(upbeat music) >> Live from Madrid, Spain, it's theCUBE. Covering HPE Discover Madrid 2017, brought to you by Hewlett Packard Enterprise. >> We're back in Madrid, everybody. This is theCUBE, the leader in live tech coverage. My name is Dave Vellante. I'm here with my co-host Peter Burris. And many-time Cube guest Xavier Poisson is back. He's the vice president of Cloud28+ and service providers worldwide for Hewlett Packard Enterprise. And he's joined by Eugene Viskovic, who is the chief business officer at Veon, a Cloud28+ partner. Gentlemen, welcome to theCUBE. Welcome back, Xavier, it's good to see you again. >> Thank you, hi. >> Hi. So give us the update on Cloud 28. It started out as sort of this focused European effort. It has exploded now globally. What's the update? >> So I don't remember, I don't know if you remember it. It was last year, the same event. We were in London, I believe. And we were saying, "Okay, we are 300. "How many will be next year?" I took that back. It will be 700. We are 700. >> Dave: Wow, congratulations. >> 700 members. We have been expanding in the different geographies. So also in Europe, Middle East, and Africa, but we expanded in North America, in A-Pac, Latin America, and Caribbean. So now we are present in 60 countries. We are proposing 24,000 cloud services, so the catalog has been expanding dramatically. We are offering capabilities, data center capabilities from all partners in 33 countries. And we can offer from 400 data centers already. So average we have 40,000 hits per month on the platform, acquiring members and so on. And, yes, it has been a delight to launch that everywhere. It's really taking off very, very quickly. >> And the basic value proposition, you are essentially enabling cloud partners to create cloud-like business capabilities. >> Yeah, so what we do is, first of all, we enable the partners to get known on the market on this side, to publish all their services built and consume also. So it's not only IaaS, PaaS, SaaS, but also integration services as well because it's a comprehensive value chain. Then, what we do, we're not a marketplace where people go and leave. In the center, they can speak everyday. So they publish articles, full leadership articles around security, big data, manufacturing, and so on and so on. This year, only this year, they have published 600 articles. So when you're a customer, you go to this platform. You can see the offering, but you can see how the vendor is positioning himself around the market, his value-add, and what they are doing. So digital marketing a lot, also for them. We have been increasing the value on the market of many of our partners with social media because we are very good activity in this area, and also lead-generation engine because now we have so much offerings that we can target specific campaigns for our partners in specific geographies and generate a lot of leads on the market. Last, but not least, the market is evolving. We have a lot of partners, so we create platform-connected offerings. Example we have done is a specific cloud-in-a-box for manufacturing for plants where, in six clicks, you can provision from Cloud28+ all your information system for a plant. So this is also the kind of things that we do. >> Great, okay, Eugene, tell us about Veon. Why are you in business? What's your story? >> Okay, yes. Just talk a few minutes about Veon because it's not a very well-known name around the world, and don't be ashamed if you don't know Veon because it still is the seventh largest mobile operator in the world. It's significant. We are, today, around 42,000 employees, over 12 different countries. I have to say, very unusual countries. Not the type of countries you may choose to go for holidays, but it would be a shame because, honestly, some of them are good like, you know, all Eurasia, Kyrgyzstan, Tajikistan, Armenia, Tajikistan, Kazakhstan, Georgia, Russia. We have also emerging market, Pakistan, Bangladesh, Algeria, and one, only one European market, which is Italy with WIND, WIND Three. Which means it's a very large region. We are dealing with 10, more than 10% of the total population of the globe, 235 million customers, which is significant. And within this organization, there is an enterprise division, which I'm leading, which is around 4,500 people dedicated for enterprise and wholesales. Full revenue around $3 billion, just to give you a scale on who we are. Again, not very well-known, but definitely within our footprint we are the number one in this particular region of the world. >> It's sizable, substantial business. >> Eugene: Exactly, yes. >> So what's driving your business today? Obviously mobile is exploding. >> Yes, it's clear we came from the mobile business. We are number one mobile operator in the majority of these countries. We are what we call some fixed business. And since the last two, three years when I joined the organization, we completely reorganized our business model and moving more into the what we call value added services, ICT services. And one of the components, definitely, was to try to find a partner for our cloud proposition. You need to understand that we're in a very emerging market for this type of subject. We are sitting in a very traditional way, you know, how enterprise operating. They own the infrastructure, they own data center, they own the servers, the management platform, and their own people. And they have not yet shifted to this new model, which is to try to outsource some of the infrastructure. And this is where we came into the game as a global provider in order to have