>> And I'm here at Dell's Presence at MWC with vice president of marketing for telecom and Edge Computing, Aaron Chaisson. Aaron, how's it going? >> Doing great. How's it going today, Dave? >> It's going pretty well. Pretty excited about what you've got going here and I'm looking forward to getting the tour. You ready to take a closer look? >> Ready to do it. Let's go take a look! For us in the telecom ecosystem, it's really all about how we bring together the different players that are innovating across the industry to drive value for our CSP customers. So, it starts really, for us, at the ecosystem layer, bringing partners, bringing telecommunication providers, bringing (stutters) a bunch of different technologies together to innovate together to drive new value. So Paul, take us a little bit through what we're doing to- to develop and bring in these partnerships and develop our ecosystem. >> Uh, sure. Thank you Aaron. Uh, you know, one of the things that we've been focusing on, you know, Dell is really working with many players in the open telecom ecosystem. Network equipment providers, independent software vendors, and the communication service providers. And, you know, through our lines of business or open telecom ecosystem labs, what we want to do is bring 'em together into a community with the goal of really being able to accelerate open innovation and, uh, open solutions into the market. And that's what this community is really about, is being able to, you know, have those communications, develop those collaborations whether it's through, you know, sharing information online, having webinars dedicated to sharing Dell information, whether it's our next generation hardware portfolio we announced here at the show, our use case directory, our- how we're dealing with new service opportunities, but as well as the community to share, too, which I think is an exciting way for us to be able to, you know- what is the knowledge thing? As well as activities at other events that we have coming up. So really the key thing I think about, the- the open telecom ecosystem community, it's collaboration and accelerating the open industry forward. >> So- So Aaron, if I'm hearing this correctly you're saying that you can't just say, "Hey, we're open", and throw a bunch of parts in a box and have it work? >> No, we've got to work together to integrate these pieces to be able to deliver value, and, you know, we opened up a- (stutters) in our open ecosystem labs, we started a- a self-certification process a couple of months back. We've already had 13 partners go through that, we've got 16 more in the pipeline. Everything you see in this entire booth has been innovated and worked with partnerships from Intel to Microsoft to, uh, to (stutters) Wind River and Red Hat and others. You go all the way around the booth, everything here has partnerships at its core. And why don't we go to the next section here where we're going to be showing how we're pulling that all together in our open ecosystems labs to drive that innovation? >> So Aaron, you talked about the kinds of validation and testing that goes on, so that you can prove out an open stack to deliver the same kinds of reliability and performance and availability that we expect from a wireless network. But in the opens- in the open world, uh, what are we looking at here? >> Yeah absolutely. So one of the- one of the challenges to a very big, broad open ecosystem is the complexity of integrating, deploying, and managing these, especially at telecom scale. You're not talking about thousands of servers in one site, you're talking about one server in thousands of sites. So how do you deploy that predictable stack and then also manage that at scale? I'm going to show you two places where we're talkin' about that. So, this is actually representing an area that we've been innovating in recently around creating an integrated infrastructure and virtualization stack for the telecom industry. We've been doing this for years in IT with VxBlocks and VxRails and others. Here what you see is we got, uh, Dell hardware infrastructure, we've got, uh, an open platform for virtualization providers, in this case we've created an infrastructure block for Red Hat to be able to supply an infrastructure for core operations and Packet Cores for telecoms. On the other side of this, you can actually see what we're doing with Wind River to drive innovation around RAN and being able to simplify RAN- vRAN and O-RAN deployments. >> What does that virtualization look like? Are we talking about, uh, traditional virtual machines with OSs, or is this containerized cloud native? What does it look like? >> Yeah, it's actually both, so it can support, uh, virtual, uh-uh, software as well as containerized software, so we leverage the (indistinct) distributions for these to be able to deploy, you know, cloud native applications, be able to modernize how they're deploying these applications across the telecom network. So in this case with Red Hat, uh, (stutters) leveraging OpenShift in order to support containerized apps in your Packet Core environments. >> So what are- what are some of the kinds of things that you can do once you have infrastructure like this deployed? >> Yeah, I mean by- by partnering broadly across the ecosystem with VMware, with Red Hat, uh, with- with Wind River and with others, it gives them the ability to be able to deploy the right virtualization software in their network for the types of applications they're deploying. They might want to use Red Hat in their core, they may want to use Wind River in their RAM, they may want to use, uh, Microsoft or VMware for their- for their Edge workloads, and we allow them to be able to deploy all those, but centrally manage those with a common user interface and a common set of APIs. >> Okay, well I'm dying to understand the link between this and the Lego city that the viewers can't see, yet, but it's behind me. Let's take a look. >> So let's take a look at the Lego city that shows how we not deploy just one of these, but dozens or hundreds of these at scale across a cityscape. >> So Aaron, I know we're not in Copenhagen. What's all the Lego about? >> Yeah, so the Lego city here is to show- and, uh, really there's multiple points of Presence across an entire Metro area that we want to be able to manage if we're a telecom provider. We just talked about one infrastructure block. What if I wanted to deploy dozens of these across the city to be able to manage my network, to be able to manage, uh, uh- to be able to deploy private mobility potentially out into a customer enterprise environment, and be able to manage all of these, uh, very simply and easily from a common interface? >> So it's interesting. Now I think I understand why you are VP of marketing for both telecom and Edge. Just heard- just heard a lot about Edge and I can imagine a lot of internet of things, things, hooked up at that Edge. >> Yeah, so why don't we actually go over to another area? We're actually going to show you how one small microbrewery (stutters) in one of our cities nearby, uh, (stutters) my hometown in Massachusetts is actually using this technology to go from more of an analyzed- analog world to digitizing their business to be able to brew better beer. >> So Aaron, you bring me to a brewery. What do we have- what do we have going on here? >> Yeah, so, actually (stutters) about- about a year ago or so, I- I was able to get my team to come together finally after COVID to be able to meet each other and have a nice team event. One of those nights, we went out to dinner at a- at a brewery called "Exhibit 'A'" in Massachusetts, and they actually gave us a tour of their facilities and showed us how they actually go through the process of brewing beer. What we saw as we were going through it, interestingly, was that everything was analog. They literally had people with pen and paper walking around checking time and temperature and the process of brewing the beer, and they weren't asking for help, but we actually saw an opportunity where what we're doing to help businesses digitize what they're doing in their manufacturing floor can actually help them optimize how they build whatever product they're building, in this case it was beer. >> Hey Warren, good to meet you! What do we have goin' on? >> Yeah, it's all right. So yeah, basically what we did is we took some of their assets in the, uh, brewery that were completely manually monitored. People were literally walking around the floor with clipboards, writing down values. And we censorized the asset, in this case fermentation tanks and we measured the, uh, pressure and the temperature, which in fermentation are very key to monitor those, because if they get out of range the entire batch of beer can go bad or you don't get the consistency from batch to batch if you don't tightly monitor those. So we censorized the fermentation tank, brought that into an industrial I/O network, and then brought that into a Dell gateway which is connected 5G up to the cloud, which then that data comes to a tablet or a phone, which they, rather than being out on the floor and monitor it, can look at this data remotely at any time. >> So I'm not sure the exact date, the first time we have evidence of beer being brewed by humanity... >> Yep. >> But I know it's thousands of years ago. So it's taken that long to get to the point where someone had to come along, namely Dell, to actually digitally transform the beer business. Is this sort of proof that if you can digitally transform this, you can digitally transform anything? >> Absolutely. You name it, anything that's being manufactured, sold, uh, uh, taken care of, (stutters) any business out there that's looking to be able to be modernize and deliver better service to their customers can benefit from technologies like this. >> So we've taken a look at the ecosystem, the way that you validate architectures, we've seen an example of that kind of open architecture. Now we've seen a real world use case. Do you want to take a look a little deeper under the covers and see what's powering all of this? >> We just this week announced a new line of servers that power Edge and RAN use cases, and I want to introduce Mike to kind of take us through what we've been working on and really what the power of what this providing. >> Hey Mike, welcome to theCube. >> Oh, glad- glad to be here. So, what I'd really like to talk about are the three new XR series servers that we just announced last week and we're showing here at Mobile World Congress. They are all short depth, ruggedized, uh, very environmentally tolerant, and able to withstand, you know, high temperatures, high humidities, and really be deployed to places where traditional data center servers just can't handle, you know, due to one fact or another, whether it's depth or the temperature. And so, the first one I'd like to show you is the XR7620. This is, uh, 450 millimeters deep, it's designed for, uh, high levels of acceleration so it can support up to 2-300 watt, uh, GPUs. But what I really want to show you over here, especially for Mobile World Congress, is our new XR8000. The XR8000 is based on Intel's latest Sapphire Rapids technology, and this is- happens to be one of the first, uh, EE boost processors that is out, and basically what it is (stutters) an embedded accelerator that makes, uh, the- the processing of vRAN loads very, uh, very efficient. And so they're actually projecting a, uh, 3x improvement, uh, of processing per watt over the previous generation of processors. This particular unit is also sledded. It's very much like, uh, today's traditional baseband unit, so it's something that is designed for low TCO and easy maintenance in the field. This is the frew. When anything fails, you'll pull one out, you pop a new one in, it comes back into service, and the- the, uh, you know, your radio is- is, uh, minimally disrupted. >> Yeah, would you describe this as quantitative and qualitative in terms of the kinds of performance gains that these underlying units are delivering to us? I mean, this really kind of changes the game, doesn't it? It's not just about more, is it about different also in terms of what we can do? >> Well we are (stutters) to his point, we are able to bring in new accelerator technologies. Not only are we doing it with the Intel, uh, uh, uh, of the vRAN boost technologies, but also (stutters) we can bring it, too, but there's another booth here where we're actually working with our own accelerator cards and other accelerator cards from our partners across the industry to be able to deliver the price and performance capabilities required by a vRAN or an O-RAN deployment in the network. So it's not- it's not just the chip technology, it's the integration and the innovation we're doing with others, as well as, of course, the unique power cooling capabilities that Dell provides in our servers that really makes these the most efficient way of being able to power a network. >> Any final thoughts recapping the whole picture here? >> Yeah, I mean I would just say if anybody's, uh, i- is still here in Mobile World Congress, wants to come and learn what we're doing, I only showed you a small section of the demos we've got here. We've got 13 demos across on 8th floor here. Uh, for those of you who want to talk to us (stutters) and have meetings with us, we've got 13 meeting rooms back there, over 500 costumer partner meetings this week, we've got some whisper suites for those of you who want to come and talk to us but we're innovating on going forward. So, you know, there's a lot that we're doing, we're really excited, there's a ton of passion at this event, and, uh, we're really excited about where the industry is going and our role in it. >> 'Preciate the tour, Aaron. Thanks Mike. >> Mike: Thank you! >> Well, for theCube... Again, Dave Nicholson here. Thanks for joining us on this tour of Dell's Presence here at MWC 2023.

(upbeat music) >> Welcome everyone to theCUBE presentation of the AWS Startup Showcase, the theme here is Data as Code. This is season two, episode two of our ongoing series covering the exciting startups from the AWS ecosystem. And talk about the future of data, future of analytics, the future of development and all kind of cool stuff in Multicloud. I'm your host, John Furrier. Today we're joined by Ed Bailey, Senior Technology, Technical Evangelist at Cribl. Thanks for coming on the queue here. >> I thank you for the invitation, thrilled to be here. >> The theme of this session is the observability lake, which I love by the way I'm getting into that in a second. A breach investigation's best friend, which is a great topic. Couple of things, one, I like the breach investigation angle, but I also like this observability lake positioning, because I think this is a teaser of what's coming, more and more data usage where it's actually being applied specifically for things here, it's observability lake. So first, what is an observability lake? Why is it important? >> Why it's important is technology professionals, especially security professionals need data to make decisions. They need data to drive better decisions. They need data to understand, just to achieve understanding. And that means they need everything. They don't need what they can afford to store. They don't need not what vendor is going to let them store. They need everything. And I think as a point of the observability lake, because you couple an observability pipeline with the lake to bring your enterprise of data, to make it accessible for analytics, to be able to use it, to be able to get value from it. And I think that's one of the things that's missing right now in the enterprises. Admins are being forced to make decisions about, okay, we can't afford to keep this, we can afford to keep this, they're missing things. They're missing parts of the picture. And by bringing, able to bring it together, to be able to have your cake and eat it too, where I can get what I need and I can do it affordably is just, I think that's the future, and it just drives value for everyone. >> And it just makes a lot of sense data lake or the earlier concert, throw everything into the lake, and you can figure it out, you can query it, you can take action on it real time, you can stream it. You can do all kinds of things with it. Verb observability is important because it's the most critical thing people are doing right now for all kinds of things from QA, administration, security. So this is where the breach piece comes in. I like that's part of the talk because the breached investigation's best friend, it implies that you got the secret sourced to behind it, right? So, what is the state of the breach investigation today? What's going on with that? Because we know breaches, we see 'em out there, but like, why is this the best friend of a breach investigator? >> Well, and this is unfortunate, but typically there's an enormous delay between breach and detection. And right now, there's an IBM study, I think it's 287 days, but from the actual breach to detection and containment. It's an enormous amount of time. And the key is so when you do detect a breach, you're bringing in your instant, your response team, and typically without an observability lake, without Cribl solutions around observability pipeline, you're going to have an incomplete picture. The incident response team has to first to understand what's the scope of the breach. Is it one server? Is it three servers? Is it all the servers? You got to understand what's been compromised, what's been the end, what's the impact? How did the breach occur in the first place? And they need all the data to stitch that together, and they need it quickly. The more time it takes to get that data, the more time it takes for them to finish their analysis and contain the breach. I mean, hence the, I think about an 87, 90 days to contain a breach. And so by being able to remove the friction, by able to make it easier to achieve these goals, what shouldn't be hard, but making, by removing that friction, you speed up the containment and resolution time. Not to mention for many system administrators, they don't simply have the data because they can afford to store the data in their SIEM. Or they have to go to their backup team to get a restore which can take days. And so that's-- It's just so many obstacles to getting resolution right now. >> I mean, it's just, you're crawling through glass there, right? Because you think about it like just the timing aspect. Where is the data? Where is it stored and relevant and-- >> And do you have it at all? >> And you have it at all, and then, you know, that person doesn't work anywhere, they change jobs. I mean, who is keeping track of all this? You guys have now, this capability where you can come in and do the instrumentation with the observability lake without a lot of change to the environment, which is not the way it used to be. Used to be, buy a tool, build a platform. Cribl has a solution that eases the struggles with the enterprise. What specifically is that pain point? And what do you guys do specifically? >> Well, I'll start out with kind of example, what drew me to Cribl, so back in 2018. I'm running the Splunk team for a very large multinational. The complexity of that, we were dealing with the complexity of the data, the demands we were getting from security and operations were just an enormous issue to overcome. I had vendors come to me all the time that will solve your problems, but that means you got to move to our platform where you have to get rid of Splunk or you have to do this, and I'm losing something. And what Cribl stream brought into, was I could put it between my sources and my destinations and manage my data. And I would have flow control over the data. I don't have to lose anything. I could keep continuing use our existing analytics tools, and that sense of power and control, and I don't have to lose anything. I was like, there's something wrong here. This is too good to be true. And so what we're talking about now in terms of breach investigation, is that with Cribl stream, I can create a clone of my data to an object store. So this is in, this is almost any object store. So it can be AWS, it could be the other vendor object stores. It could be on-prem object stores. And then I can house my data, I can house all my data at the cheapest possible price. So instead of eating up my most expensive storage, I put all my data in my object store. And I only put the data I need for the detections in my SIEM. So if, and hopefully never, but if you do have a breach, lock stream has a wonderful UI that makes a trivial to then pick my data out of my object store and restore it back into my SIEM so that my IR team has to develop a complete picture of how the breach happen. What's the scope? What is their lateral movement and answer those questions. And it just, it takes the friction away. Just like you said, just no more crawling over glass. You're running to your solution. >> You mentioned object store, and you're streaming that in. You talk about the Cribble stream tool. I'm assuming there when you're streaming the pipeline stuff, but is there a schema involved? Is there database challenges? What, how do you guys look at that? I know you're vendor agnostic. I like that piece, you plug in and you leverage all the tools that are out there, Splunk, Datadog, whatever. But how about on the database side, what's the impact there? >> Well, so I'm assuming you're talking about the object store itself, so we don't have to apply the schema. We can fit the data to whichever the object store is. We structure the data so it makes it easier to understand. For example, if I want to see communications from one IP to another IP, we structure it to make it easier to see that and query that, but it is just, we're-- Yeah, it's completely vendor neutral and this makes it so simple, so simple to enable, I think-- >> So no pre-defined schema needed. >> No, not at all. And this, it made it so much easier. I think we enabled this for the enterprise. I think it took us three hours to do, and we were able to then start, I mean, start cutting our retention costs dramatically. >> Yeah, it's great when you get that kind of value, time to value critical and all the skeptics fall to the sides pretty quickly. (chuckles) I got to ask you, well, go ahead. >> So I say, I mean, previously, I would have to go to our backup team. We'd have to open up a ticket, we'd have to have a bridge, then we'd have to go through the process of pulling tape and being, it could take, you know, hours, hours if not days to restore the amount of data we needed. And just it, you know, we were able to run to our goals, and solve business problems instead of focusing on the process steps of getting things done. >> Right, so take me through the architecture here and some customer examples, 'cause you have the Cribble streaming there, observability pipeline. That's key, you mentioned that. >> Yes. >> And then they build out these observability lakes from that. So what is the impact of that? Can you share the customers that are using that solution? What are they seeing for benefits? What are some of the impact? Can you give us some specifics? >> I mean, I can't share with all the exact customer names. I can definitely give you some examples. Like referenceable conference would be TransUnion, so that I came from TransUnion. I was one of the first customers and it solved enormous number of problems for us. Autodesk is another great example. The idea that we're able to automate and data practices. I mean, just for example, what we were talking about with backups. We'd have to, you have to put a lot of time into managing your backups in your inner analytics platforms, you have to. And then you're locked into custom database schemas, you're locked into vendors. And it's also, it's still, it's expensive. So being able to spend a few hours, dramatically cut your costs, but still have the data available, and that's the key. I didn't have to make compromises, 'cause before I was having to say, okay, we're going to keep this, we're going to just drop this and hope for the best. And we just don't, we just didn't have to do that anymore. I think for the same thing for TransUnion and Autodesk, the idea that we're going to lower our cost, we're going to make it easier for our administrators to do their job and so they can spend more time on business value fundamentals, like responding to a breach. You're going to spend time working with your teams, getting value observability solutions and stop spending time on writing custom solutions using to open source tools. 'Cause your engineering time is the most precious asset for any enterprise and you got to focus your engineering time on where it's needed the most. >> Yeah, and they can't underestimate the hassle and cost of ownership, of swapping out pre-existing stuff, just for the sake of having a functionality. I mean that's a big-- >> It's pain and that's a big thing about lock stream is that being vendor neutral is so important. If you want to use the Splunk universal forwarder, that's great. If you want to use Beats, that's awesome. If you want to use Fluentd, even better. If you want to use all three, you can do that too. It's the customer choice and we're saying to people, use what suits your needs. And if you want to write some of your data to elastic, that's great. Some of your data to Splunk, that's even better. Some of it to, pick your pick, fine as well or Exabeam. You have the choices to put together, put your own solutions together and put your data where you need it to be. We're not asking you only in our ecosystem to work with only our partners. We're letting you pick and choose what suits your business. >> Yeah, you know, that's the direction I was just talking about the Amazon folks around their serverless. You know, you can use any tool, you know, you can, they have that core architecture for everything, the S3 and then pick whatever you want to use. SageMaker, just that other thing. This is the new way. That's the way it has to be to be effective. How do you guys handle that? What's been the reaction from customers? Do they like, roll their eyes and doubt you guys, or can you do it? Are they skeptical? How fast can you convert 'em over? (chuckles) >> Right, and that's always the challenge. And that's, I mean, the best part of my day is talking to customers. I love hearing and feedback, what they like, what they don't and what they need. And of course I was skeptical. I didn't believe it when I first saw it because I was like this, you know, because I'm, I was used to being locked in. I was used to having to put a lot of effort, a lot of custom code, like, what do you mean? It's this easy? I believe I did the first, this is 2018, and I did our first demos, like 30 minutes in, and I cut about 1/2 million dollars out of our license in the first 30 minutes in our first demo. And I was stunned because I mean, it's like, this is easy. >> Yeah, I mean-- >> Yeah, exactly. I mean, this is, and then this is the future. And then for example, we needed to bring in so like the security team wanted to bring in a UBA solution that wasn't part of the vendor ecosystem that we were in. And I was like, not a problem. We're going to use log stream. We're going to clone a copy of our data to the UBA solution. We were able to get value from this UBA solution in weeks. What typically is a six month cycle to start getting value. And it just, it was just too easy and the best part of it. And the thing is, it just struck me was my engineers can now spend their time on delivering value instead of integrations and moving data around. >> Yeah, and also we can spend more time preventing breaches. But what's interesting is counterintuitive here is that, if you, as you add more flexibility and choice, you'd think it'd be harder to handle a breach, right? So, now let's go back to the scenario. Now you guys, say an organization has a breach, and they have the observability pipeline, They got the lake in place, your observability lake, take me through the investigation. How easy is it, what happens? How they start it, what goes on? >> So, once your SOC detects a breach, then they bring in the idea. Typically you're going to bring in your incident response team. So what we did, and this is one more way that we removed that friction, we cleaned up the glass, is we delegate to the instant response team, the ability to restore, we call it-- So if Cribl calls it replay, we play data at our object store back into your SIEM. There's a very nice UI that gives you the ability to say, "I want data from this time period, at this time period, I want it to be all the data." Or the ability to filter and say, "I want this, just this IP." For example, if I detected, okay, this IP has been breached then I'm going to pull all the data that mentions this IP and this timeframe, hit a button and it just starts. And then it's going to restore how as fast your IOPS are for your solution. And then it's back in your tool, it's back in your tool. One of the things I also want to mention is we have an amazing enrichment capability. So one of the things that we would do is we would've pipelines so as the data comes out of the object store, it hits the pipeline, and then we enrich it. We hit use GoIP information, perverse and NAS. It gets processed through threat Intel feed. So the data's already enriched and ready for the incident response people to do their job. And so it just, it bamboozle the friction of getting to the point where I can start doing my job. >> You know, at this theme, this episode for this showcase is about Data as Code. And which is, you know, we've been, I've been saying this on theCUBES for since it was being around 13 years ago, that developers are going to be dealing with data like they deal with software code, and you're starting to see, you mentioned enrichment. Where do you see Data as Code going? How relevant in it now, because we really talking about when you add machine learning in here, that has to be enriched, and iterated on too. We're talking about taking things off a branch and putting it back into the core. This is a data discussion, this isn't software, but it sounds the same. >> Right, and this is something that the irony is that, I remember first time saying it to an auditor. I was constantly going with auditors, and that's what I described is I'm going to show you the code that manages the data. This is the data's code that's going to show you how we transform it, how we secure it, where the data goes, how it's enriched. So you can see the whole story, the data life cycle in one place. And that's how we handled our orders. And I think that is enormously, you know, positive because it's so easy to be confused. It's so easy to have complexity to get in the way of progress. And by being able to represent your Data as Code, it's a step forward 'cause the amount of data and the complexity of data, it's not getting simpler, it's getting more complex. So we need to come up with better ways to handle it. >> Now you've been on both sides of the fence. You've been in the trenches as customer, now you're a supplier with Great Solution. What are people doing with this data engineering roles? Because it's not enough data engineering. I mean, 'cause if you say Data as Code, if you believe that to be true and many people do, we do. And you looked at the history of infrastructure risk code that enabled DevOps, AIOps, MLOps, DataOps, it's happening, right? So data stack ops is coming. Obviously security is huge in this. How does that data engineering role evolve? Because it just seems more and more that there's going to be a big push towards an SRE version of data, right? >> I completely agree. I was working with a customer yesterday, and I spent a large part of our conversation talking about implementing development practices for administrators. It's a new role. It's a new way to think of things 'cause traditionally your Splunk or elastic administrators is talking about operating systems and memory and talking about how to use proprietary tools in the vendor, that's just not quite the same. And so we started talking about, you need to have, you need to start getting used to code reviews. Yeah, the idea of getting used to making sure everything has a comment, was one thing I told him was like, you know, if you have a function has to have a comment, just by default, just it has to. Yeah, the standards of how you write things, how you name things all really start to matter. And also you got to start adding, considering your skillset. And this is some mean probably one of the best hire I ever made was I hired a guy with a math degree, because I needed his help to understand how do machine learning works, how to pick the best type of algorithm. And I think this is going to evolve, that you're going to be just away from the gray bearded administrator to some other gray bearded administrator with a math degree. >> It's interesting, it's a step function. You have a data engineer who's got that kind of capabilities, like what the SRA did with infrastructure. The step function of enablement, the value creation from really good data engineering, puts the democratization playback on the table, and changes, >> Thank you very much John. >> And changes that entire landscape. How do you, what's your reaction to that? >> I completely agree 'cause so operational data. So operational security data is the most volatile data in the enterprise. It changes on a whim, you have developers who change things. They don't tell you what happens, vendor doesn't tell you what happened, and so that idea, that life cycle of managing data. So the same types of standards of disciplines that database administrators have done for years is going to have, it has to filter down into the operational areas, and you need tooling that's going to give you the ability to manage that data, manage it in flight in real time, in order to drive detections, in order to drive response. All those business value things we've been talking about. >> So I got to ask you the larger role that you see with observability lakes we were talking before we came on camera live here about how exciting this kind of concept is, and you were attracted to the company because of it. I love the observability lake concept because it puts all that data in one spot, you can manage it. But you got machine learning in AI around the corner that also can help. How has all this changed in the landscape of data security and things because it makes a lot of sense, and I can only see it getting better with machine learning. >> Yeah, definitely does. >> Totally, and so the core issue, and I don't want to say, so when you talk about observability, most people have assumptions around observability is only an operational or an application support process. It's also security process. The idea that you're looking for your unknown, unknowns. This is what keeps security administrators up at night is I'm being attacked by something I don't know about. How do you find those unknown? And that's where your machine learning comes in. And that's where that you have to understand there's so many different types of machine learning algorithms, where the guy that I hired, I mean, had started educating me about the umpteen number of algorithms and how it applies to different data and how you get different value, how you have to test your data constantly. There's no such thing as the magical black box of machine learning that gives you value. You have to implement, but just like the developer practices to keep testing and over and over again, data scientists, for example. >> The best friend of a machine learning algorithm is data, right? You got to keep feeding that data, and when the data sets are baked and secure and vetted, even better, all cool. Had great stuff, great insight. Congratulations Cribl, Great Solution. Love the architecture, love the pipelining of the observability data and streaming that in to a lake. Great stuff. Give a plug for the company where you guys are at, where people can get information. I know you guys got a bunch of live feeds on YouTube, Twitch, here in theCUBE. Where else can people find you? Give the plug. >> Oh, please, please join our slack community, go to cribl.io/community. We have an amazing community. This was another thing that drew me to the company is have a large group of people who are genuinely excited about data, about managing data. If you want to try Cribl out, we have some great tool. Try Cribl tools out. We have a cloud platform, one terabyte up free data. So go to cribl.io/cloud or cribl.cloud, sign up for, you know, just never times out. You're not 30 day, it's forever up to one terabyte. Try out our new products as well, Cribl Edge. And then finally come watch Nick Decker and I, every Thursday, 2:00 PM Eastern. We have live streams on Twitter, LinkedIn and YouTube live. And so just my Twitter handle is EBA 1367. Love to have, love to chat, love to have these conversations. And also, we are hiring. >> All right, good stuff. Great team, great concepts, right? Of course, we're theCUBE here. We got our video lake coming on soon. I think I love this idea of having these video. Hey, videos data too, right? I mean, we've got to keep coming to you. >> I love it, I love videos, it's awesome. It's a great way to communicate, it's a great way to have a conversation. That's the best thing about us, having conversations. I appreciate your time. >> Thank you so much, Ed, for representing Cribl here on the Data as Code. This is season two episode two of the ongoing series covering the hottest, most exciting startups from the AWS ecosystem. Talking about the future data, I'm John Furrier, your host. Thanks for watching. >> Ed: All right, thank you. (slow upbeat music)

