>> Announcer: From theCUBE Studios in Palo Alto and Boston, it's theCUBE, covering IBM Think, brought to you by IBM. >> Welcome back, I'm Stu Miniman and this is theCUBE's coverage of IBM Think 2020. It is the digital experience online so rather than all gathering together in San Francisco we're getting to talk to everybody where they are and we're happy to bring back one of our CUBE alums, it's actually been a little while since we've had them on the program. Willie Tejada, who is the general manager and Chief Developer Advocate with IBM. Willie, so great to see you, thanks for joining us. >> Hey Stu, thanks for having me, it's good to be back, it's been too long. >> So, first thing, obviously we're all together while we're apart, because of the global pandemic, developers, I've had so many interviews I've done over the years talking about dispersed development, around the clock development, I had a great interview with a head of remote work in the developer community at the beginning of the year before everything happened, so, how's the community doing overall and how are you seeing them react to what's happening? >> In the developer community, I think one of the interesting parts is one, developers feel oftentimes that they can actually make a difference. Two, their work oftentimes happens remotely. And so, one of the things that we've seen is a lot of the interaction that we have when we're doing our developer advocacy work has just converted to digital. And there's some interesting dynamics that come about, just even in that, where if you were doing something like a meetup in New York that was attracting something like 50 people, to maybe 100, maybe the venue was limiting the number of people that you would actually have there if you had a popular topic or speaker. We've had meetups basically be as large as 500 plus people when we went to digital. So definitely some different dynamics as we actually talk about this new normal that we're in, and everybody utilizing digital vehicles to reach the people that they want to talk to. >> All right. So I know last time we talked with you a big topic we talked about was Call for Code, and something that IBM has done different initiatives there, and you've got a very relevant one so bring our audience up to speed, this year's Call for Code, what that would involve. >> Yeah Stu, thanks very much. The Call for Code initiative inside of IBM is now in its third year. We did it in 2018, the concept was fairly simple, developers always love to solve problems and we said what if we challenge the 24 million developers to come and take a crack at society's most pressing issues? And in the first two years we focused on natural disasters, all you had to do was take a look at the coverage prior to the COVID-19 pandemic and you had wildfires in Australia and in Northern California where my home actually is based, and you had tsunamis and hurricanes and floodings. And so the ability for us to actually bring the developer community to bear on some of society's most pressing issues was really kind of the concept upfront, and IBM would help by bringing subject matter experts together, making available tools, because we're thinking let's solve the problem exactly how we solve it when we apply business. You get an expert on supply chain, you get a user of supply chain, you bring them together, developer builds these things. Well, not all the time can you get an expert in disaster, a first responder, so we actually created a lot of that fusion from there. Then, over the course of the first two years, we've had over 210,000 developers participate over across 168 nations with over 8,000 applications submitted. So, wildly successful. Now this year, Stu to your point, we had something that we could really bear down on very heavily. We announced that we were taking on climate change kind of laddering up natural disasters was let's look at the root, climate change, and then the COVID pandemic came about. We said let's tilt people towards that and it's been a tremendous outcoming for it. We've asked the developers to focus on three areas: crisis communications, you may have been one of those folks that's on a conference call or emails that haven't been responded to, on wait times forever, so those communications systems how do we fortify them get them to scale? The second area is remote learning, really look at where all the students are actually these days and what they're doing there, not just teaching but basically how do you give them entertainment, how do you actually provide them some level of social interaction. And the third area with the COVID focus is community collaboration. We really want to try to make sure people's spirits are up and that really does require everybody leaning in, and again you look at the news and tremendous examples of community collaboration and where technology can help scale or broaden that, that's really where Call for Code actually comes into play. >> Yeah, maybe it would be helpful, tell us a little bit about some of the previous winners, what have been some of the outcomes, more than just rallying the community, what resources is IBM putting into this? >> So one of the things that makes it different is rather than it just being a regular hack, this is really a processing side of IBM that we've developed over the course of this last three years. Where the challenge is one piece, the Call for Code challenge, we also developed and rolled out and committed another 25 million, with Call for Code we committed 30 million over that five years and in the following year we recognized the need to see the solutions actually get deployed. And so we committed another $25 million for the fortification, testing, scaling and deployment. So when you win a Call for Code Global Challenge, you also get IBM's support around deployment, fortification, some counseling and relation basically from development, to architecture, to even the business side of it. In our first year, we had a team called Project Owl actually come out and win, and one of the first things that happens especially in hurricanes or these natural disasters, communication grids go down. So they developed a solution that could quickly establish an ad hoc communication grid, and anybody that had a typical cell phone could connect up to that Wi-Fi grid or that grid very similar to the way they actually connect into a Starbucks Wi-Fi system. And it would allow both the first responders to understand where folks were at, and then establish communications. So that was in the first year. The second year was a team called Prometeo, and in October we selected them as the Global Challenge winner, and they were a solution that was built by a firefighter, a nurse and a developer with this concept roughly of how do they monitor essentially a firefighter's situation when they're actually in the heat of battle to best allocate the resources to the people who need them most. Understanding a little bit about their environment, understanding a little bit about the health that's actually happening with the firefighter, and again it's one of those scenarios where you couldn't just build it from the firefighter's side, you couldn't just build it from the nurse's side, and a developer would have a difficult time building it just by themselves. So bringing those people together, a nurse, a firefighter and a developer, and creating a system like this is really really what we're aspiring to do. Now, they won in October, and in February, they're in a field deployment actually doing real testing in the field in some of the fields at Catalonia, Spain. So, we've seen it first-hand exactly what happens when they win, the Project Owl team actually did some hurricane deployment testing in Puerto Rico, that of course IBM helped fortify and build connections between the Puerto Rico government so that we're really seeing essentially the challenge winner see this type of deployment. >> Willie, I love it, it's even better than a punch line I could do, what do you get when you combine a firefighter, a nurse and a developer? The answer is you can positively impact the world so phenomenal there. >> Absolutely. >> I'm curious, where does open source play into this activity? We were just covering Red Hat Summit last week, of course, lots of open source, lots of community engagement in hearing how they are helping communities engage and of course open source has been a big rallying point, everything from 3D printing to other projects in the community. So where does open source fit into this initiative? >> 100%. The amazing part about activating developers these days is just the broad availability of the technologies. And it's certainly stimulated by the community aspect of open source, this idea that they democratize access to technology, and it's really community-centric, and folks can start building very quickly on open source technologies that are material. So number one, all the things that is part of Call for Code and what we actually deployed are based on open source technologies. Now, again one of the differences is how do we actually make those winners and those technology sets become real? And becoming real requires this idea of how do you actually build durable sustainable solutions. So each five of the winners every year have the opportunity essentially to go through the Linux Foundation and have their solutions established as a project with the idea of roughly that people can download it and fork it, people can actually fortify it, but it's available to the whole globe, everybody in the world, to help build upon and fortify and continue to innovate on. So open source is right at the root of it, not just from the technology side, but from the ecosystem and community side that open source was for. And so we've seen as an example the formal establishment of Project Owl's software being open sourced by the Linux Foundation. And it's been fantastic to see both the participation actually there and see how people are basically deriving it and using it exactly what we intended to see in the vision of Call for Code, and Code and Response. >> Well, that's phenomenal. We're huge fans of the community activity, of course open source is a great driver of everything you were talking about. So I'm curious, one of the things we're all looking at is where people are spending their time, how this global pandemic is impacting what people are doing. There's plenty of memes out there on social media, it doesn't mean that you all of a sudden are going to learn a new language, or learn to play an instrument because you have lots of time at home, but I'm curious from what you've seen so far, compared to previous years, how's the engagement? What's the numbers? What can you share? Is there a significant difference or change from previous years? >> Yeah, there's so much good will, I would say, that's been brought about around the world in what we're seeing around the COVID-19 pandemic. That the way I would describe it is the rate of submissions and interest that we've seen is 3x above what we've seen in the prior years. Now keep in mind, we're not even actually at the area where we see the most. So keep in mind, right now we tried to accelerate the time to highlight some of these solutions. So April 27th will be the first deadline for COVID-19 challenge, and we'll highlight some of the solutions on May 5th. Now, when we think about it basically from that standpoint we typically actually see people waiting until that submission timeframe. And so when you think of it from that standpoint you really oftentimes see this acceleration, right? At that submission deadline. But we're already seeing 3x what we've seen in the past in terms of participation just because of the amount of good will that's actually out there, and what people are trying to do in solving these problems. And developers, they're problem solvers overall, and putting out those three areas, community crisis communications, remote learning, and community collaboration, they'll see examples of what they see on the news and think they can actually do something better, and then express that in software. >> That's excellent. So, Willie, one of the things, we've been talking to leaders across the industry and one of things we don't know is how much of what we are going through is temporary, and how much will actually be long term. I'm curious if there's any patterns you're seeing out there, discussions you're having with developers, you talk about remote work, you talk about communication. Are there anything that you've seen so far that you think that this will fundamentally just alter the way things might've been in the past going forward? >> Developers are always actually looking for this idea of how they actually sharpen their skills, their craft, new languages that they actually know, new platforms, whatever it actually might be. And I think in the past there was probably, even from our perspective, this balance of face-to-face versus digital, and a mix of both, but I think what we'll find going forward is a more robust mix of that. Because you can't deny the power of reach that actually happens when you actually move something digital. And then I would say that think about how you at theCUBE have refined your studios in dealing with an interview like mine, it gets better and better, you refine it. How you do an online workshop and how you do a workshop on a steel service mesh, you get better and better about how you engage from real time, hands-on keyboard experience in what information, what chat, what community pieces do you put on the screen to stimulate these pieces, I think in general the industry and our company and our teams have gotten better even in this short amount of time. I think those things will be long-lasting. I think we're all humans, so I think they still want the physical face-to-face and community interaction and camaraderie that comes from being in that physical energy, but I do think it'll be complemented by the things that we refined through the digital delivery that's been refined during this situation. >> All right, so Willie, final thing of course, this week, the winners are all being announced, how about people that are watching this and say this sounds phenomenal, how do I learn more, if I didn't get to participate in some of the initial pieces what should I be looking for? And how can I contribute and participate even after Think? >> Well, number one keep in mind that the challenge for the year will still actually go all the way to October, and submissions for that whole Challenger Watch will go to February first. So that's number one. But number two, going to developer.ibm.com/callforcode you'll find all the resources, we have these things called starter kits that help developers actually get up and going very quickly, finding out more information about both the competition structure, and really how you become part of the movement, go there basically and answer the call. >> Awesome. Love it, Willie, thanks so much, pleasure to catch up with you and definitely looking forward to seeing all the outcome that the community is putting forth to focus on this really important challenge. >> Hey Stu, thanks for having me, I really appreciate it. >> All right, be sure to check out thecube.net for all the coverage from IBM Think, all the backlog we had to see Willie a couple years ago when he was on the program, and check out where we will be later in the year. I'm Stu Miniman, and as always, thanks for watching. (gentle music)

>> Narrator: Live from Las Vegas, it's the CUBE, covering Interconnect 2017, brought to you by IBM. >> Welcome back, everyone. We're live in Las Vegas for the CUBE's coverage of Interconnect 2017. This is three days of wall-to-wall coverage. Stay with us for the entire event. This is day two. I'm John Furrier with my co-host Dave Vellante and Esques' Willie Tejada, who's the IBM chief developer advocate at IBM. Welcome to the CUBE. >> Thank you, guys. I'm really pleased to be here. >> So, love to have you on because all we do is talk about developers and what's in it for them, who's doing what, who's got the better cloud, who's enterprise ready, all that good stuff, commentating. But I love Ginny Rometty's conversation today because we just had Google Next, covered Amazon events, all the cloud events, and the thing that's been on our agenda, we've been really looking at this, is cloud readiness in the enterprise. And this is really kind of fundamental, what she was talking about, enterprise strong, data first, cognitive to the core, which kind of is their three pillars, but this is the, where the action is right now. >> Yeah you know for developers that's exactly true. You know, what you outlined is really this idea of basically there's three kind of core architectures, right? It's cloud, number one, followed by data layered on top of that, and essentially AIR cognitive on top. And what that means actually for the developer communities is that there's a new set of skill sets that are probably moving faster than we have ever seen before, right? And a lot of it's actually driven by this explosion of data, and so um, one of the things that we think that there's going to be a huge shortage of and there is a huge shortage of, is data scientists and cognitive developers. Because in those layers, what we've seen is that more and more, you operate on a data first model and by that, by just that definition, what you need to know about data is pushing towards a practitioner level of data scientists and the reality is that we think that type of core skill sets going to be needed across all of the developer communities. >> So take a minute to describe what will define a cognitive developer >> Tajeda: Sure, >> And what that, and the nuance behind it, because obviously the developers are doing really cool creative things, and then you've got the heart under the hood, production work loads and IT so where is the cognitive developer fit in those spectrums and what is the core definition from your standpoint? >> Yeah you know, the cognitive developer really is a person who's actually participating in actually the generation of a system that's fully cognitive, so you know, adding a cognitive feature is one thing, but actually building a full cognitive system is something different. You know if I use a comparison, think about how some of these roles in big data came about big data came, but we didn't have things like a data scientist, we didn't have a data engineer, and it kind of came after the fact the roles that were actually defined. Now we're onto these new cognitive systems where everything from, you have to train the system you have to have explicit knowledge of what the APIs actually do and you have to have infrastructure that actually curates data that continues this training along those lines. So you know the cognitive developers, really one that's participating in that particular ecosystem now what's really important though about that is they are usually programming in the language that their usually programming in. Whether it be Java, data scientists are using r or they're using Python, but the reality is that a cognitive developer's is that one that's applying those cognitive properties to their system that they're developing. >> So this is interesting, you mentioned the cognitive develop new tools and stuff, but there's some really good trends out there that are, that's the wind at the back of the developer right now. Cloud native is a booming trend that's actually phenomenal, you're seeing container madness continue, you've got micro services, all with kubernetes under the hood so there's some cool exciting things in the trend lines, can you unpack that for us and what this means to the developers, how does it impact their world? I mean we hear composability, lego blocks most developers know API economy is here, but now you've got these new tail winds, these new trends, >> Tajeda: Yep >> What's the, what are they, add to at, what's the impact to the developer? >> Well we talked about the new container service based on kubernetes that's allowing us to actually build to tremendous scale, and really simplify that type of development actually when you're doing native cloud development. You know, probably the most important things for developers is just accessibility of all these pieces, of course it's driven by open source, but you know if you want to learn these technologies if you want to participate and experiment with these technologies, they've never been more available than they actually are today. >> Vellante: So if I may, so Tanmay is a good example of a cognitive developer >> Absolutely. >> He's all cloud native, he's all cognitive, >> Nice shout out from the CEO today >> Yeah. >> He's also an algoithmist, you know self declared algorithmist, >> I can't even say that, >> Okay so here's Tanmay, he's never going to know anything else, right? But now, of you're a sort of mainstream developer, what do you do, you know? Where do you get the skills, what do you recommend that that individual does, and how do they get up the ramp? >> So you know, lots of times as you know the developer's learnings is not like kind of a linear pattern, right? They go to blogs basically they go and pull basic a library for them to >> Vellante: They figure it out. >> Along those lines, they go to a meet up or a hack from that stand point that's based on cognitive development and you know, so they should just go about what they normally do kind of along those lines, and then you know I think basically there's am advancement because ultimately we're publishing these things called journeys, which are really kind of use cases in the cognitive based environment so as an example, we might publish a journey on a cognitive retail chat bot, and it will combine a variety of these micro services that Watson's actually built on but give them exploration as to how they use the chat bot, how they use a service called discovery, and how they use persistence basically so that essentially they can learn from the data that they actually have and then ultimately if what they want to do is get deeper into it, there's organizations that we partner with where we give them cognitive curricullum that allows them to experience these pieces like top coder you can go on and do a cognitive challenge, right on top coder or you can go to a a cognitive course designed by galvanized one of our partners in relation to skills development. >> So that's interesting about that journey, so when you think about big data we talked about big data before, the sort of point at which at a company like IBM would engage in that journey is somebody who's exploring and maybe kicking the tires a little bit or somebody at a data warehouse that was like killing them, right? Where is, obviously there's a part of that in the cognitive world which is experimental >> Tajeda: Yep >> Is there a sort of analog to the data warehouse sort of disaffection if you will. >> Yeah, you know one of the things that we spend a lot of time on is that every organization that's going to build a cognitive system is looking for cognitive developers and data scientists, you know so essentially, >> Furrier: It's across all industries by the way, >> Absolutely >> Cyber securities to, >> Absolutely so you know, one of the key pieces is what kind of tools do you actually give that data scientist, to mess around with that data set, we provide something called a data science experience, and the idea there is essentially how do you give them an environment that allows them essentially to look into the data very quickly actually have these sets, and really kind of explore the data in a way that they never were capable of actually doing that, you know, those are the types of things that we're actually trying to that a data scientist, so that you can bridge over if you were a data engineer, or you're a business analyst, and you're looking to actually get into data science, you can actually play with some of these big data sets and actually explore what things you can do. >> Willie, I couldn't agree with you more on the whole, how developers learn it's really not a course ware online and the fiscal classroom, maybe they're offering it in college but, it's the practitional world of non linear learning through experience and these journeys are super valuable, and just for a tactical question, where do they find the journeys, or URL? >> What you'll find basically, come April first, we're going to launch a number of them, on developer.ibm.com/accelerate so they'll be focused on several different categories, number one will be just developing in the cloud cloud native, what's a journeys basically that they're kind of like common set ups that you actually need, we'll do, next one's on cognitive analytics where you pull together a set of services along those lines, and as you heard Ginny talk about, you know it's really important that a cloud have knowledge about a domain or an industry and so we'll create some journeys that are actually very industry specific, you know we announced, >> Furrier: Like they're like templates bascially, >> They are, >> People jump start it, not so much a reference implementation, >> Exactly, >> You know what I'm saying, the old days >> But you know, what it's all about is you mentioned this non linear journey that developers don't actually learn fundamentally they have a core thing that they're trying to get actually get done which is, get you help me get my stuff done faster, right? And fundamentally, when you talk about cognitive or data science, we're trying to actually deliver them tool sets or examples that do that. >> So I now got to go to the next level with that question, because it's first of all it's awesome, now how do you intersect that with community? Because now, that's super important because and you might want to take a minute to just do a plug for IBM in terms of the open source goodness you guys are doing because you guys do a great job with open source. >> Tajeda: You know we just hosted a very large, what we believe is, one of the largest open tech meet ups, right before basically InterConnect started, and we had one of the ballrooms actually full, and we talked about our new service we had Jim Basic from the Linux Foundation actually come, he stated a stat which was really interesting in open source which IBM is a large contributor to, that I think the stat that he said was Linux basically has a project now, there's 10,800 new lines of code and 1,800 lines of code that are modified every day, right? >> Furrier: Yeah, >> And that's the community. >> And that's only going to get faster, if you think about like just, the physical media like ssds, in memory, which spark the kernal, >> Vellante: The quantum, >> Linux is going evolve in a radical and killer way I mean, this is just the beginning. >> And to your point about the community, when you think about that advancement at the pace by which basically that software's actually going to move, there's not one organization that can outpace that type of community in the way they actually do it, it doesn't matter what the services actually are so, >> Well the other interesting thing is the impact on human kind, you heard Benny Hoff and Ginny talking about this morning and they were both really emphasizing machine augmented, right? But, it's like a Pac Man device, I mean there's so much human interaction that's being automated today, >> Tajeda: Yeah, abslutely, >> So, and I know IBM obviously big believer in augmentation, but it's hard to predict what things human's are going to be do, be able to do that machine's can't do, any insight on that? >> Yeah you know, I think, we like to use the word cognitive assisted, So when you think about it, I'll give one example, let's say for example in the medical profession, so, if you look at it, in the healthcare industry, about 90 percent of the data in there is not structured data, right? It's all unstructured data, a lot of it is images, so if you take a look at someone basically that's in oncology work taking a look at things like melanoma, the amount of time I think the data set said the amount of time he needed to watch or get trained on to look at all the new papers that were ever published, was probably three weeks basically, if he's thinking about that in a month. The amount of time that that person allocates to actually keeping up with all these particular trade journals is a few hours a week, and so he's constantly behind, this where something like a watson enabled, or a cognitive enabled type of application can help him actually keep up to date with all the new findings and research papers in his particular field, and do something like ingest millions of documents and understand them but actually apply that to his work, so you know what you find is doctors actually utilizing a cognitive assistant powered by Watson to help him do a better diagnosis. >> Will you're an advocate for the chief developer advocate for IBM, talk about for the last couple minutes we have, what's on your plan, we just saw the news yesterday, the 10 million dollar investment to get education out there and bring this cognitive developer category, kind of lift that up and, with Galvanize which we've supported some of those signature moment events with the Cube, where are you going to be out in the field, what's some of your go to market activities how you going to do this, and then talk about the patterns you've seen in the developer make up. >> Yeah, >> Just over the past year, what's changed, what's notable? >> Yeah, so you know what, you know some of the things that we're actually doing is number one, we're we're taking up very large presence in probably nine cities around the world with a very big emphasis on building on data science and cognitive developers, so you know, there's kind of the usual suspects, the San Franciscos, the New Yorks, the Tokyos, the Londons, some presence in Sao Paulo, we're doing Beijing, we recently basically announced a partnership of how we can actually get presence actually there and through that, we're looking actually to bring, basically this presence into those communities, so this idea that we help, actually put forth these journeys but in many cases actually be right in the presence of things, we have, in some cases we have some programs that we're actually spinning up that are all about essentially how we actually do things like IOT Thursdays, or Cognitive Tuesdays where they can actually see actual experts in those particular areas, and just come do office assignments, >> Furrier: Do Throwback Thursday, you hack on a mainframe >> Tajeda: That's it! (laughter) >> That's what they're actually looking at from that standpoint so, so yeah a lot of this stuff basically is just actually getting to some of those folks in a very very intimate way, and like you said actually kind of populating these folks where kind of where they are, and really what that's all about is actually getting the tools and tool sets in the communities that they find and the peer learning that they do, which is real, >> Furrier: Well we'll see you at some of the Galvanize events you guys got goin on we'll certainly see you at Dockercon we got a lot of Cube line ups, for this Spring tour, and the Fall ton of developer activity, the Cloud Native stuff is really an intersection point with big data colliding with cloud IOT and AI and this cognitive is just an accelerant, >> Tajeda: Absolutely, absolutely >> For the cloud, the perfect storm is a good opportunity. >> There's never been more available time in terms of technology, and the technology never moved as fast, >> I was just saying to Tanmay when he was on yesterday, "I wish I could be 13 again", coding is so much more fun now than it was when we were doing it. Well great to have you on Willie, >> Hey thanks very much, it was actually very good visiting with you guys. >> Great insight, insight from the chief developer advocate here at IBM, I'm John Furrier, Steve Vellante stay with us for more coverage, great interviews all day today, and tomorrow, here live in Las Vegas, we'll be right back.