enterprise really to operate the shift. There is also another interesting situation is every time we bid a cloud proposition, usually we try to centerize it and have different country. In our part of the world is not possible. We have to set up a cloud platform in every single of our countries for regulatory constraints, which is not very economical, but definitely it's an opportunity for us to lead this market especially with HP Enterprise. >> Well, it allows you to differentiate, as well, from some of the mega-cloud providers that everybody knows, everybody talks about. So is that a primary way in which you compete? >> Oh, completely. It's clear the big players today are not very well-implemented in this part of the world because of this particular constraint, outside of Italy which is a little bit different game. But it's clear in Russia and Eurasia, yes. Today there is a opportunity. We believe that we want to be the single provider within this region operating across different market segments because we're covering from SO up to multinational accounts, even government. And having a set of value propositions we can offer across every single of our countries. >> Xavier, is it common that, amongst the Cloud28+ partners, there's that theme of local presence, of course, but is there also a differential in terms of what the partners will do, the types of work they'll do, customizations? >> Yeah, typically the case of Veon is very specific because they address very specific markets. Some other players will ask different things. But what is very important in the case of Veon is, first of all, to have a ready-to-deploy solution that you can industrialize in different countries. So this is the reason why we played with one of the technology partners of Cloud28+, with Ormuco, who has a cloud-in-a-box solution that can be deployed and managed remotely if needed. But that was fitting the needs of the market. Then, what we need to do is really to engage locally. So, in this particular case, what we're going to do is to engage with the HP organization in order that when we have the needs for our customers to go for cloud computing kind of workloads, we say, "Okay, we have the solution. "We have a partner, a Cloud28+ partner, "who took the decision to go with us, "and we trust each other. "So you, Mr. Customer, you want to do "backup as a service, disaster recovery "as a service, compute, storage as a service, "or security as a service, Veon is there." And the good point is Veon is there on very qualified hardware of HP synergy with a very good solution, which is one of the solution ready for service providers of HPE and operated by a very serious tech operator with the number six on the market, this is Veon. And we go together. So in this particular case, what was interesting was to have a solution that can be deployed everywhere the same with workloads that may fit with the different expectations of the market, engage the HP people to play with and, then, we market and with Cloud28+ we'll amplify their message. We will be able to drive lead generation campaigns. We'll be able to onboard our resellers because one thing I believe is that in this kind of regions, people don't go, as you say, Eugene, directly to the cloud. They continue to go to their resellers and, "What do I need to do?" And here, you know that we have the largest reseller network in the industry. So we will introduce this solution to our resellers in order that when a reseller of HPE is in front of such a case, it can have the mind to say, "Okay, let's engage with Veon." So this is the way we are going to operate. >> So when I think of many of the Akistan countries, I think of natural resources, challenging topography, challenging terrain. How does the physical reality and the industries that typify that region impact the way you're providing cloud services? >> It's clear, we're talking sometime a very, very large geography in terms of country size. When you take only in Russia. >> Mountainous. >> Eleven time zones you have in one single country. And when we operate, yes we have to spread our capability in order to be able to touch every single country, including in some infrastructure. Especially as a carrier, I like to imagine how much we need to pull fiber, cable, across the country and have these different set up of infrastructure, cloud propositions, to make sure we can serve better in term latency especially when we're talking about financial sections and so on, which brings some level of complexity and, as I said earlier, also some level of efficiency in term investment because we are not in a perfect world, especially when we talk about the regulatory constraints, which, yes, we need to find some middle way. How we can have a better, being still competitive, but as sometimes still delivering the expected quality. But you are right. This particular part of the world require a lot of work in term of physical infrastructure and also in our team. Our people are spread across these different countries, and for that reason yes, it's not an easy situation. >> Does it drive, are you likely to see a higher demand? HPE talks about the intelligent edge. Are you likely to see a higher demand for things like the intelligent edge because of the nature of the natural resource industry's petrochemical, et cetera, mountainous regions and a lot of communities that you serve, is that going to be a driver of new services or is it going to be something else? What do you think? >> Well, I think there would be two aspects. The first one, there is, definitely, a requirement driven, very often, by