(upbeat music) >> Hello everyone, welcome back to theCUBE's coverage of splunk.com 2021 virtual. We're here live in the Splunk studios. We're all here gettin all the action, all the stories. Garth Fort, senior vice president, Chief Product Officer at Splunk is here with me. CUBE alumni. Great to see you. Last time I saw you, we were at AWS now here at Splunk. Congratulations on the new role. >> Thank you. Great to see you again. >> Great keynote and great team. Congratulations. >> Thank you. Thank you. It's a lot of fun. >> So let's get into the keynote a little bit on the product. You're the Chief Product Officer. We interviewed Shawn Bice, who's also working with you as well. He's your boss. Talk about the, the next level, cause you're seeing some new enhancements. Let's get to the news first. Talk about the new enhancements. >> Yeah, this was actually a really fun keynote for me. So I think there was a lot of great stuff that came out of the rest of it. But I had the honor to actually showcase a lot of the product innovation, you know, since we did .conf last year, we've actually closed four different acquisitions. We shipped 43 major releases and we've done hundreds of small enhancements, like we're shipping code in the cloud every six weeks and we're shipping new versions twice a year for our Splunk Enterprise customers. And so this was kind of like if you've seen that movie Sophie's Choice, you know, where you have to pick one of your children, like this was a really hard, hard thing to pick. Cause we only had about 25 minutes, but we did like four demos that I think landed really well. The first was what we call ingest actions and you know, there's customers that are using, they start small with gigabytes and they go to terabytes and up to petabytes of data per day. And so they wanted tools that allow them to kind of modify filter and then route data to different sort of parts of their infrastructure. So that was the first demo. We did another demo on our, our visual playbook editor for SOAR, which has improved quite a bit. You know, a lot of the analysts that are in the, in the, in the SOC trying to figure out how to automate responses and reduce sort of time to resolution, like they're not Python experts. And so having a visual playbook editor that lets them drag and drop and sort of with a few simple gestures create complex playbooks was pretty cool. We showed some new capabilities in our APM tool. Last year, we announced we acquired a company called Plumbr, which has expertise in basically like code level analysis and, and we're calling it "Always On" profiling. So we, we did that demo and gosh, we did one more, four, but four total demos. I think, you know, people were really happy to see, you know, the thing that we really tried to do was ground all of our sort of like tech talk and stuff that was like real and today, like this is not some futuristic vision. I mean, Shawn did lay out some, some great visions, visionary kind of pillars. But, what we showed in the keynote was I it's all shipping code. >> I mean, there's plenty of head room in this market when it comes to data as value and data in motion, all these things. But we were talking before you came on camera earlier in the morning about actually how good Splunk product and broad and deep the product portfolio as well. >> Garth: Yeah. >> I mean, it's, I mean, it's not a utility and a tooling, it's a platform with tools and utilities. >> Garth: Yeah >> It's a fully blown out platform. >> Yeah. Yeah. It is a platform and, and, you know, it's, it's one that's quite interesting. I've had the pleasure to meet a couple of big customers and it's kind of amazing, like what they do with Splunk. Like I was meeting with a large telco on the east coast and you know, they actually, for their set top boxes, they actually have to figure out in real time, which ads to display and the only tool they could find to process 15 million events in real time, to decide what ad to display, was Splunk. So that was, that was like really cool to hear. Like we never set out to be like an ad tech kind of platform and yet we're the only tool that operates at that level of scale and that kind of data. >> You know, it's funny, Doug Merritt mentioned this in my interview with him earlier today about, you know, and he wasn't shy about it, which was great. He was like, we're an enabling platform. We don't have to be experts in all these vertical industries >> Garth: Yep >> because AI takes care of that. That's where the machine learning >> Garth: Yeah >> and the applications get built. So others are trying to build fully vertically integrated stacks into these verticals when in reality they don't have to, if they don't want it. >> Yeah, and Splunk's kind of, it's quite interesting when you look across our top 100 customers, you know, Doug talks about like the, you know, 92 of the fortune 100 are kind of using Splunk today, but the diversity across industries and, you know, we have government agencies, we have, you know, you name the retail or the vertical, you know, we've got really big customers, they're using Splunk. And the other thing that I kind of, I was excited about, we announced the last demo I forgot was TruSTAR integration with Enterprise Security. That's pretty cool. We're calling that Splunk Threat Intelligence. And so That was really fun and we only acquired, we closed the acquisition to TruSTAR in May, but the good news is they've been a partner with us like for 18 months before we actually bought em. And so they'd already done a lot of the work to integrate. And so they had a running start in that regard, But other, one other one that was kind of a, it was a small thing. I didn't get to demo it, but we talked about the, the content pack for application performance monitoring. And so, you know, in some ways we compete in the APM level, but in many ways there's a ton of great APM vendors out there that customers are using. But what they wanted us to do was like, hey, if I'm using APM for that one app, I still want to get data out of that and into Splunk because Splunk ends up being like the core repository for observability, security, IT ops, Dev Sec Ops, et cetera. It's kind of like where the truth, the operational truth of how your systems works, lives in Splunk. >> It's so funny. The Splunk business model has actually been replicated. They call it data lake, whatever you want to call it. People are bringing up all these different metaphors. But at the end of the day, if you guys can create a value proposition where you can have data just be, you know, stored and dumped and dumped into whatever they call it stored in a way >> Garth: We call it ingest >> Ingested, ingested. >> Garth: Not dumped. >> Data dump. >> Garth: It's ingested. >> Well, I mean, well you given me a plan, but you don't have to do a lot of work to store just, okay, we can only get to it later, >> Garth: Yep. >> But let the machines take over >> Garth: Yep. >> With the machine learning. I totally get that. Now, as a pro, as a product leader, I have to ask you your, your mindset around optimization. What do you optimize for? Because a lot of times these use cases are emerging. They just pop out of nowhere. It's a net new use case that you want to operationalize. So balancing the headroom >> Yep. >> Or not to foreclose those new opportunities for customers. How are customers deciding what's important to them? How do you, because you're trying to read the tea leaves for the future >> Garth: A little bit, yeah. >> and then go, okay, what do our customers need, but you don't want to foreclose anything. How do you think about product strategy around that? >> There's a ton of opportunity to interact with customers. We have this thing called the Customer Advisory Board. We run, I think, four of them and we run a monthly. And so we got an opportunity to kind of get that anecdotal data and the direct contact. We also have a portal called ideas.splunk.com where customers can come tell us what they want us to build next. And we look at that every month, you know, and there's no way that we could ever build everything that they're asking us to, but we look at that monthly and we use it in sort of our sprint planning to decide where we're going to prioritize engineering resources. And it's just, it's kind of like customers say the darndest things, right? Sometimes they ask us for stuff and we never imagined building it in a million years, >> John: Yeah. >> Like that use case around ads on the set top box, but it's, it's kind of a fun place to be like, we, we just, before this event, we kind of laid out internally what, you know, Shawn and I kind of put together this doc, actually Shawn wrote the bulk of it, but it was about sort of what do we think? Where, where can we take Splunk to the next three to five years? And we talked about these, we referred to them as waves of innovation. Cause you know, like when you think about waves, there's multiple waves that are heading towards the beach >> John: Yeah. >> in parallel, right? It's not like a series of phases that are going to be serialized. It's about making a set of investments. that'll kind of land over time. And, and the first wave is really about, you know, what I would say is sort of, you know, really delivering on the promise of Splunk and some of that's around integration, single sign-on things about like making all of the Splunk Splunk products work together more easily. We've talked a lot in the Q and a about like edge and hybrid. And that's really where our customers are. If you watch the Koby Avital's sort of customer keynote, you know, Walmart by necessity, given their geographic breadth and the customers they serve has to have their own infrastructure. They use Google, they use Azure and they have this abstraction layer that Koby's team has built on top. And they use Splunk to manage kind of, operate basically all of their infrastructure across those three clouds. So that's the hybrid edge scenario. We were thinking a lot about, you mentioned data lakes. You know, if you go back to 2002, when Splunk was founded, you know, the thing we were trying to do is help people make sense of log files. But now if you talk to customers that are moving to cloud, everybody's building a data lake and there's like billions of objects flowing into millions of these S3 buckets all over the place. And we're kind of trying to think about, hey, is there an opportunity for us to point our indexing and analytics capability against structured and unstructured data and those data lakes. So that that'll be something we're going to >> Yeah. >> at least start prototyping pretty soon. And then lastly, machine learning, you know, I'd say, you know, to use a baseball metaphor, like in terms of like how we apply machine learning, we're like in the bottom of the second inning, >> Yeah. >> you know, we've been doing it for a number of years, but there's so much more. >> There's so, I mean, machine learning is only as good as the data you put into the machine learning. >> Exactly, exactly. >> And so if you have, if you have gap in the data, the machine learning is going to have gaps in it. >> Yeah. And we have, we announced a feature today called auto detect. And I won't go into the gory details, but effectively what it does is it runs a real-time analytics job over whatever metrics you want to look at and you can do what I would consider more statistics versus machine learning. You can say, hey, if in a 10 minute period, like, you know, we see more errors than we see on average over the last week, throw an alert so I can go investigate and take a look. Imagine if you didn't have to figure out what the right thresholds were, if we could just watch those metrics for you and automatically understand the seasonality, the timing, is it a weekly thing? Is it a monthly thing? And then like tell you like use machine learning to do the anomaly detection, but do it in a way that's more intelligent than just the static threshold. >> Yeah. >> And so I think you'll see things like auto detect, which we announced this week will evolve to take advantage of machine learning kind of under the covers, if you will. >> Yeah. It was interesting with cloud scale and the data velocity, automations become super important. >> Oh yeah. >> You don't have a lot of new disciplines emerge, like explainable AI is hot right now. So you got, the puck is coming. You can see where the puck is going. >> Yeah >> And that is automation at the app edge or the application layer where the data has got to be free-flowing or addressable. >> Garth: Yeah. >> This is something that is being talked about. And we talked about data divide with, with Chris earlier about the policy side of things. And now data is part of everything. It's part of the apps. >> Garth: Yeah. >> It's not just stored stuff. So it's always in flight. It should be addressable. This is what people want. What do you think about all of that? >> No, I think it's great. I actually just can I, I'll quote from Steve Schmidt in, in sort of the keynote, he said, look like security at the end of the day is a human problem, but it kind of manifests itself through data. And so being able to understand what's happening in the data will tell you, like, is there a bad actor, like wreaking havoc inside of my systems? And like, you can use that, the data trail if you will, of the bad actor to chase them down and sort of isolate em. >> The digital footprints, if you will, looking at a trail. >> Yeah. >> All right, what's the coolest thing that you like right now, when you look at the treasure trove of, of a value, as you look at it, and this is a range of value, Splunk, Splunk has had customers come in with, with the early product, but they keep the customers and they always do new things and they operationalize it >> Garth: Yep. >> and another new thing comes, they operationalize it. What's the next new thing that's coming, that's the next big thing. >> Dude that is like asking me which one of my daughters do I love the most, like that is so unfair. (laughing) I'm not going to answer that one. Next question please. >> Okay. All right. Okay. What's your goals for the next year or two? >> Yeah, so I just kind of finished roughly my first 100 days and it's been great to, you know, I had a whole plan, 30, 60, 90, and I had a bunch of stuff I wanted to do. Like I'm really hoping, sort of, we get past this current kind of COVID scare and we get to back to normal. Cause I'm really looking forward to getting back on the road and sort of meeting with customers, you know, you can meet over Zoom and that's great, but what I've learned over time, you know, I used to go, I'd fly to Wichita, Kansas and actually go sit down with the operators like at their desk and watch how they use my tools. And that actually teaches you. Like you, you come up with things when you see, you know, your product in the hands of your customer, that you don't get from like a CAB meeting or from a Zoom call, you know? >> John: Yeah, yeah. >> And so being able to visit customers where they live, where they work and kind of like understand what we can do to make their lives better. Like that's going to, I'm actually really excited to gettin back to travel. >> If you could give advice to CTO, CISO, or CIO or a practitioner out there who are, who is who's sitting at their virtual desk or their physical desk thinking, okay, the pandemic, were coming through the pandemic. I want to come out with a growth strategy, with a plan that's going to be expansive, not restrictive. The pandemic has shown what's what works, what doesn't work. >> Garth: Sure. >> So it's going to be some projects that might not get renewed, but there's doubling down on, certainly with cloud scale. What would advice would you give that person when they start thinking about, okay, I got to get my architecture right. >> Yeah. >> I got to get my playbooks in place. I got to get my people aligned. >> Yeah >> What's what do you see as a best practice for kind of the mindset to actual implementation of data, managing the data? >> Yeah, and again, I'm, I'm, this is not an original Garth thought. It actually came from one of our customers. You know, the, I think we all, like you think back to March and April of 2020 as this thing was really getting real. Everybody moved as fast as they could to either scale up or scale scaled on operations. If you were in travel and hospitality, you know, that was, you know, you had to figure how to scale down quickly and like what you could shut down safely. If you were like in the food delivery business, you had to figure out how you could scale up, like Chipotle hit two, what is it? $2 billion run rate on delivery last year. And so people scrambled as fast as they could to sort of adapt to this new world. And I think we're all coming to the realization that as we sort of exit and get back to some sense of new normal, there's a lot of what we're doing today that's going to persist. Like, I think we're going to have like flexible rules. I don't think everybody's going to want to come back into the office. And so I think, I think the thing to do is you think about returning to whatever this new normal looks like is like, what did we learn that was good. And like the pandemic had a silver lining for folks in many ways. And it sucked for a lot. I'm not saying it was a good thing, but you know, there were things that we did to adapt that I think actually made like the workplace, like stronger and better. And, and sort of. >> It showed that data's important, internet is important. Didn't break, the internet didn't break. >> Garth: Correct. >> Zoom was amazing. And the teleconferencing with other tools. >> But that's kind of, just to sort of like, what did you learn over the last 18 months that you're going to take for it into the next 18 years? You know what I mean? Cause there was a lot of good and I think people were creative and they figured out like how to adapt super quickly and take the best of the pandemic and turn it into like a better place to work. >> Hybrid, hybrid events, hybrid workforce, hybrid workflows. What's what's your vision on Splunk as a tier one enterprise? Because a lot of the news that I'm seeing that's, that's the tell sign to me in terms of this next growth wave is big SI deals, Accenture and others are yours working with and you still got the other Partnerverse going. You have the ecosystems emerging. >> Garth: Yep. >> That's a good, that means your product's enabling people to make money. >> Garth: Yeah. Yeah, yeah, yeah. >> And that's a good thing. >> Yeah, BlueVoyant was a great example in the keynote yesterday and they, you know, they've really, they've kind of figured out how, you know, most of their customers, they serve customers in heavily regulated industries kind of, and you know, those customers actually want their data in a Splunk tenant that they own and control and they want to have that secure boundary around that. But BlueVoyant's figured out how they can come in and say, hey, I'm going to take care of the heavy lifting of the day-to-day operations, the monitoring of that environment with the security. So, so BlueVoyant has done a great job sort of pivoting and figuring out how they can add value to customers and do, you know, because they they're managing not just one Splunk instance, but they're managing 100s of Splunk cloud instances. And so they've got best practices and automation that they can play across their entire client base. And I think you're going to see a lot more of that. And, and Teresa's just, Teresa is just, she loves Partners, absolutely loves Partners. And that was just obvious. You could, you could hear it in her voice. You could see it in her body language, you know, when she talked about Partnerverse. So I think you'll see us start to really get a lot more serious. Cause as big as Splunk is like our pro serve and support teams are not going to scale for the next 10,000, 100,000 Splunk customers. And we really need to like really think about how we use Partners. >> There's a real growth wave. And I, and I love the multiples wave in parallel because I think that's what everyone's consensus on. So I have to ask you as a final question, what's your takeaway? Obviously, there's been a virtual studio here where all the Splunk executives and, and, and customers and partners are here. TheCUBE's here doing all the presentations, live by the way. It was awesome. What would you say the takeaway is for this .conf, for the people watching and consuming all the content online? A lot of asynchronous consumption would be happening. >> Sure. >> What's your takeaway from this year's Splunk .conf? >> You know, I, it's hard cause you know, you get so close to it and we've rehearsed this thing so many times, you know, the feedback that I got and if you look at Twitter and you look at my Slack and everything else, like this felt like a conf that was like kind of like a really genuine, almost like a Splunk two dot O. But it's sort of true to the roots of what Splunk was true to the product reality. I mean, you know, I was really careful with my team and to avoid any whiff of vaporware, like what were, what we wanted to show was like, look, this is Splunk, we're acquiring companies, you know, 43 major releases, you know, 100s of small ones. Like we're continuing to innovate on your behalf as fast as we can. And hopefully this is the last virtual conf. But even when we go back, like there was so much good about the way we did this this week, that, you know, when we, when we broke yesterday on the keynote and we were sitting around with the crew and it kind of looking at that stage and everything, we were like, wow, there is a lot of this that we want to bring to an in-person event as well. Cause so for those that want to travel and come sit in the room with us, we're super excited to do that as soon as we can. But, but then, you know, there may be 25, 50, 100,000 that don't want to travel, but can access us via this virtual event. >> It's like a time. It's a moment in time that becomes a timeless moment. That could be, >> Wow, did you make that up right now? >> that could be an NFT. >> Yeah >> We can make a global cryptocurrency. Garth, great to see you. Of course I made it up right then. So, great to see you. >> Air bump, air bump? Okay, good. >> Okay. Garth Fort, senior vice president, Chief Product Officer. In theCUBE here, we're live on site at Splunk Studio for the .conf virtual event. I'm John Furrier. Thanks for watching. >> All right. Thank you guys. (upbeat music)

(upbeat electronic music) >> Okay thanks, Adam, and the studio. We're here on the floor in Cloud City, right in the middle of all the action, the keynotes are going on in the background. It's a packed house. I'm John Furrier. Dave Vellante's on assignment, digging in, getting those stories. He'll have the analysis, he'll be back on theCUBE, but I want to welcome Chloe Richardson, who has been holding down the main stage here in Cloud City with amazing content that she's been hosting. Chloe, great to see you. Thanks for coming on theCUBE, and kicking it off day two with me. >> No, not at all. Thank you for having me! It's very exciting! I love what you guys have got over here, very fun! >> We're inside theCUBE. This is where all the action is, and also, Cloud City is really changing the game. If you look at what's going on here in Cloud City, it's pretty spectacular. >> No, I mean, the atmosphere is absolutely palpable. Isn't it? You can just feel it. People walk in and see what the future looks like for the telecoms industry. Very exciting. >> And you've been doing a great job on the main stage, we're really loving your content. Let's get into some of the content here. After the keynotes are going on, we're going to have DR maybe fly by the set later, we're going to check that out. But let's check out this videotape. This is TelcoDR. You got to check out this reel, and we'll be right back, and we'll talk about it. (smooth electronic music) >> TelcoDR burst onto the global telecom scene this year, making headlines for taking over the huge Erickson space at MWC 21, and for building Cloud City in just a hundred days. But why did the company go to such trouble? And what is their unique offering to the telecoms industry? And what drives their dynamic CEO, Danielle Royston, or DR, as everyone calls her? Cloud City Live caught up with DR, away from the hustle and bustle of the city to find out. (upbeat instrumental music) >> Hi, I'm Danielle Royston, coming to you from beautiful Barcelona! I'm here for MWC 21. About a hundred days ago, I decided to take over the iconic Erickson booth to turn it into Cloud City. Cloud City has over 30 vendors, and 70 demos, to introduce telco to what I think is the future for our industry. We're going to have three awesome experiences. We're going to talk about the new subscriber experience. We're going to talk about what's in store for the new network, and the future of work. And I'm really excited to create a community, and invite awesome telco executives to see this new feature. It's been a really tough 18 months, and we didn't know what MWC 21 was going to be like in terms of attendance. And so from the get-go, we planned this amazing experience that we call Cloud City Live. At Cloud City Live, we have two main components. We have the speaker series, where we have over 50 speakers from Amazon, Google, Microsoft, as well as CSPs, and awesome vendors, talking about the public cloud in telco. The second part of Cloud City Live is theCUBE. Think of this as like an ESPN desk of awesome tech interviews focused on telco and the public cloud, hosted by John furrier and Dave Vallente. Dave and John are going to talk to a variety of guests focused on telco in the public cloud. It's a great way for our virtual participants to feel like they're at the show, experiencing what's going on here. So excited to have them as part of the Cloud City booth. There's a ton of innovation going on in telco, and 20 years ago, Elon Musk set on his mission to Mars. I, like Elon Musk, am on a quest to take telco to the public cloud. Every year at MWC, there's always a flurry of announcements, and this year is no different. At this year's MWC, Totogi, a startup that I invested $1,000,000 in, will be launching. Totogi is introducing two products to the market this week at MWC. The first is at planetary scale charger. More than a charger, it's an engagement, coupling your network data with charging information to drive subscriber engagement, and doubling your ARPU. The second product that Totogi is introducing is a planetary scale BSS system, built on top of the TM Forum Open APIs. Both of these products will be available for viewing in the virtual booth, as well as on the show floor. The public cloud is an unstoppable mega trend that's coming to telco! I'm super excited to bring to you the vendors, the products, the demonstrations, and the speakers, both to people here in Barcelona, and virtually around the world! (upbeat instrumental music) Well, that was a fascinating insight into the origins of TelcoDR, why public cloud is going to truly disrupt the telecoms industry, and why DR herself is so passionate about it. If you'd like to find out more, come and see us at Cloud City. (groovy electronic music) >> Okay, thanks. Just rolling that reel. Chloe, I mean, look at that reel, I mean, DR, Danielle Royston, she's a star. And I've seen a lot of power players in the industry. She's got guts and determination, and she's got a vision, and she's not just, you know, making noise about telco and cloud, there's actually a lot of real good vision there! I mean, it's just so impressive. >> No, it really is. And for me, it's almost like the next moonshot. It's the moonshot of the telco world! She's innovative, she's exciting. And if we've learned anything over the last 18 months, it's that we need that in this industry, to grow for the future of the industry. So, so exciting. I think she's a real inspiration! >> And I love the fact that she's so takes the tiger by the tail. Because the telco industry is being disrupted, she's just driving the bus here. And I remember, I did a story on Teresa Carlson, who was with Amazon Web Services, she was running the public sector, and she was doing the same exact thing in that public sector world in DC, and around the world. She opened up regions in Bahrain, which as a woman, that was an amazing accomplishment. And she wasn't just a woman, she was just a power player! And she was an exceptional leader. I see DR doing the same thing, and people aren't going to like that, I'll tell you right now. People are going to be like, "Whoa, what's going on here?" >> Now of course, it's always that way we pioneers though, isn't it? At the time, people thinking what is going on here, we don't like change, why are being shaken up? But actually, afterwards, in retrospect, they think, "Oh, okay. I see why that happened, and we needed it." So, really exciting stuff. >> Making things happen, that's what we're doing here on theCUBE. Obviously, the main stage's doing a great job. Let's go check out this highlight reel. If you're watching and you missed some of the action, this is obviously the physical event back since 2019 in February, but there's also a hybrid event, a lot of virtual action going on. So, you got theCUBE Virtual, you got a lot of content on virtual sites. But in person here, we're going to go show you a highlight reel from what we did yesterday, and what was happening around the show. Enjoy this quick highlight reel from yesterday. (groovy electronic music) (cheerful instrumental music) (groovy electronic music) Okay. We're back here in theCUBE. We're on the