability and again I don't want to make a little light of it it's certainly not impossible and so we've some of the challenges though this pertains to the database really were in their early days that you mentioned when we talked a little bit earlier about marathas most recent Eon mode and I'm sure you'll get to that but when I think of our early challenges some of the early challenges were the architecture of enterprise mode when I talk about all of these this idea that we could have unique databases or database clusters of different sizes so this elasticity that's really if you know that the enterprise architecture that's not necessarily dandified architecture so we added this Munich things I think to overcome that right early to get around the rigidness though enterprise yeah I mean I hear you right Enterprise is complex and and you like when things are hardened and fossilized but in your ad hoc environment that's not what you needed so talking more about Aeon mode what what is e on mode for you and how do you apply it what are some of the challenges and opportunities there that you found um so the opportunities were certainly in its elastic architecture the ability to separate the storage immediately meant that for some of the unique data paths that we wanted to take right we could do that fairly quickly certainly we could expand databases right quickly but more importantly now you could reduce because previously in the past right when I mention the Enterprise Architect with the idea of growing a database in itself has its pain right as far as the time it takes to speed the data in that but to read to then think about taking that database back down no Innova though all of us under the eon right you had this elasticity where you could kind of start to think about auto scaling where you go up and down and maybe used to save some money or maybe you could improve performance or maybe in needham and at a time when the customers needed most in a real way right so it was definitely a game in that regard I always have to talk to the customers because I get to you know I hear from the vendor what they say and I think they sort of validate it so you know Vertica talks a lot about separating compute and storage they're not the only one from an architectural standpoint to do that but Vertica stresses that they're the only one that does that with a hybrid architecture they can do it off ram they can do it in the cloud from your experience well first of all is it true you may or may not know it is that advantageous to you and if so why well first of all it's certainly true earlier in some of the original beta ethnic for the arm prim GI mode stuff we I was able to participate in it and be aware of it so it's certainly a reality day I'm it's actually supported on pure spirit with flash played and it's time quite impressive you know for who who that who that will be for tough one a Spartacus question that they're probably still answering but I think obviously some enterprise users that probably have some hybrid cloud right they have some architecture they have some hardware that their sales want to make you so we certainly would probably fit into one of their you know their market segments that they would say we might be the wants to look at on pram er mo begin the the beauty of it is the elasticity right that the idea that you could have this and so a lot of times so I want to go back real quick to separating them and you know we start by separating it and I like to think of it maybe more as like decoupling because a new in a true way it's not necessary separated there's ultimately you bring the compute and the doors back together but to be able to typically couple it quickly replace knows bring in those that's certainly fits I think what we were trying to do in building this Emma I'll me let the ecosystem that could respond to a unknown or of a customer demand I see thank you for that clarification because you're right it's really not separating its decoupling in it that's important because you can scale them independently but you still need compute and you still need storage to run you your workloads but from a cost standpoint you're not to buy it in in chunks you can you can't buy granular segments for whatever your workload requires is that is that the correct understanding yeah and to be able to the ability to be able to reuse compute throw it in a scenario of AWS or even in the scenario your on-prem solution you've got this data that's safest here and ask for your in your storage but then the compute that you have you can reuse that right you could have a scenario that you have some query that needs more analytic more firepower more memory more what have you that you haven't so you can kind of move to the next important right that's maybe more important then and I grow them separately can I can I borrow it can I borrow that computer use for my perfect give it back type of thing and you can do that when you're so easily a couple different ooh all right and likewise if you have a down period where customers aren't using it you'd like to be able to not use that if you no longer require if you'd like to give it back go in it open the door to a lot of those things that allow performance and cross the spark to meet up we're going to ask you a question winsome pure a couple times are you using pure flash blade on-prem is that correct that is the solution that is supported that is supported by Vertica for the on print so at this point we were we have been discuss with them about some our own PLC's for that time before again we back to the idea of how do we see ourselves using it and so we've certainly discussed the feasibility of bringing it in and give it a job but that's not something we're Oh happily all right now then what is Domo for Domo tell us about that we really started this this idea even in the company where we say you know we should be using Domo in our everyday business the sales folks the marketing folks right everybody we're gonna use Domo it's a business platform for us in the engineering team it was kind of like well if we use Domo say for instance to be better at the database engineers now we've pointed Domo edits tell fried verdict is running Domo in the background for some degree and then we turn around and say hey Domo how can we better at running you and so it became this kind of cool thing we played with where we're now able to put some dumb methods together where we can actually do their eye we can monitor using our platform it's really good at processing large amounts of data and spitting out useful analytics right we take those analytics out make recommendation changes that the day so now you've got still more for Domo happening it allows us to sit at home and and work now even when we have to even before we had to well you know look look at us here right it couldn't mean in Boston physically we're now meeting remote you're you're on a hot spot because you got some weather and your satellite internet and in Atlanta and we're having a great conversation so so we're here with with Ben white who's the senior database engineer at Domo I want to ask you about some of the envelope-pushing that you've done around autonomous you hear that that word thrown around a lot means a lot of things to a lot of different people how do you look at autonomous and how does it fit with Eon and some of the other things that you're doing you know I'm a tall amidst the idea of economy is something that I don't even know that I'm I have already ready to define and so even in my discussion I often mention it as a road to it exactly where it is it's hard to pin down because there's always this idea how much trust do you give right to the system or how much how much is truly autonomous how much authority is being intervened by us the engineers so I do hate on using it but on this road towards autonomy when we look at what would how we're using Domo and even what that really means to vertical because in a lot of my examples and a lot of the things that we've engineered a demo work designs maybe over something I thought was a limitation day and so many times Oh as we've done that verdict is kind of met us like right after we've kind of engineered our architecture stuff than we thought it felt on our side Vertica has some released it kinda addresses it so the autonomy idea and the idea that we could analyzed metadata make recommendations and then execute those recommendations without intervention is that road to autonomy and once the databases start able to do that you can see in our ad-hoc environment how that would be pretty pretty useful where with literally millions of queries every hour trying to figure out what's the best you know probably for years I felt like I I T folks sometimes we really did not want that automation they wanted the knobs to turn but but I wonder if you comment I feel as though the level of complexity now with cloud with on-prem with you know hybrid multi clouds the scale the speed the real-time it just gets the pace is just too much for for humans and so it's almost like you know the industries is gonna have to capitulate to the Machine and then really trust the machine but I'm sitting I'm still sensing from you a little bit of hesitation there but light at the end of the tunnel I wonder if you could comment sure I think that in the light of the tunnel is even in recent months in recent we've really began incorporating more machine learning in artificial intelligence to the model right and back to where we're saying it so I do feel they were getting close for too finding conditions that we don't know about because right now our system is kind of a rule rules based system where we've said well these are the things that we should be looking for these are the things that we think are a problem to mature to the point where the database is recognized and anomalies and taken on at imagining saying these are problems you didn't know happen and that's kind of the next step right identifying the things you didn't know and that's where that's the path we're on now and that's probably more exciting even then kind of nailing down all the things you think you know and to figure out what we don't know yet so I want to close with I know you're a prominent member of the respected member of the Vertica a customer advisory board you know without divulging anything confidential to me what are the kinds of things that you want Vertica to do going forward I think some of the end a in database autonomy the ability to take some of the recommendations that we know we can derive from the metadata that already exists in the platform and start to execute some of the recommendation another thing we talk about and I'm gonna pretty open about talking to it is talking about it is the new version of the database designer I think it's something that I'm sure they're working on lightweight something that can give us that's database design without the overhead those are two things I think as they nail or particularly the database designer as they respect that they'll really have all the components in place to do in based economy and I think that's just some victory where they're headed yeah nice well Ben listen I really appreciate you coming on your a thought leader be very open open-minded verdict is you know really open community I mean they've always been quite transparent in terms of where they're going it's just awesome to have guys like you on the cube to share with our community so thank you so much and hopefully we can meet face to face currently absolutely will you stay safe in Boston I'm one of my favorite towns and so no doubt when this when the doors get back open I'll be from coming down or coming I'm gonna do work take care all right and thank you for watching everybody Villante with a cube we're here covering the virtual Vertica of big data conference you [Music]