very large, multinational corporations. You'll be surprised how this multinational corporations are covering this part of the world. You have natural resources. All the western industry is present. And because they are present, they need to bring their standard in term of infrastructure they are using within this particular country. That the reason, yes, the demand is coming from there. At the same time, you have the rest of the market in term of large, local businesses where it's clear. They are moving. If you're looking in our part of the world, we are exactly where we were 10 years ago in Europe, in North America, and in Asia. We are really into emerging in face, in adopting this type of infrastructure. It's clear it's going to go much more quicker because, on top of that, enterprises have big pressure to reduce costs, but at the same time not to sacrifice the quality, what they're looking. Which, again, together we're capable and we can demonstrate they can get better for less. And this is a big work, and that's the reason when Xavier was mentioning about working together in each of the countries, this was one of the critical element in choosing with HP Enterprise because I'm a mobile operator and fixed. I'm not yet organized as an ICT services or cloud. It was very important for me, if we wanted to go very quickly to associate a brand with a leading organization like HP. And I have to say, I have tested several times. Every time we say, "Okay, we are in "partnership with HP Enterprise. "We are partnered with Cloud28+." This ring immediately the bell of the enterprise we are meeting, and it's easier for us to move quicker. But, definitely, I think we have a big, big opportunity. Large market to address, but definitely something interesting to go after. >> And it's early days, it's only been two years now, what do you want from Hewlett Packard Enterprise, and what are you guys going to deliver? Let's talk road map a little bit. First, from the partner/customer. What are you driving HPE and Xavier to deliver? >> For me there would be three axes in term of development. The first one in term of value proposition. We want to be able, over the next 12, 18 months to be able to offer to the market a full set of propositions, as you mentioned earlier. But Xavier, in term of public, private, hybrid cloud, and moving to different solution, we're talking about security. And, also, we're moving into more vertical market approach. We're talking about IUT where will also be some direction. This is the first ax. The second one, it's in term of countries. We're not going to launch a platform in every single, as I said earlier. We need to do it country by country. We are starting with Russia, Ukraine, Pakistan will come behind, Algeria. Very quickly, over the next 12 months, we are going to launch one by one these different countries. And the last element for us, which is also very key, is market segment. We are organized, as I said, by market segment. SO, small-medium enterprise, large key account, multinational corporation, and government. And each of these segments have different requirements. And we need to customize our approach. This is where where working with HP and Ormuco, we want to have a very customized, bi-market segment from highly customized to off-the-shelf type proposition. But, for me, these would be the three key axes in term of development working with HP Enterprise. >> And Xavier, how does that align with your roadmap? >> Well, you know, it's fully alligned in the sense that, first of all, we are expanding a lot the value prop of Cloud28+ with ISV software vendors. And the problems of telcos and service providers moving to the cloud, that's correct there is ICT branding, and there we can help. But this is the content because one day or another, they will face what the others have been facing, even in these countries, meaning yes is not enough. So if you have a portfolio of applications, verticals, horizontal applications, that they can use to continue to satisfy the demand of the market, so it will be great for them, and we are investing a lot in this order. The other thing is today I believe that we have now reached a maturity on digital marketing with Cloud28+, which is impressive. We had a big event yesterday. I will not give to you the number of impression we had only in four hours. It has been massive. If we take that, we put this at the disposal of this partner in every single country, we will speed them on the market. So these are the two big elements. The third element is what I said about this platform connected solutions because the more we go, the more we see that our outside-in approach with Cloud28+, thinking customers first, is excellent. We need to continue on that. But, as you were mentioning, the move to the edge, we see more and more solutions for energy, for manufacturing, oil and gas, environment, that we need pure hybrid because you cannot put everything into a cloud. And where we are lucky with Veon is that they have the network. So you can imagine, they have their big cloud in a country that they could deploy also some private cloud very, very quickly in specific area within an oil and gas land or I don't know where in energy, mining, or where you have not that. And you cannot, because of latency issues you cannot go directly to the cloud, but you need to handle at the edge, send back to the cloud for analytics or AI or so on, and this will be at the disposal for them. And I believe the combination of the two for that will be for the benefit of the customer. So this is my opinion. >> I completely