main floor out here with Chloe, who is emceeing, hosting, and driving the content on the Cloud City main stage. Chloe, it's been great here. I mean so far, day one, I was watching your presentations and fireside chats you've been hosting. Awesome content. I mean, people are like jazzed up. >> Yeah, no, for sure. We had Scott Brighton on yesterday, who was our opening keynote on the live stage, and his session was all about the future of work, which is so relevant and so pertinent to now. And he talked about the way it's changing. And in 10 years, it's going to be a trillion dollar industry to be in the cloud at work. So, really interesting! I mean, yeah, the atmosphere here is great. Everyone's excited. It's new content everyday. And that's the thing, it's not stale content! It's stuff that people want to hear. People are here for the new hot trends, the new hot topics. It's very exciting. >> Yeah, the next big thing. And also it's a fiscal event, so since 2019, this Mobile World Congress has been a massive event, and hasn't happened since February, 2019. That's a lot of time that's elapsed in the industry because of COVID, and people are glad to be here. But a lot of stuff's changed! >> Yeah. It's a different world, right? I mean, two years in the telco industry is like a hundred years elsewhere. Everything has changed! Digital transformation migration, obviously cloud, which is what we're talking about over here at Cloud City Live. I'm wondering though, John, I'd like to pick your brains on something. >> John: Sure. >> It has changed in the last two years. We know that! But what about the future of Mobile World Congress? How do you see it changing in the next few years. >> Oh, man. That's a great question. I mean, my observation, I've been coming to the show for a very long time, over a decade and a half, and it's been a nerdy show about networks, and telecom, which is basically radios, and wireless, and then mobile. But it's very global, a lot of networks. But now it's evolving! And many people are saying, and we were talking on theCUBE yesterday, Dave Vellante was commenting, that this show is turning into a consumer like show. So CES is the big consumer electronics show in the US, in Las Vegas every year. This show has got a vibe, because of all the technology from the cloud players, and from the chips, getting smaller, faster, cheaper, more capability, lower power. So people look at the chips, the hardware. It's less about the speeds and feeds, it's more about the consumer experience. We got cars. I was talking to a guy yesterday, he said, "Vehicle e-commerce is coming." I went, "What the hell his vehicle e-commerce?" And you could be on your app driving down the freeway and go, "Hey, I want some food." Instead of having it delivered to you, you order it, you pick it up. So that's kind of what can be happening now in real time, you can do all kinds of other things. So, a lot of new things are happening. >> Yeah, I think so. Do you see that as another disruption for the industry? That is, the fact that it's moving to be more consumer focused? Is there anything we should be worried about in that space? >> Well, I think the incumbents are going to lose their positions. So I think in any new shift, new brands come in out of nowhere. And it's the people that you don't think about. It's the the company that you don't see. (audience in background applauding) And we got DR on the main stage right here, look at this! We saw her walk out with the confidence of a pro. >> Chloe: Yeah, for sure. >> She just walked out there, and she's not afraid. >> Well, as she said in her video, she is ready to wake them up! And you can see as soon as she walks out, that is what she intends to do today. >> I love her mojo. She's got a lot of energy. And back to the show, I mean, she's just an example of what I was saying. Like in every market shift, a new brand emerges. >> Chloe: Yep. >> I mean, even when Apple was tainted, they were about to shut down, they were going to run out of cash, when Steve Jobs brought back Apple, he consolidated and rebooted the company, the iPad was a seminal, iPod, a seminal moment. Then the iPhone, and just, the rest is history. That kind of disruption is coming. You're going to see that now. >> Oh, it's exciting though, isn't it? To be future ready, rather than future proof! But actually I wanted to ask you something as well, because we are seeing all these cloud players getting hot under the collar about telco. Why are they so excited? What's the buzz about wire, as you're on AWS and Google Cloud, why do they want to have a slice of the pie? >> Well, I think they're hot and heavy on the fact that telco is a ripe opportunity. And it used to be this boring, slow moving glacier. It's almost like global warming now, the icebergs are melting, and it's going to just change. And because of the edge, 5G is not a consumer wireless thing, it's not like a better phone. It's a commercial app opportunity, because it's high bandwidth. We've all been to concerts, or football games, or sporting events where a stadium is packed. Everyone gets bars on their wifi, but can't get out. Can't upload their picture to Instagram. Why? Because it's choking them on the network. That's where 5G solves a problem. It brings a lot of bandwidth, and that's going to bring the edge to life, and that's money. So when you got money, and greed, and power, changing hands, if it's on the table, and the wheel's spinning, it could be double zero, or it could be lucky seven. You don't know! >> Oh, for sure. And that's certainly enough to get all the big players hot and bothered about getting involved! And I suppose it circles back to the fact that DR is really leading the charge, and they're probably thinking, "Okay, what's going on here? This is different. We want something new." You did notice it, OpenRAN is something that we've been talking about over the last day or so. We've had quite a few of us speakers over here at Cloud City Live mention OpenRAN. What is it all about, Don? Because why all the buzz if 5G is such a hot topic? Why are we get excited about it? >> That's a great thing. The 5G certainly will drive the main trend, for sure. OpenRAN is essentially an answer to the fact that 5G is popular, and they need more infrastructure. So open source, the Linux Foundation, has been the driver for most of the open source software. So, they're trying to make open software, and open architectures, to create more entrepreneurial activity around hardware, and around infrastructure, because we need more infrastructure, we need more antennas, we need more transceivers, we need more devices. That could be open. So in order to do that, you got to open up the technology, and you want to minimize the licensing, and minimize a lot of these, you know, proprietary aspects. >> What did we look at? So on Wednesday, we've got a great keynote from Phillip Langlois, who is CEO and founder of P1 Security. And he's coming to talk to us about cybersecurity within the cloud, and within telco. So you just mentioned that OpenRAN is all about having open source, about having that space where we can share more efficiently and easily more easily. What does that mean for security though? Is it at risk? >> I think it's going to increase the value of security, and minimize the threats. Because open source, even though it's open, the more people that are working on it, the more secure it could be. So yes, it could be more open in a sense that could be explored by hackers, but open can also protect. And I think we've seen open source, and cloud in particular, be more secure. Because everyone said, cloud is not secure, open source is insecure. And as it turns out, when the collective hive minds of developers work on things, it gets secure. >> And it is interesting, isn't it? Because we have seen that there has been an uptick in cyber security threats, but actually I was speaking to some leaders across various industries, and particularly in tech, and they were saying, actually, there's not been an uptick in attempted threats, there's been an uptick because with this open-source environment, we are able to track them, and measure them, and defend more efficiently. So actually, they're being batted away. But the number is probably the same as it always was, we just didn't know about them before we had this open source environment. >> There's more money in threats, and there's more surface area. So as the tide rises, so to the threats. So on a net basis, it's more, because there's more volume, but it's pretty much the same. And look it, there's money involved, they are organized. There's a business model on attacking and getting the cash out of your bank, or ransomware is at an all time high. >> Yes! >> So this is like a big problem, and it's beyond the government. It's around individual freedom. So, security is huge. And I think open source and cloud are going to be, I think, the answer to that. >> Yeah, for sure. And it's, again, about collaboration, isn't it? Which we talk about all the time, but without collaboration, the industries are going to have to work together to promote this environment. So yeah, it should be good to talk with Phillip on Wednesday. >> I'd just say on security, don't download that PDF, if you don't know who it came from. The phishing is always good. Well, we got some great stuff coming up. We're going to have a great day. We got a video here of Mobile World Live. We're going to show this next segment, and we're going to toss it to a video. And this is really about to give the experience, Chloe, for people who aren't here. To get a feel for what's going on in Barcelona, and all the action. And if you look at the video, enjoy it. >> Hi, I'm Daniel Royston, CEO and founder of TelcoDR. But you can call me DR! Ready for some more straight talk about telco? It's go time! Let's do it. Holy shit! It sure is a great time to be a tech company! I mean, if you're Amazon, Microsoft, Google, Grab, Twilio, Door Dash, or Uber, life's pretty great! Just look at these stock prices over the past five years, with their shareholder value going up and to the right. Totally amazing! But where's telco? Dare I add our stocks to this awesome chart? Let's compare these fabulous tech stocks to AT&T, Vodafone, Telefonica, TIM, America Movil, and Zain Group. Huh. Not so great, right? Yep. I'm talking directly to you, senior telco execs. I'm here to wake you up! Why is it that Wall Street doesn't see you as tech? Why aren't CSPs seen as driving all the tech change? Why is it always Apple, Amazon and Google who get the big buzz? But more importantly, why isn't it you? Before I came to this industry, I always thought of carriers as tech companies. I gave more of my money to AT&T than to Apple, because I really cared about the quality of the network. But I also wondered why on earth the carriers allowed all the other tech companies to take center stage. After spending the last few years in telco, I now understand why. It's because you are network people, you are not customer people! I get it. You have the security blanket. You're a network oligopoly. It's crazy expensive to build a network, and it's expensive to buy spectrum. It takes operational chops to run a killer network, and it takes great skill to convince Wall Street to finance all of it. You telco execs are amazing at all those things. But because you focus on the network, it means you don't focus on the customer. And so far, you haven't had to. Every Telco's KPI is to be less shitty than their next competitor. You don't have to be the best. Just don't be last. Everyone else's NPS is in the thirties too. Their mobile app ratings are just as terrible as yours. Everyone's sucks at customer sat. And it's widely acknowledged and accepted. Let's talk about the cost of that. The cost is not measured on market share against other MNOs. The cost is measured in lost ARPU that the tech guys are getting. Everyone knows about the loss of texting to WeChat, WhatsApp, and the other OTT apps. But it is not just texting. The total adjustable market, or TAM, of the mobile app disruptors is huge! Instead of remaining network focused, you should be leveraging your network into a premier position. And because you're network people, I bet you think I'm talking about coercive network leverage. That is not what I'm talking about! I'm talking about love, customer love. There is one thing the highly valued tech companies all have in common. They all crush it on customer love! They look at every interaction with the customer and say, how do we make the customer love this? Like Netflix has easy monthly cancellation, Amazon does no questions asked returns, Uber gives users a real time view into driver rating and availability. Compare those ideas to the standard telco customer interaction. The highly valued tech companies don't have the network oligopoly to fall back on like you do. To survive, they must make customers love them. So, they focus on it in a big way! And it pays off. Their NPS is close to 70, and they have app ratings of 4.5 or higher. A far cry from your thirties NPS, and app ratings of 3.5. If you want to have those huge tech multiples for yourself, you have to start thinking about these guys as your new competition, not the other telcos in your market. The crazy thing is, if you give up using your network as a crutch, and put all of your focus on the customer, the network becomes an asset worth more than all the super apps. Let's step back and talk about the value of super apps, and becoming customer centered! Retooling around the customer is a huge change, so let's make sure it's worth it. We aren't talking about 25% improvement. I'm going to show you that if you become customer centric, you can double your ARPU, double your valuation multiples, and drive big shareholder value, just like the tech companies on that chart! Now let's talk about the customer focused super apps. There are hundreds of companies in a variety of categories vying for your subscribers' disposable income. Movies, food delivery, financial services. Who are they? And why does Wall Street give them such high valuations and like them so much? Well first, look at what they are telling Wall Street about their TAM. They broadcast ridiculously huge TAMs that are greater than the telco TAMs. You know, who should have a ridiculously huge TAM? You! Hello? What I'm saying is that if you got what's yours, you double in size. And if you take the TAMs they throw around, you'd be five times as big. When I think about the opportunity to double ARPU, without having to double the cap ex to build out the network, I say to myself, hell yeah! We should totally go do it, and do whatever it takes to go get it. For example, let's talk about Grab. Grab is a Southeast Asian super app company with an expected $40 billion valuation. Grab's customer focus started in Rideshare, but then leveraged its customer love into wallet deliveries, hospitality, and investing. Their ARPU is now larger than a Telco's ARPU in countries where they compete, and they have a higher valuation than those telcos too. Imagine if you could combine a great user experience with the valuable services that helped grow your ARPU. That would be huge! So, how do you build a super app? I bet right about now, you're wishing you had a super app. Everyone wants a super app! A lot of money has been unsuccessfully spent by telcos trying to build their own. I bet you're saying to yourself, "DR, your pie in the sky sounds great, but it has no chance of success." Well, I'm betting things are about to change. There is a public cloud startup called to Totogi that is going to help carriers build world-class super apps. To have a successful super app, there is one key metric you need to know. It is the KPI that determines if your super app will be a success or a flop. It's not about the daily active users. It's not the average order value. It's not even gross merchandise value. It's all about the frequency of use per day by the user. That's the metric that matters. How many have you used that metric in your telco apps? Do you have a team driving up user app interactions every day? Most telco apps are used for top-up, or to check a bill. This is a huge missed opportunity. Super app companies excel at building great experiences and driving a huge amount of interactions. They have to, their business depends on it. They have to be customer focused. They have to keep bringing the user back to the app, every day, multiple times a day. And you know what? They do a great job. Customers love their super apps. They have great user experiences. Like Apple credit cards, no information required application process. They have high net promoter scores because of customer friendly policies. Like how Door Dash retroactively credits fees when you move to a better plan. And they have great app store ratings, because they do simple things, like remember your last order, or allow you to use the app, rather than forced you to call customer service. Customers of successful super apps love it when new services are added. And because of the customer love, every time something is added to the app, customers adopt it immediately. New services drive frequent daily user interactions. So our problem in telco is we have an app that is only open once per month, not multiple times per day. And without frequent opens, there is no super app. Hm, what do we have in telco that we could use to help with this problem? I wonder. While you don't currently have a mobile app that subscribers use multiple times a day, you have something that's 10 times better! You have a network. Subscribers already interact with your network. 10 times more frequently than any user with any of the super apps. But telcos don't leverage those interactions into the insanely valuable engagements they could be. Worse, even if you wanted to, your crappy, over customized, on-premise solutions, make it impossible. Thankfully, there's this new tech that's come around, you may have heard of it, the public cloud. When you bring the enabling technology of the public cloud, you can turn your network interactions into valuable super app interactions. And there's a special new startup that's going to help you do it, Totogi! Totogi will leverage all those network interactions, and turn them into valuable customer interactions. Let me repeat that. Totogi will leverage all those network interactions, and turn them into valuable customer interactions. Totogi allows the carrier to leverage its network, and all the network interactions, into customer engagement. This is something that super apps don't have, but will wish they did. But this magic technology is not enough. Telcos also need to move from being network focused to being customer focused. Totogi enables telcos to chase exciting revenue growth without that annoying, massive cap ex investment. Totogi is going to help you transform your sucky mobile apps, with the crappy customer ratings, into something your subscribers want to open multiple times a day, and become a platform for growth. I'm so excited about Totogi, I'm investing $100,000,000 into it. You heard me right. $100,000,000. Is this what it feels like to be SoftBank? I'm investing into Totogi because it's going to enable telcos to leverage their network interactions into super app usage! Which will lead to an improved subscriber experience, and will give you a massive jump in your ARPU. And once you do that, all those telco valuations will go from down here, (buzzes lips) to up here. And so I've been talking to some folks, you know, checking in, feeling them out, getting their thoughts. And I've been asking them, what do you think about telcos building super apps? And the response has been, "Click. Eh." Everyone says, no way. Telcos can't do it. Zero chance. Total goose egg. (egg cracking) One suggested I build a bonfire with a hundred million dollars, because then at least I wouldn't waste years of my life. Well, I think those people are dead wrong! I do believe that telcos can build super apps and make them super successful. The public cloud is changing all parts of telco, and Totogi and super apps are fundamentally changing the customer relationships. In one month at MWC, people will see what Totogi has to offer, and they will understand why I'm making this bold call. Because Totogi takes the value of the network, and the power of the public cloud, to help telcos move from being network centric, to being customer centric. Boom! If you want to make this transformation and reap all the financial benefits, you will have to compete for customers with a whole new set of players. You will no longer compete with the network focused guys, like the other telcos. Instead, you will be competing against the customer focused companies. These players don't have a network to fall back on like your old competitors, they know they have to make customers love them. Their customer loyalty is so off the charts, their customers are called fans. So if you want that big money, you will have to compete on their turf, and make the customers want to choose you. You need Apple level loyalty. That bar is uber high. We'll have to give up the security blanket of the network, and change. Instead of NPS at the thirties, it needs to be in the seventies. Instead of mobile app ratings in the threes, they need to get five stars. I'm betting big that Totogi will make that possible! I'm going to help you every step of the way, starting with my keynote next month at MWC. Join me, and I'll share the secrets to converting your super valuable network interactions to make your super app a massive success. We're going to have an amazing time, and I can't wait to see you there! >> Okay. We're back here in theCUBE here at Mobile World Congress in Cloud City. I'm John Furrier. Chloe Richardson's filling in for Dave Vellante who's out on assignment. He's out getting all the data out there and getting stories. Chloe, what a great keynote by Danielle Royston. We just heard her involving major action, major pump you up, punch in the face, "Wake the heck up cloud people, cloud is here!" She didn't pull any punches. >> No, I mean the thing is, John, there's trillions of dollars on the table, and everyone seems to be fighting for it. >> And you heard her up there, if you're not on the public cloud, you're not going to get access to that money. It's a free for all. And I think the cloud people are like, they might think they're going to walk right in, and the telco industry is going to just give it up. >> No, of course. >> And it's not going to be, it's going to be a fight! Who will win? >> Who will win, but also who will build the next big thing? (John laughing) >> Someone needs to die in the media conversations. It's always a fight. Something's dead. Something's dead but keeps the living. All that kidding aside, this is really about partnering. Think what's happened is Telco's already acknowledged that they need to change. And the 5G edge conversation, the chip acceleration. Look at Apple. They've got their own processors, Nvidia, Amazon makes their own chips, Intel's pumping stuff out, you've got Qualcomm. You've got all these new things. So, the chips are getting faster, and the software's more open source. And I'm telling you, the cloud is just going to drive that bus right down Cloud Street, and it's going to be in Cloud City everywhere. >> And it's going to be peepin' on the board as it drives down. (John laughing) John, I'm not a stalker, but I have read some of the things that you've written, and one of the things you mentioned that was really interesting was the difference between building and operating. Break it down for me, what does that mean? >> That means basically in mature markets, and growing markets, things behave differently, and certainly economics, and the people, and the makeup, and the mindset. So the telco has been kind of this mature market, it's been changing and growing, but not like radically. Cost optimization, make profit. You know, to install a lot of cable, you got to get the rents out of that infrastructure. And that's kind of gone on for too long. Cloud is a growth market. And it's about building, not just operating. And you've got operators, carriers are operating networks. So you're going to see the convergence of operators and builders coming together. Builders being software developers, new technology, and executives that think about building. And you want people on your team that are going to be, I won't say war time, you know, lieutenants or generals, but people who can handle the pace of change. Because the change and the nature is different. And some people want slow and steady, keep the boat from rocking. But in a growth market, it's turbulent, and the ride might not be quiet, first-class ticket to paradise. It's bumpy, but it's thrilling. >> No, of course. Is it similar to the old sales adage of hunter versus farmer? Are there parallels there? >> Yeah. I mean, there's a mindset. If you have a team of people that aren't knocking down new opportunities and building the next big thing, fixing your house, get your house in order, you know, refactor, reset, reboot, replatform with the cloud, and then refactor your business! If you don't have the people thinking like that, you're probably either going to be taken over, or go out of business. And that's what the telcos with all these assets, they're going to get bought, rolled into a SPAC, Special Purpose Acquisition Company, which is super hot in the United States. A lot of roll-ups going on with private equity. So a lot of these telcos, if they don't refactor, or replatform then refactor, they're going to be toast, and they're going to get rolled up, and eaten up by somebody else. >> Yeah, sure. It's interesting though, isn't it? Because when we think of telco in tech, we often think of, obviously we've got the triad, people, process, technology, and we think, process and technology really to the forefront here. But like you said there, people are also so important because if you don't have this right balance, you're not going to be able to drive that change. We had, obviously, Scott Brighton on the stage yesterday, and after his session, somebody came up to me and just said, "I'm interested to hear what that means for education." So how can we establish this new generation of tech and telco leaders from the grassroots with educational associations, establishments. How can we encourage that? I wonder, is this something that you talk about? >> Yeah. I mean, education's huge, and this highlights the change that telco's now part of. Telco used to be a boring industry that ran the networks, or moving packets around, and mobile was there. But once the iPhone came out in 2007, the life has changed, society has changed, education's changed, how people interact has changed. So, you start to see people now aware of the value. And if you look at during COVID, the internet didn't crash, the telcos actually saved our asses, and everyone survived because the network didn't break. Yeah, we had some bad Zoom meetings here and there, and some teleconferences that didn't go well, but for the most part we survived, and they really saved everybody. So, they should get kudos for that. But now they're dependent upon healthcare, education. People care about that stuff, so now you're going to start to see an elevated focus on what telecom is doing. That's why the edge has got trillions of dollars up for grabs. But education, there's negative unemployment in cybersecurity and in cloud. So for the people who say, "Oh, there's no jobs." Or, "I can't work." That's a bunch of BS, because you can just get online, get on YouTube, and just get a degree. You can get a degree. You can get an Amazon job. It pays a hundred thousand dollars a year! American. You can make a hundred thousand pounds, and be unemployed six months, and then be employed. So negative unemployment means, there's more jobs than people to fill them all, in fact. >> Yeah, it's interesting you mentioned that, because I was talking to a cyber security leader who was saying in something, I think there were now 3 million vacancies in cybersecurity. And there's such a skill shortage. There is nobody around to fill it! So it's an interesting problem to have, isn't it? Because it's reversed to what we've been used to for the last few decades! And obviously, telco is in the same space. But what can we do about it do you think, to actually -- >> I think it's going to take leadership, and I'm a big proponent of kids not going to university if they don't have to. Why spend the dough, money, if you don't have to? You can get online. I mean, the data's there. But to me, it's the relationships, the mentorship. You're starting to see a women in tech, and underrepresented minorities in the tech field, where mentorship is more important than curriculum. Community is more important than just going through a linear courseware. Nobody wants to sit online and go through linear courseware. Now, if they have to get a certificate, or degree, and accreditation, no problem. But the communities are out there, so that's a big change over, I'm a big fan of that. And I think people should, you know, get some specialized skills. You can get that online, so why even go to school? So, people are figuring that out. >> For sure. And also, even transferring. I mean, so many skills are transferable nowadays, aren't they, so we could easily be talking to people from other industries, and bringing them into telco, and saying, "Look, bring what you know from your retail background, or your healthcare background, and help us at telco to, again, drive forwards." Just like DR was saying, it's all about the next big thing. >> Well, Danielle is always also driving a lot of change. And if you think about the jobs, and the pedigree of going to a university, oh, Harvard, all the big Ivy Leagues, Oxford in your area. So it's like, if you go to the school like that, and you get a pedigree, you instantly get a job. Now the jobs that are available weren't around five years ago, so there's no like pedigree or track record. There's no like, everyone's equal. >> Yeah. >> So you could, the democratization of the internet now, from a job standpoint, is people are leveling up faster. So it's not about the Ivy League, or the big degree, or silver spoon in your mouth, you've got the entitlement. So you start to see people emerging and making things happen. Entrepreneurship in America, immigrant entrepreneurship. People are billionaires that have no high school diplomas! >> It's interesting you mention that, John, because we can't have more than five years experience in this space, we know that. But in telco, there is a problem. And maybe it's, again, it's a flipped problem where telco recruiters, or talent acquisition leaders, are now asking for kind of 10, 20 years experience when they're sending out job descriptions. So does that mean that we are at fault for not being able to fill all these vacancies? >> I think that's just, I mean I think there's a transition of the new skill set happening, one. But two, I think, you know, to be like a chip engineer, (laughs) you can't learn that online. But if you want to run a cloud infrastructure, you can. But I think embedded systems is an area that I was talking to an engineer, there's a huge shortage of engineers who code on the microprocessors, on the chips. So, embedded systems is a big career. So there's definitely paths you can specialize. Space is another area you've seen a lot of activity on. You see Jeff Bezos and Elon Musk is going to be here on a virtual keynote, trying to go to Mars. And you know, Danielle Royston always says, "What's going to happen first, Mars colony, or telco adopting public cloud?" And some people think Mars will happen first, but. >> What do you think, John? >> I think Telco's going to get cloud. I mean first of all, public cloud is now hybrid cloud, and the edge, this whole internet edge, 5G, is so symbolic and so important, because it's an architectural beachhead. And that's where the trillion dollar baby is. So, the inside baseball, and the inside money, and all the investors are focusing on the edge, because whoever can command the edge, wins all the dollars. So everyone kind of knows, it's a public secret, and it's fun to watch everyone jockey for the positions. >> Yeah no, it really is. But it's also quite funny, isn't it? Because the edge is almost where we were decades ago, but we're putting the control back in the hands of consumers. So, it's an interesting flip. And I wonder if, with the edge, we can really enhance this acceleration of product development, this efficiency, this frictionless system in which we live in. And also, I've heard you say hybrid a few times, John. >> John: Yeah. >> Is hybrid going to be the future of the world no matter what industry you're in? >> Hybrid is everything now. So, we're the hybrid CUBE, we've got hybrid cloud. >> Exactly. >> You got hybrid telco, because now you've got the confluence of online and offline coming together. That is critical dynamic! And you're seeing it. Like virtual reality, for instance, now you're seeing things, I know you guys are doing some great work at your company around creating experiences that are virtual. You got, companies like Roblox went public recently. Metaverse. It's a good time to be in that business, because experiential human relations are coming. So, I think that's going to be powered by 5G. You know, gamers. So, all good stuff. Chloe, great to be with you here on theCUBE, and we're looking forward to seeing your main stage. >> Great. >> And then we're going to send it back to the studio, Adam, and the team. We're waiting for DR to arrive here in Cloud City. And this is theCUBE, from Cloud City, back to you, Adam, and the studio.