(car engines) >> [Voiceover] Live from Silicon Valley, it's theCube, covering Mobile World Congress 2017. Brought to you by Intel. >> Okay welcome back everyone, we are here live in Palo Alto for the Cube's special coverage of two days of wall to wall coverage of Mobile World Congress 2017, we're doing it here in Palo Alto, covering what's happening in Barcelona, with folks over there, we've got analysts, we've got reporters, and we have friends there phoning in and sharing their commentary, certainly on Twitter as well. And we're doing it from inside our new studio in Palo Alto, and we're going to break it down. As their day ends, we're going to be analyzing and discussing the future implications of what it all means, teasing out the top news, giving our opinion and our commentary in reaction to all the breaking news. I'm John Furrier with Silicon Angle and theCube. I think the next guest is Willie Lu, who is a Facebook friend who I've been having conversations with, it's great to meet in person. He's a wireless guru, going back to his ph.D in the 90s, now chairman of the Palo Alto Research Group. Extensive experience in dealing with fixed wireless, mobile wireless, but more importantly, creating the technologies with industry to understand what's it going to take to invent the future. Willie, great to have you inside the studio. >> Thank you very much, John. >> One of the great things about having the Palo Alto studio is while everyone's out in Barcelona right now having dinner, probably going out for the evening, we get to sit inside the studio and talk about what they did today. So the big story inside Mobile World Congress in Barcelona was obviously, the devices. You're seeing Blackberry making a comeback, Nokia, you know, pumping their new muscles, bringing back the old Nokia Phone, and rolling out their new ones. Huawei, you got bringing in their Apple killer, they want to go up and down the stack. So certainly the device centric jewelry, if you will, the phone, the eye candy, the VR, the AR, the virtual reality. But also 5G. Intel, Qualcomm, Ericsson, Nokia, all the major telcos are rolling out essentially what they are calling 5G and beyond, which is essentially not just wireless, but an end to end network to be the new fabric of wireless. Not only for the devices in the phones, but the devices being the people in the cars. And the factories, and the cities, and the entertainment, this is an area that you have a lot of work in at a technical level. So I went to spend this segment talking about the picture of the future. Right? You know, obviously we need that next step up function of architecture, we need that next network. We need those next devices, that's something that you're thinking a lot about. What's your picture, what's the future look like for you? >> Yeah, thanks John. I'm the wireless mobile system architect for almost 25 to 30 years. So from my point of view, because I'm the technical eyes, from a technical point of view, when you're talking about mobile communications, normally we have three factors we have to trade off, compromise each other, okay? The first is high speed transmission, the second one is mobility, fluid mobility, the third one is capacity. Make sure capacity, right? Make sure the operator make money, right? So, before, previously in the last 20 or 30 years, our phones from the step-by-step, from 2G which is GSM or CDMA, the basic CDMA which is IS-95 to 3G which is WCDMA to the 4G which is OFGMA, including LTE. And these phones basically is still focused on one issues, even mobility issue, even high speed issue, but in the future in the 4G, 5G, 6G whatever, you know we need a very high speed. Very high speed, one giga beyond, over there. We also need a mobility, frame mobility, right? We also make sure able to make money, the operator make money, right? >> That's the number one. >> So how to, we want three, we want mobility, high speed, capacity. We, everything we need. And then single one standard is not going to work, because if you want pick LTE, a very high speed, you lose the mobility. If you pick free mobility, you lose the bandwidth. So the issue, that's the issue. We, 20 years ago, when I do the ph.D and when I was Stanford professor， I was a consulting professor at Stanford, we started the open wireless access, it's means converge a multiple standard together, converge the wifi, LTE, and the broadband wide access together in a same device. So when you have a wifi, you can go to wifi, which is very high speed, can be very very high speed in the future right? And then you go to the highway, where very fast there, you cannot get a wifi, but you can get LTE, or 3G or 2G, that's fine. So that's the research we are working on the open wireless access or open wireless architecture or OWA. And there's, it's the (inaudible) map is from TGMA, CGMA, OFDMA, to OWA. Okay, that's the technical point side. And for the device design side, my picture is for the next five years, ten years, fifteen years, twenty years, which very clear, okay? Before that, in the last 20 years, everybody their mobile phones, is still a carrier-centric mobile phone. Is means when I have a mobile phone, it's AT&T, it's AT&T, it's locked to AT&T or it's AT&T phone, right? And right now, from last year to this year, we are on a very important transition from the carrier-centric phone to a user-centric phone. Yeah probably, couple of company, Google, other company, they are working on the, on the virtualization, mobile virtualization right? Means what? Means a user can pick up different operators on the way, right? So this phone, if I don't have signal, I don't have T-mobile signal, I can using AT&T to get a LTE. And if I don't have AT&T, I can use Verizon. So we are on the way from the carrier-centric to a user-centric at the moment. >> [John] So let's stop right there, 'cus I really think you're onto something really important and I think this is, there's some history to look at. I mean if you look at wireless, I agree, this is a very carrier-centric. And for the consumers out there, you can think of just the basic concepts of most people's experience: I want to unlock my phone, right? These are kind of known terms of consumers, whether they're, it's my kids or adults. "I don't want to be stuck to the carrier" "on their plan." "I want to move my phone around." But that's just on the service. Now you want to decouple it further to the person. So, take a car. I might want to have a relationship with my car, as if I'm, going to be never buying a car, I might use autonomous cars or Uber or other services. And I get into the car and I need personalization. So this is the user-centric thing is that super important point. But now we are stuck, still stuck, in my opinion, in siloed telco stacks, meaning I'm stuck to the carrier, I have limited services, and now I want to shift that to better performance. I mean you can't look any further than hyper convergence or converged infrastructure on the data centers. So where it's networking combining. So are you taking that same approach to say that you think wireless will converge in? Is that the idea? >> Yes, when you wireless converging. Take examples: wifi, LTE, and converge together. So your phone basically is running on wifi. Actually in the priority order, wifi first. Wifi first, and then second is LTE, and then probably 3G is the second one there. So, and then if you have wifi you go wifi, and if car, the car also can be a micro base station, okay, to connect to the wifi, LTE together, and then distribute to the passengers in the car, so this is also we can, for the future, work in mobile office project. I can stay in the car, and the car itself is a sub base station, and then connect each other. There also, okay let's talking about the future picture, okay. In the next five years, okay, there's a couple companies working, already working on the mobile wifi network. So it's means if I am living in Palo Alto there, I'm moving around in my neighborhood in Palo Alto, I don't have, I don't even add AT&T, Verizon operator, I can have a mobile service because I can share all neighbor's wifi networks together as a mobile protocol. Then I can moving, I can hike, I jogging, your house, my house to there. We can share the wifi together, we call. We divide the wifi into the home wifi, and the visitor wifi we can rent the service to outside. So this called community mobile network based on wifi. That's the next five years picture. >> [John] How does that happen? I mean I just found, first of all I believe, and that's a great philosophy. And you're starting to see Xfinity do that with their current wifi, creating a little metro neighborhood network. That's really hard to pull off 'cus of the security concerns. Is it viable in the next five years, do you think that is even doable? What has to happen to make that happen? >> I think this going to be not a major issue because wifi still have a lot of bandwidth, right? And you can exchange bandwidth with security issue there. So wifi is more easy to the security than LTE, because LTE for the similar network, the spectrum is very expensive right? So that's why we cannot using a lot of overheads for security. So I always say, the most secure is wifi, then LTE. 'Cus LTE, the data, right? When you open it, there's not much overhead available for secure encryption, whatever there. So wifi you can, >> [John] So they're maximizing their signal for performance, not security. >> Yeah, not security. And wifi you can take like 40%, 30% the overhead load for the security and it's very secure. So that's not issue, that's why. That's the five, next five moment. Okay and then beyond that, when the mobile wifi neighborhood is built, right? Then we back to the traditional settled operator networks there. We'll converge together, then user for the next ten years, after ten years, user can pick up his preferred operators as he like. For example, if I'm in Palo Alto and then AT&T give me a good package, right? They give an offer, and I click my AT&T, it's go to AT&T. And I back to the Cupertino and Cupertino, >> [John] It's like network hopping. >> Yeah. >> It's like not radio hop, frequency hopping, it's network hopping. >> That's an idea, right right right. But still you need a converging network info together. >> So let's take it back to Mobile World Congress. So right now the current present is, that they're painting the picture of a 5G world where autonomous vehicles, entertainment, smart cities, and smart home are all being powered by an end-to-end, from the network to the edge, software and capabilities, from silicon software to device. >> Yes. >> So that's cool, makes a lot of sense. Now is 5G truly the enabler, that 5, 6 G is the wireless enabler for this in your view? In your picture of the future, what role does wireless play in creating this new fabric? >> Yeah, I think it's very much possible because when I say when we converge the different wireless solutions together then you have more space to focus on one direction, you focus on very high speed. We can one giga, two giga, even ten giga is enough right? And the other side, we increase the mobility issue, right? And then the other side we converge on the operator side. In the future, I mean AT&T, Verizon, it's not, they're not going to just provide the cellular mobile access only, they want to provide more service around its 5G, 6G, be new business model right? For traditional business model, you just provide the radio, the hand phone access. But in future, this operator is going to help provide more service, service-oriented platform. >> Is that consistent, that service business model, is that viable in your vision of the future. What is, or let me ask differently. What is the business model for the operator, in your vision of this multi-network world? What do they do, what kind of services are they delivering? >> I think in the future, very important service, around the ten years, around the time frame, is very important service is called mobile virtualization service. So in the future, Google can run mobile service, but they're working with AT&T and Verizon. >> [John] It's like MVL on steroids, basically, it's all doing pipe management. >> Yeah and then let's say for example, Google did a contract with AT&T for how much bandwidth every year, probably one P, or a large bandwidth. And then AT&T provides its bandwidth to Google, right? And then AT&T can do other service also, so AT&T save a lot of cost in the individual marketing. You know, right now the operator spend a lot of money for the marketing, right? But later they can cut off this cost, because Google can do marketing, right? >> [John] So it's, this is economic reconfiguration. >> [Willie] Yes. >> Okay, so here's the next question. In today's landscape of the marketplace, what would be bad behavior from your standpoint, that would screw up that future? What would be the signs that it's not going the right way in the ecosystem, because part of the things that I'm seeing with things like Intel and the big players is there's an ecosystem that needs to get agreement; That to accelerate the future, there has to be a new model, a new network. What are some signs that are warning signs for you? You know, people holding onto a certain thing, certain technology. What would be a red flag for you, if you look at the marketplace, what kind of activities would say "woah, that's not good." >> Okay, I think it depends on, for the operator, I think it's not good, in the future it's not good, you just focus on making money from the access size. Because in the future, access will be cheaper, cheaper, cheaper, cheaper. So if AT&T just focus on access revenue, it's going to red flag, okay? So you have to provide total solution, right? And from the vendor side, you cannot support one single standards. You only support LTE, it's going to dangerous. So you have to be open. So in the future, I think in the future, from my personal point of view, Comcast, AT&T, all these company, they are going to merge together. Because they want provide a converged solution, right? So in the future access will be cheaper, cheaper, cheaper, cheaper. And then you have to, they have another revenues from the other sides. >> [John] I wrote a paper in 2001 called "Broadband Starvation". And it was the beginning before wifi really hit, and then wifi hit and New York Times picked it up, was one of those stories. But we talked about the starvation from America for more bandwidth. Obviously even outside the US, you saw accelerated bandwidth, broadband penetration. I called it the "Broadband Starvation" because broadband starvation was in rural areas, so it always was limited by the actual physical connection. You know, the cable, the last mile. We all know the history of the policy side of the Arbox and the days of you know, the telephone companies. But now Comcast and now AT&T (laugh), they're the fiber to the home, there's some, or the coaxial to the home. They bring in, off the street and terminate it into the house. Wireless changes that. Is that a scenario where you see 5G going where ultimately, this notion of fiber to the home could be you know, ancient history? Or, 'cus that always, there's still construction. You got to still trench, you still got provisions, and the circuits to the homes. You know, is wireless an opportunity there? And will that free up more competition? >> Yeah, I think that's a big question, and a big picture, okay. I think from my personal experience, when we design technology for next 10 years, 15 years, the very big picture you think about is very important is: we're on the way to transition, to transition from the mobile communication to a personal communication. So previously, the mobile communication >> Personal communication, you mean people-centric? >> Yeah, people-centric. So mobile communication, previously we call mobile communication is a telecom term. Is means just for connection, just for envisioning connection, right? But in future >> [John] Endpoint, that's it. >> Yeah that's right. So we're on the way. Even at some universities, they change the course from mobile communication to personal communication. Personal communication means is: everything is personal. Personal-centric, right? So in a personal-centric, so in the future, the operator, the vendor, the provider think about, in the future, you're not only provider, information connection only, you provide anything a person needed for his life, including health, security, right? Everything there. >> [John] Transportation. >> Transportation, yeah. >> [John] Could be all digital services. >> The transportation, security. >> healthcare. >> And everything there and then each application will need a different requirements of the bandwidth, right? Especially for the health, we need lots of lots of video transmission, right? And this is going to, that's why we need a WLAN, a wireless network, is converging together. And then wireless is still a lots, lots of way we have to invent. >> The word "convergence" is back again, it's happening everywhere. Willie, thanks so much for the commentary. Love this, this is consistent with, Wikibonds had a research, siliconANGLE had a research, Peter Burris who was on our opening segment talking about not IOT, only IOT, internet of things, but IOT and P, people. Internet of People. >> [Willie] Yes, and think about IOT, okay? What's the major technologies inside the IOT? One is sensing technology, okay? The other one is wireless connection, right? You want to connect to that billion billion nodes together, so we need a multidimensional, different wireless technology. How to connect this billion billion nodes together? That's also we need wireless technology. >> I worry about that not happening because I think the telcos have been slow, and I think I'm seeing movement now with the telcos, that now is the time to make their move. NFV's viable, and now their business model is somewhat emerging. The question is, will they be fast enough to move? That's the question. >> Yeah, I think. >> Are they? >> That's also my question, because the moving, the virtualization like from Google, they're moving very fast than a traditional telco, right? So telco have to change their way of thinking in the business, right? >> I think Google should be the telco, take over the telco. >> That's why in the the next five, ten years, people just go to Google, using Google account to get access to the phone, to the mobile phone. You get a phone number from Google, right? >> They're going to call it Apple World Congress, or Google World Congress. Uber World Congress, if we don't. >> But anyway, we still need everybody work together. It's like different wireless standards converge together. And different company they also want to converge together. And then eventually, the target is very simple. It's the personal, it's the personal centric, user centric, the wireless world. That's the future. >> [John] Willie Lu here from Palo Alto Research. In here Palo Alto, a good Facebook friend guru in the wireless area all the way down from back in his ph.D days, as a practitioner and inventing the future. Great vision, I agree with it 100%. I think Intel and all the big players would agree. The ecosystem of smart movement right now is critical, and I think there's a huge opportunity to, to tie it all together there in IOT and people, a people-centric world. Congratulations on your work at the Wireless Mobile Congress that you started, and also the open, this open alliance, open wireless alliance. Congratulations. Willie Lu here inside theCube, I'm John Furrier, for more exclusive coverage of Mobile World Congress here in Palo Alto after the short break. (electronic music) (cheerful electronic music)

>>Um, Jamie Sharath with Liga data, I'm primarily on the delivery side of the house, but I also support our new business teams. I'd like to spend a minute really just kind of telling you about, uh, uh, legal data where basically a Silicon valley startup, uh, started in 2014 and, uh, our lead iron, our executive team, basically where the data officers at Yahoo before this, uh, we provide managed data services and we provide products that are focused on telcos. So we have some experience in non telco industry, but our focus for the last seven years or so is specifically on telco. So again, something over 200 employees, we have a global presence in north America, middle east Africa, Asia, and Europe. And we have folks in all of those places. Uh, I'd like to call your attention to the, uh, the middle really of the screen there. >>So here is where we have done some partnership with Cloudera. So if you look at that, you can see we're in Holland and, uh, Jamaica, and then a lot to throughout Africa as well. Now the data fabric is the product that we're talking about. And the data fabric is basically a big data type of data warehouse with a lot of additional functionality involved. The data fabric is comprised of, uh, some something called flare, which we'll talk about admitted below there, and then the Cloudera data platform underneath. So this is how we're partnering together. We, uh, we, we have this tool and it's, uh, it's functioning and delivering in something over and up. Oops. So flare now, flare is a piece of that. It's legal data IP. The rest is Cloudera. And what flare does is that basically pulls in data and integrates it to an event streaming, uh, platform. >>It, uh, it is the engine behind the data fabric. Uh, it's also a decisioning platform. So in real time, we're able to pull in data. We're able to run analytics on it and we're able to alert our, do whatever is needed in a real-time basis. Of course, a lot of clients at this point are still sending data in batch. So it handles that as well, but we call that a cut off picture Sanchez. Now Sacho is a very interesting app. It's an AI analytics app for executives. What it is is it runs on your mobile phone. It ties into your data. Now this could be the data fabric, but it couldn't be a standalone product. And basically it allows you to ask, you know, human type questions to say, how are my gross ads last week? How are they comparing against same time last week before that? >>And even the same time 60 days ago. So as an executive or as an analyst, I can pull it up and I can look at it instantly in a meeting or anywhere else without having to think about queries or anything like that. So that's pretty much for us legal data. Now, it really does set the context of where we are. So this is a traditional telco environment. So you see the systems of record and you see the cloud, you see OSS and BSS day. So one of the things that the next step above which calls we call the system of intelligence of the data fabric does, is it mergers that BSS and OSS data. So the longer we have any silos or anything that's separated, it's all coming into one area to allow business, to go in or allow data scientists go in and do that. >>So if you look at the bottom line, excuse me, of the, uh, of the system of intelligence, you can see that flare is the tool that pulls in the data. So it provides even screening capabilities, it preserves entity states, so that you can go back and look at it to the state at any time. It does stream analytics that is as the data is coming in, it can perform analytics on it. And it also allows real-time decisioning. So that's something that, uh, that's something that business users can go in and create a system of, uh, if them's, it looks very much like a graph database where you can create a product that will allow the user to be notified if a certain condition happens. So for instance, a bundle, so a real-time offer or user is fixing to run out of is ongoing and an offer can be sent to him right on the fly. >>And that's set up by the business user as opposed to programmers a data infrastructure. So the fabric has really three areas. That data is persistent, obviously there's the data lake. So the data lake stores that level of granularity that is very deep years and years of history, data scientists love that. And, uh, you know, for a historical record keeping and requirements from the government, that data would be stored there. Then there's also something we call the business semantics layer and the business semantics layer contains something over 650 specific telco KPIs. These are initially from PM forum, but they also are included in, uh, various, uh, uh, mobile operators that we've delivered at. And we've, we've grown that. So that's there for business. The data lake is there for data scientists, analytical stores, uh, they can be used for many different reasons. There are a lot of times RDBMS is, are still there. >>So these, this, this basically platform, this cloud they're a platform can tie into analytical data stores as well via flair access and reporting. So graphic visualizations, API APIs are a very key part of it. A third-party query tools, any kind of grid jewels can be used. And those are the, of course, the, uh, the ones that are highly optimized and allow, you know, search of billions of records. And then if you look at the top, it's the systems of engagement, then you might vote this use cases. So telco reporting, hundreds of KPIs that are, that are generated for users, segmentation, basically micro to macro segmentation, segmentation will play a key role in a use case. We talk about in a minute monetizations. So this helps telco providers monetize their specific data, but monetize it in, okay, how to do they make money off of it, but also how might you leverage this data to, in, in dates with another client? >>So for instance, in some cases where it's allowed a DPI is used and the, uh, fabric tracks exactly where each person goes each, uh, we call it a subscriber, goes within his, uh, um, uh, internet browsing for 5g and, uh, all that data is stored. Uh, whereas you can tell a lot of things where the segment, the profile that's being used and, you know, what are they propensity to buy? Did they spend a lot of time on the Coca-Cola page? There are buyers out there that find that information very valuable, and then there's sideshow. And we spoke briefly about Sacha before that sits on top of the fabric or it's it's alone. >>So, so the story really that we want to tell is, is one, this is, this is one case out of it. This is a CVM type of case. So there was a mobile operator out there that was really offering, you know, packages, whether it's a bundle or whether it's a particular tool to subscribers, they, they were offering kind of an abroad approach that it was not very focused. It was not depending on the segments that were created around the profiling earlier, uh, the subscriber usage was somewhat dated and this was causing a lot of those. Uh, a lot of those offers to be just basically not taken and not, not, uh, uh, there was limited segmentation capabilities really before the, uh, before the, uh, fabric came in. Now, one of the key things about the fabric is when you start building segments, you can build that history. >>So all of that data stored in the data lake can be used in terms of segmentation. So what did we do about that? The, the, the MDNO, the challenge, uh, we basically put the data fabric in and the data fabric was running Cloudera data platform and that, uh, and that's how we team up. Uh, we facilitated the ability to personalize campaign. So what that means is, uh, the segments that were built and that user fell within that segment, we knew exactly what his behavior most likely was. So those recommendations, those offers could be created then, and we enable this in real time. So real-time ability to even go out to the CRM system, again, their further information about that, all of these tools, again, we're running on top of the cloud data platform, uh, what was the outcome? Willie, uh, outcome was that there was a much more precise offer given to the client that is, that was accepted, you know, increase in cross sell and upsell subscriber retention. >>Uh, our clients came back to us and pointed out that, uh, it was 183% year on year revenue increase. Uh, so this is a, this is probably one of the key use cases. Now, one thing to really mention is there are hundreds and hundreds of use cases running on the fabric. And, uh, I would even say thousands. A lot of those have been migrated. So when the fabric is deployed, when they bring the, uh, Cloudera and the legal data solution in there's generally a legacy system that has many use cases. So many of those were, were migrated virtually all of them in pen, on put on the cloud. Uh, another issue is that new use cases are enabled again. So when you get this level of granularity and when you have campaigns that can now base their offers on years of history, as opposed to 30 days of history, the campaigns campaign management response systems, uh, are, are, uh, are enabled quite a bit to do all, uh, to be precise in their offers. Yeah. >>Okay. So this is a technical slide. Uh, one of the things that we normally do when we're, when we're out there talking to folks, is we talk and give an overview and that last little while, and then we give a deep technical dive on all aspects of it. So sometimes that deep dive can go a couple of hours. I'm going to do this slide and a couple of minutes. So if you look at it, you can see over on the left, this is the, uh, the sources of the data. And they go through this tool called flare that runs on the cloud. They're a data platform, uh, that can either be via cues or real-time cues, or it can be via a landing zone, or it can be a data extraction. You can take a look at the data quality that's there. So those are built in one of the things that flare does is it has out of the box ability to ingest data sources and to apply the data quality and validation for telco type sources. >>But one of the reasons this is fast to market is because throughout those 10 or 12 opcos that we've done with Cloudera, where we have already built models, so models for CCN, for air for, for most mediation systems. So there's not going to be a type of, uh, input that we haven't already seen are very rarely. So that actually speeds up deployment very quickly. Then a player does the transformation, the, uh, the metrics, continuous learning, we call it continuous decisioning, uh, API access. Uh, we, uh, you know, for, for faster response, we use distributed cash. I'm not going to go too deeply in there, but the layer and the business semantics layer again, are, are sitting top of the Cloudera data platform. You see the cough, but flu, uh, Q1 on the right as well. >>And all of that, we're calling the fabric. So the fabric is Cloudera data platform and the cloud and flair and all of this runs together. And by the way, there've been many, many, many, many hundreds of hours testing flare with Cloudera and, uh, and the whole process, the results, what are the results? Well, uh, there are, there are four I'm going to talk about, uh, we saw the one for the, it was called my pocket pocket, but it's a CDM type, uh, use case. Uh, the subscribers of that mobile operator were 14 million plus there was a use case for a 24 million plus a year on year revenue was 130%, uh, 32 million plus for 38%. These are, um, these are different CVM pipe, uh, use cases, as well as network use cases. And then there were 44%, uh, telco with 76 million subscribers. So I think that there are a lot more use cases that we could talk about, but, but in this case, this is the ones we're looking at again, 183%. This is something that we find consistently, and these figures come from our, uh, our actual end client. So how do we unlock the full potential of this? Well, I think to start is to arrange a meeting and, uh, it would be great to, to, uh, for you to reach out to me or to Anthony. Uh, we're working in conjunction on this and we can set up a, uh, we can set up a meeting and we can go through this initial meeting. And, uh, I think that's the very beginning. Uh, again, you can get additional information from Cloudera website and from the league of data website, Anthony, that's the story. Thank you. >>Oh, that's great. Jeremy, thank you so much. It's a, it's, it's wonderful to go deep. And I know that there are hundreds of use cases being deployed in MTN, um, but great to go deep on one. And like you said, it can, once you get that sort of architecture in place, you can do so many different things. The power of data is tremendous, but it's great to be able to see how you can, how you can track it end to end from collecting the data, processing it, understanding it, and then applying it in a commercial context and bringing actual revenue back into the business. So there is your ROI straightaway. Now you've got a platform that you can transform your business on. That's, that's, it's a tremendous story, Jimmy, and thank you for your partnership. So, um, that's, uh, that's, that's our story for today, like Jamie says, um, please do fleet, uh, feel free to reach out to us. Um, the, the website addresses are there and our contact details, and we'd be delighted to talk to you a little bit more about some of the other use cases, perhaps, um, and maybe about your own business and, uh, and how we might be able to make it, make it perform a little better.