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum, World 2019 brought to you by IBM Wear and its ecosystem partners. >> Welcome back. This is The Cube. Live at VM World, 2019 times. Too many men with my co host Justin Warren, David Dante, John Ferrier. John Wall's John Troyer. Like a certain founding fonder, Alexander Hamilton, the Cube is going non stop coverage for the three days Habito. Welcome back to our program. Two of our Cube alumni's Lynn Lucas, who is the chief marketing officer of Cohee City. And she's brought along John White, who is the chief innovation officer at Expedient. Thank you both for joining us. >> Happy to be here. Happy 10 year anniversary to the cute >> Well, thank you so much. And you know, so many people we've known over the years. Actually, the first time I met John wait was I believe in this whole, you know, at VM World, you know, talk about what's going on. Eso You know, I always love talking to the service riders because it's been going through just a massive transformation, you know, all along on you, John, you've got a different title Since the last time I interviewed you, You been involved in the strategy You and I have gone toe cloud shows together and some of the other things they're so bring us up to speed as to, you know, expedient here at the show. And, uh, what brings you here with cohesive? >> Yes. Oh, yeah, thanks to your right. But I think it's probably five or six years ago. Maybe I asked too. You said, Hey, what do you know about the service provider community? Cause I wanted to kind of educate you because it was something that's been fairly new and expedience been in that industry for a long time. We were mainly in infrastructure of the service provider, man. The service providers are rounding on all that I t. Stuff that people need and ah, this VM world is a huge one for us. Last year we launched Enterprise Cloud, which is a product based on VM. Where's full softer to find stack And that was something we wanted to go to market with to give an alternative people, When you say Hey, I need to go to the cloud and you realize that okay. I really can't just take my APS and lift and shift and go there. There's another place for you that's a little a little more familiar. And as we see 20,000 people know VM were obviously that air here. So that's usually what what's usually happening in the Enterprise. So we're talking with those folks, and so we would launch that platform. We thought about everything differently. We were running virtualization since, 06 of seven, and we wanted to change everything back up platforms as well as needing things like scale out now, as were necessity at that point. So this VM worlds are coming out because we had, ah, release that last year. And now we have a lot of good customers to talk about on that platform. 12 months later. >> Yeah, well, Lynn, first of all, congratulations because, you know, I know John sits on customer counsels for some of these events. I've dug into a bunch of the networking pieces with him and actually was, you know, we spent a bunch of years. We went to a bunch of shows together and he was looking at the some of the various vendors and a bunch of the new startups and cohesive E is the one that you know really stepped up provided the solution that he was looking for. So it's been interesting to hear service fighters. You were usually the first ones that companies were talking to. But bring brings the cohesive story there. >> Yeah, and so were a super pleased and honored to have expedient working with Cohee City. And John has been instrumental in really providing a lot of direction to us on what his needs are and how to make the product even better for for him and the service provider community, it's a huge part of our go to market strategy. We believe that with the massive growth in the interest in hybrid and Justus John was saying, There's so many customers that really aren't equipped to deal with How do I move to ah hybrid cloud strategy, whether that before compliance reasons, whether that be geographical reasons under you've seen them all. And so this is something where we feel really thrilled to have the, um, where's cloud partner of the Year working with us and to help serve customers with the expedient enterprise Cloud platform. >> Congratulations on that team. And right when we first met five years ago Public cloud for VM wear And for most of the service bodies, it was the enemy, all right. It's like, Oh, my gosh. There, you know, you went toe Amazon reinvent and create a little bit of partnership. So give us the update on hybrid. What that means and how solutions like, Oh, he city, you know, help you provide services to your customer. >> Yeah, it's funny you mentioned. I mean, that's you would ask me, What are you doing here? What are you doing here? Because it was going out doing this research, seeing where the market was on containers on adoption of Claude practices. So we wanted to make sure that we were very open with all the different solutions that are out there. And that's been our strategy from the from the start. So building enterprise cloud was one thing we need to do to come to market with a platform like everybody else. But multi cloud is really where we have focused. And it's funny. I mean, when I when I first started coming to the M world, it was very product centric, you know, you had this product, you could do X with it. And here's the return that you would get at it. And when you're coming to the emerald now it's more about platforms. And that's really what I found most interesting with Cohee City when I first met Mohit, probably two and 1/2 3 years ago, was that he was focusing on the platform of data management. And that's really what the problem was. It wasn't now, specifically, it wasn't data protection. Specifically, it was What all can you do with that with that data management? And we're You know, we're spending a ton of time with Cohee City on. We were building multi Tennessee with them to them, be able to support that. And that's what we're delivering on now. So it's it's it's the scale out now's it's ah, data protection. And then we're taking those service is and then putting him in eight of us in azure or wherever it might be because it doesn't matter to us, because long term we want to care about the long term I t care and feeding and focus on that as our value prop instead of just actually which silo >> it lives in. Yeah, and right from the very beginning, I remember speaking to Kohei City very, very early on when it just sort of come out of stealth. And it was baked into into the product the idea of data management that it was going to be much more, much more than just data protection. So, what are you seeing now that we have a lot of years of product development has clearly gone into it since we first looked at it then. But what are you seeing? Customers using the platform for here in 2019? >> Well, we started a little bit more unique than most other customers. I think we talked about this, you know, throughout CO e city. And we actually started on a scale out now's platform s. So we have one of our clients homes dot com who? They're with us this week because they have a really interesting you. No need for this type of enterprise. Cloud there with us and they're talking about all the different benefits they received out. And they started actually with on the file side of things homes dot com, real estate, online real estate. So I think you know about how many images and how many fouls you have out there. We have 2.6 billion images right now running on the cohesive platform. That was 2.6 billion and a 30% annual growth rate. Yes. So the numbers are crazy. You can't put those on any other traditional now, as that's out there. Uh, so we used a he city first to get started there, and then the backups really were the icing on the cake. So last October, we built We started going out the Nats platform to handle those images. And if you actually go to homes dot com right now, it's being served fully out Enterprise cloud from a container and virtual machine layer and then on the back end from Cohee City. And they were using that to protect it as well. >> And I think that if I add on to that is really a testament to the, you know, the foundation that mo it built, which is a true distributed file system, Google like, in that sense. And I think correct me if I'm wrong, John. But you know, you then also saw while that benefit of a platform approach and not another silo for the backup and having co he city help solve the challenges for both files as well as data protection and then maybe one day in the future. Looking at some of the things that we're doing now that we're doing more security on running APS and things like that on the platform as that may be an extension for you, >> Yeah, that's that's definitely a big focus of our effort, the global d duplication that you get with CO he city. When you add all those files in all the different customers, we have all the different virtue machines. Ah, the ratios were hitting or just insane. And it's something we decided as a service provider that we we said, OK, this technology, we actually want to give that benefit back to the customer. And so when somebody buys data stores from us on the data production, they buy what they're actually consuming on the disk. So you could have 100 terabytes in all of your V EMS. If you only need one terabyte, that's all you're buying from us. And that's a lot of the power of that platform that we get with cohesive. >> Yeah. So, John, wanna help? They want you to help us understand the nuance of something. We're platform? Yeah. Has a little bit of new Monsanto. Little bit, a little loaded thing. GM was the platform. Cohesive is a platform. You use both of them. So just help us understand how cohesive Ian Veum wear and all those things that they go together. They're not, you know, competing against each other in as your architectural Or are they? They're >> not competing there two layers, In my opinion, where you have your primary stores really living in and the M R and secondary storage is everything else on Cohee City. Ah, what? The nice thing is, they did a lot of cool things to kind of marry the two together. Um, one of the one of the tools that we're using Aesthetic ahi city is called Instant on or instant Restore a Virtue machines so we can actually spin up a virtual machine almost instantaneously. It lives on the Coast City platform. Once it's rehydrated, then does a storage the emotion automatically into the V, m or environment. So we're able to do migration or if we had, You know, we have a bad ransomware attack and we need to restore 100 V EMS within a few minutes. We can instantly bring those back up in the cohesive platform and then move them to a production virtual environment once it's done. And that's something that we weren't able to do with our existing vendor. And that was something we needed to actually go and focus on because being in the healthcare space being in the compliance space, that's that's a big problem for us. >> Yeah, just add, I think that, um Vienna, where is clearly one of our most important partners. The very first area that mo it developed was data protection, for I am where, I would say, well north of 70 75% of our customers are protecting their Veum, where environments We have a very large customer that's protecting over 18,000 V EMS on Cohee City. So with the certifications that we have with V. C. D. And with the integrations, as you've mentioned with of you realize it's it's really it's a partnership. Andi think we're adding a lot of value to the customers that are building on V. M. where is >> very complimentary for sure. >> Yeah, it's been interesting that to see how customers choosing to go with a platform like like expedient because, as you mentioned earlier, stewed like five years ago, Cloud was the enemy. And but we're being told that on a public card is gonna take everything, and it's just gonna own all of the environment where is now? In 2019 we found that the story is actually much more complicated than that. Some of us probably believe that at the time I put my hand up is one of those that customers actually needed to live in multiple places. It's not a story of or it's a story of end, so you do need to be ableto have something which can work well with others on the same way we've got. We've got co, he's ity and V M. Where is it? Well, they're not really competing with each other. They work better together and particularly as customers scale, we find my any any kind of enterprise customer is header a genius, so you have to have solutions that give them options and that work together well with you have to play nicely with others. >> I think that's exactly right. And part of what we've done is built a software to find solution and to also give John expedient flexibility. How do you want to deploy for your customers? The solution. Is it in the, uh, the hyper scaler? Is it Hello, somewhere? Is that your own cloud? And so that's part of the advantage. I think all in one solution that then you can give your customers some flexibility as well as to how they want to consume the service as well. >> Absolutely meaning the flexibility And you mentioned software only, and are, you know, software or suffer to find that was something that was big for us. When we're looking for partnerships, we have a standardized hardware build that we want to use. And that was all built on Del. And it was something that, you know, we were able to work with obesity to get that standardized so we can continue to roll out. Excuse that we were most comfortable with. And they could just have the software layer on top. >> Yeah. So you've managed to do this successfully. You're going really well. Yeah. What's next? >> Well, um you know we have, you know, So in we ordered in October of last year. Right now we have six petabytes online enrolling. So that's that's great. You know, that's that's good to see. That's going to continue to grow at a pretty rapid rate. Data is something that obviously, we all know is never gonna shrink on. We're gonna continue to grow that with new customer acquisitions, and that's everything where we want to continue to go with this, Uh, this product specifically is on the data management side. The things that they're doing in Helios to start to get understanding and awareness in value out of that data that's sitting there is really, really important and exciting for us in the future. We deal what tonic compliance PC idea says hip. And we want to make sure that the data that we're storing inside of there will be compliant by those. So being able to write an application to see if the credit card numbers in a file or in a database by using the cozy platform that we brought us value. Same thing goes with a lot of the ransomware protection they're doing. So if you see a foul that gets encrypted, then I know. Okay, I have a problem. I better go look at that and give me a time stamped, Actually. Go on, restore from instead of actually trying toe, you know, pick around. And hopefully I find it when it before it was encrypted. So we're really excited about those opportunities is the future and seeing what data management can just bring to it. >> Well, Lynn, always a pleasure to catch up with you. Thank you so much for joining us again. And John, my friend, this is your six time on the program, actually gonna have a celebration in New England in a little over unveil for, ah, six s o right in New England. So for Justin Warren, I'm stupid him in. We love talking about sports here, and, uh, yeah, the Cuban way have the Niners and the Patriots for the team there. But as always, Thank you for watching the cue