(upbeat music) >> Okay, thanks Adam in the studio. We're here on the floor in Cloud City, right in the middle of all the action. The keynotes are going on in the background, it's a packed house. I'm John Furrier. Dave Vellante is on assignment, digging in, getting those stories. He'll have the analysis, he'll be back on theCUBE but I want to welcome Chloe Richardson, who has been holding down the main stage here in Cloud City, with amazing content that she's been hosting. Chloe, great to see you. Thanks for coming on theCUBE and kicking it up day two with me. >> No, not at all. Thank you for having me. It's very exciting. I love what you guys have got over here, very fun. >> We're inside theCUBE. This is where all the action is. And also the Cloud City is really changing the game. If you look at what's going on here in Cloud City, it's pretty spectacular. >> Know, I mean the atmosphere is absolutely palpable, isn't it? You can just feel as people walk in and see what the future looks like to the Telecoms industry, it's very exciting. >> And you've been doing a great job on the main stage. We've been really loving your content. Let's get into some of the content here. Actually the keynote is going on, we're going to have DR, maybe fly by the set later, we're going to check that up. But let's check out this videotape of, this is TelcoDR. You got to check out this reel and we'll be right back, we'll talk about it. (upbeat music) >> TelcoDR burst onto the global telecom scene this year, making headlines for taking over the huge Erickson's space at MWC21. And for building Cloud City in just a hundred days. But why did the company go to such trouble? And what is the unique offering to the telecoms industry? And what drives their dynamic CEO, Danielle Royston or DR as everyone calls her? Cloud City Live caught up with DR, away from the hustle and bustle of the city to find out. (upbeat music) >> Hi, I'm Danielle Royston, coming to you from beautiful Barcelona. I'm here for MWC21. About a hundred days ago, I decided to take over the iconic Erickson booth to turn it into Cloud City. Cloud City has over 30 vendors and 70 demos to introduce telco to what I think is the future for our industry. We're going to have three awesome experiences. We're going to talk about the new subscriber experience, we're going to talk about what's in store for the new network and the future of work. I'm really excited to create a community and invite awesome telco executives to see this new future. It's been a really tough 18 months, and we didn't know what MWC21 was going to be like in terms of attendance. And so from the get go we plan this amazing experience that we call, Cloud City Live. At Cloud City Live, we have two main components. We have the speaker series where we have over 50 speakers from Amazon, Google, Microsoft, as well as CSPs and awesome vendors talking about the public cloud in telco. The second part of Cloud City Live, is theCUBE. Think of this as like an ESPN desk of awesome tech interviews focused on telco and the public cloud hosted by John Furrier and Dave Vellante. Dave and John are going to talk to a variety of guests, focused on telco and the public cloud. It's a great way for our virtual participants to feel like they're at the show, experiencing what's going on here. So excited to have them as part of the Cloud City booth. There's a ton of innovation going on in telco. And 20 years ago, Elon Musk set on his mission to Mars. I, like Elon Musk, I'm on a quest to take telco to the public cloud. Every year at MWC, there's always a flurry of announcements and this year is no different. At this year's MWC, Totogi, a startup that I invested a hundred million dollars in, will be launching. Totogi is introducing two products to the market, this week at MWC. The first is a planetary scale charger. More than a charger, it's an engagement coupling dual network data with charging information to drive subscriber engagement and doubling your ARPU. The second product that Totogi is introducing, is a planetary scale BSS system built on top of the TM forum, open APIs. Both of these products will be available for viewing in the virtual booth, as well as on the show for. The public cloud is an unstoppable mega trend that's coming to telco. I'm super excited to bring to you, the vendors, the products, the demonstrations, and the speakers, both to people here in Barcelona and virtually around the world. (upbeat music) >> Well, that was a fascinating insight into the origins of TelcoDR, why public cloud is going to truly disrupt the telecoms industry and why DR herself is so passionate about it. If you'd like to find out more, come and see us at Cloud City. (upbeat music) >> Okay, thanks. Just roll on that reel. Chloe, I mean, look at that reel. I mean, DR, Danielle Royston, she's a star and I've seen a lot of power players in the industry. She's got guts and determination, and she's got a vision and she's not just, you know, making noise about telco and cloud, there's actually a lot of real good vision there. I mean, it's just so impressive. >> No, really isn't. And for me, it's almost like the next moonshot. It's the moonshot of the telco world. She's innovative, she's exciting and if we've learned anything over the last 18 months is that we need to in this industry to grow and for the future of the industry. So, it's so exciting. I think she's a real inspiration. >> And I love the fact that she's so, takes a tiger by the tail, because the telco industry is being disrupted. She's just driving the bus here and I remember I did a story on Teresa Carlson, who was with Amazon web services, she was running the public sector and she was doing the same exact thing in that public sector world in DC and around the world. She opened up regions in Bahrain, which as a woman, that was an amazing accomplishment. And she wasn't just a woman, she was just a power player. And she was exceptional leader. I see DR doing the same thing and people aren't going to like that, I'll tell you right now. People are going to be like, whoa, what's going on here? >> And of course, it's always the way we pioneers though, isn't it? At the time people thinking what's going, we don't like change, why are we being shaken up. But actually afterwards, in retrospect, they think, oh, okay, I see why that happened and we needed it. So really exciting stuff. >> Making things happen, that's what we're doing here in theCUBE. Obviously the main stage's doing a great job. Let's go check out this highlight reel. If you're watching and you miss some of the action, this is, I'll see the physical event back since 2019 in February, but there's also a Hybrid event. A lot of virtual action going on. So you got theCUBE virtual, you got a lot of content on virtual sites, but in person here, we're going to go show you a highlight reel from what we did yesterday, what was happening around the show? Enjoy this quick highlight reel from yesterday. (upbeat music) (upbeat music) (upbeat music) Okay. We're back here in theCUBE. We're the main floor out here with Chloe Richardson, who is emceeing, hosting and driving the content on the Cloud City main stage. Chloe, it's been great here. I mean, so far day one, I was watching your presentations and inspire site chats you've been hosting. Awesome content. I mean, people are like jazzed up. >> Yeah, I know for sure. We had Scott Brighton on yesterday, who was our opening keynote on the live stage. And his session was all about the future of work, which is so relevant and so pertinent to now. And he talked about the way it's changing and in 10 years it's going to be a trillion dollar industry to be in the cloud at work. So really interesting. I mean, yeah, the atmosphere here is great, everyone's excited, there's new content everyday. And that's the thing, it's not stale content. It's stuff that people want to hear. People are here for the new hot trends, the new hot topics. Really exciting. >> Yeah, the next big thing. And also it's a fiscal event. So since 2019, this Mobile World Congress has been a massive event and hasn't happened since February, 2019. That's a lot of time that's elapsed in the industry cause of COVID and people are glad to be here, but a lot of stuff's changed. >> Yeah, it's a different world, right? I mean, two years in the telco industry is like a hundred years elsewhere. Everything has changed, digital transformation migration, obviously cloud, which is what we're talking about over here at Cloud City Live. I'm wondering though John, I'd like to pick your brains on something. >> Sure. >> It has changed in the last two years, we know that, but what about the future of Mobile World Congress? How do you see it changing in the next few years? >> Oh man, that's a great question. I mean, my observation, I've been coming to the show for a very long time, over a decade and a half, and it's been a nerdy show about networks and telecom, which is basically radios and wireless and then mobile. It's very global, a lot of networks, but now it's evolving and many people are saying, and we were talking on theCUBE yesterday, Dave Vellante was commenting that this show is turning into a consumer like show. So CES is the big consumer electronics show in the US, in Las Vegas every year. This show has got a vibe because what's all the technology from the cloud players and from the chips, are getting smaller, faster, cheaper, more capability, lower power. So if you look at the chips, the hardware, it's less about the speeds and feeds. It's more about the consumer experience. You got cars. I was talking to a guy yesterday, he said, "Vehicle e-commerce is coming." I'm like, "What the hell his vehicle e-commerce?" And you could be on your app, driving down the freeway and go, "Hey, I want some food." Instead of having it delivered to you, if you order it you pick it up. So that's kind of can be happening now in real time, you can do all kinds of other things. so a lot of new things are happening. >> Yeah, I think so. Do you see that as another disruption for the industry that is the fact that it's moving to be more consumer focused? Is that anything we should be worried about in that space? >> Well I think the incumbents are going to lose their position. So I think in any new shift, new brands come in out of nowhere. >> For sure. >> And it's the people that you don't think about. It's the company that's not, that you don't see. And we got DR on the main stage right here, look at this. You saw her walk out with the confidence of a pro. She just walked out there and she's not afraid. >> No. Well, as she said in her video, she is ready to wake them up and you can see as soon as she worked out. That is what she intends to do. >> I love her mojo, she's got a lot of energy. And back to the show, I mean, she's just an example of what I was saying. Like in every market shift, a new brand emerges. >> Yep. >> I mean, even when apple was tainted, they were about to shut down, they were going to run out of cash. When Steve Jobs brought back apple, he consolidated and rebooted the company. The iPad was a similar moment, then the iPhone and just the rest is history. That kind of disruption's coming. You're going to see that here. >> Yeah. Oh, it's exciting though isn't it? To be future ready rather than future proof but actually I wanted to ask you something as well, because we are seeing all these cloud players getting hot under the collar about telco. Why are they so excited? What's the buzz about why, as you're in MWS and Google Cloud? Why do they want to have a slice of the pie? >> Well, I think they're hot, hot and heavy on the fact that telco is a ripe opportunity and it used to be this boring, slow moving glacier. >> Okay. >> It's almost like global warming now. The icebergs are melting and it's going to just change and because of the edge, 5G is not a consumer wireless thing. It's not like a better phone, it's a commercial app opportunity cause it's high bandwidth. We've all been to concerts or football games or sporting events where a stadium is packed. Everyone gets bars on their wifi, but can't get out, can't upload their pictures on Instagram. Why? Because it's choking them in the network. That's where 5G solves the problem. It brings a lot of bandwidth and that's going to bring the edge to life and that's money. So when you got money and greed and power changing hands, it's every, it's on the table and the wheel's spinning, and it could be double zero, or it could be lucky seven. You don't know. >> Yeah, for sure. And that's certainly enough to get all the big players hot and bothered about getting involved. And I suppose it circles back to the fact that, DR is really leading the charge and they're probably thinking, okay, what's going on here? This is different, we want something new. You didn't know it's an open run or something that we've been talking about over the last day or so. We've had quite a few of us speakers over here constantly. I've mentioned open run. What is it all about John? Because why all the bars, if 5G is such a hot topic? Why are we getting excited about it? >> That's a great thing. 5G certainly is Google Drive the main trend for sure. OpenRent is essentially an answer to the fact that 5G is popular and they need more infrastructure. So open source, the Linux Foundation has been the driver for most of the open source software. So they're trying to bring software and open architectures to create more entrepreneurial activity around hardware and around infrastructure because we need more infrastructure. We need more antennas, we need more transceivers, we need more devices that could be open. So in order to do that, you got to open up the technology and you want to minimize the licensing and minimize a lot of these, you know, proprietary aspects. >> What if we look at, so on Wednesday, we've got a great keynote from Philippe Langlois, who is CEO and founder of P1 Security. And he's coming to talk to us about cybersecurity within the cloud and within telco. So you just mentioned that. Open mind, it's all about having open source, about having that space where we can share more efficiently and easy, more easily. What does that mean for security though? Is it a risk? >> I think that's going to increase the value of security and minimize the threats. Because open source, even though it's open, the more people that are working on it, the more secure it could be. So yes, it could be more open in sense that could be explored by hackers, but it can be open to also protect. And I think we've seen open source and cloud in particular be more secure because everyone said, "Cloud is not secure, open source is not secure." And as it turns out when the collective hive minds of developers work on things, it gets secure. >> And it is interesting, isn't it? Because we have seen that there has been an uptick in cyber security and threats. But actually I was speaking to some leaders in across various industries and particularly in tech. And they were saying, "Actually there's not been an uptick in attempted threats, there's been an uptick because with this open source environment. We are able to track them and measure them and defend more efficiently. So actually they're being battered away, but the number is probably the same as it always was. We just didn't know about them before we had this open source environment. >> There's more money in threats and there's more surface area. So as the tide rises, so do the threats. So on a net basis it's more because there's more volume, but it's pretty much the same. And look at it, there's money involved, they're organized, there's a business model on attacking and getting the cash out of your bank or ransomwares at an all time high. So this is like a big problem and it's beyond the government, it's our individual freedom. So security its huge and I think open source and cloud are going to be, I think the answer to that. >> Yeah, for sure. And it's again about collaboration, isn't it? Which we talk about all the time but without collaboration that the industries aren't going to have to work together to promote this environment. So yeah, it should be good to talk with Phillip on Wednesday. >> I just say in security, don't download that PDF if you don't know who came from. The fishing is always good. Well, we got some great stuff coming up. We're going to have a great day. We got a video here on Mobile World Live, we're going to show this next segment and we're going to toss it to a video. And this is really about to give the experience Chloe, for people who aren't here, right? >> Yeah. >> To get a feel for what's going on in Barcelona and all the actions. And if you look at the video, enjoy it. >> Hi, I'm Danielle Royston, CEO and founder of TelcoDr, but you can call me DR. Ready for some more straight talk about telco? It's go time, let's do it. Holy shit. It sure is a great time to be a tech company. I mean, if you're Amazon, Microsoft, Google, Grab, Twilio, DoorDash or Uber, life's pretty great. Just look at these stock prices over the past five years with their shareholder value going up into the right. Totally amazing. But where's telco? There I add our stocks to this awesome chart. Let's compare these fabulous tech stocks to AT&T, Vodafone, Telefonica, Tim, America Movil and Zain group. Huh, not so great, right? Yep. I'm talking directly to you senior telco execs. I'm here to wake you up. Why is it that Wall Street doesn't see you as tech? Why aren't CSPs seen as driving all the tech change? Why is it always Apple, Amazon and Google who get the big buzz? But more importantly, why isn't it you? Before I came to this industry, I always thought of carriers as tech companies. I gave more of my money to AT&T and to Apple because I really cared about the quality of the network. But I also wondered why on earth, the carriers allowed all the other tech companies to take center stage. After spending the last few years in telco, I now understand why. It's because you are network people, you are not customer people. I get it, you have the security blanket, you're a network oligopoly. It's crazy expensive to build a network and it's expensive to buy spectrum. It takes operational chops to run a killer network and it takes great skill to convince Wall Street, to finance all of it. You telco execs are amazing at all those things, but because you focus on the network, it means you don't focus on the customer. And so far you haven't had to. Every telco's KPI is to be less shitty than their next competitor. You don't have to be the best, just don't be last. Everyone else's NPS, is in the thirties too. Their mobile app ratings are just as terrible as yours. Everyone's sucks at customer sat and it's widely acknowledged and accepted. Let's talk about the cost of that. The cost is not measured on market share against other MNOs. The cost is measured in lost ARPU that the tech guys are getting. Everyone knows about the loss of texting, to WeChat, WhatsApp and the other OTT apps, but it is not just texting. The total adjustable market or term of the mobile app disruptors is huge. Instead of remaining network focused, you should be leveraging your network into a premier position. And because you're a network people, I bet you think I'm talking about coercive network leverage. That is not what I'm talking about. I'm talking about love, customer love. There is one thing the highly valued tech companies all have in common. They all crush it on customer love. They look at every interaction with the customer and say, "How do we make the customer love this?" Like Netflix has easy monthly cancellation, Amazon does no questions asked returns, Uber gives users a real time view into driver rating and availability. Compare those ideas to the standard telco customer interaction. The highly valued tech companies, don't have the network oligopoly to fall back on like you do. To survive they must make customers love them. So they focus on it in a big way and it pays off. Their NPS is close to 70 and they have app ratings of 4.5 or higher. A far cry from your thirties NPS and app ratings of 3.5. If you want to have those huge tech multiples for yourself, you have to start thinking about these guys as your new competition, not the other telcos in your market. The crazy thing is, if you give up using your network as a crutch and put all of your focus on the customer, the network becomes an asset worth more than all the super apps. Let's step back and talk about the value of super apps and becoming customer centric. Retooling around the customer is a huge change. So let's make sure it's worth it. We aren't talking about 25% improvement. I'm going to show you that if you become customer centric, you can double your ARPU, double your valuation multiples and drive big shareholder value just like the tech companies on that chart. Now let's talk about the customer focused super apps. There are hundreds of companies and a variety of categories vying for your subscriber's disposable income. Movies, food delivery, financial services, who are they? And why does Wall Street give them such high evaluations and like them so much? Well first, look at what they are telling Wall Street about their TAM. They broadcast ridiculously huge TAMs that are greater than the telco TAMs. You know, who should have a ridiculously huge TAM? You. Hello. What I'm saying is that if you got what's yours, you double in size. And if you take the TAAMs they throw around, you'll be five times as big. When I think about the opportunity to double ARPU, without having to double the CapEx, to build out the network, I say to myself, "Hell yeah, we should totally go do it and do whatever it takes to go get." For example, let's talk about Grab. Grab is a southeast Asian super app company with an expected $40 billion valuation. Grab's customer focused started in rideshare, but then leverage its customer love into wallet deliveries, hospitality, and investing. Their ARPU is now larger than a telco's ARPU in countries where they compete, and they have a higher valuation than those telcos too. Imagine if you could combine a great user experience with a valuable services that helped grow your ARPU, that would be huge. So how do you build a super app? I bet right about now, you're wishing you had a super app. Everyone wants a super app. A lot of money has been unsuccessfully spent by telcos trying to build their own. I bet you're saying to yourself, "DR, your pie in the sky sounds great but it has no chance of success." Well, I'm betting things are about to change. There is a public cloud startup called Totogi that is going to help carriers build world class super apps. To have a successful super app, there is one key metric you need to know. It is the KPI that determines if your super app will be a success or a flop. It's not about the daily active users, it's not the average order value, it's not even gross merchandise value. It's all about the frequency of use per day by the user, that's the metric that matters. How many of you use that metric in your telco apps? Do you have a team driving up user app interactions every day? Most telco apps are used for top up or to check a bill. This is a huge missed opportunity. Super app companies excel at building great experiences and driving a huge amount of interactions. They have to, their business depends on it. They have to be customer focused. They have to keep bringing the user back to the app, every day, multiple times a day. And you know what? They do a great job. Customers love their super apps. They have great user experiences like Apple credit cards, no information required, application process. They have high net promoter scores because of customer friendly policies, like how DoorDash retroactively credits fees when you move to a better plan. And they have great app store ratings because they do simple things like remember your last order, or allow you to use the app rather than force you to call customer service. Customers of successful super apps love it when new services are added. And because of the customer love, every time something is added to the app, customers adopt it immediately. New services drive frequent daily user interactions. So our problem in telco is we have an app that is only open once per month, not multiple times per day. And without frequent opens, there is no super app. What do we do we have in telco that we could use to help with this problem? I wonder, why you don't currently have a mobile app that subscribers use multiple times a day. You have something that's 10 times better. You have a network. Subscribers already interact with your network 10 times more frequently than any user with any of the super apps. But telcos don't leverage those interactions into the insanely valuable engagements they could be. Worse, even if you wanted to your crappy over customized on premise solutions, make it impossible. Thankfully, there's this new tech that's come around, you may have heard of it. The public cloud. When you bring the enabling technology of the public cloud, you can turn your network interactions into valuable super app interactions. And there's a special new startup that's going to help you do it, Totogi. Totogi will leverage all those network interactions and turn them into valuable customer interactions. Let me repeat that. Totogi will leverage all those network interactions and turn them into valuable customer interactions. Totogi allows the carrier to leverage its network and all the network interactions into customer engagement. This is something the super apps don't have but will wish they did. But this magic technology is not enough. Telcos also need to move from being network focus to being customer focused. Totogi enables telcos to chase exciting revenue growth without that annoying massive CapEx investment. Totogi is going to help you transform your sucky mobile apps with the crappy customer ratings, into something your subscribers want to open multiple times a day and become a platform for growth. I'm so excited about Totogi, I'm investing $100 million into it. You heard me right, $100 million. Is this what it feels like to be soft bank? I'm investing in Totogi because it's going to enable telcos to leverage the network interactions into super app usage. Which will lead to an improved subscriber experience and will give you a massive jump in your ARPU. And once you do that, all those Telco valuations will go from down here to up here. And so I've been talking to some folks, you know, checking in, feeling them out, getting their thoughts, and I've been asking them, what do you think about telcos building super apps? And the response has been, click, everyone says, "No way, telcos can't do it." Zero chance, total goose egg. One suggested I build a bonfire with 100 million dollars, because then at least I wouldn't waste years of my life. Well I think those people are dead wrong. I do believe that telcos can build super apps and make them super successful. The public cloud is changing all parts of telco and Totogi and super apps are fundamentally changing, the customer relationships. In one month at MWC, people will see what Totogi has to offer, and they will understand why I'm making this bold call. Because the Totogi takes the value of the network and the power of the public cloud to help telcos move from being network centric, to being customer centric. Boom! If you want to make this transformation and reap all the financial benefits, you will have to compete for customers with a whole new set of players. You will no longer compete with the network focus guys like the other telcos, instead you will be competing against the customer focused companies. These players don't have a network to fall back on like your old competitors. They know they have to make customers love them. Their customer loyalty is so off the charts, their customers are called fans. So if you want that big money, you will have to compete on their turf and make the customers want to choose you, you need Apple level loyalty. That bar is uber high. We will have to give up the security blanket of the network and change. Instead of NPS of the thirties, it needs to be in the 70s. Instead of mobile app ratings in the threes, they need to get five stars. I'm betting big that Totogi will make that possible. I'm going to help you every step of the way, starting with my keynote next month at MWC. Join me and I'll share the secrets to converting your super valuable network interactions to make your super app a massive success. We're going to have an amazing time and I can't wait to see you there. >> Okay. We're back here in theCUBE here at Mobile World Congress in Cloud City. I'm John Furrier, Chloe Richardson filling it for Dave Vellante who's out on assignment. He's out getting all the data out there and getting stories. Chloe, what a great keynote by Danielle Royston. We just heard her and while with major action, major pump me up, punch in the face, wake the heck up cloud people, cloud is here. She didn't pull any punches. >> No, I mean the thing is John, there's trillions of dollars on the table and everyone seems to be fighting for it. >> And you heard her up there, if you're not on the public cloud, you're not going to get access to that money. It's a free for all. And I think the cloud people are like, they might think they're going to walk right in and the telco industry is going to just give it up. >> No, of course. >> There's not going to be, it's going to be a fight, who will win. >> Who will win but also who will build the next big thing? >> Someone needs to die in the media conversation, it's always a fight, something's dead, something's dead but keeps the living. All that kidding aside, this is really about partnering. I think what's happened is, telco's already acknowledged that they need to change in the 5G edge conversation, the chip acceleration. Look at Apple, they've got their own processors, Nvidia, Amazon makes their own chips, Intel's pumping stuff out, you've got Qualcomm, you've got all these new things. So the chips are getting faster and the software's more open source and I'm telling you, cloud is just going to drive that bus right down clouds street and it's going to be in Cloud City everywhere. >> And it's going to be peeping on the board as it drives down. John, I'm not a stalker, but I have read some of the things that you've written. And one of the things you mentioned that was really interesting was the difference between building and operating. Break it down for me. What does that mean? >> That means basically in mature markets and growing markets things behave differently and certainly economics and the people and the makeup and the mindset. >> Okay. >> So the telco has been kind of this mature market. It's been changing and growing but not like radically. Cost optimization, make profit, you know, install a lot of cable. You got to get the rents out of that infrastructure and that's kind of gone on for too long. Cloud is a growth market, and it's about building, not just operating and you've got operators, carriers are operating networks. So you're going to see the convergence of operators and builders coming together, builders being software developers, new technology and executives that think about building. And you want people on your team that are going to be, I won't say war time, you know, lieutenants or generals, but people who can handle the pace of change. >> Okay. >> Because the change and the nature is different. And some people want slow and steady, keep the boat from rocking, but in a growth market, it's turbulent and ride might not be quiet, first class ticket to paradise, but it's bumpy, but it's thrilling. >> No, of course. Is it similar to the old sales adage of hunter versus farmer and the parallels? >> Yeah. I mean, the mindset. If you have a team of people that aren't knocking down new opportunities and building the next big thing, fixing your house, get your house in order, you know, refactor, reset, reboot, re platform with the cloud and then refactor your business. If you don't have the people thinking like that, you're probably either going to be taken over or go out of business. And that's what the telco with all these assets, they're going to get bought roll into a SPAC, special purpose acquisition company was a super hot in the United States. A lot of roll ups going on with Private equity. So a lot of these telcos, if they don't refactor or re platform, then refactor, they're going to be toast and they're going to get rolled up and eaten up by somebody else. >> Yeah, sure. It's interesting though, isn't it? Because when we think of telco in tech, we often think of, obviously we've got the triad. People process technology, and we think process and technology really take the forefront here but like you said there, people are also so important because if you don't have this right balance, you're not going to be able to drive that change. We had, obviously Scott Brighton on the stage yesterday and after his session, somebody came up to me and just said, "I'm interested to hear what that means for education." So how can we establish this new generation of tech and telco leaders from the grassroots with educational associations establishments? How can we encourage that? I wonder, is this something that you talk about often? >> Yeah. I mean, education is huge and this highlights the change that telcos now part of. Telco used to be a boring industry that ran the networks, or moving packets around and mobile was there, but once the iPhone came out in 2007, the life has changed, society has changed, education's changed, how people interact has changed. So you start to see people now aware of the value and if you look at the, during the COVID, the internet didn't crash, the telcos actually saved our asses and everyone was, survive because the network didn't break. Yeah, we had some bad zoom meetings here and there and some teleconferences that didn't go well but for the most part we survived and they really saved everybody, my goodness. So they should get kudos for that. But now they're dependent upon healthcare, education, people care about that stuff. So now you're going to start to see an elevated focus on what telecom is doing. That's why The Edge has checked trillions of dollars up for grabs. But education, there's negative unemployment in cybersecurity and in cloud. So for the people who say, oh, there's no jobs or I can't work, that's a bunch of BS because you can just get online, get on YouTube and just get a degree. You can get a degree, you can get an Amazon job, it pays a hundred thousand dollars a year, American. You can make a hundred thousand pounds and be unemployed six months and then be employed. So negative unemployment means there's more jobs than people to fill them qualify. >> Yeah, it's interesting you mentioned that because I was talking to a cyber security leader who was saying in some of the things there were now 3 million vacancies in cybersecurity and there's such a skill shortage, there is nobody around to fill it. So it's an interesting problem to have isn't it? Cause it's reversed to what we've been used to for the last few decades and obviously telco is in the same space. What can we do about it? Do you think it will actually bring people in? >> I think it's going to take leadership and I'm a big proponent of kids not going to university, they don't have to. Why spend the dough, money if you don't have to? You can get online. I mean, the data's there, but to me it's the relationships, the mentorship. You starting to see women in tech and underrepresented minorities in the tech field, where mentorship is more important than curriculum. Community is more important than just going through a linear course where nobody wants to sit online and go through linear courseware. Now, if they have to get a certificate or degree and accreditation no problem, but communities are out there. So that's a big change over, I'm a big fan of that and I think people should, you know, get some specialized skills, you can get that online. So why even go to school? So people are figuring that out. >> For sure. And also even transferring, I mean, so many skills are transferable nowadays, aren't there? So we could easily be talking to people from other industries and bringing them into telco and saying, look, bring what you know from your retail background or your healthcare background and help us at telco to again, drive forward, just like DR is saying it's all about the next big thing. >> Danielle, I was also driving a lot of change and if you think about the jobs and a pedigree of going to a university, oh, Harvard, all the big Ivy leagues, Oxford in your area. So it's like, if you go to a school like that and you get a pedigree, you instantly get a job. Now, the jobs that are available, weren't around five years ago. So there's no like pedigree or track record, there's no like, everyone's equal. >> Yeah. >> So you could, the democratization of the internet now is, from a job standpoint is, people are leveling up faster. So it's not about the Ivy league or the big degree or silver spoon in your mouth, you've got the entitlement. So you start to see people emergent and make things happen, entrepreneurship in America, immigrant entrepreneurship. People are billionaires that have no high school diplomas. >> It's interesting you mentioned that John, because we can have more than five years experience in this space, we know that but in telco there is a problem and maybe it's, again it's a flipped problem where, telco recruiters or talent acquisition leaders, are now asking for kind of 10, 20 years experience when they're sending out job descriptions. So does that mean that we are at fault for not being able to fill all these vacancies? >> Well, I mean, I think that's just, I mean, I think there's a transition of the new skill set happening one, but two, I think, you know, you've got to be like a chip engineer, you can't learn that online, but if you want to run a cloud infrastructure, you can. But I think embedded systems is an area that I was talking to an engineer, there's a huge shortage of engineers who code on the microprocessors, on the chips. So embedded systems is a big career. So there's definitely parts, you can specialize, space is another area you've seen a lot of activity on, obviously Jeff Bezos and Elon Musk is going to be here on virtual keynote, trying to go to Mars. And, you know, Danielle Royston always says, who's going to happen first, Mars, colony, or telco adopting public cloud? Some people think Mars will happen first but. >> What do you think John? >> I think telco's going to get cloud. I mean, first of all, public cloud is now hybrid cloud and the edge, this whole internet edge, 5G, is so symbolic and so important because it's an architectural beachhead. >> Yeah. >> And that's where the trillion dollar baby is. >> Of course. >> So the inside baseball and the inside money and all the investors are focusing on the edge because whoever can command the edge, wins all the dollars. So everyone kind of knows it's a public secret and it's fun to watch, everyone jockey for the positions. >> Yeah, know, it really is. But it's also quite funny, isn't it? Because the edge is almost where we were decades ago, but we're putting the control back in the hands of consumers. So it's an interesting flip and I wonder if with the edge, we can really enhance this acceleration of product development its efficiency, this frictionless system in which we live in. And also, I've heard you say hybrid a few times John. >> Yeah. >> Is hybrid going to be the future of the world no matter what industry you're in? >> Hybrid is everything now. So it's, we're the hybrid cube, we've got hybrid cloud. >> Exactly. >> You got hybrid telco, because now you've got the confluence of online and offline coming together. >> Yeah. >> That is critical dynamic, and you seeing it. Like virtual reality for instance, now you seeing things, I know you guys are doing some great work at your company around creating experiences that are virtual. >> Exactly. >> You got, like Roblox went public recently. >> Yeah. >> Metaverse is a good time to be in that business because experiential human relations are coming. So I think that's going to be powered by 5G, you know, gamers. So all good stuff, Chloe, great to be with you here in theCUBE. >> Thank you. >> And we're looking forward to seeing your main stage. >> Great. >> And then we're going to send it back to the studio, Adam and the team, we're waiting for DR to arrive here in Cloud City and this is theCUBE, from Cloud City back to you, Adam in the studio.