>>Hi today, I'm going to talk about network analytics and what that means for, for telecommunications as we go forward. Um, thinking about, uh, 5g, what the impact that's likely to have on, on network analytics and the data requirement, not just to run the network and to understand the network a little bit better. Um, but also to, to inform the rest of the operation of the telecommunications business. Um, so as we think about where we are in terms of network analytics and what that is over the last 20 years, the telecommunications industry has evolved its management infrastructure, uh, to abstract away from some of the specific technologies in the network. So what do we mean by that? Well, uh, in the, in the initial, uh, telecommunications networks were designed, there were management systems that were built in, um, eventually fault management systems, uh, assurance systems, provisioning systems, and so on were abstracted away. >>So it didn't matter what network technology had, whether it was a Nokia technology or Erickson technology or Huawei technology or whatever it happened to be. You could just look at your fault management system, understand where false, what happened as we got into the last sort of 10, 15 years or so. Telecommunication service providers become became more sophisticated in terms of their approach to data analytics and specifically network analytics, and started asking questions about why and what if in relation to their network performance and network behavior. And so network analytics as a, as a bit of an independent function was born and over time, more and more data began to get loaded into the network analytics function. So today just about every carrier in the world has a network analytics function that deals with vast quantities of data in big data environments that are now being migrated to the cloud. >>As all telecommunications carriers are migrating as many it workloads as possible, um, to the cloud. So what are the things that are happening as we migrate to the cloud that drive, uh, uh, enhancements in use cases and enhancements and scale, uh, in telecommunications network analytics? Well, 5g is the big thing, right? So 5g, uh, it's not just another G in that sense. I mean, in some cases, in some senses, it is 5g means greater bandwidth, lower latency and all those good things. So, you know, we can watch YouTube videos with less interference and, and less sluggish bandwidth and so on and so forth. But 5g is really about the enterprise and enterprise services. Transformation, 5g is more secure, kind of a network, but 5g is also a more pervasive network 5g, a fundamentally different network topology than previous generations. So there's going to be more masts and that means that you can have more pervasive connectivity. >>Uh, so things like IOT and edge applications, autonomous cars, smart cities, these kinds of things, um, are all much better served because you've got more masks that of course means that you're going to have a lot more data as well. And we'll get to that. The second piece is immersive digital services. So with more masks, with more connectivity, with lower latency with higher man, the potential, uh, is, is, is, is immense for services innovation. And we don't know what those services are going to be. We know that technologies like augmented reality, virtual reality, things like this have great potential. Um, but we, we have yet to see where those commercial applications are going to be, but the innovation and the innovation potential for 5g is phenomenal. Um, it certainly means that we're going to have a lot more, uh, edge devices, um, uh, and that again is going to lead to an increase in the amount of data that we have available. >>And then the idea of pervasive connectivity when it comes to smart, smart cities, uh, autonomous, autonomous currents, um, uh, integrated traffic management systems, um, all of this kind of stuff, those of those kind of smart environments thrive where you've got this kind of pervasive connectivity, this persistent, uh, connection to the network. Um, again, that's going to drive, um, um, uh, more innovation. And again, because you've got these new connected devices, you're going to get even more data. So this rise, this exponential rise in data is really what's driving the change in, in network analytics. And there are four major vectors that are driving this increase in data in terms of both volume and in terms of speed. So the first is more physical elements. So we said already that 5g networks are going to have a different apology. 5g networks will have more devices, more and more masks. >>Um, and so with more physical elements in the network, you're going to get more physical data coming off those physical networks. And so that needs to be aggregated and collected and managed and stored and analyzed and understood when, so that we can, um, have a better understanding as to why things happened the way they do, why the network behaves in which they do in, in, in, in ways that it does and why devices that are connected to the network. And ultimately of course, consumers, whether they be enterprises or retail customers, um, behave in the way they do in relation to their interaction within our edge nodes and devices, we're going to have a, uh, an explosion in terms of the number of devices. We've already seen IOT devices with your different kinds of trackers and, uh, and, and sensors that are hanging off the edge of the network, whether it's to make buildings smarter car smarter, or people smarter, um, in, in terms of having the, the, the measurements and the connectivity and all that sort of stuff. >>So the numbers of devices on the agent beyond the age, um, are going to be phenomenal. One of the things that we've been trying to with as an industry over the last few years is where does the telco network end, and where does the enterprise, or even the consumer network begin. You used to be very clear that, you know, the telco network ended at the router. Um, but now it's not, it's not that clear anymore because in the enterprise space, particularly with virtualized networking, which we're going to talk about in a second, um, you start to see end to end network services being deployed. Um, uh, and so are they being those services in some instances are being managed by the service provider themselves, and in some cases by the enterprise client, um, again, the line between where the telco network ends and where the enterprise or the consumer network begins, uh, is not clear. >>Uh, so, so those edge, the, the, the proliferation of devices at the age, um, uh, in terms of, um, you know, what those devices are, what the data yield is and what the policies are, their need to govern those devices, um, in terms of security and privacy, things like that, um, that's all going to be really, really important virtualized services. We just touched on that briefly. One of the big, big trends that's happening right now is not just the shift of it operations onto the cloud, but the shift of the network onto the cloud, the virtualization of network infrastructure, and that has two major impacts. First of all, it means that you've got the agility and all of the scale, um, uh, benefits that you get from migrating workloads to the cloud, the elasticity and the growth and all that sort of stuff. But arguably more importantly for the telco, it means that with a virtualized network infrastructure, you can offer entire networks to enterprise clients. >>So if you're selling to a government department, for example, is looking to stand up a system for certification of, of, you know, export certification, something like that. Um, you can not just sell them the connectivity, but you can sell them the networking and the infrastructure in order to serve that entire end to end application. You could sentence, you could offer them in theory, an entire end-to-end communications network, um, and with 5g network slicing, they can even have their own little piece of the 5g bandwidth that's been allocated against the carrier, um, uh, and, and have a complete end to end environment. So the kinds of services that can be offered by telcos, um, given virtualize network infrastructure, uh, are, are many and varied. And it's a, it's a, it's a, um, uh, an outstanding opportunity. But what it also means is that the number of network elements virtualized in this case is also exploding. >>That means the amount of data that we're getting on, uh, informing us as to how those network elements are behaving, how they're performing, um, uh, is, is, is going to go up as well. And then finally, AI complexity. So on the demand side, um, while historically, uh, um, network analytics, big data, uh, has been, has been driven by, um, returns in terms of data monetization, uh, whether that's through cost avoidance, um, or service assurance, uh, or even revenue generation through data monetization and things like that. AI is transforming telecommunications and every other industry, the potential for autonomous operations, uh, is extremely attractive. And so understanding how the end-to-end telecommunication service delivering delivery infrastructure works, uh, is essential, uh, as a training ground for AI models that can help to automate a huge amount of telecommunications operating, um, processes. So the AI demand for data is just going through the roof. >>And so all of these things combined to mean big data is getting explosive. It is absolutely going through the roof. So that's a huge thing that's happening. So as telecommunications companies around the world are looking at their network analytics infrastructure, which was initially designed for service insurance primarily, um, and how they migrate that to the cloud. These things are impacting on those decisions because you're not just looking at migrating a workload to operate in the cloud that used to work in the, in the data center. Now you're looking at, um, uh, migrating a workload, but also expanding the use cases in that work and bear in mind, many of those, those are going to need to remain on prem. So they'll need to be within a private cloud or at best a hybrid cloud environment in order to satisfy a regulatory jurisdictional requirements. So let's talk about an example. >>So LGU plus is a Finastra fantastic service provider in Korea. Um, huge growth in that business over the last, uh, over the last 10, 15 years or so. Um, and obviously most people will be familiar with LG, the electronics brand, maybe less so with, uh, with LG plus, but they've been doing phenomenal work. And we're the first, uh, business in the world who launch commercial 5g in 2019. And so a huge milestone that they achieved. And at the same time they deploy the network real-time analytics platform or in rep, uh, from a combination of Cloudera and our partner calmer. Now, um, there were a number of things that were driving, uh, the requirement for it, for the, for the analytics platform at the time. Um, clearly the 5g launch was that was the big thing that they had in mind, but there were other things that re so within the 5g launch, um, uh, they were looking for, for visibility of services, um, and service assurance and service quality. >>So, you know, what services have been launched? How are they being taken up? What are the issues that are arising, where are the faults happening? Um, where are the problems? Because clearly when you launch a new service, but then you want to understand and be on top of the issues as they arise. Um, so that was really, really important. The second piece was, and, you know, this is not a new story to any telco in the world, right. But there are silos in operation. Uh, and so, um, taking advantage of, um, or eliminating redundancies through the process, um, of, of digital transformation, it was really important. And so particular, the two silos between wired and the wireless sides of the business come together so that there would be an integrated network management system, um, for, uh, for LGU plus, as they rolled out 5g. So eliminating redundancy and driving cost savings through the, the integration of the silos is really, really important. >>And that's a process and the people thing every bit, as much as it is a systems and a data thing. So, um, another big driver and the fourth one, you know, we've talked a little bit about some of these things, right? 5g brings huge opportunity for enterprise services, innovation. So industry 4.0 digital experience, these kinds of use cases, um, are very important in the south Korean marketing and in the, um, in the business of LGU plus. And so, uh, um, looking at AI and how can you apply AI to network management? Uh, again, there's a number of use cases, really, really exciting use cases that have gone live now, um, in LG plus since, uh, since we did this initial deployment and they're making fantastic strides there, um, big data analytics for users across LGU plus, right? So it's not just for, um, uh, it's not just for the immediate application of 5g or the support or the 5g network. >>Um, but also for other data analysts and data scientists across the LGU plus business network analytics, while primarily it's primary it's primary use case is around network management, um, LGU plus, or, or network analytics, um, has applications across the entire business, right? So, um, you know, for customer churn or next best offer for understanding customer experience and customer behavior really important there for digital advertising, for product innovation, all sorts of different use cases and departments within the business needed access to this information. So collaboration sharing across the network, the real-time network analytics platform, um, it was very important. And then finally, as I mentioned, LG group is much bigger than just LG plus it's because the electronics and other pieces, and they had launched a major group wide digital transformation program in 2019, and still being a part of that was, well, some of them, the problems that they were looking to address. >>Um, so first of all, the integration of wired and wireless data service data sources, and so getting your assurance data sources, your network, data sources, uh, and so on integrated with is really, really important scale was massive for them. Um, you know, they're talking about billions of transactions in under a minute, uh, being processed, um, and hundreds of terabytes per day. So, uh, you know, phenomenal scale, uh, that needed to be available out of the box as it were, um, real time indicators and alarms. And there was lots of KPIs and thresholds set that, you know, w to make, make it to meet certain criteria, certain standards, um, customer specific, real time analysis of 5g, particularly for the launch root cause analysis, an AI based prediction on service, uh, anomalies and service service issues was, was, was a core use case. Um, as I talked about already the provision of service of data services across the organization, and then support for 5g, uh, served the business service, uh, impact, uh, was extremely important. >>So it's not just understand well, you know, that you have an outage in a particular network element, but what is the impact on the business of LGU plus, but also what is the impact on the business of the customer, uh, from an outage or an anomaly or a problem on, on, on the network. So being able to answer those kinds of questions really, really important, too. And as I said, between Cloudera and Kamarck, uh, uh, and LGU plus, uh, really themselves an intrinsic part of the solution, um, uh, this is, this is what we, we ended up building. So a big complicated architecture space. I really don't want to go into too much detail here. Um, uh, you can see these things for yourself, but let me skip through it really quickly. So, first of all, the key data sources, um, you have all of your wireless network information, other data sources. >>This is really important because sometimes you kind of skip over this. There are other systems that are in place like the enterprise data warehouse that needed to be integrated as well, southbound and northbound interfaces. So we get our data from the network and so on, um, and network management applications through file interfaces. CAFCA no fire important technologies. And also the RDBMS systems that, uh, you know, like the enterprise data warehouse that we're able to feed that into the system. And then northbound, um, you know, we spoke already about me making network analytics services available across the enterprise. Um, so, uh, you know, uh, having both the file and the API interface available, um, for other systems and other consumers across the enterprise is very important. Um, lots of stuff going on then in the platform itself to petabytes and persistent storage, um, Cloudera HDFS, 300 nodes for the, the raw data storage, um, uh, and then, uh, could do for real time storage for real-time indicator analysis, alarm generation, um, uh, and other real time, um, processes. >>Uh, so there, that was the, the core of the solution, uh, spark processes for ETL key quality indicators and alarming, um, and also a bunch of work done around, um, data preparation, data generation for transferal to, to third party systems, um, through the northbound interfaces, um, uh, Impala, API queries, um, for real-time systems, uh, there on the right hand side, and then, um, a whole bunch of clustering classification, prediction jobs, um, through the, uh, the, the, the, the ML processes, the machine learning processes, uh, again, another key use case, and we've done a bunch of work on that. And, um, I encourage you to have a look at the Cloudera website for more detail on some of the work that we did here. Um, so this is some pretty cool stuff. Um, and then finally, just the upstream services, some of these there's lots more than, than, than simply these ones, but service assurance is really, really important. So SQM cm and SED grade. So the service quality management customer experience, autonomous controllers, uh, really, really important consumers of, of the, of the real-time analytics platform, uh, and your conventional service assurance, um, functions like faulted performance management. Uh, these things are as much consumers of the information and the network analytics platform as they are providers of data to the network, uh, analytics >>Platform. >>Um, so some of the specific use cases, uh, that, uh, have been, have been stood up and that are delivering value to this day and lots of more episodes, but these are just three that we pulled out. Um, so first of all, um, uh, sort of specific monitoring and customer quality analysis, Karen response. So again, growing from the initial 5g launch and then broadening into broader services, um, understanding where there are the, where there are issues so that when people complaining, when people have an issue, um, that, um, uh, that we can answer the, the concerns of the client, um, in a substantive way, um, uh, AI functions around root cause analysis or understanding why things went wrong when they went wrong. Um, uh, and also making recommendations as to how to avoid those occurrences in the future. Uh, so we know what preventative measures can be taken. Um, and then finally the, uh, the collaboration function across LGU plus extremely important and continues to be important to this day where data is shared throughout the enterprise, through the API Lira through file interfaces and other things, and through interface integrations with, uh, with upstream systems. >>So, um, that's kind of the, the, uh, real quick run through of LGU plus the numbers are just stave staggering. Um, you know, we've seen, uh, upwards of a billion transactions in under 40 seconds being, um, uh, being tested. Um, and, and we've gone beyond those thresholds now, already, um, and we're started and, and, and, and this isn't just a theoretical sort of a benchmarking test or something like that. We're seeing these kinds of volumes of data and not too far down the track. So, um, with those things that I mentioned earlier with the proliferation of, of, um, of network infrastructure, uh, in the 5g context with virtualized elements, with all of these other bits and pieces are driving massive volumes of data towards the, uh, the, the, the network analytics platform. So phenomenal scale. Um, this is just one example we work with, with service providers all over the world is over 80% of the top 100 telecommunication service providers run on Cloudera. >>They use Cloudera in the network, and we're seeing those customers, all migrating legacy cloud platforms now onto CDP onto the Cloudera data platform. Um, they're increasing the, the, the jobs that they do. So it's not just warehousing, not just ingestion ETL, and moving into things like machine learning. Um, and also looking at new data sources from places like NWTF the network data analytics function in 5g, or the management and orchestration layer in, in software defined networks, network, function, virtualization. So, you know, new use cases coming in all the time, new data sources coming in all the time growth in, in, in, in the application scope from, as we say, from edge to AI. Um, and so it's, it's really exciting to see how the, the, the, the footprint is growing and how, uh, the applications in telecommunications are really making a difference in, in facilitating, um, network transformation. And that's covering that. That's me covered for today. I hope you found that helpful, um, by all means, please reach out, uh, there's a couple of links here. You can follow me on Twitter. You can connect to the telecommunications page, reach out to me directly at Cloudera. I'd love to answer your questions, um, uh, and, uh, and talk to you about how big data is transforming networks, uh, and how network transformation is, is accelerating telcos, uh, throughout >>Jamie Sharath with Liga data, I'm primarily on the delivery side of the house, but I also support our new business teams. I'd like to spend a minute really just kind of telling you about the legal data, where basically a Silicon valley startup, uh, started in 2014, and, uh, our lead iron, our executive team, basically where the data officers at Yahoo before this, uh, we provide managed data services, and we provide products that are focused on telcos. So we have some experience in non telco industry, but our focus for the last seven years or so is specifically on telco. So again, something over 200 employees, we have a global presence in north America, middle east Africa, Asia, and Europe. And we have folks in all of those places, uh, I'd like to call your attention to the, uh, the middle really of the screen there. So here is where we have done some partnership with Cloudera. >>So if you look at that and you can see we're in Holland and Jamaica, and then a lot to throughout Africa as well. Now, the data fabric is the product that we're talking about. And the data fabric is basically a big data type of data warehouse with a lot of additional functionality involved. The data fabric is comprised of, uh, some something called a flare, which we'll talk about in a minute below there, and then the Cloudera data platform underneath. So this is how we're partnering together. We, uh, we, we have this tool and it's, uh, it's functioning and delivering in something over 10 up. So flare now, flare is a piece of that legal data IP. The rest is there. And what flare does is that basically pulls in data, integrates it to an event streaming platform. It's, uh, it is the engine behind the data fabric. >>Uh, it's also a decisioning platform. So in real time, we're able to pull in data. We're able to run analytics on it, and we're able to alert are, do whatever is needed in a real-time basis. Of course, a lot of clients at this point are still sending data in batch. So it handles that as well, but we call that a CA picture Sanchez. Now Sacho is a very interesting app. It's an AI analytics app for executives. What it is is it runs on your mobile phone. It ties into your data. Now this could be the data fabric, but it couldn't be a standalone product. And basically it allows you to ask, you know, human type questions to say, how are my gross ads last week? How are they comparing against same time last week before that? And even the same time 60 days ago. So as an executive or as an analyst, I can pull it up and I can look at it instantly in a meeting or anywhere else without having to think about queries or anything like that. >>So that's pretty much for us at legal data, not really to set the context of where we are. So this is a traditional telco environments. So you see the systems of record, you see the cloud, you see OSS and BSS data. So one of the things that the next step above which calls we call the system of intelligence of the data fabric does, is it mergers that BSS and OSS data. So the longer we have any silos or anything that's separated, it's all coming into one area to allow business, to go in or allow data scientists go in and do that. So if you look at the bottom line, excuse me, of the, uh, of the system of intelligence, you can see that flare is the tools that pulls in the data. So it provides even streaming capabilities. It preserves entity states, so that you can go back and look at it state at any time. >>It does stream analytics that is as the data is coming in, it can perform analytics on it. And it also allows real-time decisioning. So that's something that, uh, that's something that business users can go in and create a system of, uh, if them's, it looks very much like the graph database, where you can create a product that will allow the user to be notified if a certain condition happens. So for instance, a bundle, so a real-time offer or user is succinct to run out of is ongoing, and an offer can be sent to him right on the fly. And that's set up by the business user as opposed to programmers, uh, data infrastructure. So the fabric has really three areas. That data is persistent, obviously there's the data lake. So the data lake stores that level of granularity that is very deep years and years of history, data, scientists like that, uh, and, uh, you know, for a historical record keeping and requirements from the government, that data would be stored there. >>Then there's also something we call the business semantics layer and the business semantics layer contains something over 650 specific telco KPIs. These are initially from PM forum, but they also are included in, uh, various, uh, uh, mobile operators that we've delivered at. And we've, we've grown that. So that's there for business data lake is there for data scientists, analytical stores, uh, they can be used for many different reasons. There are a lot of times RDBMS is, are still there. So these, this, this basically platform, this cloud they're a platform can tie into analytical data stores as well via flair access and reporting. So graphic visualizations, API APIs are a very key part of it. A third-party query tools, any kind of grid tools can be used. And those are the, of course, the, uh, the ones that are highly optimized and allow, you know, search of billions of records. >>And then if you look at the top, it's the systems of engagement, then you might vote this use cases. So teleco reporting, hundreds of KPIs that are, that are generated for users, segmentation, basically micro to macro segmentation, segmentation will play a key role in a use case. We talked about in a minute monetization. So this helps teleco providers monetize their specific data, but monetize it in. Okay, how to, how do they make money off of it, but also how might you leverage this data to engage with another client? So for instance, in some where it's allowed a DPI is used, and the fabric tracks exactly where each person goes each, uh, we call it a subscriber, goes within his, uh, um, uh, internet browsing on the, on the four or 5g. And, uh, the, all that data is stored. Uh, whereas you can tell a lot of things where the segment, the profile that's being used and, you know, what are they propensity to buy? Do they spend a lot of time on the Coca-Cola page? There are buyers out there that find that information very valuable, and then there's signs of, and we spoke briefly about Sanchez before that sits on top of the fabric or it's it's alone. >>So, so the story really that we want to tell is, is one, this is, this is one case out of it. This is a CVM type of case. So there was a mobile operator out there that was really offering, you know, packages, whether it's a bundle or whether it's a particular tool to subscribers, they, they were offering kind of an abroad approach that it was not very focused. It was not depending on the segments that were created around the profiling earlier, uh, the subscriber usage was somewhat dated and this was causing a lot of those. A lot of those offers to be just basically not taken and, and not, not, uh, audited. Uh, there was limited segmentation capabilities really before the, uh, before the, uh, fabric came in. Now, one of the key things about the fabric is when you start building segments, you can build that history. >>So all of that data stored in the data lake can be used in terms of segmentation. So what did we do about that? The, the, the envy and, oh, the challenge this, uh, we basically put the data fabric in and the data fabric was running Cloudera data platform and that, uh, and that's how we team up. Uh, we facilitated the ability to personalize campaign. So what that means is, uh, the segments that were built and that user fell within that segment, we knew exactly what his behavior most likely was. So those recommendations, those offers could be created then, and we enable this in real time. So real-time ability to even go out to the CRM system and gather further information about that. All of these tools, again, we're running on top of the Cloudera data platform, uh, what was the outcome? Willie, uh, outcome was that there was a much more precise offer given to the client that is, that was accepted, no increase in cross sell and upsell subscriber retention. >>Uh, our clients came back to us and pointed out that, uh, it was 183% year on year revenue increase. Uh, so this is a, this is probably one of the key use cases. Now, one thing to really mention is there are hundreds and hundreds of use cases running on the fabric. And I would even say thousands. A lot of those have been migrated. So when the fabric is deployed, when they bring the Cloudera and the legal data solution in there's generally a legacy system that has many use cases. So many of those were, were migrated virtually all of them in pen, on put on the cloud. Uh, another issue is that new use cases are enabled again. So when you get this level of granularity and when you have campaigns that can now base their offers on years of history, as opposed to 30 days of history, the campaigns campaign management response systems, uh, are, are, uh, are enabled quite a bit to do all, uh, to be precise in their offers. Okay. >>Okay. So this is a technical slide. Uh, one of the things that we normally do when we're, when we're out there talking to folks, is we talk and give an overview and that last little while, and then we give a deep technical dive on all aspects of it. So sometimes that deep dive can go a couple of hours. I'm going to do this slide and a couple of minutes. So if you look at it, you can see over on the left, this is the, uh, the sources of the data. And they go through this tool called flare that runs on the cloud. They're a data platform, uh, that can either be via cues or real-time cues, or it can be via a landing zone, or it can be a data extraction. You can take a look at the data quality that's there. So those are built in one of the things that flare does is it has out of the box ability to ingest data sources and to apply the data quality and validation for telco type sources. >>But one of the reasons this is fast to market is because throughout those 10 or 12, uh, opcos that we've done with Cloudera, where we have already built models, so models for CCN, for air for, for most mediation systems. So there's not going to be a type of, uh, input that we haven't already seen are very rarely. So that actually speeds up deployment very quickly. Then a player does the transformations, the, uh, the metrics, continuous learning, we call it continuous decisioning, uh, API access. Uh, we, uh, you know, for, for faster response, we use distributed cash. I'm not going to go too deeply in there, but the layer in the business semantics layer again, are, are sitting on top of the Cloudera data platform. You see the Kafka CLU, uh, Q1, the right as well. >>And all of that, we're calling the fabric. So the fabric is Cloudera data platform and the cloud and flair and all of this runs together. And, and by the way, there've been many, many, many, many hundreds of hours testing flare with Cloudera and, uh, and the whole process, the results, what are the results? Well, uh, there are, there are four I'm going to talk about, uh, we saw the one for the, it was called my pocket pocket, but it's a CDM type, a use case. Uh, the subscribers of that mobile operator were 14 million plus there was a use case for 24 million plus that a year on year revenue was 130%, uh, 32 million plus for 38%. These are, um, these are different CVM pipe, uh, use cases, as well as network use cases. And then there were 44%, uh, telco with 76 million subscribers. So I think that there are a lot more use cases that we could talk about, but, but in this case, this is the ones we're looking at, uh, again, 183%. This is something that we find consistently. And these figures come from our, uh, our actual end client. How do we unlock the full potential of this? Well, I think to start is to arrange a meeting and, uh, it would be great to, to, uh, for you to reach out to me or to Anthony. Uh, we're working at the junction on this, and we can set up a, uh, we can set up a meeting and we can go through this initial meeting. And, uh, I think that's the very beginning. Uh, again, you can get additional information from Cloudera website and from the league of data website, Anthony, that's the story. Thank you. >>No, that's great. Jeremy, thank you so much. It's a, it's, it's wonderful to go deep. And I know that there are hundreds of use cases being deployed in MTN, um, but great to go deep on one. And like you said, it can, once you get that sort of architecture in place, you can do so many different things. The power of data is tremendous, but it's great to be able to see how you can, how you can track it end to end from collecting the data, processing it, understanding it, and then applying it in a commercial context and bringing actual revenue back into the business. So there is your ROI straight away. Now you've got a platform that you can transform your business on. That's, that's, it's a tremendous story, Jamie, and thank you for your part. Sure. Um, that's a, that's, that's our story for today. Like Jamie says, um, please do flee, uh, feel free to reach out to us. Um, the, the website addresses are there and our contact details, and we'd be delighted to talk to you a little bit more about some of the other use cases, perhaps, um, and maybe about your own business and, uh, and how we might be able to make it, make it perform a little better. So thank you.