agree. I think they approach, in term of the partnership, as I said, I think when we're going to deal with very large organizations is going to be very infrastructure-type discussion driven. But when we're going to cool down, it's purely, definitely Sowasis, content. I want to be able to address, for example, the marketing department, how we can help them to understand the behavior of a consumer by using data, big data, you know, analytics. In term of delivery for an organization, using fleet management. In term of manufacturing, using more IUT. But when you look at these different solutions, what is below is a type of infrastructure. Is to have a cloud infrastructure where we can rely on a strong partnership, bringing this solution, and offering to our customer definitely a very cost-effective but also agile, very, you know, able to move with the market demand in a very vertical way, but definitely this is a way we want to work together. >> Excellent. All right, we have to leave it there, gentlemen. Cloud is exploding. Cloud is going to be local. We've talked about this a lot. Hybrid IT, intelligence edge with a local flavor. Gentlemen, thanks very much for coming. >> Thank you very much. >> Thank you. >> And congratulations for all the success. All right, keep it right there, everybody. We'll be back with our next guest. This is theCUBE. We're live from HPE Discover Madrid 2017. Be right back. (upbeat music)

>> Announcer: Live from Las Vegas, it's theCUBE covering HPE Discover 2017 brought to you by Hewlett-Packard Enterprise. >> Welcome back everyone. We're here live in Las Vegas with theCUBE's coverage of HPE Discover 2017. I'm John Furrier with Silicon Angle. My co-host David Vellante. David with Silicon Angle and Wikibon. Our next is Xavier Poisson, VP in Indirect Digital Services at HPE and Craig McClellan, founder of ThinkOn. Guys, welcome to theCUBE, welcome back. I know Dave interviewed you in London. I wasn't there, but welcome to theCUBE. >> Thank you. >> So Xavier I got to congratulate you on the prestigious cloud leadership award in 2017. >> Xavier: Oh my. >> So congratulations- >> Xavier: Thank you. >> On the Data Cloud Europe prestigious award. >> Yeah, it was announced yesterday in Monte Carlo and I believe it is a good recognition from the industry about what we have been doing. But not only me, you know, but as a collective work with our partners, with the HP people. And really to bring the best of the value of cloud to our customers. >> So Monte Carlo, Vegas, okay. Tough choices. >> I'd like to go to Monte Carlo. It's not a bad place to visit, hang out. Cloud 28 is really expanding, really kind of lightning in a bottle with what you've been doing so this speaks to the general industry trend, the way that you're riding with cloud and enterprise. Talk about why Cloud 28's doing so well and what's the dynamic, what's the driver? >> Well, you know, I take back of the prize, we believe that the customer deserves to know more and they need to have their choice. And also that our partners are paying a significant role to make it happen because we cannot believe that one single company will do everything. So the digital transformation of our customers is involving that more and more capabilities are put in place in order that we answer the right needs at the right moment in the right geography. And this was, you know, the foundation of Cloud 28 was to make it happen like that. We call it, you know, how you can make a global ecosystem in the sense of the sharing economy, putting the resources together and at the ready that one single partner can find with another one the way to achieve his goal instead of thinking, "I will do it myself" and I will lose my customer at the end of the day. And they may not know it, but the customers recognize that so this is the reason why I believe it's growing and it's growing fast. >> And the open source community is really expanding as well and if you look at the technology providers from the global system integrators down to the front lines of channel partners, cloud is changing the game. Customers expect co-existence. Craig, you're in the middle of all this. What is some of the front line dynamics with customers because they're going to be getting a lot of services from a variety of different vendors and suppliers, no one size fits all anymore. >> That's so true, more than ever. I think it falls into three categories. One is all the customers expect partners and their service providers to focus on integration with others, treat each other as peers, whether you call it collaboration or coop-itition it's still an issue that the customer, more than ever, is expecting their providers to facilitate. Secondly, they're very impatient. Everything is about now or five minutes ago and there is very low tolerance for the traditional engagement model. And the third item is technology's changing so fast that the customers, in many cases, have stopped trying to stay on top of it and they're now looking for service providers to be, effectively, their proxy with the underlying developers. >> The patient thing is a good point. I want to drill into that because what we're seeing as a move to cloud highlights the anti-waterfall concept, which was really great for project management back in the days of ERPs and those 18 month to 24 months POCs. Now, you know, people are under a lot of pressure to drive top line revenue and cost consolidations so cloud can give you that. So how has that changed the nature of the customer? Obviously they're impatient, but how has that changed structurally how they engage