>>Hello everyone. Thank you, add appreciating the studio. We're here at the cube here in cloud city telco DRS Cloud city. I'm Jeffrey Day Volonte. We're here for the next three days. Wall to wall live coverage. It's a physical event with a virtual program. It's hybrid. We're here with Daniel Royston, the Ceo of telco D. R. And the acting Ceo Toby, which is announced today. Great >>to see you. It's awesome to see you guys. >>Awesome to see how you doing, how you >>Feeling? I'm feeling congratulations. Right. 101 days ago, I didn't even think this doesn't exist. Right. And we got in contact with you guys and we said we knew there was always going to be a big virtual component and we invited you guys and here we are together. It's insane. >>Well we did the preview videos, but we're kind of walking through and document in the early stages. It all came together beautifully spectacular For the folks watching behind us is the most spectacular build out clouds. It's an ecosystem open concept. It feels like the Apple store meets paradise. Of course. We got the cube here in the set and we got the studio with all the command and control of adam there. So I gotta ask you with the connected keynotes going on right now. The connected world. Yeah. It's connected. We all know that everyone knows that what's, what's different now real quick before we get into the program, what's going on? >>Yeah. I think a big part of my messages and advocating it's more than just the network, Right? And I think telcos forever have relied on. That's all it is. That's what it's about. And I'm like, nope, you guys got to start focusing on your subscribers, right? And so the over the top players keep coming in and siphoning away their revenue and it's time for them to start focusing on us, right and making experience great. And I think that's what this is all about. >>So we're gonna get the news but I want to toss it to Katie. The roving reporter is going to give it a detail on how it all came together. So Katie take it away. >>Mhm We're here in Barcelona and so excited to be back in this beautiful city over at the convention center. The team is working hard putting the finishing touches to tell Cody are amazing cloud city booth at MwC Barcelona 2021. I'm sure you know the story of how this all came together as one of the biggest vendors Erickson pulled out of M. W. C. With just over 100 days until the start of the event. When this happened last year, it kicked off a tidal wave of departures and MwC was called off this year. We all wondered if MWC was going to be cancelled again and that's when Daniel Royston Ceo of Telco D. R. And Tito G swooped in and took over the booth all 6000 square meters of it. The plan turn the booth into cloud city, the epicenter of public cloud innovation at MWC crews have been working around the clock. Over 100 and 50 people have been on this construction site for over three weeks with covid testing every day to prevent outbreaks during the build and in 100 days, it's become just that Cloud city has over 30 vendors presenting over 70 demos with 24 private meeting areas. Cloud City Live is a virtual showcase and live broadcast studio featuring 50 guests from cloud Thought leaders around the world. They have telepresence robots for a more personalized experience and the Cloud city quest game with a chance to win more than $100,000 to gain access to live streams of our nightly concerts with rosario flores and rock legend Jon bon Jovi. And don't forget to visit cloud city dot telco D R dot com to join in on the fun Daniel Royston and Nacho Gomez, founder and Ceo of one of the key vendors in the construction of the booth gave us a behind the scenes tour of the booth. >>Nacho. We did it. Yeah, we did. It can't even touch because of Covid. Yeah, but look what we did. But right, 100 days ago I called and I said I'm taking over the Ericsson booth. What did you think? I know you were crazy but just a little bit crazy, realized that you were mortgages than I thought. So at the very, at the very beginning I thought, yeah, she's crazy. But then I couldn't sleep that night. But the next uh then I realized that it was a very good it's a great idea. Yeah super smart. So yeah we're gonna show everyone toward the booth. Yeah let's go. Let's go. Okay So how do we build such an amazing, beautiful building now? So this is we've made building inside a book. So it was very hard to find a glassful of facade. The roof is around 24 tones. Yeah so it's crazy crazy but we made it work and it's totally amazing. Yeah. Do you want to go to tragedy life? Do let's go. Okay so here we are Cloud city live. I know we're producing a whole live streaming tv show. We always knew because of covid that not everyone will be able to come to Mwc as we wanted to make sure that people can learn about the public cloud. So over here we have the keynote stage, we're gonna have awesome speakers talking all throughout M. W. C. People from AWS Microsoft, google vendors companies. So really really great content. And then over there we have the cube interviewing people again 15 minute segments, live streaming but also available on demand. And you can find all of this content on cloud city. Tell Cody are calm and it's available for anyone to you. Well, a lot of content. And what about the roberts? I never get them out. Come on. We remember 100 days ago we were locked down. So we came up with the idea of having robots for the people who cannot attend in person. I know right. We always knew that there was gonna be a big virtual component to MWC this year. So we bought 100 telepresence robots. It's a great way to have a more personal experience inside the boot. Just sign up for one on cloud city dot telco D r dot com and you can control it yourself. Right? So today we have Nikki with us, who's dialing in from the Philippines in Manila? Hello, Nicky. Hi there, how are you? I were great. Can you show us a twirl all gaining on us? Super cool. Yeah, it is. What an experience. So Nikki robots are not the only cool thing we have in cloud city. We also have super awesome concert. We have rosario flores on monday. Who's a latin grammy award winner. We have Jon bon Jovi, Jon bon Jovi on Tuesday, can't be changing telephone that a little bit of rock n roll and that's Tuesday. And on Wednesday we have DJ official, it's going to be a super party. Now if you play our cloud city quest on cloud city telco D R dot com you can participate in a live streaming concert and so I know a lot of people out there have been a lockdown. Haven't been able to be going to concerts. Things from austin texas, which is the live music capital of the world, How to have music. It would be so exciting is gonna be great. I'm getting hungry. Why don't we go to the restaurant? Let's go eat. Let's go. Yeah, Here is our awesome restaurant. I know it's called Cloud nine. Right? It's a place to come and sit down and relax now. Barcelona is known for its great food and I'm a foodie. So we had to have a restaurant. Should we go check out my secret bar? Let's go. Mhm. Yeah, here >>thanks to a R. And thank you Nacho if you're watching this at home, I'm so sorry you can't join us in person. However, let's not forget this is a hybrid event meaning we're bringing all the public cloud action right to you wherever in the world you might be. This includes the Pact cloud city live program. We've partnered with the cube Silicon angle Media's live streaming video studio to make sure that all of the keynotes, panel discussions, demos, case studies interviews and way more are available on demand so you can watch them whenever and wherever you want or you can live stream and enjoy all things cloud city as and when they happen. So for those of you not able to join us in, Barcelona, be sure to log in to cloud city live and catch all the action and don't miss the awesome concert Tuesday night with Jon bon Jovi available for free. If you participate in our cloud city quest game, I'll be here throughout MWc bringing you reports and updates. Stay >>tuned. Yeah. >>Mhm. Okay, we're back here on the cube on the floor at mobile world congress in cloud city telco DRS clouds. They were here with D. R. Of telco, D R. Danielle Rice and great to see you back, we're back. So the keynotes going on connected world, the big news here, I'll see the open shift that's happening is going open. Open ran, it's been a big thing. Open ran alliance. You're starting to see the industry come together around this clear mandate that applications are gonna be cloud native and the public cloud is just coming in like a big wave and people are gonna be driftwood or they'll be surfing the wave. Yeah, this is what's happening. >>Yeah, I think public cloud is an unstoppable megatrend. It's hit every other industry regulated industries like banking, right? Top secret industries like government. They all use the public cloud tells us the last, you know, standing old school industry and it's coming and I don't think we could have had an MWc without talking about open man. That's the other major shift. And so we're bringing both of those ideas here together in cloud city. So >>the big theme is telco transformation. Maybe we could start with the basics like paint a picture of what the telco infrastructure looks like, particularly the data center stuff because they all have big data centers >>because that's >>those are the candidates to go into the cloud explained to the audience. >>Well, do you have a time machine? I think if any of us were in tech in the late 90s and early 2000s, that's what telcos like today. Right. So for people outside of the industry don't know right there mostly still managing their own data centers, they're just sort of adopting virtualization. Some of the more advanced telcos are mostly virtualized public cloud. Is this idea that like this advanced thought and so yeah, I mean things are on premise, things are in silom, things don't use a P. I. S there all integrated with custom code. And so the transformation, we can all see it because we've lived it in other industries. And I'm bringing that to telco and say come along for the ride. It totally works and it's gonna be amazing. >>So it's hardened purpose built infrastructure. Okay. That ultimately parts of that need to go to the public cloud. Right. What parts do you see going first? >>I think all of it. Really. Yeah. And I think when you look at like dish in the W. S. Which was an announcement that came out about two months ago. Right. I mean dish was doing all these are FPs. Everyone knew about it. They were looking for a cloud native software and no one knew what they were. They knew a big part was open man. But their coupling open ran with AWS and deploying their parts of their network onto the public cloud and the whole industry is like wait we thought this was years away, right? Or number two, you're crazy. And I'm saying this is what I've been talking about guys. This is exactly what you can do, leverage the Capex over. Let's see. I think Amazon did $100 billion 2020 right, leverage that Capex for yourself. Get that infinite scalability right? It's going to, well we >>have, we have a saying here in the queue, we just made this up called D. R. That's your initial tucker. The digital revolution and the three Rs reset re platform and re factor. I think the observation we're seeing is that you're coming in with the narrative what everyone's kind of like they're waking up because they have to reset and then re platform with the cloud. But the opportunity is gonna be the re factoring, You're seeing the public cloud, do that already with the Enterprise Enterprises. Already re factoring has done that. Already done that now. Telcos the last area to be innovated by the cloud. >>Yeah, I think there's old school big, we're kind of on a hollowed ground here in the Ericsson booth that I took over, right? They bailed and I kind of made fun of them. I was like, they don't have anything to say, right, They're not going to go to the show. I'm like, this is this is a revolution that's happening in telco and I don't think the big guys are really interested in rewriting their software that frankly makes them billions and billions of dollars of revenue. And I'm like to use the public cloud. All of the software needs to be rewritten needs to be re factored and you've got to start training your teams on how to use it. They don't have any capability. The telcos, in terms of those skills hire the right people, retrain your teams, move your applications, rewrite them. And I think that's what we're talking, this is not a short journey, this is a 10 year journey. So >>let's fast forward to the future a little bit because when I look around cloud city, I see ecosystem everywhere. So as you well know, the telcos have generally done a poor job of attacking adjacent seas. So my question is can they go beyond should they go beyond connectivity or is that going to be the role of the ecosystem? >>Yeah, I think it's time that the telco starts to focus on their subscriber, right? It's been really easy for them to rely on the oligopoly of the network, Right? The network, we live in the United States, we see the 18 T Verizon T mobile five G network, five G network. Like what about us? Right. And it's really easy for the over the top players right, that come in and they're always, telcos are always complaining about being coming dumb pipes and I'm like, you don't focus on the customer, we would rather buy from an Apple and amazon if they provided a mobile service because the customer experience will be better. Right? They need to start focusing on us. They have great businesses but they want to make them better. They need to start focusing on the subscriber, so >>it's a partnership with the ecosystem then for them to go beyond just straight connectivity because you're right, those are the brands that we want to do business >>with. You know, there was a great survey, Peter Atherton who will be talking as a speaker I think um I can't remember when he's talking but he was talking about how there was a survey done, where would you rather get your mobile service from? And it had a couple of big names in telco and then of course the obvious, you know, consumer brands, the ones that we all know and it was like overwhelmingly would rather buy from an amazon or an apple. And I'm like, this is like if you guys don't change, right, if telco doesn't change they keep rolling out 60 and blah blah blah. It's about the network and I don't start making about the subscriber right? Those revenues are going to continue to erode and they just sit there and complain about the O. T. T. Players. Like it's time to fight back. Yeah, I own the subscriber >>relationship. It's a digital revolution and I think This event really encapsulates in my mind this hybrid world here because it's physical events back. It's been since 2019 winter that this event actually happened. >>Well no it was even longer than, well I guess winter it was February of 19, right? And so like you look at ericsson and some of the big names that dropped out of the show, the time they come back, three years will have passed three years, right? This is how you feel your sales funnel is how you connect with your customers right? Tokyo is a very global, you know experience and so you gotta, you gotta get in front of people and you got to talk a >>lot of change to its happened, look at just what public clouds done in 2.5 years. You imagine three years being just >>gone, right? And I think a lot of people back to edition A. W. S. I think the industry was a little bit surprised by that announcement. So I've been telling executives if you were surprised by that, if you think that's, you know, if you don't know how that's gonna work, you need to come to cloud cities, you start meeting all the vendors are here. We have over 30 vendors, 70 demos, right? People who are pushing the technology forward, you need to learn what's going on here. We have several dish vendors here. Come learn about open rand, come learn about public cloud. So >>we're tight on time today, but we're going to have you back and we want to get into the tech, Get it to open, ran a little bit, get into what 5G and beyond and how we're going to take advantage of that and monetize it and what that all means. >>And also we want to hear what's going on the hallways. I know you got a lot of your key noting, you're gonna be a lot of events, the yacht. You've got a lot of briefings, >>yep. Yeah, I've already had two meetings this morning. I shot a video. Um, I met with one of the world's largest groups and I met with a tiny little super app company. Right? So running the gamut, doing everything reporter >>now, we could be like our roaming >>reporter. You know, I love, I love talking to execs and telco getting their perspective on what is public cloud and where are they going, what are they thinking about? And you talked to people who really, really get it and you get people who are just nascent and everywhere in between and I love mwc it's going great. >>Daniel Rose and you are a digital revolution telco DDR. There's amazing. Davis has been fantastic. Again for the folks watching, this is a hybrid events, there's an online component and we're reaching out with our remote interviews to get people brought in and we're shipping this content out to the masses all over the world. It's gonna be really amazing cube coverages here. It's gonna be rocking you guys are doing great. I just want to give you a compliment that you guys just did an amazing job. And of course we've got adam in the studio with the team. So adam, I'm gonna pass it off back to you in the studio

(bright upbeat music) >> Welcome to theCUBE, our coverage of Dell Technologies World, the Digital Experience continues. I have a long-time guest coming back, joining me in the next segment here. Jon Siegal is back, the Vice President of Product Marketing at Dell Technologies. Jon, it's good to see you, welcome back to the program. >> Thanks Lisa, always great to be on. >> We last spoke about six months ago and here we are still at home. >> I know. >> But there has been no slowdown whatsoever in the last year. We were talking to you a lot about Edge last time but we're going to talk about PowerStore today. It's just coming up on its one year anniversary. You launched it right when the pandemic happened. >> That's right. >> Talk to me about what's happened in the last year with respect to PowerStore. Adoption, momentum, what's going on? >> Yeah, great, listen, what a year it's been, right? But certainly for PowerStore especially, I mean, customers and partners around the world have really embraced PowerStore, specifically really it's modern architecture. What many people may not know is this is actually the fastest ramping new architecture we've had in all of Dell's history, which is quite a history of course. And we saw 4 X quarter over quarter growth in the most recent quarter. And you know, in terms of shipments, we've shipped well over 400 petabytes of PowerStore, you know, so special thanks to lots of our customers around the world and industries like education, gaming, transportation, retail. More than 60 countries, I think 62 countries now. They include customers like Columbia Southern University, Habib Bank, Real Page, the University of Pisa and Ultra Leap, just to name a few. And to give you a sense of how truly game changing it's been in the market is that approximately 20% of the customers with PowerStore are new to Dell, new to Dell Technologies. And we've tripled the number of wins against some of our key competitors in just the last quarter as well. So look, it's been quite a year, like you said and we're not stopping there. >> Yeah, you must have to wear a neck brace from that whiplash of moving so quickly. (both laughing) But that's actually a good problem to have. >> It is. >> And curious about, is it 20% of the PowerStore customers are net new to Dell? >> Yeah. >> Interesting that you've captured that much in a very turbulent year. Any industries in particular that you see as really being transformed by the technology? >> Yeah, it's a great question. I think just like we're bringing a disruptive technology to market, there's a lot of industries out there that are disrupting themselves as well, right, and how they transform, particularly with, you know, in this new era during the pandemic. I think, I can give you a great example. One of the new capabilities of PowerStore is AppsON just for those that aren't familiar. AppsON is the ability for PowerStore to run apps directly on the appliance, good name, right? And it's thanks to a built-in VMware ESXi hypervisor. And where we've seen really good traction with AppsON, is in storage intensive applications at the edge. And that brings me to my example. And this one's in retail. And you know, of course just like every industry I think it's been up-ended in the past year. There's a large supermarket chain in northern China that is new to Dell. During the pandemic they needed to fast-track the development of a smart autonomous retail system in all their stores, so that their customers could make their purchases via smartphone app. And again, just limiting the essentially the person to person interaction during the pandemic and this required a significant increase in transaction processing to get to the store locations that they didn't have equipment for before, as well as support for big data analytics applications to understand the customer behavior that's going on in real-time. So the net result is they chose PowerStore. They were new to Dell and they deployed it in their stores and delivered a seamless shopping experience via smartphone apps. The whole shopping experience was completely revolutionized. And I think this is really a great example of again, how the innovations that are in PowerStore are enabling our customers to really rethink how they're transacting business. >> Well, enabling the supermarkets to be the edge but also in China where everything started, so much, the market dynamics are still going on, but how quickly were they able to get PowerStore up and running and facilitate that seamless smartphone shopping experience? >> It was only weeks, only weeks, weeks from beginning to getting them up to speed. I mean, we've had great coverage, great support. And again, they embraced, I mean, they happened to leverage the AppsON capabilities, so they were able to run some of their applications directly on the appliance and they were able to get that up and running very quickly. And they were already a VMware customer as well. So they were already familiar with some of the tools and the integration of the VMware. And again, that's also been a sweetspot for this particular offer. >> Okay, got it. So a lot in it's first year. You said 4 X growth, over 60 countries, 400 petabytes plus shipped, a lot of new net new customers. What is new? What are you announcing that's new and that's going to take that up even a higher level? >> That's right. We're always going to up the ante, right? We're always going to, we can't rest on our laurels for too long. Look, we're very excited to share what's new for PowerStore. And that is one of the reasons we're here of course. I can break it down into two key highlights. First is a major software update that brings more enterprise innovation, more speed, more automation in particular to both new and existing customers. And we're also excited to announce a new lower cost entry model for the PowerStore family called the PowerStore 500. And this offers an incredible amount of enterprise class storage capabilities, much of which I have talked about and will talk more about today, for the price. And the price itself is what's going to surprise some folks. It starts as low as 28,000 US street price which is pretty significant, you know, in terms of a game changer, we think, in this industry. >> So let's talk about the software update first. You've got PowerStore 2.0, happy birthday to your customers who are going to take advantage of this. >> That's right. >> Kind of talk me through what some of the technological advancements are that your customers are going to be able to leverage? >> That's a great point. Yeah, so from a software perspective I like how you said that, happy birthday, yeah so all of our, just to be clear from a software update perspective, all of our existing customers are going to get this as a simple free non-disruptive update. And this is a commitment we've had to our customers for some time. And really it's the mantra if you will, of PowerStore, which is all about ensuring that our customers can encounter our very flexible platform that will keep giving them the latest and greatest. So really a couple of things I want to highlight from PowerStore that are brand new. One is we're giving a speed boost to the entire PowerStore lineup. Customers now, existing customers, you get up to 25% faster, mixed workload performance which is incredible, right off the bat. Secondly, we're enabling our customers to take full advantage of NVME now across the data center with the option of running NVME over fiber channel. And this again requires just a simple software update and no additional hardware if they already have 32 gig capable switches and HBAs on-prem. We've also made our unique AppsON feature, which I just talked about in the China example, we've made that more powerful and with scale out. This means more aggregate power, more aggregate capacity and it makes it even more ideal now for storage intensive apps to run at the edge with PowerStore. Another capability that's been very popular with our customers is our data reduction specifically our intelligent Dido which is always on and automated. And now what it does is it enables customers to boost performance while still guaranteeing the four to one data reduction that we have, at the same time. So just to give a quick example, when the system is under extreme IO, duress if you will, it automatically prioritize that IO versus the DDUP itself and provides a 20% turbo boost if you will, of performance boost for the applications running. All this is done automatically, zero management effort, zero impact to the data reduction guarantee of four to one that we already have in place. And then the last highlight I'd like to bring up is, last but not least, is one we're really proud of is the ability for our customers to now take more cost advantage, if you will, cost effective advantage of SCM or storage class memory. PowerStore now differentiates between SCM drives and NVME drives within the same chassis. So they can use SCM as a high-performance layer, if you will with as few as one drive, right? So they don't have to populate the whole chassis, they can use just one SCM drive for cost-effectiveness, for embedded data access. And this actually helps reduce the workload latency by up to 15%. So, another great example on top of NVME that I already mentioned, of how PowerStore is leading the practical adoption of next generation technologies. >> Are you seeing with the lower cost PowerStore 500, is that an opportunity for Dell to expand into the midsize market and an opportunity for those smaller customers to be able to take advantage of this technology? >> Absolutely, yeah. So the PowerStore finder, which we're really excited about introducing does exactly what you just said, Lisa. It is going to allow us to bring PowerStore and the experience of PowerStore to a broad range of businesses, a much broader range of edge use cases as well. And we're really excited about that. It's an incredible amount of enterprise storage class performance, as I mentioned, and functionality for the price that is again, 28,000 starting. And this includes all of the enterprise software capabilities I've been talking about. The ability to cluster, four to one data reduction guarantee, anytime upgrades. And to put this in context, a single 2U appliance, the PowerStore 500 supports up to 2.4 million SQL transactions per minute. I mean, this thing packs a punch, like no other, right? And it's a great fit for stand-alone or edge deployments in virtually every industry, we've mentioned retail already also healthcare, manufacturing, education and more. It's an offering that's really ideal for any solution that requires an optimization of price/performance, small footprint and effortless automation. And I can tell you, it's not just customers that are excited about this, as you can imagine our channel partners, they can't wait to get their hands on this either. >> Was just going to ask you about the channel. >> It is going to help them reach new sets of customers that they never had before. You mentioned midsize, but also in addition to that, it's just going to open it up to all new sets of use cases as well. So I'm really excited to see the creativity from our channel partners and customers and how they adopt and use the PowerStore 500 going forward. >> Tell me about some of those new use cases that it's going to open up. We've seen so many new things in the last year and such acceleration. What are some of the new use cases that this is going to help unlock value for? >> Yeah, again, I think it's going to come down a lot to the edge in particular, as well as mid-size, it can run, again, this can run storage, intensive applications. So it's really about coming down to a price point that I think the biggest example will be mid-sized businesses that now, it's now affordable to. That they weren't able to get this enterprise class capabilities in the past more than anything else. Cause it's all the same capabilities that I've mentioned but it allows them to run all types of things. It could be, they could run, new next-generation intensive data, intensive databases. They can run VDI, they can run SQL, it does, essentially more than anything else makes existing use cases more accessible to mid-sized businesses. >> Got it, okay. So, so much momentum going on in the first year. A lot of that you're souping it up with this your new software, we talked about the new mid-size enterprise version PowerStore 500. What else can we expect from PowerStore, the rest of calendar 2021? >> Yeah, I think lots of things. So first of all we're so pleased at the amount of commitment to innovation that we've had over the past year. We're going to continue to work very closely with VMware to drive more and more innovation and enhancements with capabilities like AppsON that I talked about, and VM-ware or (indistinct) which is a key enabler for that. We're also committed to continuing to lead the industry in the adoption of modern technologies. I gave some good examples today of NVME and AppsON and SCM, storage class memory, and customers can expect that continued commitment. Look, we've designed PowerStore from the ground up to be very flexible so that it can be enhanced and improved non-disruptively. And I think we did that with this release. We proved that and no one can predict the future, clearly, it's been a crazy year. And so businesses need storage that's going to be flexible with them and grow with them and evolve with them. And customers can expect that from PowerStore. And we plan on doing just that. >> So customers can, that are interested can go direct to Dell. They can also go through your huge channel, you said, in terms of those customers that are thinking about it maybe adding to the percentage of new customers. What's your advice on them in terms of next steps? >> Yeah, next steps is, you know, I got to say this, we've done, it's crazy, we've done over 20,000 demos of PowerStore in one year, no joke. And you know, it's a new world. And so the next step is to reach out to Dell. We'd love to showcase this through a demo, give them whether it's a remote experience that way or remote proof of concept but yeah, reach out to Dell, your local rep or local channel partner and we'd love to show you what's possible more than anything else and look, we're really proud of what we've accomplished here. Just as impressive as these updates, I must say, is that in many instances, the team that brought this to market, the engineering team, they did this just like we're doing today, right? Over Zoom, remotely, while balancing life and work. So I just also want to thank the team for their commitment to delivering innovation to our customers. It hasn't wavered at all and I want to thank our top notch team. >> Right, an amazing amount of work done. You've had a very busy year and glad that you're well and healthy and been as successful with PowerStore. We can't wait to see in the next year those numbers that you shared even go up even more. Jon, thank you for joining us >> Looking forward to it. and sharing what's new with PowerStore. We appreciate your time. >> Always a pleasure, Lisa. >> Likewise >> Look forward to talking to you soon. >> Yeah >> Take care. >> For Jon Siegal, I'm Lisa Martin, you're watching theCUBE's coverage of Dell Technologies World, a Digital Experience. (slow upbeat music)

>> Hello. My name is Ron Kafka, and I'm the senior director for Partner Scale Initiatives for HBE Ezmeral. Thanks for joining us today at Analytics Unleashed. By now, you've heard a lot about the Ezmeral portfolio and how it can help you accomplish objectives around big data analytics and containerization. I want to shift gears a bit and then discuss our Ezmeral Technology Partner Program. I've got two great guest speakers here with me today. And together, We're going to discuss how jointly we are solving data analytic challenges for our customers. Before I introduce them, I want to take a minute to talk to provide a little bit more insight into our ecosystem program. We've created a program with a realization based on customer feedback that even the most mature organizations are struggling with their data-driven transformation efforts. It turns out this is largely due to the pace of innovation with application vendors or ICS supporting data science and advanced analytic workloads. Their advancements are simply outpacing organization's ability to move workloads into production rapidly. Bottom line, organizations want a unified experience across environments where their entire application portfolio in essence provide a comprehensive application stack and not piece parts. So, let's talk about how our ecosystem program helps solve for this. For starters, we were leveraging HPEs long track record of forging technology partnerships and it created a best in class ISB partner program specific for the Ezmeral portfolio. We were doing this by developing an open concept marketplace where customers and partners can explore, learn, engage and collaborate with our strategic technology partners. This enables our customers to adopt, deploy validated applications from industry leading software vendors on HPE Ezmeral with a high degree of confidence. Also, it provides a very deep bench of leading ISVs for other groups inside of HPE to leverage for their solutioning efforts. Speaking of industry leading ISV, it's about time and introduce you to two of those industry leaders right now. Let me welcome Daniel Hladky from Dataiku, and Omri Geller from Run:AI. So I'd like to introduce Daniel Hladky. Daniel is with Dataiku. He's a great partner for HPE. Daniel, welcome. >> Thank you for having me here. >> That's great. Hey, would you mind just talking a bit about how your partnership journey has been with HPE? >> Yes, pleasure. So the journey started about five years ago and in 2018 we signed a worldwide reseller agreement with HPE. And in 2020, we actually started to work jointly on the integration between the Dataiku Data Science Studio called DSS and integrated that with the Ezmeral Container platform, and was a great success. And it was on behalf of some clear customer projects. >> It's been a long partnership journey with you for sure with HPE. And we welcome your partnership extremely well. Just a brief question about the Container Platform and really what that's meant for Dataiku. >> Yes, Ron. Thanks. So, basically I'd like the quote here Florian Douetteau, which is the CEO of Dataiku, who said that the combination of Dataiku with the HPE Ezmeral Container Platform will help the customers to successfully scale and put machine learning projects into production. And this basically is going to deliver real impact for their business. So, the combination of the two of us is a great success. >> That's great. Can you talk about what Dataiku is doing and how HPE Ezmeral Container Platform fits in a solution offering a bit more? >> Great. So basically Dataiku DSS is our product which is a end to end data science platform, and basically brings value to the project of customers on their past enterprise AI. In simple ways, we can say it could be as simple as building data pipelines, but it could be also very complex by having machine and deep learning models at scale. So the fast track to value is by having collaboration, orchestration online technologies and the models in production. So, all of that is part of the Data Science Studio and Ezmeral fits perfectly into the part where we design and then basically put at scale those project and put it into product. >> That's perfect. Can you be a bit more specific about how you see HPE and Dataiku really tightening up a customer outcome and value proposition? >> Yes. So what we see is also the challenge of the market that probably about 80% of the use cases really never make it to production. And this is of course a big challenge and we need to change that. And I think the combination of the two of us is actually addressing exactly this need. What we can say is part of the MLOps approach, Dataiku and the Ezmeral Container Platform will provide a frictionless approach, which means without scripting and coding, customers can put all those projects into the productive environment and don't have to worry any more and be more business oriented. >> That's great. So you mentioned you're seeing customers be a lot more mature with their AI workloads and deployment. What do you suggest for the other customers out there that are just starting this journey or just thinking about how to get started? >> Yeah. That's a very good question, Ron. So what we see there is actually the challenge that people need to go on a pass of maturity. And this starts with a simple data pipelines, et cetera, and then basically move up the ladder and basically build large complex project. And here I see a very interesting offer coming now from HPE which is called D3S, which is the data science startup pack. That's something I discussed together with HPE back in early 2020. And basically, it solves the three stages, which is explore, experiment and evolve and builds quickly MVPs for the customers. By doing so, basically you addressed business objectives, lay out in the proper architecture and also setting up the proper organization around it. So, this is a great combination by HPE and Dataiku through the D3S. >> And it's a perfect example of what I mentioned earlier about leveraging the ecosystem program that we built to do deeper solutioning efforts inside of HPE in this case with our AI business unit. So, congratulations on that and thanks for joining us today. I'm going to shift gears. I'm going to bring in Omri Geller from Run:AI. Omri, welcome. It's great to have you. You guys are killing it out there in the market today. And I just thought we could spend a few minutes talking about what is so unique and differentiated from your offerings. >> Thank you, Ron. It's a pleasure to be here. Run:AI creates a virtualization and orchestration layer for AI infrastructure. We help organizations to gain visibility and control over their GPO resources and help them deliver AI solutions to market faster. And we do that by managing granular scheduling, prioritization, allocation of compute power, together with the HPE Ezmeral Container Platform. >> That's great. And your partnership with HPE is a bit newer than Daniel's, right? Maybe about the last year or so we've been working together a lot more closely. Can you just talk about the HPE partnership, what it's meant for you and how do you see it impacting your business? >> Sure. First of all, Run:AI is excited to partner with HPE Ezmeral Container Platform and help customers manage appeals for their AI workloads. We chose HPE since HPE has years of experience partnering with AI use cases and outcomes with vendors who have strong footprint in this markets. HPE works with many partners that are complimentary for our use case such as Nvidia, and HPE Container Platform together with Run:AI and Nvidia deliver a world class solutions for AI accelerated workloads. And as you can understand, for AI speed is critical. Companies want to gather important AI initiatives into production as soon as they can. And the HPE Ezmeral Container Platform, running IGP orchestration solution enables that by enabling dynamic provisioning of GPU so that resources can be easily shared, efficiently orchestrated and optimal used. >> That's great. And you talked a lot about the efficiency of the solution. What about from a customer perspective? What is the real benefit that our customers are going to be able to gain from an HPE and Run:AI offering? >> So first, it is important to understand how data scientists and AI researchers actually build solution. They do it by running experiments. And if a data scientist is able to run more experiments per given time, they will get to the solution faster. With HPE Ezmeral Container Platform, Run:AI and users such as data scientists can actually do that and seamlessly and efficiently consume large amounts of GPU resources, run more experiments or given time and therefore accelerate their research. Together, we actually saw a customer that is running almost 7,000 jobs in parallel over GPUs with efficient utilization of those GPUs. And by running more experiments, those customers can be much more effective and efficient when it comes to bringing solutions to market >> Couldn't agree more. And I think we're starting to see a lot of joint success together as we go out and talk to the story. Hey, I want to thank you both one last time for being here with me today. It was very enlightening for our team to have you as part of the program. And I'm excited to extend this customer value proposition out to the rest of our communities. With that, I'd like to close today's session. I appreciate everyone's time. And keep an eye out on our ISP marketplace for Ezmeral We're continuing to expand and add new capabilities and new partners to our marketplace. We're excited to do a lot of great things and help you guys all be successful. Thanks for joining. >> Thank you, Ron. >> What a great panel discussion. And these partners they really do have a good understanding of the possibilities, working on the platform, and I hope and expect we'll see this ecosystem continue to grow. That concludes the main program, which means you can now pick one of three live demos to attend and chat live with experts. Now those three include day in the life of IT Admin, day in the life of a data scientist, and even a day in the life of the HPE Ezmeral Data Fabric, where you can see the many ways the data fabric is used in your life today. Wish you could attend all three, no worries. The recordings will be available on demand for you and your teams. Moreover, the show doesn't stop here, HPE has a growing and thriving tech community, you should check it out. It's really a solid starting point for learning more, talking to smart people about great ideas and seeing how Ezmeral can be part of your own data journey. Again, thanks very much to all of you for joining, until next time, keep unleashing the power of your data.