la from Las Vegas it's the cube covering AWS reinvent 2019 brought to you by Amazon Web Services and in care along with its ecosystem partners hey welcome back everyone cubes live coverage of eight of us reinvent 2019 this is the cube seventh year covering Amazon reinvent it's their eighth year of the conference and want to just shout out to Intel for their sponsorship for these two amazing sets without their support we would be able to bring our mission of great content to you I'm John Force to many men we're here with the chief of AWS the chief executive officer Andy chassis tech athlete and himself three our keynotes welcome to the cube again great to see you great to be here thanks for having me guys congratulations on a great show a lot of great buzz thank you a lot of good stuff your keynote was phenomenal you get right into you giddy up right into as you say three hours 30 announcements you guys do a lot but what I liked the new addition in the last year and this year is the band house man yeah they're pretty good they hit the Queen note so that keeps it balanced so we're going to work on getting a band for the cube awesome so if I have to ask you what's your walk-up song what would it be there's so many choices depends what kind of mood I'm in but maybe times like these by the Foo Fighters these are unusual times right now Foo Fighters playing at the Amazon intersect show they are Gandy well congratulations on the intersect you got a lot going on intersect is the music festival I'll get that in a second but I think the big news for me is two things obviously we had a one-on-one exclusive interview and you laid out essentially what looks like was gonna be your keynote it was transformation key for the practice I'm glad to practice use me anytime yeah and I like to appreciate the comments on Jedi on the record that was great but I think the transformation story is a very real one but the NFL news you guys just announced to me was so much fun and relevant you had the Commissioner of NFL on stage with you talking about a strategic partnership that is as top-down aggressive goals you could get yeah I have Roger Goodell fly to a tech conference to sit with you and then bring his team talk about the deal well you know we've been partners with the NFL for a while with the next-gen stats are they using all their telecasts and one of the things I really like about Roger is that he's very curious and very interested in technology in the first couple times I spoke with him he asked me so many questions about ways the NFL might be able to use the cloud and digital transformation to transform their various experiences and he's always said if you have a creative idea or something you think that could change the world for us just call me is it or text me or email me and I'll call you back within 24 hours and so we've spent the better part of the last year talking about a lot of really interesting strategic ways that they can evolve their experience both for fans as well as their players and the player health and safe safety initiative it's so important in sports and particularly important with the NFL given the nature of the sport and they've always had a focus on it but what you can do with computer vision and machine learning algorithms and then building a digital athlete which is really like a digital twin of each athlete so you understand what does it look like when they're healthy what and compare that when it looks like they may not be healthy and be able to simulate all kinds of different combinations of player hits and angles and different plays so that you can try to predict injuries and predict the right equipment you need before there's a problem can be really transformational so it was super excited about it did you guys come up with the idea it was the collaboration between there's really a collaboration I mean they look they are very focused on player's safety and health and it's it's a big deal for their you know they have two main constituents that the players and fans and they care deeply about the players and it's a it's a hard problem in a sport like football but you watch it yeah I gotta say it does point out the use cases of what you guys are promoting heavily at the show here of the stage maker studio which is a big part of your keynote where they have all this data right and they're dated hoarders they've the hoard data but they're the manual process of going through the data it was a killer problem this is consistent with a lot of the enterprises that are out there they have more data than they even know so this seems to be a big part of the strategy how do you get the customers to actually a wake up to the fact that they got data and how do you tie that together I think in almost every company they know they have a lot of data and there are always pockets of people who want to do something with it but when you're gonna make these really big leaps forward these transformations so things like Volkswagen is doing with they're reinventing their factories in their manufacturing process or the NFL where they're gonna radically transform how they do players health and safety it starts top-down and if they if the senior leader isn't convicted about wanting to take that leap forward and trying something different and organizing the data differently and organizing the team differently and using machine learning and getting help from us and building algorithms and building some muscle inside the company it just doesn't happen because it's not in the normal machinery of what most companies do and so it all wait almost always starts top-down sometimes it can be the commissioner or the CEO sometimes it can be the CIO but it has to be senior level conviction or it does get off the ground and the business model impact has to be real for NFL they know concussions hurting their youth pipelining this is a huge issue for them is their business model they they lose even more players to lower extremity injuries and so just the notion of trying to be able to predict injuries and you know the impact it can have on rules the impact it can have on the equipment they use it's a huge game changer when they look at the next 10 to 20 years all right love geeking out on the NFL but no more do you know off camera a 10 man is here defeated season so everybody's a Patriots fan now it's fascinating to watch you and your three-hour keynote Vernor in his you know architectural discussion really showed how AWS is really extending its reach you know it's not just a place for a few years people have been talking about you know cloud as an operation operational model it's not a destination or a location but I felt that really was laid out is you talked about breadth and depth and Verna really talked about you know architectural differentiation people talk about cloud but there are very there are a lot of differences between the vision for where things are going help us understand and why I mean Amazon's vision is still a bit different from what other people talk about where this whole cloud expansion journey but put over what tagger label you want on it but you know the control plane and the technology that you're building and where you see that going well I think that we've talked about this a couple times we we have two macro types of customers we have those that really want to get at the load level building blocks and stitch them together creatively and however they see fit to create whatever is in there in their heads and then we have this second segment of customers who say look I'm willing to give up some of that flexibility in exchange for getting 80% of the way they're much faster in an abstraction that's different from those low level building blocks in both segments of builders we want to serve and serve well and so we built very significant offerings in both areas I think when you look at micro services you know some of it has to do with the fact that we have this very strongly held belief born out of several years at Amazon where you know the first seven or eight years of Amazon's consumer business we basically jumbled together all of the parts of our technology and moving really quickly and when we wanted to move quickly where you had to impact multiple internal development teams it was so long because it was this big ball this big monolithic piece and we got religion about that and trying to move faster in the consumer business and having to tease those pieces apart and it really was a lot of the impetus behind conceiving AWS where it was these low-level very flexible building blocks that don't try and make all the decisions for customers they get to make them themselves and some of the micro services that you saw Verner talking about just you know for instance what we what we did with nitro or even what we do with firecracker those are very much about us relentlessly working to continue to to tease apart the different components and even things that look like low-level building blocks over time you build more and more features and all of a sudden you realize they have a lot of things that are they were combined together that you wished weren't that slowed you down and so nitro was a completely reimagining of our hypervisor and virtualization layer to allow us both to let customers have better performance but also to let us move faster and have a better security story for our customers I got to ask you the question around transformation because I think it all points to that all the data points you got all the references goldman-sachs on stage at the keynote Cerner and the healthcare just an amazing example because I mean this demonstrating real value there there's no excuse I talked to someone who wouldn't be named last night and then around the area said the CIA has a cost bar like this cost up on a budget like this but the demand for mission based apps is going up exponentially so there's need for the cloud and so seeing more and more of that what is your top-down aggressive goals to fill that solution base because you're also very transformational thinker what is your what is your aggressive top-down goals for your organization because you're serving a market with trillions of dollars of span that's shifting that's on the table a lot of competition now sees it too they're gonna go after it but at the end of the day you have customers that have that demand for things apps yeah and not a lot of budget increase at the same time this is a huge dynamic what's your goals you know I think that at a high level are top-down aggressive goals so that we want every single customer who uses our platform to have an outstanding customer experience and we want that outstanding customer experience in part is that their operational performance and their security are outstanding but also that it allows them to build and it build projects and initiatives that change their customer experience and allow them to be a sustainable successful business over a long period of time and then we also really want to be the technology infrastructure platform under all the applications that people build and they were realistic we know that that you know the market segments we address with infrastructure software hardware and data center services globally are trillions of dollars in the long term it won't only be us but we have that goal of wanting to serve every application and that requires not just the security operational performance but also a lot of functionality a lot of capability we have by far the most amount of capability out there and yet I would tell you we have three to five years of items on our roadmap that customers want us to add and that's just what we know today well and any underneath the covers you've been going through some transformation when we talked a couple years ago about how serverless is impacting things I've heard that that's actually in many ways glue behind the two pizza teams to work between organizations talk about how the internal transformations are happening how that impacts your discussions with customers that are going through that transformation well I mean there's a lot of a lot of the technology we build comes from things that we're doing ourselves you know and that we're learning ourselves it's kind of how we started thinking about microservices serverless - we saw the need we know we would have we would build all these functions that when some kind of object came into an object store we would spin up compute all those tasks would take like three or four hundred milliseconds then we spin it back down and yet we'd have to keep a cluster up in multiple availability zones because we needed that fault tolerance and it was we just said this is wasteful and that's part of how we came up with lambda and that you know when we were thinking about lambda people understandably said well if we build lambda and we build the serverless event-driven computing a lot of people who are keeping clusters of instances aren't going to use them anymore it's going to lead to less absolute revenue for us but we we have learned this lesson over the last 20 years at Amazon which is if it's something it's good for customers you're much better off cannibalizing yourself and doing the right thing for customers and being part of shaping something and I think if you look at the history of Technology you always build things and people say well that's gonna cannibalize this and people are gonna spend less money what really ends up happening is they spend spend less money per unit of compute but it allows them to do so much more that the ultimately long-term end up being you know more significant customers I mean you are like beating the drum all the time customers what they say we implement the roadmap I got that you guys have that playbook down that's been really successful for you yeah two years ago you told me machine learning was really important to you because your customers told what's the next tranche of importance for customers what's on top of mine now as you look at this reinvent kind of coming to a close replays tonight you had conversations your your tech a fleet you're running around doing speeches talking to customers what's that next hill from from my fist machine learning today there's so much I mean that's not it's not a soup question you know I think we're still in this in the very early days of machine learning it's not like most companies have mastered yet even though they're using it much more than they did in the past but you know I think machine learning for sure I think the edge for sure I think that we're optimistic about quantum computing even though I think it'll be a few years before it's really broadly useful we're very enthusiastic about robotics I think the amount of functions are going to be done by these robotic applications are much more expansive than people realize it doesn't mean humans won't have jobs they're just going to work on things that are more value-added I thought we're believers in augmented and virtual reality we're big believers and what's going to happen with voice and I'm also I think sometimes people get bored you know I think you're even bored with machine learning maybe already but yet people get bored with the things you've heard about but I think just what we've done with the chips you know in terms of giving people 40% better price performance in the latest generation of x86 processors it's pretty unbelievable and the difference in what people are going to be able to do or just look at big data I mean big date we haven't gotten through big data where people have totally solved it the amount of data that companies want to store process and analyze is exponentially larger than it was a few years ago and it will I think exponentially increase again in the next few years you need different tools the service I think we're not we're not for with machine learning we're excited to get started because we have all this data from the video and you guys got sage maker yeah we call it a stairway to machine learning heaven we start with the data move up what now guys are very sophisticated with what you do with technology and machine learning and there's so much I mean we're just kind of again in this early innings and I think that it was soaked before sage maker was so hard for everyday developers and data scientists to build models but the combination of sage maker and what's happened with thousands of companies standardizing on it the last two years Plus now sage maker studio giant leap forward we hope to use the data to transform our experience with our audience and we're on Amazon Cloud I really appreciate that and appreciate your support if we're with Amazon and Instant get that machine learning going a little faster for us a big that'll be better if you have requests so any I'm you talked about that you've got the customers that are builders and the customers that need simplification traditionally when you get into the you know the heart of the majority of adoption of something you really need to simplify that environment but when I think about the successful enterprise of the future they need to be builders yeah so has the model flipped if you know I normally would said enterprise want to pay for solutions because they don't have the skill set but if they're gonna succeed in this new economy they need to go through that transformation that yeah so I mean are we in just a total new era when we look back will this be different than some of these previous waves it's a it's a really good question Stu and I I don't think there's a simple answer to it I think that a lot of enterprises in some ways I think wish that they could just skip the low level building blocks and and only operate at that higher level abstraction it's why people were so excited by things like sage maker or code guru or Kendra or contact lens these are all services that allow them to just send us data and then run it on our models and get back the answers but I think one of the big trends that we see with enterprises is that they are taking more and more of their development in-house and they are wanting to operate more and more like startups I think that they admire what companies like Airbnb and Pinterest and slack and and you know Robin Hood and a whole bunch of those companies stripe have done and so when you know I think you go through these phases and errors where there are waves of success at different companies and then others want to follow that success and and replicate and so we see more and more enterprises saying we need to take back a lot of that development in-house and as they do that and as they add more developers those developers in most cases like to deal with the building blocks and they have a lot of ideas on how they can create us to creatively stitch them together on that point I want to just quickly ask you on Amazon versus other clouds because you made a comment to me in our interview about how hard it is to provide a service that to other people and it's hard to have a service that you're using yourself and turn that around and the most quoted line in my story was the compression algorithm there's no compression outliving for experience which to me is the diseconomies of scale for taking shortcuts yeah and so I think this is a really interesting point just add some color comments or I think this is a fundamental difference between AWS and others because you guys have a trajectory over the years of serving at scale customers wherever they are whatever they want to do now you got micro services it's even more complex that's hard yeah how about that I think there are a few elements to that notion of there's no compression algorithm I think the first thing to know about AWS which is different is we just come from a different heritage in a different background we sweep ran a business for a long time that was our sole business that was a consumer retail business that was very low margin and so we had to operate a very large scale given how many people were using us but also we had to run infrastructure services deep in the stack compute storage and database in reliable scalable data centers at very low costs and margins and so when you look at our our business it actually today I mean it's it's a higher margin business in our retail business the lower margin business and software companies but at real scale it's a it's a high-volume relatively low margin business and the way that you have to operate to be successful with those businesses and the things you have to think about and that DNA come from the type of operators that we have to be in our consumer retail business and there's nobody else in our space that does that you know the way that we think about cost the way we think about innovation and the data center and and I also think the way that we operate services and how long we've been operating services of the company it's a very different mindset than operating package software then you look at when you think about some of the issues and very large scale cloud you can't learn some of those lessons until you get two different elbows of the curve and scale and so what I was telling you is it's really different to run your own platform for your own users where you get to tell them exactly how it's going to be done but that's nothing really the way the real world works I mean we have millions of external customers who use us from every imaginable country and location whenever they want without any warning for lots of different use cases and they have lots of design patterns and we don't get to tell them what to do and so operating a cloud like that at a scale that's several times larger the next few providers combined is a very different endeavor and a very different operating rigor well you got to keep raising the bar you guys do a great job really impress again another tsunami of announcements in fact you had to spill the beans early with quantum the day before the event tight schedule I gotta ask you about the music festival because I think there's a really cool innovation it's the inaugural intersex conference yeah it's not part of replay which is the concert tonight right it's a whole new thing big music act you're a big music buff your daughter's an artist why did you do this what's the purpose what's your goal yeah it's an experiment I think that what's happened is that reinvent has gotten so big with 65,000 people here that to do the party which we do every year it's like a thirty five forty thousand person concert now which means you have to have a location that has multiple stages and you know we thought about it last year when we were watching it and we said we're kind of throwing like a four hour music festival right now there's multiple stages and it's quite expensive to set up that set for our partying we said well maybe we don't have to spend all that money for four hours in the rip it apart because actually the rent to keep those locations for another two days is much smaller than the cost of actually building multiple stages and so we we would try it this year we're very passionate about music as a business and I think we are I think our customers feel like we throw in a pretty good music party the last few years and we thought we were trying at a larger scale as an experiment and if you look at the economics the headliners real quick the Foo Fighters are headlining on Saturday night Anderson Park and the free Nashville free Nationals Brandi Carlile Shawn Mullins Willie Porter it's a good set Friday night it's back in Kacey Musgraves so it's it's a really great set of about 30 artists and we're hopeful that if we can build a great experience that people want to attend that we can do it it's scale and it might be something that you know both pays for itself and maybe helps pay for reinvent to overtime and you know I think that we're also thinking about it as not just a music concert and festival the reason we named it intersect is that we want an intersection of music genres and people and ethnicities and age groups and art and Technology all there together and this will be the first year we try it it's an experiment and we're really excited about I'm gone congratulations all your success and I want to thank you we've been seven years here at reinvent we've been documenting the history two sets now once-dead upstairs so appreciate a cube is part of reinvent you know you guys really are a part of the event and we really appreciate your coming here and I know people appreciate the content you create as well and we just launched cube 365 on Amazon Marketplace built on AWS so thanks for letting us cool build on the platform appreciate it thanks for having me guys Jesse the CEO of AWS here inside the cube it's our seventh year covering and documenting they're just the thunderous innovation that Amazon is doing they're really doing amazing work building out the new technologies here in the cloud computing world I'm John Force too many men be right back with more after this short break [Music]

>> from our studios in the heart of Silicon Valley, Palo Alto, California It is a cute conversation >> run. Welcome to this cube conversation here in Palo Alto, California. I have remote. Sarah Varney is the chief marketing officer Tulio Company. We've covered for many, many years one of the most successful A p I now public company. Um, Sarah, welcome to the Cube competition. Good to see you remotely. You're in San Francisco? Were in Palo Alto. Um, thanks for coming on. >> Yeah, thanks so much for having me. >> So you guys have been really a powerhouse company? Twilio. We've been following the rise and success. It just seems just success that the success of success go public stock keeps growing. Big acquisition would send grid for $2,000,000,000 in October. We covered that, but really kind of reading the tea leaves and connecting the dots. It's really the continued evolution of Cloud sas, where AP eyes are becoming Maur and Maur the lingua franca for the next generation way. That's coming, but is going into a whole nother direction. You guys are a big part of that. You're the chief marketing officer. It's >> a hard >> story to tell because it's it's kind of under the hood nerdy, but it's also really big business benefits. So as the c m o. How do you get your arms around that you've been in the business for a while? Take him in to explain the strategy around how you're handling. That's Willie. Oh, Marketing. >> Sure, Yeah. I mean, I do. I agree that, uh, you know, Tulio is >> very much an ingredient brand, but at the same time, everyone is interacting with with in some cheaper form, probably every day, whether or not they realize it or not. If you're getting an appointment reminder from your >> dentist's confirming an appointment, that's probably Tulio behind the scenes, >> if you are communicating with your uber driver to say that you are headed outside that is normally powered by Coolio technology. So even though it might be, ah, technology that exists lower in the stack and something you might not physically see, it is very much something that people everywhere getting every day and you know our goal really is to Leo is to make sure that we're helping companies across the globe from all different types of industries, of all shapes and sizes. to bridge the communication gap with their customers. You know, every day there's a new channel to keep up to speed with. There's a new way that people are customers that are demanding Thio be communicated with. And we want companies to be out in front of that s O that you know, they can connect with their customers on any channel, if that's what's up. If that's SMS. If that's voice, if that's even fax, we want to make that ah possibility. >> I love the Positioning Cloud Communications Company. That's kind of what you guys Air Corps, because you're bringing it all together. And I think you know, the mobile Revolution, starting with the iPhone and 2007. You look at that as a seminal moment and you say OK, mobile device. It's a phone, It's a computer. It's got applications on it. This is a device that's unique to the rest of the infrastructure, but developers and your programming on it, and those things all integrate together. That's where a lot of people kind of saw that for the first time. Then you add cloud to it. Amazon, Microsoft and Google, the top three Amazon dominating really kind of brings a P. I focus even more to make these service's. These Web service is go to a whole nother level on dhe. That's the big wave that we're seeing. I'd >> love to get >> your thoughts and you worked at salesforce dot com, which really pioneered sass. And they were the first real cloud company before you started to see Amazon really cloud infrastructure to service. So Platforms asserts and suffers of service evolve. You were there early. You had a lot of experience working with AP Exchange APP stores early on its sales force. How does that compare to now? What is the trajectory and how does it all connect? >> Yeah, I mean, I think that when I, you know my joke is always that when I started on the APP exchange, its sales force, the Apple App store didn't even exist. So the explosion of mobile devices was just we weren't even. We weren't even there quite yet, and I was working with Iess V's Thio to help them. I think about how they could launch big businesses in the cloud on, I think at that point people were were rotating hard away from the world of on premise, which required a ton of investment of a hardware perspective and service's perspective, and in the process of that, rotated very almost overcorrected towards package solutions. And I think over the last few years what we've seen and something that Tulio is definitely behind and you could see in the vision of our product roadmap he's coming back to the middle, where you have the benefits of the cloud, the speed, the ability to stand something out very quickly. But you also have unlimited customization ability, and you can really put that Theobald ity to build palette for applications that bring the best of different solutions in different applications through a p. I's in the hands of of your developers. Sorry. Go ahead. >> I think that's a great point. I want to just double down on that for a second and ask you how you guys are seeing the developer traction on this because one of the core things that were been reporting over the past couple years this year in particular is the rise of things like Kubernetes Cloud native, where developers now have a seamless way to program the infrastructure, the hard stuff. So you're seeing a faster development cycle for those application developers. Is that where the customization piece comes in? Is that where you guys see that connection point? And what does that mean for customers? >> Yeah, I mean, I think that's part of it. But at a higher level, we really want to empower developers. You create a custom connected journey across >> all different parts of how our customers interacting with the brand. You know, >> if you think about I. I had a recent incident with an airline that will remain nameless, but I I left my laptop on a plane in to get that laptop back. Took multiple calls. Thio the customer service desk. I was bounced around to a bunch of different people. The tracking of that computer was a near impossible. At one point, it traveled from New Jersey, Thio Ireland. You know, there was just so many different points of that journey where there was disconnection and I began to lose trust in this the ability of this customer service department, uh, you know, this This company had an A P I based approach. They could bring all of the data from these different systems from there. >> Your pee from their serum, you know, from their shipping vendor all in one place. And I wouldn't have had that that experience with that particular airline. >> So if you see a P Eyes is a data connector model, really, connecting data sets together fast and easy. >> Ideo. I think it's a way I think developers love working in AP eyes because they can bring all the they can pick the best of breed solutions and bring over that data into one customer united customer experience so that your customer doesn't have >> to do that heavy lifting. It's all there for them. >> You know, one of the things you see from companies like Salesforce pioneering the early days of Assassin Cloud. I mean, even Andy jassy it Amazon many times, and he always uses the expression that they use the Amazon cold you got. You have to be misunderstood for a long time. If you want to be a leader in an emerging Newmarket. You guys that twilio kind of have done that and continue to surpass expectations because you've been kind of skating to where the puck is now, which is the cloud Native Wave. Third party applications, Coyote security all kind of come together for developers. So as a company that's been different and been disruptive as the c m o. >> How do you >> take that? Uh, that that vision in Montreat the next level as you market the solution because you are kind of different. You are not new per se, but you're a new way to create value for customers. How do you go out and tell that story with some of the marketing things that you do? Um, take that twilio to the next level. >> I mean, I personally, in >> my experience, I think, uh, the easiest marking jobs are the ones where you have amazing customer stories and there is no shortage of amazing innovation and our customer base on. And, you know, I think if you think about the companies that are making the news, if that's lift, if that's, you know, cos like Airbnb, they're not. If you think about their business, they're not inventing something. Brando. The Hoover didn't invent the taxi, uh, air being beaten and then a hotel room. But they invented a new way to consume their product to communicate around their product. And, you know, I think it's very easy to show the power of Tulio and how we've evolved through some of these these customer stories. And it's not just the kind of Silicon Valley fast growing, you know, start ups that we're all familiar with here, just just living and being located in the region. But, you know, we're starting to see this more and more in the enterprise as well. Ah, and people really hardest in communication to make sure that that they themselves are not disrupted. >> Yeah, of course. We love that. The enterprise high we've been doing for 10 years now. Everyone talks enterprise because the confidence of consumer ization of I t. Is happening. It's the lines are blurring. Share some customers successors because I think this is a great, great example of just great marketing that the customers do the talking for you. You always got to do this thing. You know the standard operational things and have some a text back and all that good stuff. But at the end of the day, when you have your customer sharing their success, that's really the ultimate testimonial. So share some cool examples of notable customers, if you can. >> Yeah, well, look I mean, we have a wide range, I'll tell you. Three Medtronic, one of the largest medical device companies in the world. They provide a solution for Type one diabetes. They provide a pump that is constantly monitoring the glucose levels in someone's blood. What they've done with Julio's. Now they're layering on messaging capability. So if someone's glucose levels all to a level that's unsafe, they could be messaged. And you know, this is not just for the patient. But if you think of a young child who suffers from Type one diabetes, this could be a very stressful situation for their parents and their caregiving team. And now that team can constantly be in the loop, and they don't have to worry if they are at work and wondering, you know how they're chai that was doing at school. Or, you know, if they're on the soccer field and concerned about you know how, uh, their condition could be affected by them. Participating in that sport s so completely different from your more, um uh, straight down the middle startup that we see here in the Valley. >> So basically, messaging is to keep value. It's not so much a tech thing. It's more of a the outcome. It's a critical service piece toe. Have those kind of real time communications? >> Yes, absolutely. Because, I mean, if you think about >> it monitoring your your, uh, glucose levels, that's not a new phenomenon. People have been doing that for years, but layering on communications on top of this has brought a real time element Thio monitoring this, uh, this condition and has liberated people with this condition so that, you know, they can get back to the things that they've always going to do without having to worry about. You know, the state of their health. It's gone. >> It's like infrastructure is code for devil up you guys air for communications. You make it easy to do that for things like that. Talk about the impact of scale over the years because now you know, we're seeing the data tsunami happen Every day I ot devices air coming on. Everything's got. Ah, a sensor on it. You got doorbells. You got everything out there now has got an I P address and connected in that could potentially be a messaging unit of of data. This is just getting massive. How you guys see scale? And how do you guys getting around the next wave on that piece? >> Yeah. I mean, I think one of the >> huge benefits in working with polio is our super network. So we're constantly maintaining relationships with all the key carriers across the globe to make sure that we can get deliver our to our customers the best routes. And so that means also that they can stand up business virtually anywhere across the globe, a cz, their entry in new markets and coyote. This is especially true for anyone who is in the eye ot space. If you think about the dock Ellis category, companies like lime, uh, who are, you know, delivering rental bike service is where and you know, a market where market share just grabbing as much market share is possible. It seems to be the name of the game. They're able to partner with Julio in bed sim cards and all of their bicycles, and now be able to you track all of those all of those bicycles across the globe as well as scooters. Ah, and then take that information, uh, figure out how customers are engaging with their product and ultimately build a better solution. Long term, >> real time messaging will never go away as values. I see just like data. So it's gonna get faster and larger amounts of messaging making sense of it. Do. The heavy lifting is great story. You guys done a great job. Thanks for coming on and sharing your perspective. Get the plug in for twilio real quick. What's new with the company employees out? See the public companies? You really can't talk about futures, but what's on your plate? What's on the horizon for Tulio? What's the update? >> Yeah, I mean, the company is >> growing extremely quickly. We're really excited about the context, but center market especially. We launched our flex contact center Solution, uh, was made generally available just this past October. On a CZ you've mentioned we're super excited to welcome sing grid into the family of products you know, really, round out our full set communication in the eyes of people communicate with their customers in any way possible. And I would be, uh, it would be a crime for me, not to mention our user conference coming up this August August 6th and seventh at Mosconi West and that's called Signal s O. I highly encourage you to attend. It's a great opportunity to hear from experts in the communications space and also our customers. >> Well, we love the name signal. Extracting the signal from the noise was our original kind of tag line. Really appreciate it. And with all those customers, must be a hard challenge to have a cup conference, doing the keynote selections and figuring out what to do. What you're gonna have breakout sessions. Just get a little more detail on the event. You're gonna see the stage and customer story's going to break out sections. What's the format for the event? >> Yeah, so it's It's a two day, um, session. At most witty West. We have a number of breakouts. We have hands on training, which we call super class. We have, uh, keynotes. Last year we had an interactive performance with the band. OK, go. Uh, we had the creators of Westworld onstage. Geoff Lawson, our CEO, always kicked the Hoff ER, and it's just a great, exciting two days on, and we also this year, given that were hosting it during the summer time frame, we have ah camp experience for your children. And if you're looking to combine it with a summer vacation so we're super excited about signal, it's, uh, it's, Ah, two of my favorite days of the year from, Ah, Giulio perspective. And I'd love for everyone to come join us. >> We got a great customer success over the years, and great names congratulate Sarah. Thanks for been the time here in the Cube. I'm John Furry here in Palo Alto. Ceremony the chief marketing officer with Julio in San Francisco via remote. Thanks for watching this cute conversation.