with partners? >> So what I experience in our day to day is the customers are eager to fail fast. Failure is acceptable outcome as long as it doesn't take them 12 months to 18 months. They're also expecting service providers to embrace a similar dev ops mentality where they're looking for service providers to be innovating all the time. So there is some forgiveness, I think, that occurs from the customer base if we're all in this together, but they really, back to what I said earlier, they just do not tolerate we'll meet next Thursday and talk about it. They really want to move today. >> David: Action, they want the action. >> So Craig, talk a little bit more about ThinkOn, sort of, why you founded the company. What's your journey been like? I'm really interested in the transformation that has been affected as a result of Cloud 28. >> So we believe very strongly in ecosystems, participating ecosystems. We're a wholesale provider so we enable the traditional vars to go to market faster and we look to the Cloud 28 marketplace as just another example of ecosystem where traction inside the ecosystem is growing faster than if we were to do everything ourselves. So not only do we embrace the notion of partnerships, we also leverage the channel to help them develop faster go to market strategies in their chosen niches. >> So how did it work? How did you guys engage? Xavier do you find partners like this? Do they come to you? They're already part of the ecosystem. >> So really it's both sides. Sometimes, yes, we discuss. I believe HP has a responsibility to discuss with our partners to explain that the world is changing and there is an opportunity. So we do our job and creating a relationship with Craig has been done by the HP team in the country. And diversity matters. We need to respect also what is happening into the country. The ecosystem and the way business is done into the country so in this case it was HP. Some other cases, and I have a very good example it was in New York, the eComm manager of var was called by the var to say, "I want to join, how I can get in touch "with carton tier plus because I see the opportunity "to partner with some other vendors, "meaning ISVs or SIs and I want to be there." So it is both sides. We have a lot of calls from ISVs because a software vendor is developing applications and, as you said Craig, it's going very, very fast with cloud native development. So you have more and more startups coming and developing new products and they want to reach market very, very quickly. And with the exposure that we have because we are world wide and we started in Europe and Eastern Africa, but we are developing Cloud 28+ now from December onwards in The United States of America, in Canada, Latin America, in Asia Pacific. You would be amazed what is happening in India, for instance, where cloud is just popping up and where all the good ideas are coming. So it is both sides, either from HP engaging with our partner saying, "okay there is an opportunity, "do you want to join?" Or sometimes, as I said, it is the partners reaching on us saying, "we want to be there, we want to accelerate with you." >> Now give us some metrics on the program. >> So, as of today, so remember we opened the platform, it was in December '15 and worked together in London if you remember. >> John: Yeah, absolutely. >> As of today's 18 months after 500 members. It's amazing, 500 members. We cover more than 300 data centers of our partners, like the ones of Craig. 300. And we have published nearly 18,000 cloud services on the platform out of 2,000 unique and we have nearly now 40,000 hits per month on the website. It's really amazing. I can tell you it's a snowball effect and it's not only the end user customers, but we have a lot of traffic inside the platform between members while building new offering. So, for instance, we have been speaking here at Discover of the Automoción Ferias that has been announced running on Discover. This is coming out of Cloud 28+, typically, and we see that there. There is another offering that HP pont next is proposing now as a service, which is a legal identity by Lay-kwah, which is a software company in the Nordics, coming out of Cloud 28+. So expanding dramatically. >> So this really highlights the pay as you go cloud business model. >> Xavier: Yeah. >> And it gives ISVs and vars and vabs the portfolio approach. So they're kind of organically putting this together versus the old channel model of predefined programs and products being shipped out to partners. You can pop services in here and then your customers can roll their own solutions. >> Craig: That's right. >> David: Am I getting that right? >> Absolutely, I also think that one of the things that's a real value add is- a lot of organizations are concerned about vendor lock-in. And when you build a consortium, like what HPE has done, it forces the service providers to participate in a way that avoids lock-in. Every service provider wants to build a lock-in strategy, but there are subtle ways that you can do it that aren't offensive and then there are offensive ways and I think the Cloud 28 consortium is really doing a good job on giving customers the comfort that they can adopt services, but they're not locked in. >> George: Let's call it sticky. >> There you go. >> What's the best way for somebody in the channel to create stickiness and loyalty with their customers? >> In my experience, they have an existing ecosystem that they've been working with for a long time, whether it's HPE or a Veeam or another software vendor and that's an ecosystem that their