>> From San Francisco, it's theCUBE. Covering Conga Connect West 2018. Brought to you by Conga. >> Welcome back everybody, Jeff Frick here at theCUBE. We're at the Conga Connect West event at the Thirsty Bear. It's Salesforce Dreamforce downtown San Francisco. Marc Benioff, he said it, 171,000 people. I don't know where they all fit. Please don't bring your car, but we're here, Thirsty Bear is a place to hang. There's no lines at the bar, no lines at the food, this a the place to be. So we're happy to be here. Have our next guest from Conga. We've got Sawyer Martin, he's the Director of Product Management from Conga. >> Sayer Martin. >> Sayer, I'm sorry. Sayer good to see you. Also Mason White, the Director of Product Strategy. Mason great to see you. >> Nice to meet you Jeff. >> Absolutely. So Sayer, you came in on an acquisition we're looking at almost exactly six months ago. >> That's right. >> Orchestrate. So what is Orchestrate, and how's it been so far? >> Yeah, it's been really good. So Orchestrate started as really a wealth management tool for process orchestration, so inside of Salesforce. So managing end to end processes for wealth management firms inside of Salesforce. That's the combination of human and automated work that are happening, tasks being generated-- >> So I was going to say, what type of tasks and stuff? What is it? >> So tasks to tell someone, so a tasks in Salesforce is essentially an instruction to have someone do something. >> Right, but I'm curious because you said very specifically it was for financial management. >> Yeah, so financial management, there's moving money, generating investment policies statements for clients, all kinds of different things that you might do, review meetings for clients. >> And how did you pick that vertical to get started? >> Well we came out up, so the company was actually spun out of a wealth management firm, and that wealth management firm was on Salesforce, couldn't find a way to automate their business basically. Wanted to take those processes that they were living everyday or that were in someone's head and put it down in a system that they could then use to train people as they grew. And so it was born out of that wealth management firm, and knowing that industry we thought, as a small company, let's establish a beachhead in that market and then move elsewhere. The tool's built generically so it applies to any industry really, but we knew that industry the best. So that we focused there. >> So did you spin out of, oh no you were, you spin out of the wealth management company or did those people who founded it left and figured if these guys need it there's probably few more that do as well. >> Yep, so it was the former. Spun out of the wealth management firm, and then took it as this independent entity, not doing wealth management at all, but doing technology exclusively. >> Right, and doing process flow and task management and those types of things. >> That's right. >> Alright, so Mason how does this fit in your portfolio strategy? >> That's a great question, and actually Sayer and I met at Dreamforce '17 last year. In terms of Orchestrate what we've done is really, certainly we are keeping the existing customer base, but we're bringing that type of work flow capability into other areas of Conga. So as you look at the Conga suite of products, that work flow and approval processes is really something that is vital for things like contract life cycle management. Who needs to be involved in reviewing and approving a contract depends greatly on the size of the contract, the level of complexity, the types of changes that are being asked for. So we're in the process of bringing Orchestrate capabilities into various of our product lines. First one we're showing to customers is how we've brought it into Conga contracts through Salesforce, and we'll be bringing it into other elements really through a suite type of play. We're calling it a platform internally, and as we mature that it will become available to other members of The Conga Product Suite. >> Right, so you guys have this interesting collection of products that I assume all started as silos, but they've all got this kind of interplay between the process flow, with the contracts, the document creation, the contract kind of management, they're all very very, you know, kind of different tranches of the same tree. >> Yeah very much so. In fact I'd throw in our recent acquisition of Counselytics with the artificial intelligence and machine learning capabilities related to contract analysis. There's a fairly consistent thesis in a lot of our recent, whether it's been product launches or product acquisitions around building out capabilities related to contract life cycle management. It's not the only place where those things come into play, but it's certainly the one that is exciting people as we go to market. >> Right, right, so Sayer you've been with him for six months now, how's been the absorption? >> It's been really good. We didn't fully understand when we were acquired that, sort of what the plan was, and we didn't get a lot of direction when we first came aboard, but we knew that contract life cycle management is a powerful piece of the business. It's a growing piece and it's one that's is increasingly important to customers. And so we looked at that from a process perspective, and we've really been focused on finding the gaps there and taking what was as you said, a silo, going from the contract management piece, generating the documents, doing the negotiations, and ultimately signing the documents, and tying it all together with the process engine we'd already built. >> Right, so is Orchestrate's go to market today still as a single product, or are you just getting completely embedded in the other ones? >> I think to Mason's point it becomes obvious to use more than one Conga product. When you buy one at least one other one will make sense for you, and Orchestrate included. >> Right, because Orchestrate is kind of like AI And I'm sure where and how you guys are going to apply AI in all these various applications. And I don't want to buy a bucket of AI, I want all of my applications to work better, work faster, auto-fill, auto-select, you know, take more and more of those manual steps out of the process. >> That's right, augment the human mind in many ways. Right? Come in at those points in the process where it can add value or give you insights that you wouldn't have otherwise had. >> Right, right. So Mason I'm just curious from a product strategy point of view, you've guys have made a lot of acquisitions, got some new money in the war chest, and you know, a really solid team of senior execs that have worked together a lot. The band is back together is a big theme that I've seen all day today. So when you are looking at kind of buy versus build decisions what are some of the things you're thinking about as you kind of continue to build out this suite of kind of cross-functional capability? >> We're always looking at things whether in buy, build, or license. So there are things that as we're looking at them right now, and I'm not going to mention them, the decision is between buy, build, or license in certain types of capabilities. Really depends on what's the maturity of the technology out there, is it something that we need that others have right now and they've got strong, could be a strong OEM business model, or could be something that is a rapidly growing area that we need to get in on. Own it and tune it for our needs specifically. >> Right, well great story and I'm sure you're going to see that Orchestrate stuff all over the place. >> That's what we hope! >> That's what we're working towards. >> Alright, so Sayer, Mason, thanks for taking a few minutes to tell your story, and inviting us here to Conga Connect West. >> Great, thanks Jeff. >> It's nice to talk to you Jeff, thanks. >> Oh my pleasure. Alright, you're watching theCUBE, like I said we're at Conga Connect West at Salesforce Dreamforce. Thanks for watching, see you next time. (upbeat music)

>> Live, from Washington, D.C. It's theCUBE, covering the AWS Public Sector Summit 2018. Brought to you by Amazon Web Services, and its ecosystem partners. (futuristic music) >> Hey, welcome back everyone. We're live in Washington, D.C. for Amazon Web Services Public Sector Summit. This is their big show for the public sector. It's like a mini reinvent for specifically the public sector. I'm John Furrier, your host, with Stu Miniman, my co-host this segment, and Stewart Mclaurin, president of the White House Historic Association, is our guest. I heard him speak last night at a private dinner with Teresa Carlson and their top customers. Great story here, Amazon success story, but I think something more we can all relate to. Stewart, thank you for joining us and taking the time, appreciate it. >> Thanks John, it's just great to be with you. >> Okay, so let's jump into it; what's your story? You work for the White House Historical Association, which means you preserve stuff? Or, you provide access? Tell the story. >> Well, we have a great and largely untold story, and a part of our partnership with Amazon Web Services is to blow that open so more people know who we are and what we do, and have access to the White House, because it's the people's house. It doesn't belong to any one particular president; it's your house. We were founded in 1961 by First Lady Jacqueline Kennedy, who realized that the White House needed a nonprofit, nonpartisan partner. We have no government funding whatsoever, completely private. So we fund the acquisition of art, furnishings, decorative arts for the White House, if a new rug is needed, or new draperies are needed on the State Floor, or a frame needs to be regilded. We also acquire the china, the presidential and first lady portraits that are done; we fund those. But more importantly, in my view, is our education mission that Mrs. Kennedy also started, to teach and tell the stories of White House history going back to 1792, when George Washington selected that plot of land and the architect to build that house that we know today. So we unpack those stories through publications, programs, lectures, symposia, and now this new multifaceted partnership with AWS. >> Let's talk about, first of all, a great mission. This is the people's house; I love that. But it's always the secret cloak and dagger, kind of what's going on in there? The tours are not always, they're probably packed when people go through there, but the average person on the street doesn't have access. >> Sure, well, your cable news channels handle the politics and the policy of the place. We handle the building and the history, and all that's taken place there, including innovation and technology. If you think of Thomas Edison and Alexander Graham Bell, and others that evolved their early technologies through the White House, about 500,000 people get a chance to go through the White House every year. And when you think about in that small space, the president and his family lives, the president and his staff work, it's the ceremonial stage upon which our most important visitors are received, and then about 500,000 people schlep through, so you imagine 500,000 people that are going through your house, and all of that takes place. But it's very important to us for people to be able to see up close and personal, and walk through these spaces where Lincoln walked, and Roosevelt worked. >> Is that what the book you have, and share the book 'cause it's really historic, and the app that you have with Amazon, I think this is a great-- >> Sure, this is a real prize from our office. Mrs. Kennedy wanted us to teach and tell the stories of White House history, and so the first thing she wanted was a guide book, because the White House never had one. So in 1962, she published this guide book with