brought to you by Red Hat well welcome back everyone this two cubes exclusive coverage here in San Francisco California for Red Hat summit 20:18 I'm John Ferreira co-host of the cube with my analyst co-host this week John Troy year co-founder of The Reckoning advisory services and our next guest is Arvind Krishna who's the senior vice president of hybrid cloud at IBM Reese and director of IBM Research welcome back to the cube good to see you hey John and John Wade you guys just kick it confuse get to John's here great to have you on because you guys are doing some deals with Red Hat obviously the leader at open source you guys are one of them as well contributing to Linux it's well documented the IBM has three books on your role relationship to Linux so yeah check check but you guys are doing a lot of work with cloud in a way that you know frankly is very specific to IBM but also has a large industry impact not like the classic cloud so I want to get who tie the knot here and put that together so first I got to ask you take a minute to talk about why you're here with red hat what's the update with IBM with Red Hat yeah great John thanks and thanks for giving me the time I'm going to talk about it in two steps one I'm going to talk about a few common Tenace between IBM and Red Hat and then I'll go from there to the specific news so for the context we both believe in Linux I think that's easy to state we both believe in containers I think that's the next thing to state and we'll come back and talk about containers because this is a world containers are linked to Linux containers are linked to these technologies called kubernetes containers are linked to how you make workloads portable across many different environments both private and public then I go on from there to say and we both believe in hybrid hybrid meaning that people want the ability to run their workload wherever they want beat on a private cloud beat on a public cloud and do it without having to rewrite everything as you go across okay so let's just average those are the market needs so then you come back and say an IBM as a great portfolio of middleware names like WebSphere and db2 and I can go on and on and rather has a great footprint of Linux in the enterprise so now you say we got the market need of hybrid we got these two things which between them of tens of millions maybe hundreds of millions of endpoints how do you make that need get fulfilled by this and that's what we just announced here so we announced that IBM middleware will run containerized on RedHat containers on Red Hat Enterprise Linux in addition we said IBM cloud private which is the ability to bring all of the IBM middleware in a sort of a cloud friendly form right you click and you install it keeps itself up it doesn't go down it's elastic in a set of technologies we call IBM cloud private running in turn on Red Hat open shift container service on Red Hat Linux so now for the first time if you say I want private I want public I want to go here I want to go there you have a complete certified stack that is complete I think I can say we are unique in the industry and giving you this this and this is where this is kind of where the fruit comes on the tree off the tree for you guys you know we've been good following you guys for years you know every where's the cloud strategy and first well it's not like you don't have a cloud strategy you have cloud products right so you have to deliver the goods you've got the system replays the market need we all knows the hybrid cloud multi-cloud choice cetera et cetera right you take Red Hat's footprint your capabilities your combined install base is foundational right so and nothing needs to change there's no lifting shift there's no rip and replace you can it's out there it's foundational now on top of it is where the action is that's what we're that's what were you kind of getting at right that's correct so so we can go into somebody there running let's say a massive online banking application or the running a reservation system is using technologies from Asus using Linux underneath and today it's all a bunch of piece parts you have a huge complex stuff it's all hard wired and rigidly nailed down to the floor in a few places and I can say hey I'll take the application I don't have to rewrite the application I can containerize it I can put it here and that same app now begins to work but in a way that's a lot more fluid in elastic well by the way I want to do a bit more work I want to expose a bit of it up as micro-services I want search Samia you can go do that you want to fully make it microservices enable to be able to make it as little components and digestible you can do that so you can take it in sort of bite-sized chunks and go from one to the other at the pace that you want and that's game-changing yeah that's what I really like about this announcement it really brings the best of breed together right you did you know there's a lot of talk about containers and legacy and we you know we've been talking about what goes where and do you have to break everything up like you were just saying but the the announcement today you know WebSphere the this the you know a battle-tested huge enterprise scale component db2 those things containerized and also in a framework like with IBM we either with IBM Microsoft things or others right that's um that's a huge endorsement for open shipped as a platform absolutely it is and look we would be remiss if we didn't talk a little bit I mean we use the word containers and containers a lot yes you're right containers is a really really important technology but what containers enable is much more than prior attempts such as vm's and all have done containers really allow you to say hey I saw the security problem I solved the patching problem the restart problem all those problems that lie around the operations of a typical enterprise can get solved with containers VM sold a lot about isolating the infrastructure but they didn't solve as John was saying the top half of the stack and that's I think the huge power here yeah I want to just double click on that because I think the containers thing is instrument because you know first of all being in the media and loving what we do we're kind of a new kind of media company but traditional media has been throwing IBM under the bus and saying oh you know old guard and all these things but here's the thing you don't have to change anything you could containers you can essentially wrap it up and then bring a micro-services architecture into it so you can actually leverage at cloud scale so what interests me is is that you can move instantly value proposition wise pre-existing market cloud if I if you will with operational capabilities and this is where I like the cloud private so I want to kind of go with the ever second if I have a need to take what I have an IBM when it's WebSphere now I got developers I got installed base I'd have to put a migration plan away I containerize it thank you very much I do some cloud native stuff but I want to make it private my use case is very specific maybe it's confidential maybe it's like a government region whatever I can create a cloud operations is that right I can cloud apply it and run it absolutely correct so when you look at about private to go down that path we said well private allows you to run on your private infrastructure but I want all these abilities you just described John I want to be able to do micro services I want to be able to scale up and down I want to be able to say operations happen automatically so it gives you all that but in the private without having to go all the way to the public so if you cared a lot about you're in a regulated industry because you went down government or confidential data or you say this data is so sensitive I don't really I'm not going to take the risk of it being anywhere else it absolutely gives you that ability to go do that and and that is what we brought to our private to the market for and then you combine it with open shift and now you get the powers of both together so you guys essentially have brought to the table the years of effort with bluemix all that good stuff going on you can bring any he'd actually run this in any industry vertical pretty much right absolutely so if you look at what what the past has been for the entire industry it has been a lot about constructing a public cloud not just to us but us and our competition and a public cloud has certain capabilities and it has certain elasticity it has a global footprint but it does not have a footprint that's in every zip code or in every town or in every city that song ought to happen to the public cloud so we say it's a hybrid world meaning that you're going to run some bulk loads on a public cloud and like to run some bulk loads on a private and I'd like to have the ability that I don't have to pre decide which is where and that is what the containers the micro services the open ship that combination all gives you to say you don't need to pre decide you fucker you rewrite the workload on to this and then you can decide where it runs well I was having this conversation with some folks at and recent Amazon Web Services conference to say well if you go to cloud operations then the on-prem is essentially the edge it's not necessary then the definition of on-premise really doesn't even exist so if you have cloud operations in a way what is the data center then it's just a connected tissue that's right it's the infrastructure which you set up and then at that point the software manages the data center as opposed to anything else and that's kind of being the goal that we are all being wanted it sounds like this is visibility into IBM's essentially execution plan from day one we've been seeing in connecting the dots having the ability to take either pre-existing resources foundational things like red hat or whatnot in the enterprise not throwing it away building on top of it and having a new operating model with software with elastic scale horizontally scalable synchronous all those good things enabling micro search with kubernetes and containers now for the first time I could roll out new software development life cycles in a cloud native environment without foregoing legacy infrastructure and investment absolutely and one more element and if you want to insert some public cloud services into the environment beat in private or in public you can go do that for example you want to insert a couple of AI services into your middle of your application you can go do that so the environment allows you to do what he described and these additions we're talking about people for a second though the the titles that we haven't mentioned CIO you know business leader business unit leaders how are they looking at the digital transformation and business transformation in your client base as you go out and talk to us so let's take a hypothetical back and every bank today is looking about at simple questions how do i improve my customer experience and everyone in this a customer experience really do mean digital customer experience to make it very tangible and what they mean by that is how I get my end customer engaged with me through an app the apps probably on a device like this some smartphone we won't say what it is and and so how do you do that and so they say well well you were to check your balance you obviously want to maybe look at your credit card you want to do all those things the same things we do today so that application exists there is not much point in rewriting it you might do the UI up but it's an app that exists then you say but I also want to give you information that's useful to you in the context of what you're doing I want to say you can get a 10 second not a not a 30-day load but a ten-second law I want to make it offer to you in the middle of you browsing credit cards all those are new customer this thinks are hot where do you construct those apps how do you mix and match it how do you use all the capabilities along with the data you got to go do that and what we are trying to now say here is a platform that you can go all that do all that on right to that complete lifecycle you mentioned the development lifecycle but I got to add to the the data lifecycle as well as here is the versioning here are my area models all those things built in into one platform and scales are huge the new competitive advantage you guys are enabling that so I got to ask you on the question on on multi cloud I'll see as people start building out the cloud on pram and with public cloud the things you're laying out I can see that going on for a while a lot of work being done there we seeing that wiki bond had a true private cloud before I thought was truly telling a lot of growth they're still not going away public cloud certainly has grown the numbers are clear however the word multi clouds being kicked around I think it's more of a future state obviously but people have multiple clouds will have relationships with multiple clouds no one's gonna have one Klaus not a winner-take-all game winner take most but you're gonna have multiple clouds what does multi-cloud mean to you guys in your architecture because is that moving workloads in real time based upon spot pricing indexes or is that just co-locating on clouds and saying I got this SAP on that cloud that app on that cloud control plane did these are architectural questions it's the thing hell is multi cloud so these are today and then there is a tomorrow and then there is a long future state right so let's take today let's check IBM we're on Salesforce we're on service now we're on workday we're on SuccessFactors well all these are different clouds we run our own public cloud we run our own private cloud and we have traditional data center and we might have some of the other clouds also through apps that we bought that we don't even know okay so let's just toss I think every one of our clients is like this so multi cloud is here today I begin with that first simple statement and I need to connect the data and it comes connect when things go away the next step I think people nobody's gonna have only one even public cloud I think the big public clouds most people are gonna have to if not more that's today and tomorrow your channel partners have clouds by the way your global s lies all have clouds there's a cloud for crying out loud right so then you go into the aspirational state and that may be the one he said where people do spot pricing but even if I stay back from spot pricing and completely dynamic and of worrying about network and I'm worrying about video reach I just back up on to but I may decide it I have this app I run it on private well but I don't have all the infrastructures I want to bust it today and I've very robust it to I got to decide which public and how do I go there and that's a problem of today and we're doing that and that is why I think multi-cloud is here now not some pointed problem the problem statement there is latency managing you know service level agreements between clouds and so on and so forth governance where does my data go because there may be regulate regulate through reasons to decide where the data can flow and all the great point about the cloud I never thought about that way it's a good good illustration I would also say that I see the same argument of database world not everyone has db2 that everyone has Oracle number one has databases are everywhere you have databases part of IOT devices now so like no one makes a decision on the database similar was proud you're seeing a similar dynamic it's the glue layer that to me interest me as you how do you bring them together so holistically looking at the 20 mile stare in the future what is the integration strategy long term if you look at a distributed system or an operating system there has to be an architectural guiding principle for absolute integration you know well that's 30 years now in the making so we can say networking everybody had their own networking standards and the let's say the 80s though it probably goes back to the 70s right yeah an SN a tcp/ip you had NetBIOS TechNet deck that go on and on and in the end is tcp/ip that one out as the glue others by the way survived but in pockets and then tcp/ip was the glue then you can fast forward 15 years beyond that an HTTP became the glue we call that the internet then you can fast forward you can say now how to make applications portable and I would turn around and tell you that containers on linux with kubernetes as orchestration is that glue layer now in order to make it so just like in tcp/ip it wasn't enough to say tcp/ip you needed routing tables you needed DNS you needed name repositories you needed all those things similarly you need all those here I've called those catalogs and automation so that's the glue layer that makes all of this work this is important I love this conversation because I've been ranting on this in the queue for years you're nailed it a new stack is development DNS this is olden Internet infrastructure cloud infrastructure at the global scale is seeing things like Network effect okay we see blockchain in token economics like databases multiple database on structured data a new plethora of new things are happening that are building on top of say HTTP correct and this is the new opportunity this is the new the new platform which is emerging and it's going to enable businesses to operate you said at scale to be very digital to be very nimble application life cycles are not always going to be months they're gonna come down to days and this is what gets enabled so I want you to give your opinion personal or IBM or whatever perspective because I think you nailed the glue layer on cue and a stalker and these this new glue layer that and you made reference system things like HTTP and TCP which changed the industry landscape wealth creation new up new new brands emerged companies we've never heard of emerged out of this and we're all using them today we expect a new set of brands are gonna emerge new technologies and emerge in your expert opinion how gigantic is this swarm of new innovation gonna be just because you've seen many ways before in your view your mind's eye what are you expecting wouldn't share your your insight into how big of a shift and wave is this is going to be and add some color to that I think that if I take a take a shorter and then a longer term view in the short term I think that we said that this is on the order of 100 billion dollars that's not just our estimate I think even Gartner estimated about the same number that'll be the amount of opportunity for new technologies in what we've been describing and that is I think short term if I go longer term I think as much as 1/2 but at least 1/4 of the complete ID market is going to shift onto these technologies so then the winners are those that make the shift and then bye-bye clusion the losers of those who don't make this shift faster Afghan and stop the market moves that's that's he was interesting we used to like look at certain segments going back years oh this companies reap platform Ising we platforming they're their operative lift and shift and all this stuff what you're talking about here is so game-changing because the industries Reap lat forming that's a company that's it's an industry that's right any and I think the the the Internet era of 1995 to put that point it's perhaps the easiest analogy to what is happening not the not the emergence of cloud not the emergence of all that I think that was small steps what we're talking about now is back to the 1995 statement every vertical is upgrading their stack across the board from e-commerce to whatever that's right it's completely modernizing correct around cloud what we call digital transformation in a sense yes what not a big fan of the word but I lied I understand what you mean great insight our thanks for coming on the Kuban Sharon because we even get to some of the other good stuff but IBM and Red Hat doing some great stuff obviously foundational I mean Red Hat Tier one first-class citizen in every single enterprise and software environment you know now saw open source runs the world you guys you guys are no stranger to Linux being the first billion dollar investment going back so you guys have a heritage there so congratulations on the relationships that go around about ninety nine nine yeah and and I love the strategy hybrid cloud here at IBM and right at this the cube bring you all the action here in San Francisco I'm John for John Troy you're more live covers stay with us here in the cube Willie right back

>> Announcer: Live from Las Vegas. It's the Cube, covering Dell Technologies World 2018. Brought to you by Dell EMC and its ecosystem partners. >> Welcome back to Las Vegas, everybody. You're watching the Cube and our continuous coverage of Dell Technologies World. My name is Dave Vellante and I'm with my co-host, Stu Miniman. Marius Hass is here, he's the President and Chief Commercial Officer of Dell EMC. Great to see you again. >> Dave, great to see you and Stu, wonderful. >> You're lookin' good. Business is good. The commercial business is cranking. Particularly impressive in servers and networking but the whole business is just really booming. What's going on? >> We're very pleased with the progress that we're making and I think from, you look at it last year and the share gain that we'll be able to have in all the key lines of business. The transformation stories are real and enabling our customers to progress in the journeys that they're on into a digital transformation movement and to an IT transformation movement. A workforce transformation security transformation. Every one of our portfolio elements plays a role in that. And it's resonating well. We're doing, we're aligning our team members to best serve our customers. Our partner community has really stepped up and performed really well around the globe as well. So we see every region doing quite nicely. >> And just to clarify for our audience, the commercial businesses, not the top of the pyramid, it's sort of everything else. Maybe you could just quantify it. >> If you think about it, take the top 3,000 accounts around the globe, it's the top of the pyramid it's at. So everything below that, so you take all public sector, you take some federal, and then here in the US also, department of defense, we've got a big customer, NATO in Europe is an example. All commercial accounts, and then in addition to that, I also have the pleasure of hosting our channel program. So we wanted to make sure we had two amazing channel teams when we brought the company together. We wanted to have one channel team, one program, driving simplicity, driving a predictable engagement model, and obviously making it extremely profitable for our partners. So that was the objective and it's all starting to come together very nicely. >> So a channel obviously a critical component of your business. Maybe talk a little bit more about that. You brought in sort of EMC's channel piece, your channel piece. Those things evolve, I mean, every five years the whole channel business changes. The Cloud changed everything. So how have you dealt with that? How would you describe this state of your channel business? >> I think, let me start by, the first thing you want to make sure that you do is that you align every single one of your core assets, which is inclusive of our team members as well as our partner team members, towards how do we best cover the total TAM. It's a 3 1/2 billion, almost 3 1/2 trillion dollar addressable market, large account-based, well over 500,000 that we've got as named accounts around the globe. And then you can imagine all the other small, medium businesses as well. So first thing we did is ensure that we understood how do we best cover those accounts with our team members? And then how do you best augment with a complementary coverage model with our partners? And then, now that you have the ability to get more at-bats with more customers, then how do you make sure that you present the best possible plays or solutions that solve their key business problems? And being able to do all of that refining, all of that, takes a lot of time and effort. But once you've got those levers and pulling them right, you just start to see the progression and then the nice momentum that we for example see today. >> Marius, what are some of the key concerns that you're hearing from the consumer clients that you have? Is it the digital transformation that we heard in they keynote? How much is that pervasive across every company these days? >> Oh, there's no doubt, I think every customer in every industry is going through some transformation today. They're choosing Dell Technologies as a partner of choice for them. The first question is, help me assess where I am in that journey, and then how do I translate, or how do I intersect that journey with the right technology so that I can now move forward? And many a time, it starts with the conversation around, how do I become a digital company? How do I transform my applications into a native Cloud application-based model that can reside on any OS, on any Cloud, anywhere? You talked to Pat earlier today from VMware. Clearly a big push for what they're doing. That conversation is typically the first one we have. But then very quickly it translates also into well what other core infrastructure components that I need in order to be able modernize it, automate it, and then start to orchestrate service levels so that I've got the best optimized infrastructure to be able to deliver those applications and those services to my constituencies. >> So your relationship with clients since the integration