(upbeat music) >> Welcome friends to HPE Ezmeral's analytics unleashed. I couldn't be more excited to have you here today. We have a packed and informative agenda. It's going to give you not just a perspective on what HPE Ezmeral is and what it can do for your organization, but you should leave here with some insights and perspectives that will help you on your edge to cloud data journey in general. The lineup we have today is awesome. We have industry experts like Kirk Borne, who's going to talk about the shape this space will take to key customers and partners who are using Ezmeral technology as a fundamental part of their stack to solve really big, hairy, complex real data problems. We will hear from the execs who are leading this effort to understand the strategy and roadmap forward as well as give you a sneak peek into the new ISV ecosystem that is hosted in the Ezmeral marketplace. And finally, we have some live music being played in the form of three different demos. There's going to be a fun time so do jump in and chat with us at any time or engage with us on Twitter in real time. So grab some coffee, buckle up and let's get going. (upbeat music) Getting data right is one of the top priorities for organizations to affect digital strategy. So right now we're going to dig into the challenges customers face when trying to deploy enterprise wide data strategies and with me to unpack this topic is Kirk Borne, principal data scientist, and executive advisor, Booz Allen Hamilton. Kirk, great to see you. Thank you sir, for coming into the program. >> Great to be here, Dave. >> So hey, enterprise scale data science and engineering initiatives, they're non-trivial. What do you see as some of the challenges in scaling data science and data engineering ops? >> The first challenge is just getting it out of the sandbox because so many organizations, they, they say let's do cool things with data, but how do you take it out of that sort of play phase into an operational phase? And so being able to do that is one of the biggest challenges, and then being able to enable that for many different use cases then creates an enormous challenge because do you replicate the technology and the team for each individual use case or can you unify teams and technologies to satisfy all possible use cases. So those are really big challenges for companies organizations everywhere to about. >> What about the idea of, you know, industrializing those those data operations? I mean, what does that, what does that mean to you? Is that a security connotation, a compliance? How do you think about it? >> It's actually, all of those I'm industrialized to me is sort of like, how do you not make it a one-off but you make it a sort of a reproducible, solid risk compliant and so forth system that can be reproduced many different times. And again, using the same infrastructure and the same analytic tools and techniques but for many different use cases. So we don't have to rebuild the wheel, reinvent the wheel re reinvent the car. So to speak every time you need a different type of vehicle you need to build a car or a truck or a race car. There's some fundamental principles that are common to all of those. And that's what that industrialization is. And it includes security compliance with regulations and all those things but it also means just being able to scale it out to to new opportunities beyond the ones that you dreamed of when you first invented the thing. >> Yeah. Data by its very nature as you well know, it's distributed, but for a you've been at this awhile for years we've been trying to sort of shove everything into a monolithic architecture and in in hardening infrastructures or around that. And in many organizations it's become a block to actually getting stuff done. But so how, how are you seeing things like the edge emerge How do you, how do you think about the edge? How do you see that evolving and how do you think customers should be dealing with with edge and edge data? >> Well, that's really kind of interesting. I had many years at NASA working on data systems, and back in those days, the idea was you would just put all the data in a big data center and then individual scientists would retrieve that data and do analytics on it do their analysis on their local computer. And you might say that's sort of like edge analytics so to speak because they're doing analytics at their home computer, but that's not what edge means. It means actually doing the analytics the insights discovery at the point of data collection. And so that's that's really real time business decision-making you don't bring the data back and then try to figure out some time in the future what to do. And I think in autonomous vehicles a good example of why you don't want to do that because if you collect data from all the cameras and radars and lidars that are on a self-driving car and you move that data back to a data cloud while the car is driving down the street and let's say a child walks in front of the car you send all the data back at computes and does some object recognition and pattern detection. And 10 minutes later, it sends a message to the car. Hey, you need to put your brakes off. Well, it's a little kind of late at that point. And so you need to make those discoveries those insight discoveries, those pattern discoveries and hence the proper decisions from the patterns in the data at the point of data collection. And so that's data analytics at the edge. And so, yes, you can ring the data back to a central cloud or distributed cloud. It almost doesn't even matter if, if if your data is distributed sort of any use case in any data scientist or any analytic team and the business can access it then what you really have is a data mesh or a data fabric that makes it accessible at the point that you need it, whether it's at the edge or on some static post event processing, for example typical business quarter reporting takes a long look at your last three months of business. Well, that's fine in that use case, but you can't do that for a lot of other real time analytic decision making. >> Well, that's interesting. I mean, it sounds like you think of the edge not as a place, but as you know where it makes sense to actually, you know the first opportunity, if you will, to process the data at at low latency where it needs to be low latency is that a good way to think about it? >> Yeah, absolutely. It's the low latency that really matters. Sometimes we think we're going to solve that with things like 5G networks. We're going to be able to send data really fast across the wire. But again, that self-driving car has yet another example because what if you, all of a sudden the network drops out you still need to make the right decision with the network not even being . >> That darn speed of light problem. And so you use this term data mesh or data fabric double-click on that. What do you mean by that? >> Well, for me, it's, it's, it's, it's sort of a unified way of thinking about all your data. And when I think of mesh, I think of like a weaving on a loom, or you're creating a blanket or a cloth and you do weaving and you do that all that cross layering of the different threads. And so different use cases in different applications in different techniques can make use of this one fabric no matter what, where it is in the, in the business or again, if it's at the edge or, or back at the office one unified fabric, which has a global namespace. So anyone can access the data they need and sort of uniformly no matter where they're using it. And so it's, it's a way of unifying all of the data and use cases and sort of a virtual environment that it could have that no log you need to worry about. So what's what's the actual file name or what's the actual server this thing is on you can just do that for whatever use case you have. Let's I think it helps you enterprises now to reach a stage which I like to call the self-driving enterprise. Okay. So it's modeled after the self-driving car. So the self-driving enterprise needs the business leaders in the business itself, you would say needs to make decisions oftentimes in real time. All right. And so you need to do sort of predictive modeling and cognitive awareness of the context of what's going on. So all of these different data sources enable you to do all those things with data. And so, for example, any kind of a decision in a business any kind of decision in life, I would say is a prediction. It's you say to yourself if I do this such and such will happen if I do that, this other thing will happen. So a decision is always based upon a prediction about outcomes, and you want to optimize that outcome. So both predictive and prescriptive analytics need to happen in this in this same stream of data and not statically afterwards. And so that's, self-driving enterprises enabled by having access to data wherever you and whenever you need it. And that's what that fabric, that data fabric and data mesh provides for you, at least in my opinion. >> Well, so like carrying that analogy like the self-driving vehicle you're abstracting that complexity away in in this metadata layer that understands whether it's on prem or in the public cloud or across clouds or at the edge where the best places to process that data. What makes sense, does it make sense to move it or not? Ideally, I don't have to. Is that how you're thinking about it is that why we need this notion of a data fabric >> Right. It really abstracts away all the sort of the complexity that the it aspects of the job would require, but not every person in the business is going to have that familiarity with with the servers and the access protocols and all kinds of it related things. And so abstracting that away. And that's in some sense, what containers do basically the containers abstract away all the information about servers and connectivity and protocols and all this kind of thing. You just want to deliver some data to an analytic module that delivers me an insight or a prediction. I don't need to think about all those other things. And so that abstraction really makes it empowering for the entire organization. We like to talk a lot about data democratization and analytics democratization. This really gives power to every person in the organization to do things without becoming an it expert. >> So the last, last question we have time for here. So it sounds like. Kirk, the next 10 years of data are not going to be like the last 10 years, it'd be quite different. >> I think so. I think we're moving to this. Well, first of all, we're going to be focused way more on the why question, like, why are we doing this stuff? The more data we collect, we need to know why we're doing it. And what are the phrases I've seen a lot in the past year which I think is going to grow in importance in the next 10 years is observability. So observability to me is not the same as monitoring. Some people say monitoring is what we do. But what I like to say is, yeah, that's what you do but why you do it is observability. You have to have a strategy. Why, what, why am I collecting this data? Why am I collecting it here? Why am I collecting it at this time resolution? And so, so getting focused on those, why questions create be able to create targeted analytics solutions for all kinds of diff different business problems. And so it really focuses it on small data. So I think the latest Gartner data and analytics trending reports, so we're going to see a lot more focus on small data in the near future >> Kirk borne. You're a dot connector. Thanks so much for coming on the cube and being a part of the program. >> My pleasure (upbeat music) (relaxing upbeat music)

>>from around the globe. It's the Cube with digital coverage of HP Green Lake Day made possible by Hewlett >>Packard Enterprise. Okay, so we're deep into H B E Green Lake Day Hope. Hopefully, you've enjoyed the spotlight sessions with Keith with with Pete, with Addison and and Skip from Splunk and, of course, the platform session that our Qadoura hosted. You know, we're going for proof points here. We really want you toe squint through the narrative today and see for yourself what's what's really here and the kind of progress that HP is making with Green Lake. So thanks to everybody for joining the conversation, we now want to turn our attention to more proof points. The next segment of this HB Green Lake day is where you'll have further opportunities toe Learn mawr about Green Lake and how you might apply it to your business. Now, if you're interested in watching watching additional sessions, we have two new ones available for you to see. The first is a session on the new managed security service from H P E with HP Green Lake, Or you could take a deeper dive into high performance computing with Green Lake just look, navigate the agenda tab and select one of those two sessions. They're available at any time. But if you want to stick with us for the live show, we have to live demos in our meat experts sessions, where you'll have the opportunity to ask your questions and have real time interaction with the experts from HP. In fact, I have Steve Showalter and Ash nor here, and they're with me right now to tell you a little bit about their meet the experts sessions. So, Steve, let's start with you. Tell us a little bit about yourself and what you'll be covering in your demo today. >>Sure, Thanks, Dave. My name's Steve Showalter. I'm a part of the Green Lake Cloud Services R and D Team Super excited to be here today, and I hope everyone conjoined our session coming up or we'll take a deeper dive and a live demo of Green Lake Central. In case you haven't seen it before, Green Lake Central's a platform we used to deliver services and capabilities to our Green Lake customers. In Todays Demo will show you how we've designed Green Lake Central to take a persona based approach to deliver the right capabilities and insights to various constituents in our customers. Organizations, for example, will show how a CEO or CFO would use Green Lake Central to view their green light consumption and costs and compare those two public cloud costs from AWS or azure right within the same reporting tool. We'll also show you how a nightie operation staff would use Green Lake Central to engage in capacity planning for their Green Lake environment or manage their Green Lake private Cloud services. We also show how end users within a customer and environment would use Green Lake central to self service and lifecycle manage resource is from these Green Lake Cloud services, or even how a chief security officer would use the continuous compliance capability that we delivered through Green Lake Central toe understand their real time compliance posture against whatever regulatory frameworks they may need to be audited against. So I hope you can join me for this informative and interactive session and look forward to seeing everyone there. >>That's awesome. It sounds like some great details. Their full 3 60 view great visibility are snore. So tell us a little bit about yourself. What's going on your session. Give us Give us the hook. >>Hi. I'm marginal product manager for Green Lake for containers, Um, and three leg for containers is our upcoming service, which promises a true cloud like experience with massive operational simplicity. Uh, this offering is built on our experience middle container platform software and aims to bring speed and portability. Tow both your cloud native and non cloud native applications. Using open source communities, we have a unique data fabric that provides persistent storage for state fel applications. And today you'll see how we demystify communities, operational complexity and provide value to various personas throughout the containerized application life cycle, for example, an idea it men will have all the standardized communities cluster templates on invent automation to spin up the environment for a developer in just a few clicks. And the developer has to just focus on continuous deployment and delivery off their applications on a CEO gets complete visibility across different communities. Clusters for the cough. >>That's awesome. I mean, we know from our data that containers generally kubernetes specifically one of the most significant areas where customers are are spending time and money, so that all sounds fantastic. so you can. You having trouble deciding what you're gonna go to? We're gonna have the chance to see both demos if you want. So we'll be live for the next hour with each meet the expert session. So we're gonna run him twice If you can't decide. Go to both. Okay. Thanks for watching HB Green Lake Day. You're watching the cube?

(upbeat music) >> Hi everyone, thank you for joining us at the Data Cloud Summit. The last couple of months have been an exciting time at Snowflake. And yet, what's even more compelling to all of us at Snowflake is what's ahead. Today I have the opportunity to share new product developments that will extend the reach and impact of our Data Cloud and improve the experience of Snowflake users. Our product strategy is focused on four major areas. First, Data Cloud content. In the Data Cloud silos are eliminated and our vision is to bring the world's data within reach of every organization. You'll hear about new data sets and data services available in our data marketplace and see how previous barriers to sourcing and unifying data are eliminated. Second, extensible data pipelines. As you gain frictionless access to a broader set of data through the Data Cloud, Snowflakes platform brings additional capabilities and extensibility to your data pipelines, simplifying data ingestion, and transformation. Third, data governance. The Data Cloud eliminates silos and breaks down barriers and in a world where data collaboration is the norm, the importance of data governance is ratified and elevated. We'll share new advancements to support how the world's most demanding organizations mobilize your data while maintaining high standards of compliance and governance. Finally, our fourth area focuses on platform performance and capabilities. We remain laser focused on continuing to lead with the most performant and capable data platform. We have some exciting news to share about the core engine of Snowflake. As always, we love showing you Snowflake in action, and we prepared some demos for you. Also, we'll keep coming back to the fact that one of the characteristics of Snowflake that we're proud as staff is that we offer a single platform from which you can operate all of your data workloads, across clouds and across regions, which workloads you may ask, specifically, data warehousing, data lake, data science, data engineering, data applications, and data sharing. Snowflake makes it possible to mobilize all your data in service of your business without the cost, complexity and overhead of managing multiple systems, tools and vendors. Let's dive in. As you heard from Frank, the Data Cloud offers a unique capability to connect organizations and create collaboration and innovation across industries fueled by data. The Snowflake data marketplace is the gateway to the Data Cloud, providing visibility for organizations to browse and discover data that can help them make better decisions. For data providers on the marketplace, there is a new opportunity to reach new customers, create new revenue streams, and radically decrease the effort and time to data delivery. Our marketplace dramatically reduces the friction of sharing and collaborating with data opening up new possibilities to all participants in the Data Cloud. We introduced the Snowflake data marketplace in 2019. And it is now home to over 100 data providers, with half of them having joined the marketplace in the last four months. Since our most recent product announcements in June, we have continued broadening the availability of the data marketplace, across regions and across clouds. Our data marketplace provides the opportunity for data providers to reach consumers across cloud and regional boundaries. A critical aspect of the Data Cloud is that we envisioned organizations collaborating not just in terms of data, but also data powered applications and services. Think of instances where a provider doesn't want to open access to the entirety of a data set, but wants to provide access to business logic that has access and leverages such data set. That is what we call data services. And we want Snowflake to be the platform of choice for developing discovering and consuming such rich building blocks. To see How the data marketplace comes to live, and in particular one of these data services, let's jump into a demo. For all of our demos today, we're going to put ourselves in the shoes of a fictional global insurance company. We've called it Insureco. Insurance is a data intensive and highly regulated industry. Having the right access control and insight from data is core to every insurance company's success. I'm going to turn it over to Prasanna to show how the Snowflake data marketplace can solve a data discoverability and access problem. >> Let's look at how Insureco can leverage data and data services from the Snowflake data marketplace and use it in conjunction with its own data in the Data Cloud to do three things, better detect fraudulent claims, arm its agents with the right information, and benchmark business health against competition. Let's start with detecting fraudulent claims. I'm an analyst in the Claims Department. I have auto claims data in my account. I can see there are 2000 auto claims, many of these submitted by auto body shops. I need to determine if they are valid and legitimate. In particular, could some of these be insurance fraud? By going to the Snowflake data marketplace where numerous data providers and data service providers can list their offerings, I find the quantifying data service. It uses a combination of external data sources and predictive risk typology models to inform the risk level of an organization. Quantifying external sources include sanctions and blacklists, negative news, social media, and real time search engine results. That's a wealth of data and models built on that data which we don't have internally. So I'd like to use Quantifind to determine a fraud risk score for each auto body shop that has submitted a claim. First, the Snowflake data marketplace made it really easy for me to discover a data service like this. Without the data marketplace, finding such a service would be a lengthy ad hoc process of doing web searches and asking around. Second, once I find Quantifind, I can use Quantifind service against my own data in three simple steps using data sharing. I create a table with the names and addresses of auto body shops that have submitted claims. I then share the table with Quantifind to start the risk assessment. Quantifind does the risk scoring and shares the data back with me. Quantifind uses external functions which we introduced in June to get results from their risk prediction models. Without Snowflake data sharing, we would have had to contact Quantifind to understand what format they wanted the data in, then extract this data into a file, FTP the file to Quantifind, wait for the results, then ingest the results back into our systems for them to be usable. Or I would have had to write code to call Quantifinds API. All of that would have taken days. In contrast, with data sharing, I can set this up in minutes. What's more, now that I have set this up, as new claims are added in the future, they will automatically leverage Quantifind's data service. I view the scores returned by Quantifind and see the two entities in my claims data have a high score for insurance fraud risk. I open up the link returned by Quantifind to read more, and find that this organization has been involved in an insurance crime ring. Looks like that is a claim that we won't be approving. Using the Quantifind data service through the Snowflake data marketplace gives me access to a risk scoring capability that we don't have in house without having to call custom APIs. For a provider like Quantifind this drives new leads and monetization opportunities. Now that I have identified potentially fraudulent claims, let's move on to the second part. I would like to share this fraud risk information with the agents who sold the corresponding policies. To do this, I need two things. First, I need to find the agents who sold these policies. Then I need to share with these agents the fraud risk information that we got from Quantifind. But I want to share it such that each agent only sees the fraud risk information corresponding to claims for policies that they wrote. To find agents who sold these policies, I need to look up our Salesforce data. I can find this easily within Insureco's internal data exchange. I see there's a listing with Salesforce data. Our sales Ops team has published this listing so I know it's our officially blessed data set, and I can immediately access it from my Snowflake account without copying any data or having to set up ETL. I can now join Salesforce data with my claims to identify the agents for the policies that were flagged to have fraudulent claims. I also have the Snowflake account information for each agent. Next, I create a secure view that joins on an entitlements table, such that each agent can only see the rows corresponding to policies that they have sold. I then share this directly with the agents. This share contains the secure view that I created with the names of the auto body shops, and the fraud risk identified by Quantifind. Finally, let's move on to the third and last part. Now that I have detected potentially fraudulent claims, I'm going to move on to building a dashboard that our executives have been asking for. They want to see how Insureco compares against other auto insurance companies on key metrics, like total claims paid out for the auto insurance line of business nationwide. I go to the Snowflake data marketplace and find SNL U.S. Insurance Statutory Data from SNP. This data is included with Insureco's existing subscription with SMP so when I request access to it, SMP can immediately share this data with me through Snowflake data sharing. I create a virtual database from the share, and I'm ready to query this data, no ETL needed. And since this is a virtual database, pointing to the original data in SNP Snowflake account, I have access to the latest data as it arrives in SNPs account. I see that the SNL U.S. Insurance Statutory Data from SNP has data on assets, premiums earned and claims paid out by each us insurance company in 2019. This data is broken up by line of business and geography and in many cases goes beyond the data that would be available from public financial filings. This is exactly the data I need. I identify a subset of comparable insurance companies whose net total assets are within 20% of Insureco's, and whose lines of business are similar to ours. I can now create a Snow site dashboard that compares Insureco against similar insurance companies on key metrics, like net earned premiums, and net claims paid out in 2019 for auto insurance. I can see that while we are below median our net earned premiums, we are doing better than our competition on total claims paid out in 2019, which could be a reflection of our improved claims handling and fraud detection. That's a good insight that I can share with our executives. In summary, the Data Cloud enabled me to do three key things. First, seamlessly fine data and data services that I need to do my job, be it an external data service like Quantifind and external data set from SNP or internal data from Insureco's data exchange. Second, get immediate live access to this data. And third, control and manage collaboration around this data. With Snowflake, I can mobilize data and data services across my business ecosystem in just minutes. >> Thank you Prasanna. Now I want to turn our focus to extensible data pipelines. We believe there are two different and important ways of making Snowflakes platform highly extensible. First, by enabling teams to leverage services or business logic that live outside of Snowflake interacting with data within Snowflake. We do this through a feature called external functions, a mechanism to conveniently bring data to where the computation is. We announced this feature for calling regional endpoints via AWS gateway in June, and it's currently available in public preview. We are also now in public preview supporting Azure API management and will soon support Google API gateway and AWS private endpoints. The second extensibility mechanism does the converse. It brings the computation to Snowflake to run closer to the data. We will do this by enabling the creation of functions and procedures in SQL, Java, Scala or Python ultimately providing choice based on the programming language preference for you or your organization. You will see Java, Scala and Python available through private and public previews in the future. The possibilities enabled by these extensibility features are broad and powerful. However, our commitment to being a great platform for data engineers, data scientists and developers goes far beyond programming language. Today, I am delighted to announce Snowpark a family of libraries that will bring a new experience to programming data in Snowflake. Snowpark enables you to write code directly against Snowflake in a way that is deeply integrated into the languages I mentioned earlier, using familiar concepts like DataFrames. But the most important aspect of Snowpark is that it has been designed and optimized to leverage the Snowflake engine with its main characteristics and benefits, performance, reliability, and scalability with near zero maintenance. Think of the power of a declarative SQL statements available through a well known API in Scala, Java or Python, all these against data governed in your core data platform. We believe Snowpark will be transformative for data programmability. I'd like to introduce Sri to showcase how our fictitious insurance company Insureco will be able to take advantage of the Snowpark API for data science workloads. >> Thanks Christian, hi, everyone? I'm Sri Chintala, a product manager at Snowflake focused on extensible data pipelines. And today, I'm very excited to show you a preview of Snowpark. In our first demo, we saw how Insureco could identify potentially fraudulent claims. Now, for all the valid claims InsureCo wants to ensure they're providing excellent customer service. To do that, they put in place a system to transcribe all of their customer calls, so they can look for patterns. A simple thing they'd like to do is detect the sentiment of each call so they can tell which calls were good and which were problematic. They can then better train their claim agents for challenging calls. Let's take a quick look at the work they've done so far. InsureCo's data science team use Snowflakes external functions to quickly and easily train a machine learning model in H2O AI. Snowflake has direct integrations with H2O and many other data science providers giving Insureco the flexibility to use a wide variety of data science libraries frameworks or tools to train their model. Now that the team has a custom trained sentiment model tailored to their specific claims data, let's see how a data engineer at Insureco can use Snowpark to build a data pipeline that scores customer call logs using the model hosted right inside of Snowflake. As you can see, we have the transcribed call logs stored in the customer call logs table inside Snowflake. Now, as a data engineer trained in Scala, and used to working with systems like Spark and Pandas, I want to use familiar programming concepts to build my pipeline. Snowpark solves for this by letting me use popular programming languages like Java or Scala. It also provides familiar concepts in APIs, such as the DataFrame abstraction, optimized to leverage and run natively on the Snowflake engine. So here I am in my ID, where I've written a simple scalar program using the Snowpark libraries. The first step in using the Snowpark API is establishing a session with Snowflake. I use the session builder object and specify the required details to connect. Now, I can create a DataFrame for the data in the transcripts column of the customer call logs table. As you can see, the Snowpark API provides native language constructs for data manipulation. Here, I use the Select method provided by the API to specify the column names to return rather than writing select transcripts as a string. By using the native language constructs provided by the API, I benefit from features like IntelliSense and type checking. Here you can see some of the other common methods that the DataFrame class offers like filters like join and others. Next, I define a get sentiment user defined function that will return a sentiment score for an input string by using our pre trained H2O model. From the UDF, we call the score method that initializes and runs the sentiment model. I've built this helper into a Java file, which along with the model object and license are added as dependencies that Snowpark will send to Snowflake for execution. As a developer, this is all programming that I'm familiar with. We can now call our get sentiment function on the transcripts column of the DataFrame and right back the results of the score transcripts to a new target table. Let's run this code and switch over to Snowflake to see the score data and also all the work that Snowpark has done for us on the back end. If I do a select star from scored logs, we can see the sentiment score of each call right alongside the transcript. With Snowpark all the logic in my program is pushed down into Snowflake. I can see in the query history that Snowpark has created a temporary Java function to host the pre trained H20 model, and that the model is running right in my Snowflake warehouse. Snowpark has allowed us to do something completely new in Snowflake. Let's recap what we saw. With Snowpark, Insureco was able to use their preferred programming language, Scala and use the familiar DataFrame constructs to score data using a machine learning model. With support for Java UDFs, they were able to run a train model natively within Snowflake. And finally, we saw how Snowpark executed computationally intensive data science workloads right within Snowflake. This simplifies Insureco's data pipeline architecture, as it reduces the number of additional systems they have to manage. We hope that extensibility with Scala, Java and Snowpark will enable our users to work with Snowflake in their preferred way while keeping the architecture simple. We are very excited to see how you use Snowpark to extend your data pipelines. Thank you for watching and with that back to you, Christian. >> Thank you Sri. You saw how Sri could utilize Snowpark to efficiently perform advanced sentiment analysis. But of course, if this use case was important to your business, you don't want to fully automate this pipeline and analysis. Imagine being able to do all of the following in Snowflake, your pipeline could start far upstream of what you saw in the demo. By storing your actual customer care call recordings in Snowflake, you may notice that this is new for Snowflake. We'll come back to the idea of storing unstructured data in Snowflake at the end of my talk today. Once you have the data in Snowflake, you can use our streams and past capabilities to call an external function to transcribe these files. To simplify this flow even further, we plan to introduce a serverless execution model for tasks where Snowflake can automatically size and manage resources for you. After this step, you can use the same serverless task to execute sentiment scoring of your transcript as shown in the demo with incremental processing as each transcript is created. Finally, you can surface the sentiment score either via snow side, or through any tool you use to share insights throughout your organization. In this example, you see data being transformed from a raw asset into a higher level of information that can drive business action, all fully automated all in Snowflake. Turning back to Insureco, you know how important data governance is for any major enterprise but particularly for one in this industry. Insurance companies manage highly sensitive data about their customers, and have some of the strictest requirements for storing and tracking such data, as well