us, and this is her actual copy. Her hands held this book. This was her copy of the book. Now, we continue to update this. It's now in its 24th edition, and each new edition has the latest renovations and updates that the latest president has added. But it's now 2018. So books are great, but we want to be able to impart this information and experience to people not only around Washington, who are going through the White House, but across the country and around the world. So this app that we've developed, you get through WHExperience at the App Store, you have three different tours. If you're walking through the White House, tours are self-guided, so unless you know what you're looking at, you don't know what you're looking at. So you can hold up an image, you can see, it brings to life for you everything that you're looking at in every room. Two other types of tours; if you're outside the White House in President's Park, it will unpack and open the doors of these rooms for you virtually, so you can see the Oval Office, and the Cabinet Room, and the Blue Room, and the Green Room. If you're around the world, there's a third tour experience, but the best part of it is, empowered by Amazon recognition technology, and it allows people to take a selfie, and it analyzes that selfie against all presidential portraits and first lady portraits, and the spatial features of your face, and it will tell you you're 47% Ronald Reagan, or 27% Jackie Kennedy, and people have a lot of fun with that part of the app. >> (laughs) That's awesome. >> Stewart, fascinating stuff. You know, when I go to a museum a lot of times, it's like, oh, the book was something you get on the way home, because maybe you couldn't take photos, or the book has beautiful photos. Can you speak a little bit about how the technology's making the tours a little bit more interactive? >> Sure, well we love books, and we'll publish six hardbound books this year on the history of the White House, and those are all available at our website, whitehousehistory.org. But the three facets of technology that we're adapting with Amazon, it's the app that I've spoken about, and that has the fun gamification element of portrait analysis, but it also takes you in a deeper depth in each room, even more so than the book does. And we can update it for seasons, like we'll update it for the Fall Garden Tour, we'll update it for the Christmas decorations, we'll update it for the Easter Egg Roll. But another part of the partnership is our digital library. We have tens of thousands of images of the White House that have literally been in a domestic freezer, frozen for decades, and with AWS, we're unpacking those and digitizing them, and it's like bringing history to life for the first time. We're seeing photographs of Kennedy, Johnson, other presidents, that haven't been seen by anybody in decades, and those are becoming available through our digital library. And then third, we're launching here a chatbot, so that through a Lex and Polly technology, AWS technology, you'll be able to go to Alexa and ask questions about White House history and the spaces in the White House, or keyboard to our website and ask those questions as well. >> It's going to open up a lot of windows to the young folks in education too. >> It is. >> It's like you're one command away; Hey, Alexa! >> It takes a one-dimensional picture off of a page, or off of a website, and it gives the user an experience of touring the White House. >> Talk about your vision around modernization. We just had a conversation with the CEO of Tellus, when we're talking about government has a modernization approach, and I think Obama really put the stake in the ground on that; former President Obama. And that means something to a lot of people, for you guys it's extending it forward. But your digital strategy is about bringing the experience digitally online from historical documents, and then going forward. So is there plans in the future, for virtual reality and augmented reality, where I can pop in and-- >> That's right. We're looking to evolve the app, and to do other things that are AR and VR focused, and keep it cool and fun, but we're here in a space that's all about the future. I was talking at this wonderful talk last night, about hundreds of thousands of people living and working on Mars, and that's really great. But we all need to remember our history and our roots. History applies to no matter what field you're in, medicine, law, technology; knowing your history, knowing the history of this house, and what it means to our country. There are billions of people around the world that know what this symbol means, this White House. And those are billions of people who will never come to our country, and certainly never visit the White House. Most of them won't even meet an American, but through this app, they'll be able to go into the doors of the White House and understand it more fully. >> Build a community around it too; is there any online social component? You guys looking around that at all? >> All of this is just launched, and so we do want to build some interactive, because it's important for us to know who these people are. One simple thing we're doing with that now, is we're asking people to socially post and tag us on these comparative pictures they take with presidents and first ladies. So there's been some fun from that. >> So Stewart, one of the things I've found interesting is your association, about 50 people, and what you were telling me off-camera, there's not a single really IT person inside there, so walk us through a little bit about how this partnership began, who helps you through all of these technical decisions, and how you do some pretty fun tech on your space. >> Unfortunately, a lot of historical organizations are a little dusty, or at least perceived to be that way. And so we want to be a first mover in this space, and an influencer of our peer institutions. Later this summer, we're convening 200 presidential sites from around the country, libraries, birthplaces, childhood homes, and we're going to share with them the experience that we've had with AWS. We'll partner or collaborate with them like we're already doing with some, like the Lincoln Library in Illinois, where we have a digitization partnership with them. So with us, it's about collaboration and partnership. We are content rich, but we are reach-challenged, and a way to extend our reach and influence is through wonderful partnerships like AWS, and so that's what we're doing. Now another thing we get with AWS is we're not just hiring an IT vendor of some type. They know our mission, they appreciate our mission, and they support our mission. Teresa Carlson was at the White House with us last Friday, and she had the app, and she was going through and looking at things, and it came to life for her in a new real and fresh way, and she'd been to the White House many times on business. >> That's great; great story. And the thing is, it's very inspirational on getting these other historic sites online. It's interesting. It's a digital library, it's a digital version. So, super good. Content rich, reach-challenged; I love that line. What else is going on? Who funds you guys? How do you make it all work? Who pays the bills? Do you guys do donations, is it philanthropy, is it-- >> We do traditional philanthropy, and we'd love for anybody to engage us in that. During the Reagan Administration in 1981, someone had the brilliant idea, now if I'd been in the room when this happened, I probably would have said, "Okay, fine, do that." But thank goodness we did, because it has funded our organization all these years. And that's the creation of the annual, official White House Christmas ornament, and we feature a different president each year sequentially so we don't have to make a political decision. This year, it's Harry Truman, and that ornament comes with a booklet, and it has elements of that ornament that talk about those years in the White House. So with Truman, it depicts the south balcony, the Truman Balcony on the south portico. The Truman seal that eventually evolved into being the Presidential Seal. On the reverse is the Truman Blue Room of the White House. So these are teaching tools, and we sell a lot of those ornaments. People collect them; once you start, you can't stop. A very traditional thing, but it's an important thing, and that's been a lifeblood. Actually, Teresa Carlson chairs our National Council on White House History. John Wood, that you just had on before me, is on our National Council on White House History. These are some of our strong financial supporters who believe in our mission, and who are collaborating it with us on innovative ways, and it's great to have them involved with us because it brings life in new ways, rather than just paper books. >> Stewart, I had a non-technical question for you. According to your mission, you also obtained pieces. I'm curious; what's the mission these days? What sort of things are you pulling in? >> Well, there's a curator in the White House. It's a government employee that actually manages the White House collection. Before President and Mrs. Kennedy came into the White House, a new president could come in and get rid of anything they wanted to, and they did. That's how they funded the new, by selling the old. That's not the case anymore. With the Kennedys, there's a White House collection, like a museum, and so we'll work with the White House and take their requests. For example, a recent acquisition was an Alma Thomas painting. Alma Thomas is the first African American female artist to have a work in the White House collection; a very important addition. And to have a work in the White House collection, the artist should be deceased and the work over 25 years old, so we're getting more of the 21st century. The great artists of the American 20th century are becoming eligible to have their works in the collection. >> Stewart, thanks so much for coming on theCUBE and sharing your story. It's good to see you speak, and thanks for the ornament we got last night. >> Sure. Well, you've teased this ornament. Everybody's going to want and need one now, so go to whitehousehistory.org. >> John, come on, you have to tell the audience who you got face matched recognition with on the app. >> So who did you get face matched with? >> I think I'm 20% James Buchanan, but you got the Gipper. >> I'm Ronald Reagan. Supply-side economics, trickle-down, what do they call it? Voodoo economics, was his famous thing? >> That's right. >> He had good hair, John. >> Well, you know, our job is to be story tellers, and thank you for letting us share a little bit of our story here today. We love to make good friends through our social channels, and I hope everyone will download this app and enjoy visiting the White House. >> We will help with the reach side and promote your mission. Love the mission, love history, love the digital convergence while preserving and maintaining the great history of the United States. And a great, good tool. It's going to open up-- >> Amazon gave us these stickers for everybody who had downloaded the app, so I'm officially giving you your downloaded app sticker to wear. Stu, this is yours. >> Thank you so much. >> Thanks guys, really appreciate it. >> Thank so much, great mission. Check out the White House-- >> Historical Association. >> Historicalassociation.org, and get the White House app, which is WHExperience on the App Store. >> That's right. >> Okay, thanks so much. Be back with more, stay with us. Live coverage here at AWS, Amazon Web Services Public Sector Summit. We'll be right back. (futuristic music)