has evolved. I mean when you think about Dell, the Dell brand, EMC's long-term relationships. VMware, and then the other business, RSA, Pivotal, Dell Financial Services. You bring a lot to the table. Maybe talk about how you use that as a competitive weapon. >> I think it's the ability that we have now to transform the business problem conversation into here's how you solve it with technology and here are all the components and solutions that we have. And we bring that together in a business problem solving manner. That's where, it's what we call the art of the possible. It's truly transformed the way we have a conversation with our customers. And truly puts us in a position of being a strategic partner of choice. >> And how about the cross selling, the cohort selling. How has that transpired? How much of a lift is that to your business? Maybe you could give us some color there. >> I'll give you a little bit of a sense. One of the things obviously we did during the integration planning when we still had to operate as two separate companies was, how can we dissect all the accounts that we have? How much of our, in every one of these accounts, how many of our lines of business have we sold into those accounts? So from a planning perspective, we were able to get ready for the cross sell enablement as soon as we became one company. That truly put us in a position where once the clock started ticking the teams went off and running. They knew exactly which accounts to go pursue. They knew exactly what solutions to be offering to the customers. And our team members came together very nicely. We compensated them to go bring together a single architecture strategy. So all of those pieces were all part of the planning cycle that once we were able to execute, people were running at it at a fast, fast pace. >> So that requires some leadership. We were sort of talking off camera about some of the complexities of bringing two large organizations together. EMC for years, belly-to-belly, those guys love account control. You've had your organization, and you were hit in a groove swing before the merger, so how did you address that cultural mix? >> Well I think what, the cultures were a lot more similar than people expected. I think, we've talked about this before where we put all of our cultural traits and asked every single one of our team members, I think it went out to 75,000 of our team members and said, rank these 27 cultural traits in order. And the top five were exactly the same and in exact same order. From both cultures, which was impressive. And the first thing was always about embrace the customer. So then when we then go through and said to our team members, okay, we're going to align by our customers. And then make sure that we've got an account exec, we've got a pre-sales team, we've got a specialty organization, that is all aligned towards how do we best serve this customer? And then make it a very scalable model. All of a sudden you see that engine started clicking. You start the team members starting to realize that we're going to win together, as long as we win the hearts and minds of our customers. And that was a truly a differentiator in the process. >> Marius, one of the themes in the keynote this morning Michael talked about the pace of change. I want you to address how the channel is dealing with this pace of change. Because I think about when conversion infrastructure first rolled out, as Cloud over the last 10 years has come out. It's been challenging for some of the channel to work their way through. Where they add value, where they make dollars. What are you seeing out there, and how are you helping the channel through their own transformation? >> So we're kicking off our global channel summit today, this afternoon. Joyce Mullen is our channel chief. She's going to have Michael on stage. Willie Scannell and myself will be there with her as well. You see over 60% of what we call our metal partners, so these are titanium and so forth, grew well into the double-digits with us. So these are the majority of our partners that have understood how to embrace a solution orientation with our full portfolio. They're selling more lines of business, we added and re-activated 54,000 customers just this past year alone. That's a big number. And so, what they're finding is, again, embracing the transformations, embracing the portfolio, and becoming a lot more relevant to the customer journey. And we've seen nothing but success so far. So we've been very, very happy. >> So you have to position yourself with a channel obviously as relevant, and then of course at the end of the day, they care about margin, they care about things like deal registration. How complicated was it to bring those two different systems together? And it seems like you've done it pretty quickly but. >> We've done a good job, and we had plenty of time to get ready for it too. >> Dave: Yeah. >> Now as systems go, you know that it's never perfect. Right, so there was still opportunities for us to improve the deal registration process. We got well over 70% of the inquiries coming in are getting approved right away. And then you've still got to work long tail of the 30%. And how do you try to do that in a frictionless manner as quickly as possible? We've got SLAs that we've deployed for every one of our partners, so they know exactly how long it'll take to get a deal reg done, and some instances it's automatic where they've got lined-up business encompassing for example. So trying to put as many rules into the process to make sure that we have a very efficient, effective engine. Now we're still in the process of consolidating all our quoting and config engines site. I think you're familiarized with the EMC engine was an SAP-based model, the Dell core engine is an Oracle-based model. Well, bringing those configurations engines together isn't something that you do overnight. So what can we do to mask some of that complexity to our partners? By giving them an SLA that truly enables them to compete effectively across the globe. And we get better, and better, and better at it. To the point that our partners are feeling, obviously able to grow, obviously be in a position to be extremely competitive with us. >> So I'm guessing you masked that with people in process, right? >> Some of that, yes, and we continue to invest significantly in our IT infrastructure to continue to improve that. >> Right, right, okay so, what's going on this show? You talked about the partner summit. What else should we know about? >> Well, obviously you heard Michael's keynote. He was signaling some of the new technology announcements that will be made tomorrow. Jeff Clarke is going to have an amazing keynote and he's going to launch a number of new products, new solutions, new updates. Basically across the whole portfolio. Pay close attention. >> Well, I'm glad you brought up Jeff Clarke because he's not been shy about talking about simplifying, I mean you've done very well despite the fact that storage business is not held up to expectations. So you got some upside there. Jeff has come in and said we're going to simplify this. And so that could potentially add fuel to the fire in the next 12 months. >> And he'll certainly help for sure. And it's all about how do we simplify? How do we streamline? How do we accelerate the pace of innovation? How do we create a more consistent management orchestration layer across all of our storage assets is an example. And he is marching down that path at a feverous pace. So we're extremely excited about all of the things that are going to really enable us in sales and make us to present an even better portfolio to our customers. But, look, in the fourth quarter we grew storage. We've seen that same momentum continuing in the first quarter. So we're feeling pretty bullish about where we're heading. And we're pretty bold in our communications to our channel partners. Say hey, this ought to be a refuse to lose it approach. We're number one in storage today. Our customers have voted to have us as part of their solution. So, let's make sure that we embrace 'em. Let's make sure we bring 'em the best technology possible. >> Marius, one of the things people on the outside often don't notice some of the big changes that happen inside a company. We remember back when you joined Dell, gone through the whole privatization, we've had this huge merger. How is Dell different today than it was when you joined just a few years back? >> Can you believe it? It's been six years ago. I think that's when we probably first met, right? And it's again the, the magnitude shift, and what this portfolio can now do for our customers. It's mind-boggling. It's just unimaginable six years ago. Yes, we had great technology on the client side. We were making great strides on the compute side. We were starting to make hay in the networking side. Starting to progress on the storage side. And we've just now completely changed the industry landscape. Where I don't have a conversation today with a customer where there isn't an opportunity that they want to engage with. Not a single customer says I'm not interested in working with Dell Technologies. It just doesn't exist. So I think the stat is 99% of our Fortune 500 customers are Dell customers. Dell Technologies' customers. >> Well, it's hard not to bump into Dell when you walk into an account. I mean it's virtually impossible in some way, shape, or form. >> Marius: That's a good thing right? >> That's true. >> Yes. >> When your customers, particularly in the commercial area, go home, and they write up their trip report, what are their takeaways? What do you want them to take away from this event? >> I'd say it's a place your bets on Dell Technologies. That's the right partner for you. It's going to move you and your company into being future-ready all the time. Michael's got the right vision of where this is going. He's got the right technology to do it. And we've got great team members to help you get there. >> Marius, you look great, you got a winning spring in your steps. >> Love it. >> So congratulations. I know there's a lot more to go. You're not done yet, and we'll be watching. So thanks so much coming-- >> There's always more to do. Dave, Stu, awesome. >> Great to see you again. All right, you're watching the Cube, the leader in live tech coverage, and we will be back, right after this short break. (upbeat music)

(uplifting music) >> Hi I'm Peter Burris, and welcome to another great CUBE conversation. We're here in our Palo Alto studios with Fortinet's Anthony Giandomenico, Anthony welcome. >> Welcome, it's great to be here. >> So or otherwise known as Tony G. So in theCUBE conversations Tony, we want to talk about interesting and relevant things. Well here's an interesting and relevant thing that just happened: Fortinet has put forward their quarterly Threats report. What is it? What's in it? >> Really, it's something we do on a quarterly basis, and it's really geared towards the IP security profession, so we go to from the CSO all the way down to the security operator. And what we're looking at is billions of events that are being observed in real time, you know production environments around the world and what we're hoping to do is look at different types of trends that are specific to application exploits, malware, and botnets and hopefully then provide some recommendations back to those IP security professionals. >> Now Tony, malware's been around for a while, some of the bots are a little bit new, but certainly there's some real new things that are on the horizon like IoT and we've heard recently that there's been some challenge with some of these IoT devices. Is it the threat getting more or less intense according to the report? >> Yeah, definitely it's getting more sophisticated, specifically with these IoT devices. What we're seeing as an example with the Reaper and Hajime, always had a hard time actually pronouncing that so I think it's "Hajime". They're actually starting to attack multiple vulnerabilities so instead of just going after one vulnerability, they have multiple vulnerabilities that is inside their malicious code, and then they have the ability to automate the exploitation of those vulnerabilities depending on what the IoT devices are. Now, they're also becoming a lot more resilient. And what I mean by that is some of the actual botnets like Hajime is able to communicate via P2P to each other. What they kind of creates is a decentralized command and control infrastructure. And then lastly, they're becoming much more agile as well, they have this Lua engine, which enables them to quickly update their code so, giving an example, let's say there's a new vulnerability out there. They can quickly swap out or add the additional exploit before that vulnerability, propagate that out to all of the IoT devices that are part of the botnet, and then they can swarm in on that new vulnerability. >> So Fortinet's Fortiguard Labs is one of the leading researchers in this area, especially internet, enterprise security. What is your recommendations that people do about the increasing intensity of the IoT threats? >> But I think we need to start, at least thinking about fighting these automation attacks or worm attacks with our own swarm-like defenses. And what I mean by that is having a seamless integration and automation across your entire security fabric. Now, there's a lot that actually kind of goes into that, but your technology controls need to start talking to each other, and then you can start automating and taking some action really based on whatever threat happens to be in your environment. Now, it's easier said than done, but if you can do that, you can start automating the continual resistance or resiliency of you being able to actually defend against those automated attack. >> So let's change gears a little bit. Willie Sutton, I think it was Willie Sutton, the famous bank robber was famous for saying, when someone asked him "Why do you rob banks?" he said "That's where the money is." >> All of the money (laughing) >> Crypto-jacking. What's going on with as BitCoin becomes a bigger feature of the whole landscape, what's happening with crypto-jackers, what is it, how does it work, why should we be concerned about it? >> Well definitely cryptocurrency is becoming more and more popular these days and the bad guys are definitely taking advantage of that. So when we talk about what is crypto-jacking, so it's really it's sharing, or secretly using, the CPU resources to be able to mine for cryptocurrencies. Now, traditionally you used to have to put some type of application on your machine to be able to mine for cryptocurrencies. Nowadays, all the bad guys really have to do is install a little java script in your browser and away they go. And the only way that you're going to know that your machine may be part of this mining, is it may become super slow and you may be savvy enough to say "Well, maybe look at the CPU." And you look at it and it's pegged at 100%. So that's one of the ways that you can determine that your computer is part of crypto mining. Now in the Q4 report what we've seen is a huge update in crypto mining malware, and it's interesting because it's very intertwined with the rise and fall of the BitCoin price. So as we saw the BitCoin price go up, the crypto mining malware went up, and as it actually dropped off so did the activity. The other thing that we actually ended up seeing is actually in the Darknet. There's a bit of a shift where the bad guys used to only accept payment in BitCoin. Now they're looking at accepting other forms of actual cryptocurrency and that also holds true for ransomware. So if you have an infected with ransomware, it's quite possible that they're going to demand that ransom in something other than BitCoin. >> Interesting, so, in fact we had a great previous group conversation with another really esteemed Fortinet guest, and we talked a little bit about this. So one of the prescriptions is businesses have to be careful about the degree to which they think about doing a lot of transactions in cryptocurrencies. But they probably want to have a little bit of reserves just in case. But what should a business do? What should someone do to mediate some of the challenges associated with crypto-jacking? >> Yeah, I think one of the first things, it's probably self-explanatory to most us that are actually in the cyber field, but having good user awareness training program that actually includes keeping up with the latest and greatest tactics, techniques, and the actual threats that the bad guys are doing out there. Now the other obvious thing would probably be just make sure that your security solutions are able to detect the crypto mining URLs and malware. And I would also say>> now I'm not condoning that you actually pay the ransom>> however, it's happened many times where they've paid, I think there were some companies that actually paid over a million dollars in BitCoin, it may actually be an option and if you have that in your incident response plan, and what you want to do sometimes>> and we've seen organizations actively go ahead and do this>> is they'll buy some BitCoin, kind of keep it on hand so if they do have to pay, it streamlines an entire process. Because ransomware, the actual ransom now, you may not be able to pay in BitCoin. You probably have to keep abreast of what are the actually trends in paying up for your ransom because you may have to have other cryptocurrencies on hand as well. >> So, make sure your security's up to date, then you can track these particular and specific resources that tend to do this, have a little bit on reserve, but make sure that you are also tracking which of the currencies are most being used. So, there are other exploits, as you said earlier. Now we see people when someone's not working by doing peer to peer type stuff. The bad guys are constantly innovative, some would argue that they're more inventive than the good guys because they got less risk to worry about. What other threats is the report starting to highlight, that people need to start thinking about? >> So in this Q4 report what we did is we added in the top exploit kit. And I think we'll probably continue to do that over the-- >> What's an exploit kit? >> Exploit kit is something, it's a very nice little kind of GUI that allows you to really just kind of point and click, has multiple exploits in there, and it's usually browser based so it's going to be able to compromise usually a vulnerability within the browser, or some of the actual browser plugins, things of that nature, and the one that we had in the Q4 report was the Sundown exploit kit. Now, it was interesting because we didn't necessarily see that one on the top, it might've been top of its game maybe 2014, 2015, but it actually rose in early December to actually kind of be number one for Q4. And it's unique because it does leverage steganography, meaning it's able to hide its malicious code or its harvested information inside image files. So we'll continue to track that, we don't know sure why it actually kind of rose up in the beginning of December but we'll just actually continue to track it on time. >> So you've already mentioned ransomware but let's return to it because that's at the top of people's minds, we pay lawyers when they come after us with sometimes what looks like ransom. But what is happening, what's the point in ransomware, what's the report on they like? >> Well, what you see is the actual growth and volume and sophistication has really been common amongst all the reports that we have actually put out to date, but not a lot has really changed. In Q4, what we did have Locky was the number one malware, or ransomware variant along with Global Imposter. Now, it's still the same delivery mechanisms, so you still got the social engineering, it's being delivered through fishing email, but then it's expanding out to let's say compromised websites, malvertising, as well as earlier on last year, we saw where it was being able to propagate from vulnerability to vulnerability so it had this worm-like spreading capability. That's all really been the same and not a lot has really sort of changed. The thing that has changed actually is the fact that they're up in the ante a little bit to be able to hopefully increase their chances of you actually falling for that actual scam, is they're making the subject of that scam a little bit more top-of-mind. As an example, the subject may be cryptocurrency because you're more likely to figure out what's going on there, you'll be more likely to download that file or click that link if the subject is something around cryptocurrency because it is top-of-mind today. >> Interestingly enough, I, this morning received an email saying, "You could win some free cryptocurrency." And I said "And you can go into the trash can." (Tony laughing) So what should people do about it? I just threw something away, but what should people generally do to protect their organization from things like ransomware? >> I do get that a lot, I get that question a lot. The first thing I say, if you're trying to protect against ransomware, you follow the same things that you were doing with some of the other threats because I don't think ransomware is that unique when it comes to the protection. The uniqueness is really an impact, because certain threats they'll actually go and steal data and whatnot but when's the last time you heard of a business going out of business or losing money because some data was stolen? Not very often, it seems to be continued as business as usual, but ransomware, locking your files, it could actually bring the business down. So what you want to do is be able to minimize the impact of that actual ransomware so having a good offline backup strategy, so good backup and recovery strategy, making sure you go through those table top exercises really to make sure that when you do have to recover, you know exactly how long it's going to take and it's very efficient and very streamlined. >> Practice, practice, practice. >> Yup, and don't rely on online backups, shadow copy backups because those things are probably going to be encrypted as well. >> Yup, alright so that's all we have time for today Tony. So, Anthony Giandomenico from-- >> Tony G! (laughing) >> Tony G, who's a senior security strategist researcher at the Fortinet Fortiguard Labs. Thanks very much for this CUBE conversation. >> It was great to be here. >> Peter Burris, once again, we'll see you at the next CUBE Conversation. (uplifting music)