sales organization understands. That's an ecosystem that their own support organization understands. I think you should always start a nice simple step within an ecosystem you already know and then take the next step, turn it into a recurring revenue stream without trying to start from scratch. Blank slate is always exciting to the people that are paid to do it, but unfortunately the outcome is usually not on time and on budget, but there's lots of little steps you can take with existing ecosystem partners. >> Kind of familiarity, you know, ease of doing business. >> Yep. >> You know, track record, all those kinds of things. >> Craig: Customer trust. >> So, I mean, we use the term lock-in but that's sort of, that's what we're really trying to achieve is trust and loyalty. >> The new lock-in is scale, openness, and trust. Question on some of the technical things. I mean, channels are always been a beautiful thing and direct to sales is a great cost per order dollar, the numbers are great, but you got to get it going, right? You got the flywheel going with Cloud 28. How do you nurture this? I mean obviously it's organic, there's some community involved, training, and getting out there, I mean, how is it running? I'm just trying to understand. This is a really good formula. Is there a magical formula? Is there certain training? Is it done in the community peer to peer? >> So it is amazing because it is driven by listening to the people and, I would say, educating everybody in the value chain and the sales people at HP, the pre-sales at HP, and the people within our partners and the end user customer that they need to think business outcome. And once you shift from transactional selling to thinking business outcome, all the things are getting together because you think what your customer and your customer's customer wants to do and how you will help you customer to achieve his business goals. And you spoke about agility, time to market. These are things you can create with assembling all what is into Cloud 28+. I have a big example. We used our Cloud 28+ to answer a multi-million dollar RFPs. Why? Because multi-cloud is a reality so large governments, enterprises wants to deploy clouds in many areas, not always putting everything in the same data center. They want it so you have a good mix of technologies, a good mix of usage, and then you end with RFPs which are giant. And especially when everything is coming to IoT, to the storing of data. You need to have data analytics, hyper for most companies, it is becoming a nightmare. So we had a very good example with a big RFP in Europe. It was all about connecting all the open data that are produced by satellites in the sky and to put all this data available for all the sam-vees in Europe. I can tell you, it was very complicated to do. You would not believe me. In less than three weeks, we were able to discuss with the right partners inside Cloud 28+ to be the consortium onto beat. Three weeks. It was unbelievable. >> Well the thing about cloud too, as you get into these horizontally scalable data opportunities, you also need specialism, you need to have expertise. And that, to me, really is an application-specific, not peddling product. You actually, to your outcome perspective, you're solution-providing, right? It's back to listening. So, okay final thoughts guy, HP Discover 2017. What's the takeaway, Craig? So this year what's the big story? Obviously we heard Meg Whitman, you know, compute is kind of being redefined and scaling. What's the big story here from your perspective? >> For me I was excited to hear about the customer having a more open mind about where to put workload. I would say two years ago there was this mad rush to the cloud without really understanding the cloud and now there's a more seasoned reality is that workload has a multitude of locations where it can be. And I've been saying this for a long time, but as a small organization in Canada not everyone's listening. >> David: Well you're nibbling on the front line. >> That's right. So it's nice to hear that it's being seen around the world in the enterprise space. That's my big takeaway. >> John: Xavier, thoughts? >> I believe that Hewlett-Packard Enterprise is interest and confidence about the journey we have designed with Meg Whitman. We have to cross different phases of transformation, it is not finished. But more than every, we put the customer in front of the discussion. You know, when you have been, perhaps, listening about this new start that was pre-announced there, I was thrilled with the process. This product has been built just because it was by essence connected. When they were designing the product, to Cloud 28+ that would be a resource provider for the new start. This is the way we invent product now. So we put the customer and the channel partners and the ecosystems in the center of the design of the products that we are doing. So it's no longer a product I'm selling, it is a product that is ready to be sold because it is fitting customer or channel partner outcomes. This is a big transformation of today's. >> And I would just say, one of my observation is, again, education on the cloud is key and then, you know, this ability of tailoring solutions not a one size fits all. You know, here's hyper converged or here's composability. >> Exactly. >> Having the customer mix and match whatever they need. Guys, great conversation here inside theCUBE. HPE Discover 2017, this is theCUBE, I'm John Furrier with David Vellante we'll be back with more live coverage. Stay with us after this short break. (upbeat music)