(light techno music) >> Announcer: Live from Boston, Massachusetts, it's The Cube. Covering ZertoCon 2018. Brought to you by Zerto. >> This is The Cube. We're at ZeratoCon 2018, Hines Convention Center in Boston. My name's Paul Gillin. My guest is John White, the VP of Product Strategy at Expedient. Why don't you start off by giving us just the elevator pitch on what Expedient is all about. >> Sure, Expedient is a cloud-service provider as well as managed service provider, and we also have data centers that we operate here mainly on the east coast. We have seven cities and 11 data centers. Those are in Boston here, locally as well as Baltimore, Maryland, Pittsburgh, Pennsylvania, Cleveland, Columbus, Indianapolis, and Memphis, Tennessee. And then we actually, we'll put our private cloud services really anywhere. So we actually will put 'em on the customer's premises to meet that need as well as in partner data centers anywhere over the world, if they have to deal with compliance, security, whatever it might be, we'll go and tackle those problems for them. So our goal is to be an infrastructure as a service provider for, you know, really all the enterprise. >> So, when would a company do business with you verses a Microsoft or an Amazon? >> Yeah, so, if you kind of look at really three ways to kind of go cloud, right? You can still do it yourself. You can build some cloud-based services. And that's, again, you're in it on your own. You can go all the way to the extreme, which is the AWS or the Azures, and that's more, again, you're kind of in a do-it-yourself type of mentality. And your support structure there is a little bit different. It's maybe a little bit more mechanical, a little bit more robotical. If you need help in transitioning and figuring out where your workload should sit, and maybe creating more of a hybrid cloud so it's maybe on your premises, it's inside one of our data centers, and then maybe it's even in one of those AWS or Azures. You're going to work with a company like Expedient to go and help you figure out where you should put your workloads, first off. And then how to create that long-term strategy so you get the best of all worlds that are out there, not just one prescriptive cloud. >> So, you're kind of a high-touch cloud provider then. >> Very, very high touch, yeah. Our whole product service is actually a la carte menus. So you pick and choose what you want. We can manage servers, we can provide virtual infrastructure, we can do things like DR as a service, backups as a service, all those pieces. So you build, basically, your perfect IT strategy with us. And then direct connects into AWS and Azure and some other cool products coming soon to kind of make your life a little bit easier, consuming and running your work loads in public clouds. >> Well we hear a lot these days about multi-cloud, about customers wanting to shift their work load seamlessly around between multiple back-end cloud providers. Certainly vendors talk about that a lot. Do you hear customers talking about it? >> Yeah, we have some customers starting to talk about it. And, you know, in the beginning, they just wanted to see, okay, I'm running workloads in AWS, I'm running workloads in Expedient, I'm multi-cloud. And then they start to understand. well, our management's really hard. And the network's really hard, and the security's really hard. And we're doing backups another way than we've done it traditionally. And we're helping customers bridge that gap and saying, we can take some of the security policies that we've been running internally in our data center, and maybe you've been doing inside your data center, and take those out into the public cloud. Simplifying things with networking. We're a pretty big VM or NXS shop. So doing something where you can create tagging and policies local inside the Expedient data center, and then being able to translate those up into AWS and Azure, to make it, basically, one seamless network, is really, really big and key for our customers. It's something that I think is still new. We have a handful of customers that we're working on a lot of cool research projects on. But I think it's going to be something that's going to be the dominant force here in the next few years. >> You mention disaster recovery as a service. Now is that where Zerto fits into your plan? >> Correct, yeah. We've been working with Zerto for quite some time now really since they were just comin' to Boston. And we worked and spent a ton of time with them getting them to understand the needs of service providers, 'cause they were traditionally enterprise focused. And that partnership that we've built over the years has done tremendous value for not only our customers but our businesses. And we've actually had two year-over-year growth for the last three years with them. And actually, we just won the Service Partner Growth Partner of the Year Award with them. So we're creating some pretty cool solutions around DR as a service, and taking some of our network background and actually simplifying DR for our customers that way. So, we use Zerto as well as VM Ware, and some of our own product connectivity, NSX, to actually simplify the package of DR to get the recovery time objective down into 10, 15 minutes, instead of four hours or eight hours or multiple days that really most people are experiencing right now. >> So when you look at the landscape, there are a lot of disaster recovery solution providers you could've worked with. What does Zerto do that's really different? >> The part, well, on a technology wise, watching them take a look at the change block that's occurring that's out of the VM1 environment, making an agnostic from a storage layer, that was really big for us in the beginning on the technical tip-in. And then the partnership, as of late, really since the beginning, was the big value differentiator that we just couldn't find in other companies that're out there. We locked arms with their product management team and their product strategy team right away. We gave them literally two sheets of paper and said these are the things we need to be successful as a service provider using your software. They went down, checked 'em all off. We started goin' at it, and we started then growing that year-over-year for the last three years. So, it's been an amazing partnership. They have a strategic team that understands where the marketing industry's going. And we're going to use them, and leverage them, as much as we possibly can to help out our customers, give 'em the best outcomes they can possibly get. >> When your customers talk to you about backup, where do you see them going? Where is that market headed? >> So backup, traditional backup is something we've been doin' for quite some time. We do petabytes of backups every year for customers. Still using tape, believe it or not, as well. We have a lot of discs-- >> Tape will never die. >> Tape is still out there. I actually have a bumper sticker that I think EMC made when they bought Avamar saying Tape is Dead. And I don't think it's going to die anytime soon. >> Mainframe was dead, too. >> Yeah, right, mainframe has been dead and we still roll new ones into our data centers on a regular basis and then put cloud beside it. But on the backup side of it, if you look at some of the new disasters, right? Look at Atlanta. Their disaster was different. It wasn't a natural disaster, it was a-- >> Radsomeware attack. >> Ransomeware attack. Right, that's a new disaster. We're going to find new disasters, and you can't go and restore back from 24 hours ago and think that that's good. We don't live in that world anymore. It needs to be from five minutes, seven minutes, 30 minutes, whatever it might be. So, we use their journaling today to actually get those quick recoveries. And if they can extend that out, I think it's going to be pretty powerful for customers to say, okay, I want to go back to two years, three days, and six hours from now. And say, gimme that point in time, snap. That's the way I want to actually restore that data. Succeeding in that vision I think will definitely change the game for how we actually look at doing backup and restores in the future. >> A lot of talk at this conference about resilience. >> John: Um hmm. >> Is that a concept that you think customers, your customers, have really internalized? They understand what that means? >> They're getting it, yeah, definitely. I mean, DR even was something that we had to kind of walk them into. But now, if they have an outage, it's not just money that they're losing. It's the reputation. And as we all know now, reputation is key. And you look at Twitter. When somebody has an outage, or has a problem, I mean, their users essentially just blow 'em up and there's memes and all kinds of other stuff. There's a lot of funny ones for the airlines, from Delta and Southwest havin' those challenges. And so, our customers today are realizing that yeah, we can't go a day or two without having service to our customers. We can maybe go a minute or two, but that's about it. We need to make sure we're being resilient with our data. We need to make sure we're protecting it, we'll be able to create ways to quickly roll it back to make sure our customers are up on line. Because they just can't go down anymore. >> How important is security as a driver of resilience and spending on disaster recovery now? >> Yeah, security is definitely, with being able to quickly restore from like a ransomware, it's startin' to bring that infrastructure that has been, security's been a little different there, and where network security's been a little bit different, kind of bringing them together to create, say, we need to have a full package. We not only need to figure out how we're blocking it at the edge and blocking it internally east west, but we need to figure out, if we're going to get breached, 'cause we're going to get breached, how can we quickly restore from that? How can we make sure we're not being held ransom for Bitcoin or whatever the next currency's going to be that they're going to be held ransom for that they just can't pay because maybe it would knock them out of business. >> So, John, Expedient, being a small, specialized cloud service provider, you're kind of dancing with elephants when you're out there with Amazon and Microsoft. What's the secret? What keeps you guys successful and how do you keep viable? >> There's a lot of different things. I think the way we focus on technologies is a little bit unique. I mean, we're there to design the best technical solution for that customer. And not maybe fit them into a one-size-fits-all outfit. The other side of it is, a lot of our customers like the local touch and feel. Majority of our customers are at and around our data centers. That way they can get to learn the facility, they can, even if they're running cloud services with us, they know where it lives. That maybe eases their minds from a compliance standpoint, security standpoint. Or just in a trust, saying, I'm going to take my data that's been living inside of my data center, that's key to my business, and I'm going to give it to somebody, I at least want a face and a name so I can know who to call and who to talk to if there is ever a problem. >> Face to face still matters. >> It does, and I think it's always going to matter. And I think we're always going to have some sort of high interaction with every enterprise out there. And that's what they're going to need. 'Cause this stuff can never commoditize all the way. Creating the solution is still hard. Maybe the bits and pieces underneath it are a little bit easier, but the whole packages is going to always be unique and really hard to define in a one-size-fits-all for a lot of those enterprises. >> John White, thanks so much for joining us. >> Thanks for having me. >> We'll be back from Zertocon 2018 here in Boston. I'm Paul Gillin, this is The Cube. (light techno music)

>> Announcer: Live from Las Vegas, it's the Cube. Covering ServiceNow Knowledge 2018. Brought to you by ServiceNow. >> Welcome back, everyone, to the Cube's live coverage of ServiceNow Knowledge '18. I'm your host, Rebecca Knight along with my co-host Dave Vellante. We're joined by Nick White. He is a principal at Deloitte Australia. Thanks so much for coming on the Cube, Nick. >> Thank you for having me. It's great to be here. >> So we've been having great conversations before the cameras were rolling, but tell us a little bit about D.Assist, which is a new technology you're unveiling at this conference. >> Yeah, so it's a solution that we've built, which is essentially a voice-enabled solution to allow patients and nurses to communicate. Essentially we're targeting identifying critical patient needs, critical patient requests, and getting help to them as fast as possible. >> Okay, so tell us a little bit more about the technology behind it. >> Yeah, sure. Well, let me go back and tell you about where it came from. One of my colleagues was in hospital with his father who unfortunately passed away while he was in hospital. And through that experience, he was observing what was going on in the hospital and afterwards he and I sat down and started to go through it and understand where were the challenges that the hospital had in that ward experience and the recovery. And we identified that if you look back at the history of the call bell, it hasn't changed in about 150 years. Florence Nightingale came up with the idea of a bell for patients, but that was in a ward environment where you had 30 or 40 beds in a room and you could look across the room and you could see that patient, okay, I can see what they need. Either I rush to their aid, or I can get to them in a minute. Hospitals today, we've gone and put walls up, curtains, and you've lost that visual cue. But all we've done to support the nurses is we've made that bell electronic. And we put a light above the door. So we looked at that system and we saw at all of the different points where you could have a failure along there, that essentially then would compromise patient care at no fault of the nurses whatsoever, and we thought, how can we better support the nurses to give that care that they work so hard to give? And we came up with the idea of having a voice-based solution that a patient can actually state their request, we could process that request, and we could present it to the nurses and try and give some guidance as to what the next best action for the nurse might be. And allow them to essentially provide accelerated care those people really in need. >> All right, so explain the system. It's fascinating what you guys