as managing and governing it. At Snowflake, we think about governance as the ability to know your data, manage your data and collaborate with confidence. As you saw in our first demo, the Data Cloud enables seamless collaboration, control and access to data via the Snowflake data marketplace. And companies may set up their own data exchanges to create similar collaboration and control across their ecosystems. In future releases, we expect to deliver enhancements that create more visibility into who has access to what data and provide usage information of that data. Today, we are announcing a new capability to help Snowflake users better know and organize your data. This is our new tagging framework. Tagging in Snowflake will allow user defined metadata to be attached to a variety of objects. We built a broad and robust framework with powerful implications. Think of the ability to annotate warehouses with cost center information for tracking or think of annotating tables and columns with sensitivity classifications. Our tagging capability will enable the creation of companies specific business annotations for objects in Snowflakes platform. Another key aspect of data governance in Snowflake is our policy based framework where you specify what you want to be true about your data, and Snowflake enforces those policies. We announced one such policy earlier this year, our dynamic data masking capability, which is now available in public preview. Today, we are announcing a great complimentary a policy to achieve row level security to see how role level security can enhance InsureCo's ability to govern and secure data. I'll hand it over to Artin for a demo. >> Hello, I'm Martin Avanes, Director of Product Management for Snowflake. As Christian has already mentioned, the rise of the Data Cloud greatly accelerates the ability to access and share diverse data leading to greater data collaboration across teams and organizations. Controlling data access with ease and ensuring compliance at the same time is top of mind for users. Today, I'm thrilled to announce our new row access policies that will allow users to define various rules for accessing data in the Data Cloud. Let's check back in with Insureco to see some of these in action and highlight how those work with other existing policies one can define in Snowflake. Because Insureco is a multinational company, it has to take extra measures to ensure data across geographic boundaries is protected to meet a wide range of compliance requirements. The Insureco team has been asked to segment what data sales team members have access to based on where they are regionally. In order to make this possible, they will use Snowflakes row access policies to implement row level security. We are going to apply policies for three Insureco's sales team members with different roles. Alice, an executive must be able to view sales data from both North America and Europe. Alex in North America sales manager will be limited to access sales data from North America only. And Jordan, a Europe sales manager will be limited to access sales data from Europe only. As a first step, the security administrator needs to create a lookup table that will be used to determine which data is accessible based on each role. As you can see, the lookup table has the row and their associated region, both of which will be used to apply policies that we will now create. Row access policies are implemented using standard SQL syntax to make it easy for administrators to create policies like the one our administrators looking to implement. And similar to masking policies, row access policies are leveraging our flexible and expressive policy language. In this demo, our admin users to create a row access policy that uses the row and region of a user to determine what row level data they have access to when queries are executed. When users queries are executed against the table protected by such a row access policy, Snowflakes query engine will dynamically generate and apply the corresponding predicate to filter out rows the user is not supposed to see. With the policy now created, let's log in as our Sales Users and see if it worked. Recall that as a sales executive, Alice should have the ability to see all rows from North America and Europe. Sure enough, when she runs her query, she can see all rows so we know the policy is working for her. You may also have noticed that some columns are showing masked data. That's because our administrator's also using our previously announced data masking capabilities to protect these data attributes for everyone in sales. When we look at our other users, we should notice that the same columns are also masked for them. As you see, you can easily combine masking and row access policies on the same data sets. Now let's look at Alex, our North American sales manager. Alex runs to st Korea's Alice, row access policies leverage the lookup table to dynamically generate the corresponding predicates for this query. The result is we see that only the data for North America is visible. Notice too that the same columns are still masked. Finally, let's try Jordan, our European sales manager. Jordan runs the query and the result is only the data for Europe with the same columns also masked. And you reintroduced masking policies, today you saw row access policies in action. And similar to our masking policies, row access policies in Snowflake will be accepted Hands of capability integrated seamlessly across all of Snowflake everywhere you expect it to work it does. If you're accessing data stored in external tables, semi structured JSON data, or building data pipelines via streams or plan to leverage Snowflakes data sharing functionality, you will be able to implement complex row access policies for all these diverse use cases and workloads within Snowflake. And with Snowflakes unique replication feature, you can instantly apply these new policies consistently to all of your Snowflake accounts, ensuring governance across regions and even across different clouds. In the future, we plan to demonstrate how to combine our new tagging capabilities with Snowflakes policies, allowing advanced audit and enforcing those policies with ease. And with that, let's pass it back over to Christian. >> Thank you Artin. We look forward to making this new tagging and row level security capabilities available in private preview in the coming months. One last note on the broad area of data governance. A big aspect of the Data Cloud is the mobilization of data to be used across organizations. At the same time, privacy is an important consideration to ensure the protection of sensitive, personal or potentially identifying information. We're working on a set of product capabilities to simplify compliance with privacy related regulatory requirements, and simplify the process of collaborating with data while preserving privacy. Earlier this year, Snowflake acquired a company called Crypto Numerix to accelerate our efforts on this front, including the identification and anonymization of sensitive data. We look forward to sharing more details in the future. We've just shown you three demos of new and exciting ways to use Snowflake. However, I want to also remind you that our commitment to the core platform has never been greater. As you move workloads on to Snowflake, we know you expect exceptional price performance and continued delivery of new capabilities that benefit every workload. On price performance, we continue to drive performance improvements throughout the platform. Let me give you an example comparing an identical set of customers submitted queries that ran both in August of 2019, and August of 2020. If I look at the set of queries that took more than one second to compile 72% of those improved by at least 50%. When we make these improvements, execution time goes down. And by implication, the required compute time is also reduced. Based on our pricing model to charge for what you use, performance improvements not only deliver faster insights, but also translate into cost savings for you. In addition, we have two new major announcements on performance to share today. First, we announced our search optimization service during our June event. This service currently in public preview can be enabled on a table by table basis, and is able to dramatically accelerate lookup queries on any column, particularly those not used as clustering columns. We initially support equality comparisons only, and today we're announcing expanded support for searches in values, such as pattern matching within strings. This will unlock a number of additional use cases such as analytics on logs data for performance or security purposes. This expanded support is currently being validated by a few customers in private preview, and will be broadly available in the future. Second, I'd like to introduce a new service that will be in private preview in a future release. The query acceleration service. This new feature will automatically identify and scale out parts of a query that could benefit from additional resources and parallelization. This means that you will be able to realize dramatic improvements in performance. This is especially impactful for data science and other scan intensive workloads. Using this feature is pretty simple. You define a maximum amount of additional resources that can be recruited by a warehouse for acceleration, and the service decides when it would be beneficial to use them. Given enough resources, a query over a massive data set can see orders of magnitude performance improvement compared to the same query without acceleration enabled. In our own usage of Snowflake, we saw a common query go 15 times faster without changing the warehouse size. All of these performance enhancements are extremely exciting, and you will see continued improvements in the future. We love to innovate and continuously raise the bar on what's possible. More important, we love seeing our customers adopt and benefit from our new capabilities. In June, we announced a number of previews, and we continue to roll those features out and see tremendous adoption, even before reaching general availability. Two have those announcements were the introduction of our geospatial support and policies for dynamic data masking. Both of these features are currently in use by hundreds of customers. The number of tables using our new geography data type recently crossed the hundred thousand mark, and the number of columns with masking policies also recently crossed the same hundred thousand mark. This momentum and level of adoption since our announcements in June is phenomenal. I have one last announcement to highlight today. In 2014, Snowflake transformed the world of data management and analytics by providing a single platform with first class support for both structured and semi structured data. Today, we are announcing that Snowflake will be adding support for unstructured data on that same platform. Think of the abilities of Snowflake used to store access and share files. As an example, would you like to leverage the power of SQL to reason through a set of image files. We have a few customers as early adopters and we'll provide additional details in the future. With this, you will be able to leverage Snowflake to mobilize all your data in the Data Cloud. Our customers rely on Snowflake as the data platform for every part of their business. However, the vision and potential of Snowflake is actually much bigger than the four walls of any organization. Snowflake has created a Data Cloud a data connected network with a vision where any Snowflake customer can leverage and mobilize the world's data. Whether it's data sets, or data services from traditional data providers for SaaS vendors, our marketplace creates opportunities for you and raises the bar in terms of what is possible. As examples, you can unify data across your supply chain to accelerate your time and quality to market. You can build entirely new revenue streams, or collaborate with a consortium on data for good. The possibilities are endless. Every company has the opportunity to gain richer insights, build greater products and deliver better services by reaching beyond the data that he owns. Our vision is to enable every company to leverage the world's data through seamless and governing access. Snowflake is your window into this data network into this broader opportunity. Welcome to the Data Cloud. (upbeat music)

>>from around the globe. It's the Cube >>with digital coverage of VM World 2020 brought to you by VM Ware and its Ecosystem partners. Welcome back to the Cube. Virtual 2020. Coverage of VM Ware, VM World 2020 Virtual. I'm Sean for your host of the Cube. Join with Dave Alonso. We got a great guest. Carol Carpenter, Who's the chief marketing officer of VM Ware Cube Alumni move from Google Cloud to VM Ware. Carol, great to see you. And thanks for coming on the Cube for VM World 2020. Virtual coverage. Thank you. >>Yeah. Thank you both for having me here. Delighted to be here. >>So we've talked about many times before, but you're very in the cloud. Native space. You know the market pretty well. I gotta ask you what attracted you to come to the end? Where what was the What was the reason? Now you're heading up marketing for VM. Where what was the driving force? >>Well, a few things, you know, Number one. I've always had a passion for this space. I love the cloud. I was involved in an early stage company prior to Google Cloud that really had the promise of helping people get enterprises, get to the cloud faster. Um, and when I, you know, look around and I Look which kind of which companies are shaping the future of technology? VM ware, Certainly one of those companies. Second reason goes without saying the people in the culture, incredible leadership and empowerment all throughout Vienna, where and it's it's quite exceptional. And the third is I really think customers are on a really tough journey. Um, and having been at a hyper scaler, having worked at places where you know, cos air in a more traditional legacy environment, it makes it made me realize like this is a tough journey. And I think the, um where is uniquely positioned to help enterprises with what is a complex journey, and it's a multi cloud world. I'm sure you know that our customers know it. And how do you make all these disparate systems and tools work together to deliver the business results? I believe the M where is uniquely positioned Thio. >>It's interesting. VM Ware is going to a whole nother level. We've been commenting on our analysis segments around the business performance, obviously, and the moves they've made over the years. This is our 11th VM world. Keep started 10 years. 11 years ago. Um, we've been seeing the moves so great. Technology moves, product moves, business performance. The relationship with the clouds is all in place. But then Cove, it hits, okay? And then all that gets accelerate even further because you've got, you know, companies that I have to use this downtime to re modernized. And some people get a tailwind with modern application opportunities. So it's interesting time to be, you know, on this trajectory with VM ware and the clouds, what's your thoughts? Because you join right in the middle of all this and you're in and I of the storm. What's your view on this? Because this is a, uh, forcing function for companies to not only accelerate the transformation, but to move faster. >>Yeah, for sure. You know, it's been an incredibly challenging time, I think for everyone, and I hope everyone who's watching and listening is safe. Um, you know, we talk about decades of progress being made in two weeks, and I guess that's the silver lining. If there is one, which is this ultimate work? Remote work from home that we've enabled and the work anywhere. It's been completely liberating in so many ways. Um, you know, it's an area where I look at, there's how we lead our teams and how do we maintain relationships with customers, which obviously requires a different type of interaction, of different type of outreach? And and then there's what are the solutions at scale And you know, im I pleased to say, like there were absolute big lifts in certain areas of our business, particularly around, you know, remote work and our digital workspace solutions, you know, really enabling companies to get thousands of workers up and running quickly. That, combined with our security solutions and our SD wan solution to really enable all of these remote homes to become thousands of remote offices. So there's all of that, which is incredibly positive. And at the same time, you know, I have to tell you, I joke, but I still haven't figured out where the bathroom is, you know, free three plus months. So that way I miss the human connection. I miss being able to just see people and give people a hug now and then when you want Thio >>e mean, VM. Where? Carol, It's amazing. Company. You mentioned the culture before. It really started as a workstation virtualization company, right? And then so many challenges, you know, and use a computing. You guys do an acquisition bringing Sanjay Poon in all of a sudden, you're the leader there cloud, you know, fumbled a little bit, but all of a sudden, the cloud strategy kicking on all cylinders, we see that, you know, growing like crazy. The networking piece, the storage piece you mentioned security, which is a amazing opportunity. Containers. They're gonna kill kill VM ware. Well, I guess. Guess what? We're embracing them. It seems like culturally vm where it just has this attitude of if there's a wave, you know, we're gonna ride it, we're gonna embrace it and figure out how to deliver value to our customers. What's your thinking on that? >>Yeah. I mean, it's such a VM ware, such an innovative company. And that is another reason that attracted me on disability to look at what customers need. Like, this is an incredibly were an incredibly customer centric company, listening to customers, understanding their needs and providing a bridge to where they need to go while also providing them the resiliency and needs they have today. That is what thrills me. And I think we have such an incredible opportunity to continue to drive that future innovation while also being that bridge. Um, I have to tell you, you know, I've known VM Ware for a long time, and what appealed to me is this broader portfolio and this opportunity to actually tell a broader business value story to be able to actually tell that story about not just digital transformation but business transformation. So that's what that's. That's the journey we're on and it's it's happening. It's really I mean, you look at all the customers, whether it's, you know, JPMorgan Chase to, um, a nonprofit like feeding America to, you know, large companies like Nike. It's really incredible the impact and value we could bring. And I feel that my job and the marketing team's job is, I tell them like they're all these diamonds in the backyard. It's just some of them are a little dirty, and some are they're just not fully revealed, and it's our job, todo and you know, dust them off and tell the story to help customers and prospects understand the value we could bring. >>That's how should we be thinking? How should we be thinking about that? That business value, transformation, business transformation? You you? Certainly when you think of an application's company that there's easily connect the dots. But how should we be thinking about VM Ware in that value chain? You an enabler for that transformation? Can you provide some color there? >>Yeah, let me give you some specific examples like Look at, um, so the addition of Tan Xue to the portfolio is what enables us to have these discussions that, let's face it, the only reason people need or want infrastructure is because they want to deploy an application. They want to write an application. They want to move an application. And Tan Xue, which is our container based, kubernetes based orchestration solution and lots more to it. That's what how it is in simple terms that gives us the ability to work with companies, lines of business as well as developers around riel. Business transformation. So two quick examples one. I can't say the name quite yet, but I think very large pharmaceutical company who wants to launch and have a mobile app to help patients. People who are taking Cove in 19 tests get the results, understand the results, ask questions about the results and have one place to go that's really powerful. And to be able to develop an app that is scale built for scale, built for enterprise, built to be resilient when patients are trying to get information. Um, in four weeks, I mean, that's pretty. That's quite incredible. Another example is, you know, very large e commerce company that, you know, you mentioned Cove it and some of the challenges we know retail has certainly been kind of, ah, tale of two cities, right? Some companies with lots of lift and others with real struggle in the physical world. But anyway, large retailer who had to within weeks flip to curbside pickup, Um, being able to look customers being able to look at inventory on demand, those kinds of capabilities required ah, wholesale rewrite of many of their e commerce applications. Again, that's a place where we can go in and we can talk to them about that. And by the way, as you know, the challenge is it's one thing to write and deploy an app, and then it's another to actually run it at scale, which then requires the networking, scalability and flexibility it requires. The virtual, um, storage. It requires all the other elements that we bring to the table. So I think that is the That's kind of the landing spot. But it's not the ending spot when we talk to customers. >>Carol talk about the challenge of VM World 2020 this year. It's not in person. It's one of them. It's an industry event. It's been one every year. It's a place where there's deep community, deep technical demos, beep deep discussions. Ah, lot of face to face hallway conversations. That's not happening. It's virtual. Um, you came right in the middle of all this. You guys pulled it together. Um, got a You got keynote sessions and thanks for including the Cube. We really appreciate that as well. But you have all this content. How did you handle that? And how's that going and and share some, uh, color on what it took to pull it off. And what's your expectation? >>Yeah, So you know. Yes. VM world is considered the gold standard when it comes to industry events. I mean, from the outside in this is the canonical I t event. And so I feel, really, you know, honored that this franchise is now in my hands and have an incredible team of people who obviously have been working on it for prior to my joining. So I just feel honored to be part of it. Um, this is going to be the world's largest VM world. And on the one hand, miss the energy in the room, Miss seeing people, everything you talked about, the serendipitous interactions that the food line or coffee bar. Um, but going virtual has so many benefits. Some of the things we were talking about earlier, the ability to reach many, many more people. This event is going to be 5 to 6 times larger than our physical event. And that's not even including the VM world that we're running in Asia in China. And the other thing that makes me super happy is that over 65% of our registrants and of the attendees here are actually first time VM world attendees. So this ability to broad in our tent and make it easier I mean, let's face it. You know, being able to fly, whether it was Vegas or San Francisco is originally planned. Stay in these expensive hotels and take that time it was. It's a big ask. So by going virtual, we actually have expanded our audience tremendously. Three other thing I am really excited about is we have 800 plus content sessions. We are following the sun. We have live Q and A after every session. We have really the best mobile app for any events, so I encourage you to take a look at that which does enable the chat interaction as well as you know, path funding through the many channels we have of contact. Its's Look, we're learning, and I'd love to follow up with you later to hear what you've learned because I know you've also been doing a lot. Virtually, I think the world is going to move to something that's more hybrid, some combination of virtual and small group, you know, in person, some local events of some sort. Um, but this one I'm super excited about, we we really have seen high engagement, and I just think, Well, I look forward to hearing everyone's feedback. E >>I think one of the things that we've been hearing is is that I can now go to the M world. I can participate now virtually it's it's kind of I would call First Generation writes me the Web early days. But you're right. I think it's gonna open up the eyes to a bigger community, access a bigger pool of data, bigger pool of interactions and community. And when they do come back face to face, people be ableto fly and meet people they met online. So we think this is gonna be a real trend where it's like the r A. Y of this virtual space is tremendous. You could do demos. You conserve yourselves, you could consume a demo, but then meet people face to face. >>And by the way, we have, you know, a tremendous number of fun activities. Hopefully you've taken part in some of them. Everything from puppy therapy Thio magic shows to yoga Thio Um you know John Legend legend performing. So I agree. I think the level personalization and ability to self serve is going to be out of this world. So yeah, it's just the best. >>Your event, just some key things that we can share with the audience. Cloud City has over 60 solution Demos Uh, there's a VM World challenge That's fun. There's also an ex Ask the expert section where you got Joe Beta and Ragu and other luminaries there to ask the questions of the That's the top talent in the company all online. And of course, you get the CTO Innovation keynote with Greg Lavender. So you know you're bringing the big guns out on display on it. Z free access. Um, it's awesome. Congratulations. We're looking forward Toa see, with the day that looks like after, So what's the story line for you? If you had to summarize out the VM World 2020 this year, what's coming out from the data? What are you hearing? Is the key themes, Actually, the tagline. You know, uh, you know, possible together, Digital foundation, unpredictable world. But what are you hearing, uh, in the virtual hallways? >>Well, a few things, but I'd say the top take away is that VM where has spread its wings, has embraced mawr of the different ICTY audiences and is driving business transformation for companies in new and pretty unique ways. What and then obviously like slew of announcements, new partnerships, new capabilities, everything around multi cloud we have. As you know, every single cloud provider is a partner on the security front, intrinsic security built in throughout the entire stack. The the other part that I I think it's super exciting are these partnerships were announcing everything from what we're doing with and video to make a i mawr accessible for enterprises in production to what we're doing around sassy, secure access Service Edge. Being able to provide a holistic, secure, distributed environment so that every worker, no matter where they are, every endpoint, every remote office could be fully secured. >>You know, in VM where is the gold standard of Of of the Ecosystem and VM world? Of course, they're all in the showcase and it was hard fought. I mean, it took a long time to get there, and you know, the challenges of building that. And now you mentioned in video. You see all these new tail winds coming in and and then I've seen companies launch at VM World. And so you know that ecosystem is, as I say, it is very difficult to build. But then becomes a huge asset because this just gives you so much leverage. A zone organization, your company's your partners, your customers. >>Thank you, Dave. Yeah, we're super excited. And I should say that like the partner and the ecosystem here is unparalleled. And our challenge is how do we provide? And you know, this Like, how do we provide the strategic vision and that practitioner level content? So we're gonna you know, that's what we're committed. Teoh is making sure that our practitioners get everything they need in every every area of expertise, as well as making sure we're conveying our business story. >>Carol, thanks so much for coming on. Really appreciate the inside one final question for you as we get through this crisis soon hybrid comes back for events, certainly. But as the CMO the next gen story, you now have a chief customer officer. We interviewed him. Well, the n words go to the next level. What's your goals? What are you trying to accomplish? And you've got a lot of things going on. Certainly a big story to tell. A lot of ingredients. Toe kinda cook a great, great story here. What's your goals? See him over the next year. >>You know, my goal is to help drive the business transformation and you've heard it from Submit. You've heard it from others at this point. But really, you know, the company is going We're going through a dramatic transformation from being, you know, ah, license on Prem Company to being a multi cloud, modern SAS company. So my goal is to support that. And that means modernizing the way we do marketing which, you know, you say, Well, what does that mean? It means customer focus, customer lifecycle marketing. It means agility, being able to actually use data to drive how we interact with customers and users so that they have those great experiences and they continue to use the product and Dr Adoption and Growth. And the other part of it is, um, b two b marketing, as you may or may not have noticed, is incredibly boring and dull. And I know I'm guilty of this, too. We get caught up in a lot of but jargon and the language, and I am on a mission that we're going to do great B two B marketing that helps customers understand what we do and where we express the value simply clearly and in in differentiated way. >>That's awesome. >>Yeah, Why should the consumer guys have all the fun? Right? >>Right, Well, and that's part of being, by the way a SAS or subscription company is. Everything we do needs to be consumer simple at scale and with the secure ability and the reliability of what an enterprise means. >>Well, I got to tell you that the irony of all this virtual ization of the world with Covic virtual events e one of the big surprise is we're gonna be looking back at is how much it's opened up Thio Mawr audiences and new ways of modernizing and taking advantage of that. Certainly with content in community, you guys are well positioned. Congratulations for a great event. Thank you for coming on and sharing your insights, and we'll keep in touch. We'll try. We'll try to make it exciting, Mister Cube. Thank you. Appreciate >>it. Thank you. Awesome. Thank you. Thank you, John. >>I'm Jennifer David. Lot Cube. Coverage of the M 2020 Virtual. This is the Virtual Cube. Have now virtual sets everywhere. All around the world. It's global. Thanks for watching