(uplifting music) >> Hi I'm Peter Burris, and welcome to another great CUBE conversation. We're here in our Palo Alto studios with Fortinet's Anthony Giandomenico, Anthony welcome. >> Welcome, it's great to be here. >> So or otherwise known as Tony G. So in theCUBE conversations Tony, we want to talk about interesting and relevant things. Well here's an interesting and relevant thing that just happened: Fortinet has put forward their quarterly Threats report. What is it? What's in it? >> Really, it's something we do on a quarterly basis, and it's really geared towards the IP security profession, so we go to from the CSO all the way down to the security operator. And what we're looking at is billions of events that are being observed in real time, you know production environments around the world and what we're hoping to do is look at different types of trends that are specific to application exploits, malware, and botnets and hopefully then provide some recommendations back to those IP security professionals. >> Now Tony, malware's been around for a while, some of the bots are a little bit new, but certainly there's some real new things that are on the horizon like IoT and we've heard recently that there's been some challenge with some of these IoT devices. Is it the threat getting more or less intense according to the report? >> Yeah, definitely it's getting more sophisticated, specifically with these IoT devices. What we're seeing as an example with the Reaper and Hajime, always had a hard time actually pronouncing that so I think it's "Hajime". They're actually starting to attack multiple vulnerabilities so instead of just going after one vulnerability, they have multiple vulnerabilities that is inside their malicious code, and then they have the ability to automate the exploitation of those vulnerabilities depending on what the IoT devices are. Now, they're also becoming a lot more resilient. And what I mean by that is some of the actual botnets like Hajime is able to communicate via P2P to each other. What they kind of creates is a decentralized command and control infrastructure. And then lastly, they're becoming much more agile as well, they have this Lua engine, which enables them to quickly update their code so, giving an example, let's say there's a new vulnerability out there. They can quickly swap out or add the additional exploit before that vulnerability, propagate that out to all of the IoT devices that are part of the botnet, and then they can swarm in on that new vulnerability. >> So Fortinet's Fortiguard Labs is one of the leading researchers in this area, especially internet, enterprise security. What is your recommendations that people do about the increasing intensity of the IoT threats? >> But I think we need to start, at least thinking about fighting these automation attacks or worm attacks with our own swarm-like defenses. And what I mean by that is having a seamless integration and automation across your entire security fabric. Now, there's a lot that actually kind of goes into that, but your technology controls need to start talking to each other, and then you can start automating and taking some action really based on whatever threat happens to be in your environment. Now, it's easier said than done, but if you can do that, you can start automating the continual resistance or resiliency of you being able to actually defend against those automated attack. >> So let's change gears a little bit. Willie Sutton, I think it was Willie Sutton, the famous bank robber was famous for saying, when someone asked him "Why do you rob banks?" he said "That's where the money is." >> All of the money (laughing) >> Crypto-jacking. What's going on with as BitCoin becomes a bigger feature of the whole landscape, what's happening with crypto-jackers, what is it, how does it work, why should we be concerned about it? >> Well definitely cryptocurrency is becoming more and more popular these days and the bad guys are definitely taking advantage of that. So when we talk about what is crypto-jacking, so it's really it's sharing, or secretly using, the CPU resources to be able to mine for cryptocurrencies. Now, traditionally you used to have to put some type of application on your machine to be able to mine for cryptocurrencies. Nowadays, all the bad guys really have to do is install a little java script in your browser and away they go. And the only way that you're going to know that your machine may be part of this mining, is it may become super slow and you may be savvy enough to say "Well, maybe look at the CPU." And you look at it and it's pegged at 100%. So that's one of the ways that you can determine that your computer is part of crypto mining. Now in the Q4 report what we've seen is a huge update in crypto mining malware, and it's interesting because it's very intertwined with the rise and fall of the BitCoin price. So as we saw the BitCoin price go up, the crypto mining malware went up, and as it actually dropped off so did the activity. The other thing that we actually ended up seeing is actually in the Darknet. There's a bit of a shift where the bad guys used to only accept payment in BitCoin. Now they're looking at accepting other forms of actual cryptocurrency and that also holds true for ransomware. So if you have an infected with ransomware, it's quite possible that they're going to demand that ransom in something other than BitCoin. >> Interesting, so, in fact we had a great previous group conversation with another really esteemed Fortinet guest, and we talked a little bit about this. So one of the prescriptions is businesses have to be careful about the degree to which they think about doing a lot of transactions in cryptocurrencies. But they probably want to have a little bit of reserves just in case. But what should a business do? What should someone do to mediate some of the challenges associated with crypto-jacking? >> Yeah, I think one of the first things, it's probably self-explanatory to most us that are actually in the cyber field, but having good user awareness training program that actually includes keeping up with the latest and greatest tactics, techniques, and the actual threats that the bad guys are doing out there. Now the other obvious thing would probably be just make sure that your security solutions are able to detect the crypto mining URLs and malware. And I would also say- now I'm not condoning that you actually pay the ransom- however, it's happened many times where they've paid, I think there were some companies that actually paid over a million dollars in BitCoin, it may actually be an option and if you have that in your incident response plan, and what you want to do sometimes- and we've seen organizations actively go ahead and do this- is they'll buy some BitCoin, kind of keep it on hand so if they do have to pay, it streamlines an entire process. Because ransomware, the actual ransom now, you may not be able to pay in BitCoin. You probably have to keep abreast of what are the actually trends in paying up for your ransom because you may have to have other cryptocurrencies on hand as well. >> So, make sure your security's up to date, then you can track these particular and specific resources that tend to do this, have a little bit on reserve, but make sure that you are also tracking which of the currencies are most being used. So, there are other exploits, as you said earlier. Now we see people when someone's not working by doing peer to peer type stuff. The bad guys are constantly innovative, some would argue that they're more inventive than the good guys because they got less risk to worry about. What other threats is the report starting to highlight, that people need to start thinking about? >> So in this Q4 report what we did is we added in the top exploit kit. And I think we'll probably continue to do that over the-- >> What's an exploit kit? >> Exploit kit is something, it's a very nice little kind of GUI that allows you to really just kind of point and click, has multiple exploits in there, and it's usually browser based so it's going to be able to compromise usually a vulnerability within the browser, or some of the actual browser plugins, things of that nature, and the one that we had in the Q4 report was the Sundown exploit kit. Now, it was interesting because we didn't necessarily see that one on the top, it might've been top of its game maybe 2014, 2015, but it actually rose in early December to actually kind of be number one for Q4. And it's unique because it does leverage steganography, meaning it's able to hide its malicious code or its harvested information inside image files. So we'll continue to track that, we don't know sure why it actually kind of rose up in the beginning of December but we'll just actually continue to track it on time. >> So you've already mentioned ransomware but let's return to it because that's at the top of people's minds, we pay lawyers when they come after us with sometimes what looks like ransom. But what is happening, what's the point in ransomware, what's the report on they like? >> Well, what you see is the actual growth and volume and sophistication has really been common amongst all the reports that we have actually put out to date, but not a lot has really changed. In Q4, what we did have Locky was the number one malware, or ransomware variant along with Global Imposter. Now, it's still the same delivery mechanisms, so you still got the social engineering, it's being delivered through fishing email, but then it's expanding out to let's say compromised websites, malvertising, as well as earlier on last year, we saw where it was being able to propagate from vulnerability to vulnerability so it had this worm-like spreading capability. That's all really been the same and not a lot has really sort of changed. The thing that has changed actually is the fact that they're up in the ante a little bit to be able to hopefully increase their chances of you actually falling for that actual scam, is they're making the subject of that scam a little bit more top-of-mind. As an example, the subject may be cryptocurrency because you're more likely to figure out what's going on there, you'll be more likely to download that file or click that link if the subject is something around cryptocurrency because it is top-of-mind today. >> Interestingly enough, I, this morning received an email saying, "You could win some free cryptocurrency." And I said "And you can go into the trash can." (Tony laughing) So what should people do about it? I just threw something away, but what should people generally do to protect their organization from things like ransomware? >> I do get that a lot, I get that question a lot. The first thing I say, if you're trying to protect against ransomware, you follow the same things that you were doing with some of the other threats because I don't think ransomware is that unique when it comes to the protection. The uniqueness is really an impact, because certain threats they'll actually go and steal data and whatnot but when's the last time you heard of a business going out of business or losing money because some data was stolen? Not very often, it seems to be continued as business as usual, but ransomware, locking your files, it could actually bring the business down. So what you want to do is be able to minimize the impact of that actual ransomware so having a good offline backup strategy, so good backup and recovery strategy, making sure you go through those table top exercises really to make sure that when you do have to recover, you know exactly how long it's going to take and it's very efficient and very streamlined. >> Practice, practice, practice. >> Yup, and don't rely on online backups, shadow copy backups because those things are probably going to be encrypted as well. >> Yup, alright so that's all we have time for today Tony. So, Anthony Giandomenico from-- >> Tony G! (laughing) >> Tony G, who's a senior security strategist researcher at the Fortinet Fortiguard Labs. Thanks very much for this Cube conversation. >> It was great to be here. >> Peter Burris, once again, we'll see you at the next Cube Conversation. (uplifting music)

(upbeat music) >> Covering InterConnect 2017, brought to you by IBM. >> Welcome back. We're here live in Las Vegas from Mandalay Bay for the IBM InterConnect 2017, this is Cube's exclusive coverage with SiliconANGLE media. I'm John Furrier, my co-host Dave Vellante here all week. We missed our kickoff this morning on day two and, because the keynotes went long with Ginni Rometty. Great star line up, you had Marc Benioff, the CEO of AT&T, and CEO of H&R Block, which I love their ad with Mad Men's guy in there. Dave let's wrap up day two. Big day, I mean traffic on the digital site, ibmgo.com was off the charts and the site just performed extremely well, excited about that. Also the keynote from the CEO of IBM, Ginni, really kind of brings us themes we've been talking about on theCUBE. I want to get your reaction to that, which is social good is now a purpose that's now becoming a generational theme, and it's not just social good in terms of equality of pay for women, which is great and of course more STEM, it's everything, it's society's global impact but also the tagline is very tight. Enterprise strong, has a Boston strong feeling to it. Enterprise strong, data first, cognitive to the core, pretty much hits their sweet spot. What did you think of her keynote presentation? >> I thought Ginni Rometty nailed it. I've always been a huge fan of hers, I first met her when she was running strategy, and you know the question you used to always get because IBM 19 quarters of straight declining revenue, how long is Ginni going to get? How long is Ginni going to get? You know when is her tenure going to be up? My answer's always been the same. (laughs) Long enough to prove that she was right. And I think, I just love her presentation today, I thought she was on, she was engaging, she's a real pro and she stressed the innovation that IBM is going through. And this was the strategy that she laid out, you know, five, six years ago and it's really coming to fruition and it was always interesting to me that she never spoke at these conferences and she didn't speak at these conferences 'cause the story was not great you know, it was coming together the big data piece or the analyst piece was not formed yet. >> So you think she didn't come to these events because the story wasn't done? >> Yeah, I think she was not-- >> That is not a fact, you believe that. >> No, this is my belief. She was not ready to showcase you know, the greatness of IBM and I said about a year ago, I said you watch this whole strategy is coming together. You are going to see a lot more of Ginni Rometty than you've seen in the past. You started to see her on CNBC much more, we saw her at the Women in Tech Conference, at the Grace Hopper Conference, we saw her at World of Watson and now we see her here at InterConnect and she's very good on stage. She's extremely engaging, I thought she was good at World of Watson, I thought she was even better today. And a couple of notable things, took a swipe at both AWS and maybe a little bit at HPE, I'm not so sure that they worry about HPE. Sam Palmisano, before he left on a Wall Street Journal interview, said "I don't worry about HPE, they don't invest in RND. "I worry about Oracle." But nonetheless, she said, it's not just a new way, cloud is not just a new way to deliver IT. Right that's the Amazon you know. >> HP. >> And certainly new way of you style by IT. >> You style by IT. >> Is Meg's line. She also took a swipe at Google basically saying, look we're not taking your data to inform some knowledge draft that we're going to take your IP and give it to the rest of the world. We're going to protect your data, we're going to protect your models. They're really making a strong statement in that regard which I think is really important for CIOs and CDOs and CEOs today. Thoughts? >> I agree. I first of all am a big fan of Ginni, I always kind of question whether she came in, I never put it together like you intuitively around her not seeing the story but you go to all the analyists thing, so I think that's legit I would say that I would buy that argument. Here's what I like. Her soundbite is enterprise strong, data first, cognitive to the core. It's kind of gimmicky, but it hits all their points. Enterprise strong is core in the conversations with customers right now. We see it in theCUBE all the time. Certainly Google Nexus was one event we saw this clearly. Having enterprise readiness is not easy and so that's a really tough code to crack. Oracle and Microsoft have cracked that code. So has IBM of the history. Amazon is getting faster to the Enterprise, some of the things they are doing. Google has no clue on the Enterprise, they're trying to do it their way. So you have kind of different dimensions. So that's the Enterprise, very hard to do, table stakes are different than having pure cloud native all the time 100%, lift and shift, rip and replace, whatever you want to call it. Data First is compelling because they have a core data strategy analytics but I thought it was interesting that they had this notion of you own your own data, which implies you're renting everything else, so if you're renting everything else, infrastructure (laughs) and facilities and reducing the cost of doing business, the only thing you really got is data, highlighted by Blockchain. So Blockchain becomes a critical announcement there. Again, that was the key announcement here at the show is Blockchain. IOT kind of a sub-text to the whole show but it's supported through the Data First. And finally Cognitive to the Core is where the AI is going to kind of be the shiny, silly marketing piece with I am Watson, I'm going to solve all your health problems. Kind of showing the futuristic aspect of that but under the hood there is machine learning, under that is a real analytics algorithms that they're going to integrate across their business whether it's a line of business in verticals, and they're going to cross pollinate data. So I think those three pillars, she is a genius (laughs) in strategy 'cause she can hit all three. What I just said is a chockfull of strategy and a chockfull execution. If they can do that then they will have a great run. >> So I go back to Palmisano's statement before Ginni took over and it was a very candid interview that he gave. And as they say, you look at when he left IBM, it was this next wave was coming like a freight train that was going to completely disrupt IBM's business, so it was, it's been a long turn around and they've done it with sort of tax rates, (laughs) stock buybacks, and all kinds of financial engineering that have held the company's stock price up, (laughs) and cash flow has been very strong and so now I really believe they're in a good position. You know to get critical for just a second, yes there's no growth but look who else isn't growing. HPE's not growing, Oracle's not growing, Tennsco's not growing, Cisco's not growing, Microsoft's not growing. The only two companies really in the cartel that are growing showing any growth really are Intel a little bit and SAP. The rest of the cartel is flat (laughs) to down. >> Well they got to get on new markets and I mean the thing is new market penetration is interesting so Blockchain could be an enabler. I think it's going to be some resistance to Blockchain, my gut tells me that but the innovative entrepreneur side of me says I love Blockchain. I would be all over Blockchain if I was an entrepreneur because that really would change the game on identity and value and all that great stuff. That's a good opportunity to take the data in. >> Well the thing I like is IBM's making bets, big bets, Blockchain, quantum computing, we'll see where that goes, cloud, clearly we could talk about, you know you said it (laughs) InterConnect two or three years ago you know SoftLayer's kind of hosting. True, but Blu makes the investments hoping-- >> SoftLayer's is not all Blu makes. >> That's right, well yeah so but any rate, the two billion dollar bet that they made on SoftLayer has allowed them to go to clients and say we have cloud. Watson, NAI, Analytics, IOT these are big bets which I think are going to pay off. You know, we'll see if quantum pays off in the year term, we'll see about Blockchain, I think a lot of the bets they've been making are going to pay off, Stark, et cetera. >> So let's talk about theCUBE interviews Dave, what got your attention? I'll start while you dig up something good from your notes. I loved Willie Tejada talked about this, they're putting in these clouds journey pieces which is not a best practice it's not a reference architecture but it's actually showing the use cases of people who are taking a cross functional journey of architecture and cloud solutions. I love the quantum computing conversation we had with believe it or not the tape person. And so from the tape whatever it was, GS. >> GS8000. >> GS8000. >> It's a storage engineering team. >> But in terms of key points, modernizing IOT relevance was a theme that popped out at me. It didn't come out directly. You start to see IOT be a proof point of operationalizing data. Let me explain, IOT right now is out there. People are focused on it because it's got real business impact, because it's either facilities, it's industrial or customer connected in some sort. That puts the pressure to operationalize that data, and I think that flushes out all the cloud washing and all the data washing, people who don't have any solutions there. So I think the operationalizing of the data with IOT is going to force people to come out with real solutions. And if you don't, you're gone, so that's, you're dead. The cultural issue is interesting. Trust as now table stakes in the equation of whether it's product trusts, operational trusts, and process trusts. That's something I saw very clearly. And of course I always get excited about DevOps and cloud native, as you know. And some of the stuff we did with data as an asset from the chief data architect. >> A couple I would add from yesterday, Indiegogo who I thought had a great case study, and then Mohammed Farooq, talking about cloud brokering. 60% of IBM's business is still services. Services is very very important. And I think that when I look at IBM's big challenge, to me, John, it's when you take that deep industry expertise that they have that competes with Accenture and ENY and Deloitte and PWC. Can you take that deep industry expertise and codify it in software and transform into a more software-oriented company? That's what IBM's doing, trying to do anyway, and challenging. To me it's all about differentiation. IBM has a substantially differentiated cloud strategy that allows them not to have to go head to head with Amazon, even though Amazon is a huge factor. And the last thing I want to say is, it's what IBM calls the clients. It's the customers. They have a logo slide, they bring up the CEOs of these companies, and it's very very impressive, almost in the same way that Amazon does at its conferences. They bring up great customers. IBM brings in the C-Suite. They're hugging Ginni. You know, it was a hug fest today. Betty up on stage. It was a pretty impressive lineup of partners and customers. >> I didn't know AT&T and IBM were that close. That was a surprise for me. And seeing the CEO of AT&T up there really tees it out. And I think AT&T's interesting, and Mobile World Congress, one of the things that we covered at that event was the over the top Telco guys got to get their act together, and that's clear that 5G and wireless over the top is going to power the sensors everywhere. So the IOT on cars, for instance, and life, is going to be a great opportunity for, but Telco has to finally get a business model. So it's interesting to see his view of digital services from a Telco standpoint. The question I have for AT&T is, are they going to be dumped pipes or are they actually going to move up the stand and add value? Interesting to see who's the master in that relationship. IBM with cognitive, or AT&T with the pipes. >> And, you know, you're in Silicon Valley so you hear all the talk from the Silicon Valley elites. "Oh well, Apple and Amazon "and Google and Facebook, "much better AI than Watson." I don't know, maybe. But IBM's messaging-- >> Yes. >> Okay, so yes, fine. But IBM's messaging and positioning in the enterprise to apply their deep industry knowledge and bring services to bear and solve real problems, and protect the data and protect the models. That is so differentiable, and that is a winning strategy. >> Yeah but Dave, everyone who's doing-- >> Despite the technical. >> Anyone who's doing serious AI attempts, first of all, this whole bastardized definition. It's really machine learning that's driving it and data. Anyone who's doing any serious direction to AI is using machine learning and writing their own code. They're doing it on their own before they go to Watson. So Watson is not super baked when it comes to AI. So what I would say is, Watson has libraries and things that could augment traditional custom-built AI as a kernel. Our 13-year-old guest Tanmay was on. He's doing his own customizing, then bring it to Watson. So I don't see Watson being a mutually exclusive, Watson or nothing else. Watson right now has a lot of things that adds to the value but it's not the Holy Grail for all things AI, in my opinion. The innovation's going to come from the outside and meet up with Watson. That to me is the formula. >> Going back to Mohammed Farooq yesterday, he made the statement, roughly, don't quote me on these numbers, I'll quote myself, for every dollar spent on technology, 10 dollars are going to be spent on services. That's a huge opportunity for IBM, and that's where they're going to make Watson work. >> If I'm IBM and Watson team, and I'm an executive there and engineering lead, I'm like, look it, what I would do is target the fusion aspect of connecting with their customers data. And I think that's what they're kind of teasing out. I don't know if they're completely saying that, but I want to bring my own machine learning to the table, or my own custom stuff, 'cause it's my solution. If Watson can connect with that and handshake with the data, then you got the governance problem solved. So I think Seth, the CDO, is kind of connecting the dots there, and I think that's still unknown, but that's the direction that I see. >> And services, it remains critical because of the complexity of IBM's portfolio, but complexity has always been the friend of services. But at the same time, IBM's going to transform its services business and become more software-like, and that is the winning formula. At the end of the day, from a financial perspective, to me it's cash flow, cash flow, cash flow. And this company is still a cash flow cow. >> So the other thing that surprised me, and this is something we can kind of end the segment on is, IBM just reorganized. So that's been reported. The games, people shift it a little bit, but it's still the same game. They kind of consolidated the messaging a little bit, but I think the proof point is that the traffic for on the digital side, for this show, is 2X World of Watson. The lines to get into keynotes yesterday and today were massive. So there's more interest in InterConnect than World of Watson. >> Well we just did. >> Amazing, isn't it? >> Well then that was a huge show, so what that means is, this is hitting an interest point. Cloud and data coming together. And again, I said it on the intro yesterday. IOT is the forcing function. That to me is bringing the big data world. We just had Strata Hadoop and R event at BigDataSV. That's not Hadoop anymore, it's data and cloud coming together. And that's going to be hitting IOT and this cognitive piece. So I think certainly it's going to accelerate at IBM. >> And IBM's bringing some outside talent. Look at Harry Green who came from Thomas Cook, Michelle Peluso. Marketing chops. They sort of shuffled the deck with some of their larger businesses. Put Arvind Krishna in charge. Brought in David Kenny from the Weather Company. Moved Bob Picciano to the cognitive systems business. So as you say, shuffle things around. Still a lot of the same players, but sometimes the organization-- >> By the way, we forgot to talk about Don Tapscott who came on, my favorite of the day. >> Another highlight. >> Blockchain Revolution, but we interviewed him. Check out his book, Blockchain can be great. Tomorrow we got a big lineup as well. We're going to have some great interviews all day, going right up to 5:30 tomorrow for day three coverage. This is theCUBE, here at the Mandalay Bay for IBM InterConnect 2017. I'm John Furrier and Dave Vellante. Stay with us, join us tomorrow, Wednesday, for our third day of exclusive coverage of IBM InterConnect 2017, thanks for watching.