do. How are you using NLP and ServiceNow. >> Yeah, so the solution is enabled by AWS and ServiceNow. So at the front end of the solution we've got a smart speaker in the room. That essentially passes the speech that the patient has made once they've woken the device through to the AWS platform. From there we pull out the intent. So we convert that speech to text, pull out the intent, and then that intent is passed through to ServiceNow. And once we've got it in ServiceNow, we can do all sorts of things with it. So we can apply a set of business rules, we can smart route it to the most appropriate person to meet the patient's needs. We can look at the prioritization that the hospital wants to give that sort of query and we can push it up or down in the queue based on that prioritization. Then we present that to the nurses using a dashboard on the nurse station, but we've also got the mobile app deployed. So the nurses have actually got a mobile in their pocket, which buzzes when the patient makes a request, they're able to whip the phone out, have a look at what the patient's need is, and make a decision. >> I'm always fascinated when a company like Deloitte comes up with a solution like this. It's not like you went to the client, and the client said, this is what we want. So how did you go about figuring all this out? What was the process you used? >> That's a really good question. For us it was, it's not about us designing the solution. We saw the problem and we're problem solvers. That's really what we do. We went and engaged with one of the local hospitals in Australia. We said to them, listen, is this right? Have we actually cottoned on to something that is a real problem here? And it really resonated with them. And they gave us access to their top 30 nurses and also their simulation hospital. It's a hospital that's used for training and development. And in that environment, we iterated the design with the nurses and built a solution essentially by nurses for nurses. So the idea was that it was as intuitive to use as your iPhone. Because nurses aren't like IT guys. They're not sitting behind computers all day. It's not native to them to use that sort of interface. So we wanted to make it as simple as I touch, drag, drop, and I let go, and I've done the job that I need to do. And so the nurses' feedback from the implementations that we've done so far have been, this is so easy to use. That's the phrase they've given us. This is just so easy to use. >> And then what's the feedback from the patients? How are they using it specifically? >> Yeah so, I'll give you the example of the spinal ward we've gone into at the Prince of Wales Hospital in Sydney. The Prince of Wales Hospital Foundation heard about what we were doing and they identified the opportunity to fund us to go into the spinal ward. And when you think about spinal patients' traumatic injury and often these patients are in hospital for months if not years. In a very isolating environment trying to recover from a traumatic injury. Not only that though, they may not have full access to their limbs anymore to be able to press a call button. And the hospital foundation saw this opportunity to place our solution in the hands of these patients or in these patients' rooms. And it has been overwhelmingly successful. We've got 26 beds rolled out in the ward. We've been in there for little over a month now. And on the very first day we had a patient who was in the bathroom in a precarious situation, needed help, couldn't reach the call bell, and was able to wake up the device from the bathroom, ask for help, and have two nurses rush to their aid. We've had a patient who was suffering severe pain after their injury and is now able to alert the nurses that the request that they were making is about pain and they were able to come in a much faster time. We've also seen complaints about nurse response time go from a decent level to nothing. And whether those were real complaints or not, is beside the point. The patients were feeling like they were waiting a period of time and that was uncomfortable for them. Now they're not complaining at all. So that patient experience has really shifted. >> That's great. And it's such a miraculous technology. This is really impressive. Best of luck to you, Nick. This is really fun having you on the show. >> Thank you very much. >> I'm Rebecca Knight for Dave Vellante. We will have more from ServiceNow Knowledge '18 just after this. (upbeat music)

>> Narrator: Live from Washington, DC, it's The Cube covering .NEXT conference brought to you by Nutanix. >> We're back at Nutanix .NEXT. This is The Cube, the leader in live tech coverage. We go out to the events and extract the signal from the noise. My name is Dave Vellante and I'm here with my longtime co-host Stu Miniman. Don Mims is here as the director of infrastructure and virtualization at Baylor, Scott, & White Health. Don, great to see you. Thanks for comin' on The Cube. >> Thanks for havin' me. I appreciate it bein' here, it's very nice. >> Yeah, so Baylor, Scott, & White Health, we weren't familiar with that before we met you. Tell us a little bit about the organization. >> Sure. So, Baylor, Scott & White Health is based in Dallas, Texas. We've recently had, over the last couple of years, a merger opportunity. We merged with Scott & White that is down in Temple, Texas which is a little farther east, or west and south of Dallas. And we've grown our organization to around 40 hospitals, over 500 clinics and we continue to grow and make strives in the healthcare space. >> Dallas is booming. I mean, obviously-- >> It is. World-class city with world-class healthcare. Talk about some of the things that are happening in healthcare that are sort of driving your strategy, the challenges that you guys are having. I mean, obviously, there's, there's EMR, there's meaningful use, there's, you know, changes in the Affordable Care Act, all that stuff. That and or other things that are really driving strategy and creating challenges for you. >> Yeah, one of the biggest things that we're doin' right now is movin' into the digital space. So, the patient, centered focus being in a traditional brick and mortar facility, is shifting. Patients wants quicker access to data, quicker access to physicians. So, bein' able to create solutions that can deliver a physician and patient experience, possibly from a mobile device, a phone, a tablet, a PC, is where we're movin' the market towards. So, some of the solutions that we're building and delivering are enabling a faster delivery of technology for healthcare. >> You know, sort of, when you think about last decade, docs were, sort of, averse, somewhat to technology. >> You're right. >> And mobile really changed that, hasn't it? >> It has. >> How has that affected your, the backend infrastructures? >> So, it definitely has to be more robust. As you're delivering content now, video, web chats, things like that that have to be reliable because now patient outcomes depend on that type of data delivery, the backend has to be available more than ever at this time. >> So it's kind, you actually kind of have an IOT use case in the hospitals, right? >> We're gettin' there. >> And then when you start pushin' video around it's got to be very challenging. Now you're also doing some projects around DNA sequencing. Is that right? >> We are. It's very exciting space. We recently delivered a solution on Nutanix to create a DNA sequencing platform that hasn't been done before as we know it. The vendor, this was the first time for the vendor, a first time for Baylor, and it has been very successful implantation and it's, it's a very robust system today. >> Don, can you bring us inside a little bit? What were the requirements you were lookin' for? What led you down the path to Nutanix? Had you been usin' them before or was this the first-use case? >> It's actually not the first-use case. The project actually started out as a, it was a migration. The customer was using a hosted solution. It was slow. Their sequencing data was taking a long time. Their results were being held up because of the way their architecture was set up. So, we decided to bring it in-house and put it on a platform that was kind of new to us and try to deliver it with better speed and it definitely has done that. >> And does that trickle down to, you know, what does that mean to the cost of solutions? I mean, I think we all know it, you know, DNA sequencing used to take a long time and a lot of money and it's now, you know, kind of, do a swab type things and it's done a lot less. >> Yeah, so with this platform, the customer, the physician is now not only going to use this platform to get results quicker, we're also going to start potentially offering this as a service to others and help other physicians and other clinics also get their results quicker as well. So, it's going to grow over time to just an in-house solution to maybe something more broad-scale. >> So you saw the keynotes this morning. They're pushin' a lot of information at us. Obviously, we, Stew and I talked about it in our open. Nutanix, a couple years ago, sort of pivoted beyond hyper-coverged infrastructure, tryin' to position as cloud even though they still a lot of hyper-converged infrastructure, let's face it. But, as a consumer, as a practitioner, how does that message relate to you? You have a lot of vendors tryin' to sell to you. You got cloud, different cloud strategies, cloud, cloud, cloud, cloud, cloud. Dev-ops, containters. So, do you, what do you want to see from a company like Nutanix? Do you want them to, like, stick to their knitting, hey just give me hyper-converged infrastructure, or do you want them to take you on, on a journey? I wonder if you could add some color to that. >> Sure, and where you're goin' with that question is exactly the reason we chose this solution because it's way bigger than just a hyper-converge, you know, solution. That was, for me, that was kind of the first thing. That's what got us hooked and then the innovation that's come, you know, since then, and things that we've learned about the product and where they're goin' with automation, migration strategies of current workloads, the ease of management, the cloud strategy, the partnerships that they're makin' now with other, with other partners. That's really what I like to see and that continued growth is why we chose this product 'cause they have that vision and it's really appealing. >> And so, do you, are you using public cloud today? >> We are in a very limited manner. As you can imagine, health care and personal health information in the cloud can be kind of scary to some people so we have started that roadmap and we continue to try to expand that as we go. >> Is it fair to say that as an infrastructure professional that you're, you're, can I summarize your infrastructure strategy is you want, like, to, substantially mimic the attributes of a public cloud where it makes sense on prem. Is that fair? >> That's exactly what we're tryin' to do. Speed to delivery, server provisioning, resiliency of the infrastructure, invisible infrastructure, you might have heard that term today or over the past few days. That's what we're tryin' to accomplish. >> Self-service or no? >> Self-service internally right now. So, my own staff are going to use the automation internally to deliver quicker and then eventually as we perfect that, we'll let our customers self-service. >> So be as cloud-like as possible but not too cloud-like too soon? >> Exactly. >> So do you feel as though, as an IT pro, that you are on the path to achieving that vision? >> I do. We are, at Baylor, we're breaking new grounds with what we've done recently and I think the longterm vision to where we want to be is going to be, is going to be big over the next few years. >> So we get, we get into a lot of discussions with folks in our community that are, you know, kind of, cloud bigots, I'll call them and they say, "Hey, the vendors like Nutanix "and even more so vendors like IBM and HPE "and, you know, EMC, and their customers "will never be able to achieve what Amazon achieves." My question to you is, and you probably agree with that, I mean, Amazon's ahead of you, I bet. But, I would hope. But, how do you feel about that? Is that okay? Do you lose sleep over that or do you feel as though, "Hey, we've made so much progress." I wonder if you could comment on that as an IT pro. >> Yeah, sure. So, briefly on that topic, Amazon's business model is a little different than the industry that we're in, right? >> Yeah, sure. >> And, we're not really in the technology delivery business, right? We're in healthcare and patient servicing but what we do behind the scenes to enable the patient satisfaction and patient outcomes using this web-scale technology or this Amazon-like infrastructure is something that we're going to continue to build and grow on. We'll never be in that position, like Amazon is. But behind the scenes with automation and the infrastructure resiliency, using that same technology is what we're going to, how we're going to accomplish that. >> So a big part of that, 'cause you mentioned some of the digital transformation you're doin' up front, a big part of that cloud-like on prem, is makin' your people more productive and not, you know, focused on provisioning LUNs and servers and-- >> That's right. >> You know, pluggin' in cables. It's really automating as much as possible. So, have you seen the affect on non-differentiated IT labor in your shop? >> We have. So, just within our team, the amount of time the engineers have to spend on just this specific infrastructure has been greatly reduced so we get to spend more time doin' things like protectin' our environment. You know, a lot of these, these viruses have been comin' out lately. These, these exploits. So, we've been able to patch more diligently, remediate issues, and then we've seen other reduction in time for other teams. Storage team, they don't have to deal with our stuff anymore. They can focus in other areas. So it's really been a shift in the way we do business. >> So just one more followup, I know that Stu wants to jump in. So, and this is a hard question to be precise on, but, in rough terms, if you think in, you know, rough percentage terms, how much, you know, sort of, of the labor effort you've been able to shift to more interesting, the fun stuff, as Stu calls it. Is it a 5% factor or a 20%, 50%, you know, 100% factor? I wonder if you could just give us some anecdotal-- >> Right now the impact has been pretty small. If you look at the, our Nutanix infrastructure today, it's a very small portion of our overall infrastructure since it's fairly new. >> Right. >> But, I can tell you, the time that we spend on that right now is very minimal. I have one engineer that oversees the entire infrastructure at this point. I'm freein' up multiple other resources to do other things, so it's been an improvement. >> And so, and so pre-, pre-hyper-converged, if you didn't go that direction you'd have more than one engineer or? >> Oh, I'd have, I'd probably have at least three times as many. >> So three x factor, wow. >> Just because there's so many other components that you have to manage that aren't just specific to that one stack. >> David: Mhm, right. >> Don, you've got virtualization in your title, how do you look at virtualization today? Where are you in that journey? We've been hearin' at a lot of these shows that we've been at that, you know, virtualization feels like it's played out for the most part. We know where it is. Cloud has been the big discussion. Where is it in your job? >> So, kind of two paths in my infrastructure. We have server virtualization which is traditional, you know, virtualizing the compute workload. And then also on application virtualization, so app delivery. And I think there's still a lot of room for growth in both of those aspects. Application delivery is going to continue to morph and it can be delivered from multiple different platforms and I can see it doin' that over time. Server virtualization is a way to go and what we're doin' there is tryin' to continue to deliver the capacity, you know, that we're at or continue to grow it but at the same time shrinking that hardware footprint and relieving some of the stress in the data center and that's what we're lookin' for. >> On server virtualization what are you usin' today? >> For server virtualization we use VM ware, ESX. >> And have you looked at the HV stuff at all? >> We have and I'm very excited about that and it's kind of one of those things where you can't jump in with two feet right off the bat just because it is a little new and you feel like you need to really look at it really closely but at the same time, I'm pretty confident that it's going to be a good, longterm replacement as we continue to look at it. >> One of the, Nutanix has really been looking out for their future plans. One, share, you know, what resonates with you, and what about yourself? What kind of future strategy do you have? What are you looking for from the vendor community to help you do even more with your resources? >> So, the vendor community definitely, this is kind of a new area for them. A lot of the application vendors we talked to aren't really familiar with this platform so I think as this product grows and as this space grows, I think more vendor awareness is going to come about and they're going to be more comfortable with this as a solution. >> Okay, yeah, especially healthcare. It's all those ISVs that need to integrate and support and say, "Yes, I'm okay with it." >> Exactly. >> We saw that with virtualization at first and... >> Yup. And health care is always traditionally a little bit behind 'cause it's a little more conservative space. So, I think it'll take a little bit of time for them to feel comfortable there, as well. >> So what are the big problems you're tryin' to solve today from an infrastructure standpoint? >> Well, you know, financial issues are always a topic, right? So, what we're tryin' to do is deliver infrastructure to support our patients in a cost-effective way. So bein' as frugal with the money that we do have and buyin' the right technology and not spendin' a lot of money on a diverse stack and wasting financials. >> I mean, you just basically, you know, reduced your IT labor in that little part of the world by, you know, a factor of, you know, 3x as we talked about. Is there a gain-sharing philosophy where some of that reduction comes back to you for innovation or is it just, sort of, go back to other parts of the hospital? >> It will go back, probably, just to the bigger, to the bigger team. I mean, there are benefits to us, you know, specifically that we're going to achieve, but overall, that time-saving goes back and allows, you know, different teams to do other things which overall will help improve our whole environment. >> So in the keynotes today, and I was talking to you off-camera about one-click migration, there was a database migration and, I think it was one-click DR as well, but I'm interested in the database stuff. You've got some experience with databases. Actually, let me ask you, is that part of the infrastructure definition is database on down? >> It is. >> Yeah, okay. So what was your reaction to the sort of one-click database migration? >> It's very exciting. I think that's going to help in the aspect of migrating workloads from, from Legacy or traditional to this new platform. There's, I think there's still some components that you have to consider. The migration is very nice but, you know, validation, testing, all those kind of components also have to be part of that whole plan. >> So if I looked at the, I mean, database migrations can sometimes be real hard balls. So if I, if I look at the cycle, you know, the anatomy of a migration, let's say it takes, you know, n amount of time, what is that amount of time, you know, on average, and I know it's a hard, it's one of those stupid average questions. >> It can vary based on size. >> Yeah, I know it's a big it depends. But what percent of that, that, that value chain, if you will, that sequence chain is Nutanix attacking with what you saw today in your view? >> So, what you do is reduce the execution part of that migration and you probably reduce a lot of the planning phase of that because in any kind of a database migration, there are so many factors that go into that and a lot of the discussion is around how are we going to move this workload to this new space? And Nutanix has solved that by taking care of the how and then, you know, you just need to figure out how you're going to validate, test it, and confirm that once it's there, everything continues to work as expected. So I think you've reduced the time of planning and execution both with that strategy. >> I mean, the planning piece has actually got to be a huge portion-- >> Huge. >> Is it half of the total? >> It's probably at least half. >> Yeah, I would think so. >> Because the better you plan, the better you're going to execute, right, so. >> Yeah, yeah, right, right. Okay, good. Well, Don, I'll give you a last word on futures. What kinds of things are you workin' on that, you know, you can share with us? >> So for us, the future is going to be to, to continue to converge this stack. We're going to continue to move forward with automation. Try to reduce the delivery time for applications and servers and infrastructure and eventually simplify our management layer and spend more time doin' other things, doin' more fun stuff. And that's what we're lookin' to do. >> Love it. As I always say, love havin' the practitioners on we get to pepper questions and get the real story. So Don, thanks very much for comin' on The Cube. >> Thank you for havin' me, I appreciate it. >> You're very welcome. Alright, keep it right there everybody. Stu and I will be back with our next guest right after this short break.

>> Narrator: From Austin, Texas it's the Cube, covering DockerCon 2017, brought to you by Docker and support from its ecosystem partners. (upbeat music) >> Hi I'm Stu Miniman, and this is the Cube's coverage of DockerCon 2017 here in Austin, Texas. Getting towards the end of our two days of coverage. Really been geeking out on a lot of the technology here, and I was happy to be able to pull in two guys I know, I've had them on the Cube before, to really go in into how this who container wave is impacting their business, to go into the technology some. So I want to welcome back to the program, first you know John White. He's the Vice President of Product Strategy with Expedient and who I'm happy to see not wearing his football jersey. John, thanks for joining me again. >> (laughs) Good to see you. >> And Joep Piscaer, who is the CTO of OGD. I had the pleasure of interviewing Joep over in Europe last year at a show, so, you know, welcome over to Austin. I think Vienna and Austin, woe meet coma at both of those places. >> Oh yeah. >> So yeah, it seems every time we get together there's a lot of that going around. >> There's always a meet excuse, right? >> Right, so maybe start with you, have you been to DockerCon before? What's your experience been here at the show so far? >> Yeah, so this is my second DockerCon. I've been here last year as well, in Seattle. And I'm kind of liking the vibe this time round. So last year it was really, you know, all about developers. I'm kind of liking it, more about the enterprise right now. You know, as an enterprise guy, work for an MSP, so you know, we deal with a lot of enterprises. And it's good to see that Docker is, you know, giving the enterprise a lot of thought and a lot of attention because, you know, that was one area where they were lacking last year. >> So John, you know, you look at a lot of the ecosystem, you're also a service provider. What's your take so far? >> Yeah, so this is the first time for me at DockerCon. I go to a lot of conferences, so I read the room a little bit differently, I guess, than most. It's been interesting for me. These two days have been jam-packed. I've been soaking up a lot of new knowledge and new vendors, new potential partners for us to look into. But I'll agree, I think a lot of the focus on the enterprise, figuring out maybe how this is relevant to them and the future is actually a really great way to go and I hope to see more of that. Looking for those use cases right now is a little bit hard, especially when you have people like Visa that have been working on this for, you know, a few years now and only six months into production. We're just so very, very early in this technology that I think we're still walking, maybe, probably still crawling even, through it. >> Yeah, before we go into the tech, let's talk about ecosystems. So it's a word that I heard over and over again in the keynotes. You know, John, I was talking with you at VN World at AWS Free Invent, as a service provider sometimes, it feels like body blows and head shots, going to some of these shows because how they're partnering with you, how do you see Docker? What kind of things do they build? How does that, you know, help or hurt your business? >> Yeah, so Docker is a company, we really haven't worked with them quite yet. The ecosystem, though, is interesting here. There's a lot of new faces here, a lot of faces that I've interacted with on the Virtualization Days, now kind of porting over to here, so, you know, I've already started to reach out to some of them to kind of get an understanding, like for instance, of risks on the network side, what they're doing, how they're actually interacting with Docker. And think that's going to be really important because I think that's going to be one of my bigger challenges in the future, is how I actually network all this stuff together. You know, I can see us definitely starting to work closer with Docker, with Docker Data Center. I think customers are going to demand something like that. And they're not going to want to host it inside of their data centers. They're going to want to host it in probably a third party service provider. >> Yeah, I'm sure both of you were looking at, I think it was the Visa case study, we talked about utilization of what they had and I thought of you guys, cause it was like, oh, wait, big surprise, my