>> Transactions, totally on track with the original schedule, we're getting all the regulatory approvals, everything is kind of lined up. Financing 100%, fully committed. You know, we're going to only accelerate that. >> Announcer: Cube coverage of the EMC World 2016 continues in a moment. (techno beat sounds) Live from Silicon Valley, it's theCube, covering Mobile World Congress 2017. Brought to you by Intel. >> Hello and welcome to theCube here live in Palo Alto studios for a special two days of coverage of Mobile World Congress 2017. The hashtag is MWC17. Get on Twitter, tweet us at theCube. We'll be answering questions. I'm John Furrier, with Peter Burris, the next two days breaking down Mobile World Congress. We've got a great bunch of guests coming in. We'll be covering all the action here in Palo Alto. 8:00 a.m. through the whole day. As the day winds down in Barcelona, we'll be covering all the top news, all the analysis here on theCube, so stay with us, multiple days. Go to thecube365.net/mwc17. If you're watching this, that's where the live broadcast will be. Also we'll be on Twitter. Peter, good to see you, two days, getting geared up. Mobile World Congress is changing as a show from phone to IOT, AI, autonomous vehicles. Certainly a lot of action to talk about. Saturday and Sunday. The pre show releases is all phone, it's all the time. They're kind of getting the phone stuff out of the way earlier and now they're in the throws of the show and it should be exciting. >> Well yeah, because the usecases that the industry is following right now are, require or presume that significant amounts of processing can happen virtually anywhere. The Internet of things and people, which kind of brings together the idea of what can you do on your phone if you're a human being, and what can you do with a device or a machine somewhere with a bunch of censors demands that we have very high speed, secure low latency networks. And that's what 5G is promising. >> Well we're super excited. For the folks watching, we are now going to be having our new studio here in Palo Alto. We just moved in in January, 4500 square feet. Now we can cover events, we don't have to be there with theCube. We will not be there, there's not enough room in Barcelona, a it's a long flight, but we do have people on the ground, and we'll be covering it here in the studio, and we'll be calling folks on the ground this morning and tomorrow morning to get the lay of the land. They'll be coming back from their dinners, from their parties, and find out what the vibe. But certainly we have all the action at theCube365.net/mwc17, so check it out there. And again, the top news, again this is all sponsored by Intel, want to give a shot out to Intel. This would not be possible without Intel's sponsorship. They're certainly on the ground, as well as support from SAP Cloud with their news that they're being renamed HANA Cloud. So I want to give a shout out and thank Intel and thank SAP, check them out. They've got huge transformational demos. Intel really leading the charge out there, so I want to make sure that we give a thanks to Intel. Peter, the big story, I want to get your thoughts on this. Just jump right in. Saturday and Sunday, you saw a combination of the tone setting up leading into the weekend, and through the weekend. One was 5G, the 5G is the key enabler for wireless, bringing in gigabits of speed to the phone. Are the apps ready? That's the questions we're going to find out, and we're going to dig into. Is 5G ready for prime time? And certainly all the glam and sizzle was the new phones. LG had a good announcement. Samsung had a big announcement, although they're not going to be at the show, but surprisingly Nokia and Blackberry, two old guard phone guys, kind of rebooting. Blackberry trying to put out their keynote product, and also with Nokia, they rolled out the three, the six, three, five, and six products for new phones to try to get into the Apple game. And now the 3310, which is the old school phone. So you saw the phones. And then the other player that announced a phone and watch was Huawei, and they're also in the infrastructure game. So 5G wireless connectivity and phones, and then in the middle we have yet to hear some of the things, so as you look at the market and your research that you're covering, digital business, the business value of technology, what's your take on this? >> Well, John, the industry for the past probably 15, 20 years has been driven by what you do in the consumer markets. That's where you get the volumes that drive down or generate economies, that drive down costs, that make new volumes possible. And so 5G is going to be, the Mobile World Congress is a representation of that symbiotic relationship between the consumer and the enterprise world. So that on the one hand you have the consumer markets with the phones driving a lot of the volumes that are going to dictate the rate at which a lot of this stuff happens. On the other hand, you have enterprises which are aggressively considering those new use cases about IOT and as we say IOT and P. And other considerations that are in many respects really worth where some of those first adoptions are going to be, so it's an interesting dance between consumer and enterprise now where one fuels the growth in the other. Even if the actual applications are not linked. By that I mean we do say IOT and P, internet of things and people, which presumes that there's going be a lot of sensors on your phone. There's going to be a lot of sensors on your body that are tied to your phone, et cetera. But that's not necessarily the thing that's going to dictate the new application architectures that happen within the enterprise around some of these other things. That's going to be driven by what we call the edge. >> I love this IOT and P, p for people, but things are people, so Internet of things is the big trend. And for the mainstream people IOT is kind of a nuance, it's kind of industry discussion. But AI seems to encapsulate that people see the autonomous vehicles. They see things like smart cities. That kind of gives folks a touch point, or mental model for some of the real meat on the bone, the real change that's happening. Talk about the IOT piece in particular because when you talk about the people aspect of it, the edge of the network used to be an IT or technology concept, a device at the edge of the network. You talk to it, data gets sent to it, but now you've got watches, you have more of an Apple-esque like environment, mention the consumer. But there's still a lot of stuff in between, under the hood around IOT that's going to come out. It's called network transformation and industry parlance. Where's the action there, what's your take on that? You guys do a lot of research on this. >> Well the action is that data has real costs. And data is a real thing. Just very quickly, on the distinction between IOT and IOT and P, the only reason why we draw that distinction, and this is important, I think about what happens in that middle, is that building thing for people and building things for machines is two very, very different set of objectives. So the whole notion of operational technology and SCADA which is driven what's been happening a lot in IOT over the last 20 years. There's a legacy there that we have to accommodate. Has been very focused on building for machines. The building for people I think is going to be different, and that's what the middle is going to have to accommodate. That middle is going to have to accommodate both the industrial implications, or the industrial use cases, as well as the more consumer or employee or human use cases. And that's a nontrivial challenge because both of those can be very, very different. One you're focusing a little bit more on brutal efficiency. The other one more on experience and usability. I don't know the last time that anybody really worried about the experience that a machine had, you know the machine experience of an application. But we have to worry about that all the time with people. So when we think about the edge, John, there's a number of things that we've got to worry about. We have to worry about physical realities, it takes time to move something from point A to point B, even information. The speed of light is a reality. And that pushes things out more to the edge. You have to worry about bandwidth. One of the things that's interesting about IOT, or about 5G as it relates to IOT, while we may get higher bandwidth speeds sometimes, for the most part 5G is going to provide a greater density of devices and things, that's probably where the bandwidth is going to go. And so the idea is we can put a lot more sensors onto a machine or into a phone or into some use case and drive a lot more sources of data, that then have to get processed somewhere, and increasingly that's going to be processed at the edge. >> So Peter, I want to get your thoughts, and one of the things for the folks watching, is I spent a lot of time this week with you talking about the show and looking at the outcome of what we wanted to do and understand the analysis of what is happening at Mobile World Congress. Yes, it's a device show, it's always been about the phones, 4G, and there's been this you know inch by inch move the ball, first and ten, move the chains, and use the football analogy, but now it seems to be a whole new shift. You go back 10 years, iPhone was announced in 2007, we seem to be at a moment with we need to step up function to move the industry. So I want to get your thoughts for the folks that you're talking to, IT folks, or even CXOs or architects on the service provider side. There's a collision between IT, traditional business, and service providers who have been under the gun, the telecoms who have been trying to figure out a business model for competing against over the top and moving from the phone business model to a digital business model. So your business value of technology work that Wikibon has been doing, is very relevant. I want to get your thoughts on what does it take, is the market ready for this business value of technology because 5G gives that step up function. Are the apps ready for prime time? Are the people who are putting solutions in place for the consumers, whether it's for business or consumers themselves, service providers, telecoms or businesses with IT in the enterprise, is the market ready? Is this a paradigm shift? What's your thoughts and how do you tease that out for the folks that are trying to implement this stuff? >> Well is it a paradigm shift? Well yeah, as the word should be properly used, but the paradigm shift is, there is a lot of things that go into that. So what we like to say, John, when we talk to our users about what's happening, we like to say that the demarkation point, we're in the middle of right now. Now is a period of maximum turbulence, and before this it was I had known processes, accounting, HR, even supply chains, somewhat falls into that category, but the technology was unknown. So do I use a mainframe, do I use a mini computer? What kind of network do I use? What software base do I use? What stack do I use? All of these are questions, and it took 50 years for us to work out, and we've got a pretty good idea what that technology set's going to look like right now. There's always things at the margin, so we know it's going to be Cloud. We know it's going to be very fast networks like 5G. We know there's going to be a range of different devices that we're using, but the real question is before was known process, unknown technology, now it's unknown technology, or unknown process and known technology, because we do know what that base is going to look like. What those stacks are broadly going to look like. But the question is how are we going to apply this? What does it mean to follow a consumer? What does it mean from a privacy standpoint to collect individual's information? What does it mean to process something in a location and not be able to move data or the consequences of that processing somewhere else? These are huge questions that the industry is going to have to address. So when we think about the adoption of some of this stuff, it's going to be a real combination of what can the technology do, but also what can we do from a physical, legal, economic, and other standpoint. And this is not something that the computing industry has spent a lot of time worrying about. Computing has always focused not on what should do, but what can we do. And the question of what should we do with this stuff is going to become increasingly important. >> And the turbulence point is even compounded by the fact that even the devices themselves and the networks are becoming more powerful. If you look at what Cloud is doing with compute. If you look at some of the devices, even just the chip wars between Intel and say Qualcomm for instance. Intel had a big announcement about their new radio chip. Qualcomm has the Snapdragon, we know Qualcomm is in the Apple iPhone. Now Intel has an opportunity to get that kind of business. You got Huawei trying. >> I think they're both in the Apple iPhone right now, but I think your point is. >> Huawei is trying to be on Apple. In their announcements, they're going very Apple like, and they have network gear, so we know them from the infrastructure standpoint, but everyone wants to be, Apple seems to be the theme. But again the devices also have power, so you have process change, new value chains are developing and the device will be more popular. So again this is a big turbulent time, and I want to get your thoughts on the four areas that are popping out of Mobile World Congress. One, autonomous vehicles, two, entertainment and media. Smart cities and smart homes seem to be the four areas that have this notion of combining the technologies and the power that are going to generate these new expectations by consumers and users, and create new value opportunities for businesses and telcom's around the world, your thoughts? >> Those are four great use cases, John. But they all come back to a single notion, and the single notion, this is something that you know. We've been focused on it at Wikibon for quite some time. What is digital business? Digital business is the application of data to differentially sustain and create customers. So what you just described, those four use cases, are all how are we going to digitize, whether it be the city, the home, the car, or increasingly entertainment, and what will that mean from a business model, from a consumer standpoint, from a loyalty standpoint, et cetera? As well as a privacy and legal obligation standpoint. So, but all of them have different characteristics, right. So the car is going to have an enormous impact because it is a self contained unit that either does or does not work. It's pretty binary. Either you do have an autonomous car that works, or you don't, you don't want to see your 'yes it works' in a ditch somewhere. Entertainment is a little bit more subtle because entertainment is already so much digital content out there, and there's only going to be more, but what does that mean? Virtual reality, augmented reality, when we start talking about... >> Just by the way, a big theme of the Samsung announcement is all this teasing out the VR, virtual reality and augmented reality. >> Absolutely, and that's going to, look, because it's not just about getting data in, you also have to enact the results of the AI and the analysis. We call it systems of enactment. You have to then have technologies that allow you to, like a transducer, move from the digital world back into the analog world where human beings actually spend our time. We don't have digital transducers. >> Well that's a great point. The virtual reality use case that Samsung pointed out, and the hanging fruit is in hospitals. >> Peter: Yeah. >> Doctors can look at VR and say, hey I want to have, we've heard that football players like Tom Brady, used VR to look at defenses and offenses to get a scheming kind of thing. >> And there's no question we're going to see VR and AR, augmented reality, in entertainment as well, and media as well, but a lot of the more interesting use cases, at least from my perspective, are going to be how does that apply in the world of business. When we think about connected cities, now we're starting to talk about the relationship between all three. What does it mean, where is the edge in autonomous car? Is it in the car, or is in some metropolitan area? Or some cell like technology. And the connected city in part is going to be about how does a city provide a set of services to a citizenry, so that the citizen can do more autonomous things while still under control. >> It changes the relationship between the person, consumer, and the analog metaphor. So for instance, whether it's a car or the city, a town or city has to provide services to residents. And in an analog world, that's garbage, that's street cleaning, et cetera, having good roads. Now it's going to be, paths for autonomous vehicles, and autonomous vehicles is interesting, I just shared a post on the 365, theCube365.net/MWC17, where Autoblog ran a post that said, Silicon Valley is failing in the car business. But they looked at it too narrowly. They looked at it from the car manufacturing standpoint, not from the digital services that is impacting transportation, and this is the new normal. >> Look, you and I talked about this in theCube a year ago, was the car going to be a, was the car going to be a peripheral or is a car going to be a computer? And it's become pretty clear that the car is going to be a computer. And anybody who argues that Silicon Valley has lost that, has absolutely no idea what they're talking about. Let's be honest. >> John: Yeah, it's true. >> You're going to put more processing in a car, love Detroit, love what's going on in Japan, love elsewhere in the world, but the computers and the chips are going to come from a Silicon Valley company. >> Yeah, and I would agree with that. >> And software. >> Yeah, transportation doesn't change, but the device does. So final thought I want to get before we end the segment is as we say in theCube, and as Dave Vellante used to say, just squint through the noise or all the action at Mobile World Congress, how do you advise folks and how you looking through all this action, how would you advise doers out there, people who are trying to make sense of this, what should they be squinting through? What should they be looking for for reading the tea leaves of Mobile World Congress? >> I'd say the first and most important thing is there's so much turbulence that IT professionals have built their careers on trying to have the sober, be the ones who have the sober outlook on what technology can do. When we look at the amazing things that you can do with technology, it almost looks like magic. But it's not, these are still computers that fail if you give them the wrong instructions, and that's because you build the wrong software and et cetera. And I think the real important thing that we're telling our clients is focus on the sober reality of what it means to create value out of all this technology. You have to say what's the business want to do, what's the business use case? How am I going to architect it, how am I going to build it, what's the physical realities? What's the legal realities, et cetera? So it's try to get a little bit more sober and pragmatic about this stuff even as we get wowed by what all this technology can do and ultimately will mean. >> And the sober reality comes down to putting the value equation together, synthesizing what's ready, what's prime time, and again, it's an Apple world right now. I think this show is interestingly turning into an app show for business IT enterprise and telcom service providers, so we're going to bring all the action. We've got some great guests, we've got entrepreneurs with Ruth Cohen, who is a founder of Virtustream. We got SAP coming on, we got a call in to Lynn Comp who is at Intel, she's going to be on the phone with us giving us some commentary and what's going on at Mobile World Congress. From under the hood, in the network, all the action, we have more analysis with Peter. We have the global vice-president of the Cloud platform and SAP coming in, Tom Joyce, a technology executive. Willie Lou is the chairman of the 6G, talking about the impact of the wireless and that transformation. Ensargo Li, who is former HPE executive who built out their NFE function for the communications group, commentating on what's real and what's not. Stay tuned, more Cube coverage for two days from Mobile World Congress. Here in Palo Alto, bringing you all the action and analysis. Be right back with more after this short break. (techno beat sounds)