utilization is really low because wait, why am I doing this in house when I should be going to somebody to handle that. Your thoughts on the ecosystem, you know, we talked at the Nucanic Show, you know, when you look at technology partners, you know, how does Docker and their ecosystem fit in to your thoughts? >> So it's like a whole new ecosystem to get into, right? So it's kind of discovering from ground zero again, what's the ecosystem look like? Who's doing what, who's developing what kind of new trends? So it's good to be there early, just to get a good feel about the ecosystem, get to know the people and be able to kind of develop a strategy around Docker, because it is early days, right? So it's way too early to go in to a customer and say we have a complete package for you. That's just not going to happen between now and like six months. So the issue really is how you get to a point with the customer where you can jointly develop a strategy to get Docker into your service profile. And going to events like DockerCon really helps to actually kind of achieve that goal. >> So you guys are always in an interesting space, you know, you're consuming some of the technologies from the vendor, you've got your customers, you know, putting demands on you, so you know, CTO sets strategy, why not dig in for us a little bit as to what your seeing, what's good, what's bad, you know. There's networking, there's storage, there's security, you know. Maybe John, start with you. I don't know if networking would be the one to start, but I'll let you choose. >> Yeah I think we're going to run, I mean, we're an infrastructure company. We've been running virtual infrastructure since 2007. We know it, we understand it. And you start to understand where the pitfalls are. This is going to change it. I mean, the bin packing problem is going to change significantly over the next few years. Some of the people, I went to their use case session, they're saying they're seeing 70% reduction in resources. Now, they're not saying 70% reduction in resources, you know, just because they made things smaller. They just packed them tighter into a smaller group of boxes. That's going to be interesting. And you know, discovering how we can actually provide that at the true infrastructure layer for our customers is going to be a really big challenge for us. And it's going to revolve around us having pretty strong partner relationships since we don't do the professional services to kind of figure out how to transform your application. We're going to need somebody to help us there. We're going to handle the infrastructure underneath. >> Maybe explain that a little more. Like you know, if I'm saying well, if I'm Amazon and I can just do that, they've got kind of infinite resources there and therefore as a customer I don't need to worry about that, you know. What do you have to worry about? And should your customers care or will you make that transparent to them? >> Let's think about, you know, we went to virtualization. We had P to V converters, right? We all used them, we all tested them. We said okay, this physical server now can run as a virtual server, that works. You really don't have, even though they announce something where you can take a VMDK to an image, Docker image, you really don't have a clean way to do that unless you think that building a big monolithic container is going to save you time and money. Maybe it will. But there's going to be some sort of application transformation that you have to do to be really successful inside of this new platform in the future. And that's something where I think you're going to have to have partners really ingrained to help build the cultural, help build the bridges to the operational teams, help to show the value to the executive team and why you're going to save money, why you're going to do something more secure, you know, how it's going to benefit you in the future. And those are just pretty big challenges that are out there in front of us. >> Joep? >> Yeah so that's the major issue, right? So from our perspective, we use ISVs for the software we deploy for customers, you know, a lot. I'd probably say like 90% of the applications we deploy, we didn't develop or the customer didn't develop in house. It's just all, you know, standardized V stuff. And having a networks of ISVs around you to help you transition from virtual machines into some kind of container format, to address the bin packing problem, that's going to be, that's going to be the biggest challenge to solve, right? It's not just packing up an application and moving it into a container. It's actually transforming it from whatever it is now into something more efficient, more scalable, more resilient. And that's you know really the issue we're trying to tackle, as far as looking at the ecosystem, looking at how to build our practice around it. It's not just infrastructure anymore. It is really all about the application now. So you have to develop a whole new set of skills. You have to develop new people around you. You have to develop new services. And that's interesting because it does have real advantages for the customers, but it's going to take a while to have that mature to a level the customers can actually pull it off the shelf and implement it in their own companies. >> One thing I think on the infrastructure side that I just was in Visa's use case, they were talking about how they're doing it on bare metal. That's different for us. We've been running virtualization for so long, now to say to the engineers, hey look, we're actually just going to run a Linux operating system, or even a Microsoft operating system now on bare metal, and we're going to run containers and get rid of that hypervisor. That's going to be a pretty unique conversation to have. We've already created the monitoring tools and unit performance tools, looking all at the VM. Now we might go back to just running servers again. It'll be a new challenge. >> Yeah really interesting. So there was a lot of focus in the keynote about how they've been maturing security. Want to get your take on that. You know, two years ago it was like oh wait, that's one of the biggest barriers to putting things in production. It feels at a high level like we've made some good progress. Is security still an issue? Are you comfortable with where we are? Maybe anything that still needs to be done? >> You want to go first? >> Sure. (laughing) >> This is a can of worms. >> Yeah so security is always, you know, it's always a can of worms. But you know, my take on it, it doesn't actually matter if it runs in a container or VM. Like 90% of the threads come from outside the compute right? So it's going to come off the network, off the internet, off the users. So really from a security perspective, I'm kind of ambiguous which way to go. But again, the ecosystem story comes back into play, right? Is the ecosystem mature enough to actually deliver security products for containers? The VMware ecosystem was completely mature in that sense. It can just pick off, you know, 20 products and basically do that same thing. And for Docker, that's going to be, you know, a challenge to say the least, to get up to a point where you can pick whatever you actually need. And it's going to be a discovery and it's going to be a little while before we get there. >> Yeah, so I have to read through your tweets to find the answer, John? >> No, no, I'll give you, I think well, security's a mess kind of in general but it's, I think some of the things that they're doing you know, early on, that before there's any critical mass adoption yet, making sure encrypted traffic and handling TLS certificates in an easy fashion, that's great. I was impressed with the notary function, where it can go and look at the image and know if there's any vulnerabilities, and go and identify the problems. It really helps the developers kind of understand the operational asks that people actually have to make sure, okay look, you're going to roll out this new image, this new code? Let's make sure it's secure to get started, at least. We all know it's going to kind of, maybe fall out of the norm once it actually gets up and running operational and production. But let's make sure it's secure at least to boot the thing. >> What do you see containers, when does it have a significant impact on your business? Does it transform the way that you deliver your service? Will it change pricing? >> Yeah, I think it's going to. I mean, a few things that are going to happen. I mean, it's going to increase in scale, so you're going to have more to actually manage, which is going to be a new challenge. That's one side of it. But you're going to probably end up consuming more infrastructure in the long run. And that infrastructure is going to get commoditized even more than it already is right now. And you're going to have to make sure that that's down to the minimum dollars or the minimum cents that you need to provide that very small segment of actual storage or RAM or compute that you need. And that's going to really shift the business. And especially when you look at a lot of containers where you have some that may be run on a monthly basis, a lot of them are only going to be running maybe a few seconds, a few minutes. So you're going to have to have very granular tracking and understanding for that show back charge back to the CFO that you're actually running the services for so they know exactly what they can expect for the bill that month. That's really different than what we're doing today. >> You know will that be a challenge for you to continue to compete against the public clouds, where it seems that that's a more natural fit for some of the pricing and the models that they've built? >> I don't think so. I think this is something where you're even getting more high touch with the application. You know, data sovereignty, that was listed up there I think on Met Life's use case today. That's always going to be important. They're going to want to know where the data's living, why it's living there, how to audit, how to do compliance against it. That's always going to be really important, that'll make us be a little bit different than the public cloud. >> Alright, your business? >> So I agree, right. So the pricing is going to be something to kind of readjust. But I kind of see a lot of advantages in terms of security, the secure software supply chain. So I'm really liking that message. So instead of having a big unknown in terms of whatever is coming into your data center, you now can say with a certain degree of certainty that the application you are running is secure, it's been tested, it's been tested by the compliance team. And I think enterprises in the end are really looking at how to mitigate those security risks and having such a secure software supply chain is absolutely going to help in that respect. >> Alright, so what feedback would you give to the community, what more do you want to see developed, areas where you think we need to make some progress, you know? Joep, I'll start with you. >> So the biggest is monolithic applications. So a lot of enterprises still have legacy applications. >> Well, you've got Oracle in the Docker store now. >> Yeah, exactly. (laughs) But it's still a monolith, right? So addressing that problem one way or the other, but especially in terms of availability, recoverability, I think that's one major area where Docker needs to focus on in the coming months. >> Alright, so John, same question, with a little twist for you is what you'd like to see and anything that if you're talking to VM Ware, what they should be doing more in this space. >> Okay, yeah. I think, I want to see from Docker a lot more use cases. I want to see them start to build their user group and community a little bit more, a lot more sharing needs to occur. The use case session that they had, it was basically two days of use cases running, were great. A lot of those companies, I had a hard time relating to my customers, I mean, Visa, Met Life, they're huge. I really don't, our service, you know, small to medium into the large, but those, they don't have the same use cases. So continue to focus on, you know, how we can actually work on this together with these new customers. On the VMware side of it, VMware's in every data center in the world. And they have a story around VIC, they have a story around Photon. They need to continue to figure out how to build that bridge to, maybe that VM decay to container tool that they have. Work on it together, see what you can do together to take this on to the next level of understanding of really how we can actually transform these applications that were all built in Vms. >> Alright, well, John, Joep, really appreciate you guys coming through. You never hold back sharing your opinions on it. Look forward to reading, I'm sure you'll probably do write ups from the show, too. And we've actually got Visa on as our next guest here. You've probably given me a couple of questions to ask there too, when I go into it. But getting towards the end of Cube's coverage here at DockerCon 2017. Thanks for watching. (upbeat music)