>>from around the globe. It's the Cube >>with digital coverage of VM World 2020 brought to you by VM Ware and its ecosystem partners. Hello and welcome back to the VM World 2020 Virtual coverage with the Cube Virtual I'm John for day. Volonte your hosts our 11th year covering VM. We'll get a great guest Greg Lavender, SBP and the CTO of VM. Where, uh, welcome to the Cube. Virtual for VM World 2020 Virtual Great. Thanks for coming on. >>Privileged to be here. Thank you. >>Um, really. You know, one of the things Dave and I were commenting with Pat on just in general start 11th year covering VM world. Uh, a little difference not face to face. But it's always been a technical conference. Always a lot of technical innovation. Project Monterey's out there. It's pretty nerdy, but it's a it's called the catnip of the future. Right? People get excited by it, right? So there's really ah lot of awareness to it because it kinda it smells like a systems overhaul. It smells like an operating system. Feels like a, you know, a lot of moving parts that are, quite frankly, what distributed computing geeks and software geeks love to hear about and to end distributed software intelligence with new kinds of hardware innovations from and video and whatnot. Where's that innovation coming from? Can you share your thoughts on this direction? >>Yeah, I think first I should say this isn't like, you know, something that just, you know, we decided to do, you know, six months ago, actually, in the office of C T 04 years ago, we actually had a project. Um, you know, future looking project to get our core hyper visor technology running on arm processors and that incubated in the office of the CTO for three years. And then last December, move the engineering team that had done that research and advanced development work in the office of the CTO over to our cloud platforms business unit, you know, and smart Knicks, you know, kind of converged with that. And so we were already, you know, well along the innovation path there, and it's really now about building the partnerships we have with smart nick vendors and driving this technology out to the benefit of our customers who don't want to leverage it. >>You get >>Greg, I want if you could clarify something for me on that. So Pat talked about Monterey, a complete re architect ing of the i o Stack. And he talked about it affecting in video. Uh, intel, melon, ox and Sandoz part of that when he talks about the Iot stack, you know, specifically what are we talking about there? >>So you know any any computing server in the data center, you know, in a cola facility or even even in the cloud, you know? Ah, large portion of the, you know CPU resource is, and even some memory resource is can get consumed by just processing. You know, the high volumes of Iot that's going out, you know, storage devices, you know, communicating between the different parts of multi tiered applications. And so there's there's a there's an overhead that that gets consumed in the course server CPU, even if its multi core multi socket. And so by offloading that a lot of that I owe work onto the arm core and taking advantage of the of the hardware offloads there in the smart Knicks, you can You can offload that processing and free up even as much as 30% of the CPU of a server, multi socket, multicourse server, and give that back to the application so that the application gets the benefit of that extra compute and memory resource is >>So what about a single sort of low cost flash tear to avoid the complexities of tearing? Is that part of the equation? >>Well, you know, you can you can, um you know, much storage now is network attached. And so you could if it's all flash storage, you know, using something like envy me fabric over over Ethernet, you can essentially build large scale storage networks more efficiently, you know more cheaply and take advantage of that offload processing, uh, to begin to reduce the Iot Leighton. See, that's required taxes. That network attached storage and not just storage. But, you know, other devices, you know, that you can use you could better network attached. So disaggregated architectures is term. >>Uh, is that a yes? Or is that a stay tuned? >>Yeah, Yeah, yeah, yeah, yes. I mean the storage. You know, more efficient use of different classes of storage and storage. Tearing is definitely a prime use case there. >>Yeah, great. Thank you. Thanks for that. John, >>How could people think about the edge now? Because one of the things that's in this end to end is the edge. Pat brought it up multi cloud and edge or two areas that are extending off cloud and hybrid. What should people think about the innovation equation around those things? Is that these offload techniques? What specifically in the systems architecture? Er, do you guys see as the key keys there? >>So so, you know, edges very diversified, heterogeneous place, Uh, in the architectures of multi cloud services. So one thing we do know is, you know, workload. I would like to say workload follows data, and a lot of the data will be analyzed, the process at the edge. So the more that you can accelerate that data processing at the edge and apply some machine learning referencing at the edge were almost certainly gonna have kubernetes everywhere, including the edge. So I think you're seeing a convergence of the hardware architectures er the kubernetes control plane and services and machine learning workloads. You know, traveling to the edge where the where the data is going to be processed and actions could be taken autonomously at the edge. So I think we're in this convergence point in the industry where all that comes together. >>How important do you >>do you see that? Okay, John, >>how important is the intelligence piece? Because again, the potatoes at the edge. How do you guys see the data architecture being built out there? >>Um, well, again, it's depending on the other. The thick edge of the thin edge. You know, you're gonna have different, different types of data, and and again, a lot of the the inference thing that could happen at the edges. Going to, I think, for mawr, you know, again to take action at the edges, opposed to calling home to a cloud, you know, to decide what to do. So, depending on, you know, the computational power and the problem with its video processing or monitoring, you know, sensors, Aaron, oil. Well, the kind of interesting that will happen at the edge will will be dependent on that data type and what kind of decisions you want to make. So I think data will be moving, you know, from the edge to the cloud for historical analytics and maybe transitional training mechanisms. But, you know, the five G is gonna play heavily into this is well right for the network connectivity. So we read This unique point is often occurs in the industry every few years of all these technology innovations converging to open up an entirely new platform in a new way of computing that happens at the edge, not just in your data center at the cloud. >>So, Greg, you did a fairly major stint at a large bank. What would something you mentioned? You know, like an oil rig. But what would something like these changes mean for a new industry like banking or financial? Uh, will it have an impact there and put on your customer hat for a minute and take us through that >>e? You know, eight machines, you know, branches, chaos. You know, there's all make banks always been a very distributed computing platform. And so, you know, people want to deliver mawr user experience, services, more video services. You know all these things at the edge to interact positively with the customer without using the people in the loop. And so the banking industry has already gone through the SD when, and I want transformation to deliver the bandwidth more capably to the edge. And I just think that they'll just now be able to deliver Mawr Edge services that happened can happen more autonomously at the edge is opposed that having the hairpin home run everything back to the data center. >>Awesome. Well, Pat talks about the modern platform, the modern companies. Greg, I wanna ask you because we're seeing with Kovar, there's to use cases, you know, the people who don't have a tailwind, Um, companies that are, you know, not doing well because there's no business that you have there modernizing their business while they have some downtime. Other ones have a tailwind. They have a modern app that that takes advantage, this covert situation. So that brings up this idea of what is a modern app look like? Because now, if you're talking about a distributed architecture, some of things you're mentioning around inference, data edge. People are starting to think about these modern naps, and they are changing the game for the business. Now you have vertical industries. You mentioned oil and gas, you got financial services. It used to be you had industry solution. It worked like that and was siloed. Now you have a little bit of a different architectures. If we believe that we're looking up, not down. Does it matter by industry? How should people think about a modern application, how they move faster? Can you share your insights into into some of this conceptual? What is a modern approach and does it doesn't matter by vertical or industry. >>Yes, I mean, certainly over the course of my career, I mean, there's there's a massive diversity of applications. And of course, you know, the explosion of mobile and edge computing is just another sort of sort of use cases that will put demands on the infrastructure in the architecture and the networking. So a modern, a modern app I mean, we historically built sort of these monolithic app. So we sort of built these sort of three tier apse with, you know, sort of the client side, the middleware side. The database back in is the system of record. I mean, this is even being more disaggregated in terms of, you know, the the consumer edges both not just web here, but mobile tear. And, you know, we'll see what emerges out of that. The one thing for sure that is that, um they're becoming less monolithic and mawr a conglomeration of sass and other services that are being brought together, whether it's from the cloud services or whether it's s, you know, SBS delivering, you know, bring your own software. Um, and they're becoming more distributed because people need operated higher degrees of scale. There's a limit to Virgil vertical scaling, so you have to go to horizontal scaling, which is what the cloud is really good at. So I think all these things were driving a whole new set of technologies like next generation AP gateways. Message Busses, service mesh. We're announcing Tanzi's service message being world. Um, you know, this is just allowing allowing that application to be disaggregated and then integrated with other APS assassin services that allow you to get faster time to market. So speed of delivery is everything. So modern C I. C d. Modern software, technology and ability to deploy and run that workload anywhere at the edge of the core in the data center in the cloud. >>So when you do in your re architecture like this, Greg, I mean you've seen over the course of history in our industry you've seen so many companies have hit a wall and in VM, whereas it's just amazing engineering culture. How are you able toe, you know, change the engine mid flight here and avoid like, serious technical debt. And I mean, it took, you know, you said started four years ago, but can you give us a peek inside? You know, that sort of transformation and how you're pulling that off? >>Well, I mean, we're providing were delivered the platform and, you know, spring Buddhas a key, you know, technology that's used widely across the industry already, which is what we've got is part of our pivotal acquisition. And so what we're just trying to do is just keep keep delivering the technology and the platform that allows people to go faster with quality security and safety and resiliency. That's what we do really well at VM ware. So I think you're seeing more people building these APS Cloud native is opposed to, you know, taking an existing legacy app In trying to re factor it, they might do what it called e think somebody's called two speed architectures. Take the user front, end the consumer front in, and put that cloud native in the cloud. But the back end system of record still runs in the private cloud in a highly resilient you know, backed up disaster recovered way. So you're having, I think, brand new cloud native APS we're seeing. And then you're seeing people very carefully because there's a cost to it of looking at How do I basically modernized the front end but maintain the reliability of the scalability of security and the reliability of that sort of system of record back in? So either way, it's it's winning for the companies because they could do faster delivery to their businesses and their clients and their partners. But you have to have the resiliency and reliability that were known for for running those mission critical workloads, >>right? So the scenario is that back end stays on premise on the last earnings call, I think, Pat said, or somebody said that, that I think I just they said on Prem or maybe the man hybrid 30 to 40% cheaper, then doing it in the cloud. I presume they were talking about those kind of back end systems that you know you don't wanna migrate. Can you add some color that again from your customer perspective That the economics? >>Yeah. You know, um, somebody asked me one time what's really a cloud. Greg and I said, automation, automation, automation you can take you can take You can take your current environments and highly automate the release. Lifecycle management develop more agile software delivery methods. And so therefore, you could you could get sort of cloud benefits, you know, from your existing applications by just highly optimizing them and, you know, on the cost of goods and services. And then again, the hybrid cloud model just gives customers more choice, which is okay. I want to reduce the number of data centers I have, but I need to maintain reliability, scalability, etcetera. Take advantage of, you know, the hybrid cloud that we offer. But you'll still run things. Cloud natives. I think you're seeing this true multi cloud technology and paradigm, you know, grow out as people have these choices. And then the question is okay. If you have those choices, how do you maintain security? How do you maintain reliability? How do you maintain up time yet be able to move quickly. And so I think there's different speeds in which those platforms will evolve. And our goal is to give you the ability to basically make those choices and and optimize for economics as well as technical. You know, capability. >>Great. I want to ask you a question with Cove it we're seeing and we've been reporting the Cube virtual evolve because we used to be it at events, but we're not there anymore. But the as everyone has realized with cove it it's exposed some projects that you might not want to double down on or highlighted some gaps in architecture. Er, I mean, certainly who would have forecast of the disruption of 100% work from home VP and provisioning to access and access management security, and it really is exposed. What kind of who's where in the journey, Right in digital transformation. So I gotta ask you, what's the most important story or thing to pay attention, Thio as the smart money and smart customers go, Hey, you know what? I'm gonna double down on that. I'm gonna kill that project or sunset. That or I'm not gonna re factor that I'm gonna contain Arise it and there's probably there's a lot of that going on. In our conversations with customers, they're like it's pretty obvious. It's critical path. It's like we stay in business. We build a modern app, but I'm doubling down. I'm transitioning. It's a whole nother ballgame. What >>is >>the most important thing that you see that people should pay attention to around maintaining an innovation and coming out on the other side? >>Yeah, well, I think I think it just generally goes to the whole thesis of software defined. I mean, you know the idea of taking an appliance physical, You know, you have to order the hardware, get it on your loading dock, install in your data center. You know, go configure it, mapping into the rest of your environment. You know, whereas or you could just spend up new, softer instances of load balancers, firewalls, etcetera. So I think you know what's What's really helped in the covert era is the maturity of software to find everything. Compute storage, networking. Lan really allowed customers and many of our customers toe, you know, rapidly make that pivot. And so you know what? It's the you know, the workspace, the remote workspace. You gotta secure it. That's a key part of it, and you've got to give it. You know, you gotta have the scalability back in your data centers or, if you don't have it, be able to run those virtual desktops you know, in the cloud. And I think so. This ability again to take your current environment and, more importantly, your operating model, which, you know the technology could be agile and fast. But if you're operating models not agile, you know you can't executed Well, One of the best comments I heard from a customer CEO was, you know, for six months we debated, you know, the virtual networking architecture and how to deploy the virtual network. And, you know, when covet hit. We made the decision that did it all in one week. So the question the CEO asked now is like Well, why do we Why do we have to operate in that six month model going forward? Let's operate in the one week model going forward. E. I think that that z yeah, that's e think that's the big That's a big inflection point is the operating model has to be agile. We got all kinds of agile technology and choices I mentioned it's like, How do you make your organization agile to take advantage of those technological offerings? That's really what I've been doing the last six months, helping our customers achieve. >>I think that's a key point worth calling out and doubling down on day because, you know, whether you talk about our q Q virtual, our operating model has changed and we're doing new things. But it's not bad. It's actually beneficial. We could talk to more people. This idea of virtual ization. I mean pun intended virtual izing workforces face to face interactions air now remote. This is a software defined operating business. This is the rial innovation. I think this is the exposure. As companies wake up and going. Why didn't we do that before? Reminds me of the old mainframe days. Days? You know, why do we have that mainframe? Because they're still clutching and grabbing onto it. They got a transition. So this is the new the new reality. >>We were joking earlier that you know it ain't broke, don't fix it. And all of a sudden Covic broke everything. And so you know, virtualization becomes a fundamental component of of of how you respond. But and I wonder if Greg you could talk about the security. Peace? How how that fits in. You know everybody you know, the bromide, of course, is security can't be a bolt on. It's gotta be designed in from the start, Pat Gelsinger said years ago in the Cube. Security is a do over. You guys have purchased many different security components you've built in. Security comes. So how should we think about? And how are you thinking about designing insecurity across that entire stack without really bolting in, You know, pieces, whether it's carbon, carbon, black or other acquisitions that you've made? >>Yeah, I mean, I think that's that's the key. Inflection point we're in is an industry. I mean, getting back to my banking experience, I was responsible for cybersecurity, engineering the platforms that we engineered and deployed across the bank globally. And the challenge, the challenge. You know, that's I had, you know, 150 plus security products, and you go to bed at night wondering what? Which one did I forget to deploy or what did I get that gap? Do you think you think you're safe by the sheer number, but when you really boil down to it is like, you know, because you have to sort of like both all this stuff together to create a secure environment, you know, on a global level. And so really, our philosophy of VM where is Okay? Well, let's kind of break that model. That's what we call it intrinsic security, which is just, you know, we have the hyper visor. If you're running, the hyper visor is running on most of the service in your data center. If we have your if you have our network virtualization, we see all the traffic going between all those hyper visors and out to the cloud as well hybrid cloud or public cloud with our NSX technology. And then, you know, then you sort of bring into that the load balancers and the software to find firewalls. And pretty soon you have realized Okay, look, we have we have most of the estate. Therefore we could see everything and bring some intelligent machine learning to that and get proactive as opposed to reactive. Because our whole model now is we. All this technology and some alert pops and we get reactive. How about proactively telling me that something nasty is going on. >>I need to ask you a >>question. May be remediated. Sorry, John. It may be remediated at some point anyway. Bring in some machine intelligence tow. So instead of like you said, getting an alert actually tells me what what happened and how it was fixed, you know? Or at least recommending what I should dio, right? >>Yeah. I mean, part of the problem in the historic architectures is it was all these little silos. You know, every business unit had its own sort of technology. And Aziz, you make things virtualized. You you sort of do the virtual networking. The virtual stories of virtual compute all the software. You know, all of a sudden you have you have a different platform, you have lots of standardization. Therefore you don't have your operating model simplifies right and amount of and then it's about just collecting all the data and then making sense of the data. So you're not overwhelming the human's capacity to respond to it. And so I think that's really the fundamental thing we're all trying to get to. But the surface area is enlarged outside the data centers we've discussed out to the edge, whatever the edges, you know, into the cloud hybrid or public. So now you've got this big surface area where you've gotta have all that telemetry and all that visibility again, Back to getting proactive. So you got to do it in Band is opposed out of band. >>Great. I want to ask you a question on cyber security. We have an event on October 4th, the virtual event that Cuba is hosting with Cal Poly around this space and cybersecurity, symposiums, intersection of space and cyber. I noticed VM Ware recently announced last month that the United States Space Force has committed to the Tan Xue platform for for Continuous Dev ops operation for agility. I interviewed Lieutenant General John Thompson, Space Force, and we talked about that. He said quote, it's hard to do break fix in space. Uh, illustrating, really? Just can't send someone to swap out something in space. Not yet, at least. So they're looking at software defined as a key operating reality. Okay, so again, talk about the edge of space Isas edges. You're gonna get it. Need to be completely mad and talk about payloads and data. This >>is kind >>of interesting data point because you have security issues because space is gonna be contested and congested as an edge device. So it's actually the government's interested in that. But fundamentally, the death hops problem that you're you guys are involved in This >>is a >>reality. It's kind of connects this reality idea of operating models based in reality have to be software. What's >>your name? Yeah. I mean, I think the term we use now is def sec ops because you can't just do Dev ops. You have to have the security component in there, So, uh, yeah, the interesting. You know, like, there's a lot of interesting things happen just in fundamental networking, right? I mean, you know, the StarLink, you know, satellites at Testa. His launched Elon musk has launched and, you know, bringing sort of, you know, higher band with laurel agency to those. Yeah, we'll call it near space the and then again, just opens up all new opportunities for what we can dio. And so, Yeah, I think that's the software that the whole the whole saw for development ecosystem again, back to this idea. I think of three things. You gotta have speed. You gotta have scale and you gotta have security. And so that's really the emerging platform, whether it's a terrestrial or in near space, Uh, that's giving us the opportunity, Thio Do new architectures create service measures of services, some terrestrial, some some you know, far remote. And as you bring these new application architectures and system platform architectures together with all the underlying hardware and networking innovations that are occurring, you mentioned flash. But even getting into pmm persistent memory, right? So this this is so much happening that is converging. What's exciting to me about being a TV? Where is the CTO and we partner with all the hardware vendors? We partner with all the system providers, like in video and others. You know, the smart nick vendors. And then we get to come up with software architectures that sort of bring that together holistically and give people a platform. We can run your workloads to get work done wherever you need to land those workloads. And that's really the excitement about >>the candy store. And yet you've got problems hard problems to work on to solve. I mean, this really brings the whole project moderate, full circle because we think about space and networks and all these things you're talking about, You need to have smart everything. I mean, isn't that software? It's a complete tie into the Monterey. >>Yeah, yeah, yeah, Exactly. You're right. It's not just it's not just connecting everything and pushing data around its than having the intelligence to do it efficiently, economically, insecurely. And that's you know. So I see that you don't want to over hype machine learning. I did not to use the term AI, but use the machine learning technologies, you know, properly trained with the proper data sets, you know, and then the proper algorithms. You know that you can then a employee, you know, at the edge small edge, thick edge, you know, in the data center at the cloud is really Then you give the visibility so that we get to that proactive world I was talking about. >>Yeah, great stuff, Greg. Great insight, great conversation. Looking forward to talking mawr Tech with you. Obviously you are in the right spot was in the center of all the action across the board final point. If you could just close it out for us. What is the most important story at VM World 2020 this year. >>Um, well, I think you know, I like to say that I have the best job. I think you know that I've had in my career. I've had some great ones is you know, we get to be disruptive innovators, and we have a culture of perpetual innovation and really being world for us, Aly employees and all the people that work together to put it together is we get to showcase. You know, some of that obviously have more up our sleeves for the future. But, you know, being world is are, you know, coming coming out out show of the latest set of innovations and technologies. So there's going to be so much I have, ah, vision and innovation. Keynote kickoff, right. Do some lightning demos. And actually, I talk about work we're doing in sustainability, and we're putting a micro grid on our campus in Palo Alto and partnership with City of Palo Alto so that when the wildfires come through or there is power outages, you know we're in oasis of power generating capacity with our solar in our batteries. And so the city of Palo Alto could take their emergency command vehicles and plug into our batteries when the power is out in Palo Alto and operate city services and city emergency services. So we're not just innovating, you know, in cortex we're innovating to become a more, you know, sustainable company and provide sustainable, you know, carbon neutral technology for our customers to adopt. And I think that's an area we wanna talk about me. We talk about it next time, but I think you know our innovations. We're gonna basically help change the world with regard to climate as well. >>Let's definitely do that. Let's follow up for another in depth conversation on the societal impact. Of course, VM Ware VM Ware's VM World's 2020 is virtual is a ton of sessions. There's a Cloud City portion. Check out the 60 solution demos. Of course, they ask the expert, Greg, you're in there with Joe Beta Raghu, all the experts, um, engage and check it out. Thank you so much for the insight here on the Cube. Virtual. Thanks for coming on. >>Appreciate the opportunity. Great conversation and good questions. >>Great stuff. Thank you very much. Innovation that vm where it's the heart of their missions always has been, but they're doing well on the business side, Dave. Okay. The cube coverage. They're not there in person. Virtual. I'm John for day. Volonte. Thanks for watching.

>> Narrator: From around the globe, it's theCube. With digital coverage of VMworld 2020. Brought to you by VMware and its ecosystem partners. >> Hello, and welcome back to theCube virtual coverage of VMworld 2020. I'm John Furrier, host of theCube. VMworld's not in person this year, it's on the virtual internet. A lot of content, check it out, vmworld.com, a lot of great stuff, online demos, and a lot of great keynotes. Here we got a great conversation to unpack, the NVIDIA, the AI and all things Cloud Native. With Krish Prasad, who's the SVP and GM of Cloud Platform, Business Unit, and Manuvir Das head of enterprise computing at NVIDIA. Gentlemen, great to see you virtually. Thanks for joining me on the virtual Cube, for the virtual VMworld 2020. >> Thank you John. >> Pleasure to be here. >> Quite a world. And I think one of the things that obviously we've been talking about all year since COVID is the acceleration of this virtualized environment with media and everyone working at home remote. Really puts the pressure on digital transformation Has been well discussed and documented. You guys have some big news, obviously on the main stage NVIDIA CEO, Jensen there legend. And of course, you know, big momentum with with AI and GPUs and all things, you know, computing. Krish, what are your announcements today? You got some big news. Could you take a minute to explain the big announcements today? >> Yeah, John. So today we want to make two major announcements regarding our partnership with NVIDIA. So let's take the first one, and talk through it and then we can get to the second announcement later. In the first one, as you well know, NVIDIA is the leader in AI and VMware as the leader in virtualization and cloud. This announcement is about us teaming up, deliver a jointly engineered solution to the market to bring AI to every enterprise. So as you well know, VMware has more than 300,000 customers worldwide. And we believe that this solution would enable our customers to transform their data centers or AI applications running on top of their virtualized VMware infrastructure that they already have. And we think that this is going to vastly accelerate the adoption of AI and essentially democratize AI in the enterprise. >> Why AI? Why now Manuvir? Obviously we know the GPUs have set the table for many cool things, from mining Bitcoin to really providing a great user experience. But AI has been a big driver. Why now? Why VMware now? >> Yes. Yeah. And I think it's important to understand this is about AI more than even about GPUs, you know. This is a great moment in time where AI has finally come to life, because the hardware and software has come together to make it possible. And if you just look at industries and different parts of life, how is AI impacting? So for example, if you're a company on the internet doing business, everything you do revolves around making recommendations to your customers about what they should do next. This is based on AI. Think about the world we live in today, with the importance of healthcare, drug discovery, finding vaccines for something like COVID. That work is dramatically accelerated if you use AI. And what we've been doing in NVIDIA over the years is, we started with the hardware technology with the GPU, the Parallel Processor, if you will, that could really make these algorithms real. And then we worked very hard on building up the ecosystem. You know, we have 2 million developers today who work with NVIDIA AI. That's thousands of companies that are using AI today. But then if you think about what Krish said, you know about the number of customers that VMware has, which is in the hundreds of thousands, the opportunity before us really now is, how do we democratize this? How do we take this power of AI, that makes every customer and every person better and put it in the hands of every enterprise customer? And we need a great vehicle for that, and that vehicle is VMware. >> Guys, before we get to the next question, I would just want to get your personal take on this, because again, we've talked many times, both of you've been on theCube on this topic. But now I want to highlight, you mentioned the GPU that's hardware. This is software. VMware had hardware partners and then still software's driving it. Software's driving everything. Whether it's something in space, it's an IOT device or anything at the edge of the network. Software, is the value. This has become so obvious. Just share your personal take on this for folks who are now seeing this for the first time. >> Yeah. I mean, I'll give you my take first. I'm a software guy by background, I learned a few years ago for the first time that an array is a storage device and not a data structure in programming. And that was a shock to my system. Definitely the world is based on algorithms. Algorithms are implemented in software. Great hardware enables those algorithms. >> Krish, your thoughts. we live we're living in the future right now. >> Yeah, yeah. I would say that, I mean, the developers are becoming the center. They are actually driving the transformation in this industry, right? It's all about the application development, it's all about software, the infrastructure itself is becoming software defined. And the reason for that is you want the developers to be able to craft the infrastructure the way they need for the applications to run on top of. So it's all about software like I said. >> Software defined. Yeah, just want to get that quick self-congratulatory high five amongst ourselves virtually. (laughs) Congratulations. >> Exactly. >> Krish, last time we spoke at VMworld, we were obviously in person, but we talked about Tanzu and vSphere. Okay, you had Project Pacific. Does this expand? Does this announcement expand on that offering? >> Absolutely. As you know John, for the past several years, VMware has been on this journey to define the Hybrid Cloud Infrastructure, right? Essentially is the software stack that we have, which will enable our customers to provide a cloud operating model to their developers, irrespective of where they want to land their workloads. Whether they want to land their workloads On-Premise, or if they want it to be on top of AWS, Google, Azure, VMware stack is already running across all of them as you well know. And in addition to that, we have around, you know, 4,000, 5,000 service providers who are also running our Platform to deliver cloud services to their customers. So as part of that journey, last year, we took the Platform and we added one further element to it. Traditionally, our platform has been used by customers for running via VMs. Last year, we natively integrated Kubernetes into our platform. This was the big re architecture of vSphere, as we talked about. That was delivered to the market. And essentially now customers can use the same platform to run Kubernetes, Containers and VM workloads. The exact same platform, it is operationally the same. So the same skillsets, tools and processes can be used to run Kubernetes as well as VM applications. And the same platform runs, whether you want to run it On-Premise or in any of the clouds, as we talked about before. So that vastly simplifies the operational complexity that our customers have to deal with. And this is the next chapter in that journey, by doing the same thing for AI workload. >> You guys had great success with these Co-Engineering joined efforts. VMware and now with NVIDIA is interesting. It's very relevant and is very cool. So it's cool and relevant, so check, check. Manuvir, talk about this, because how do you bring that vision to the enterprises? >> Yeah, John, I think, you know, it's important to understand there is some real deep Computer Science here between the Engineers at VMware and NVIDIA. Just to lay that out, you can think of this as a three layer stack, right? The first thing that you need is, clearly you need the hardware that is capable of running these algorithms, that's what the GPU enable. Then you need a great software stack for AI, all the right Algorithmics that take advantage of that hardware. This is actually where NVIDIA spends most of its effort today. People may sometimes think of NVIDIA as a GPU company, but we have much more a software company now, where we have over the years created a body of work of all of the software that it actually takes to do good AI. But then how do you marry the software stack with the hardware? You need a platform in the middle that supports the applications and consumes the hardware and exposes it properly. And that's where vSphere, you know, as Krish described with either VMs or Containers comes into the picture. So the Computer Science here is, to wire all these things up together with the right algorithmics so that you get real acceleration. So as examples of early work that the two teams have done together, we have workloads in healthcare, for example. In cancer detection, where the acceleration we get with this new stack is 30X, right? The workload is running 30 times faster than it was running before this integration just on CPUs. >> Great performance increase again. You guys are hiring a lot of software developers. I can attest to knowing folks in Silicon Valley and around the world. So I know you guys are bringing the software jobs to the table on a great product by the way, so congratulations. Krish, Democratization of AI for the enterprise. This is a liberating opportunity, because one of the things we've heard from your customers and also from VMware, but mostly from the customer's successes, is that there's two types of extremes. There's the, I'm going to modernize my business, certainly COVID forcing companies, whether they're airlines or whatever, not a lot going on, they have an opportunity to modernize, to essentially modern apps that are getting a tailwind from these new digital transformation accelerated. How does AI democratize this? Cause you got people and you've got technology. (laughs) Right? So share your thoughts on how you see this democratizing. >> That's a very good question. I think if you look at how people are running AI applications today, like you go to an enterprise, you would see that there is a silo of bare metal sun works on the side, where the AI stack is run. And you have people with specialized skills and different tools and utilities that manage that environment. And that is what is standing in the way of AI taking off in the enterprise, right? It is not the use case. There are all these use cases which are mission critical that all companies want to do, right? Worldwide, that has been the case. It is about the complexity of life that is standing in the way. So what we are doing with this is we are saying, "hey, that whole solution stack that Manuvir talked about, is integrated into the VMware Virtualized Infrastructure." Whether it's On-Prem or in the cloud. And you can manage that environment with the exact same tools and processes and skills that you traditionally had for running any other application on VMware infrastructure. So, you don't need to have anything special to run this. And that's what is going to give us the acceleration that we talked about and essentially hive the Democratization of AI. >> That's a great point. I just want to highlight that and call that out, because AI's every use case. You could almost say theCube could have AI and we do actually have a little bit of AI and some of our transcriptions and work. But it's not so much just use cases, it's actually not just saying you got to do it. So taking down that blocker, the complexity, certainly is the key. And that's a great point. We're going to call that out after. Alright, let's move on to the second part of the announcement. Krish Project Monterey. This is a big deal. And it looks like a, you know, kind of this elusive, it's architectural thing, but it's directionally really strategic for VMware. Could you take a minute to explain this announcement? Frame this for us. >> Absolutely. I think John, you remember Pat got on stage last year at Vmworld and said, you know, "we are undertaking the biggest re architecture of the vSphere platform in the last 10 years." And he was talking about natively embedding Kubernetes, in vSphere, right? Remember Tanzu and Project Pacific. This year we are announcing Project Monterrey. It's a project that is significant with several partners in the industry, along with NVIDIA was one of the key partners. And what we are doing is we are reimagination of the data center for the next generation applications. And at the center of it, what we are going to do is rearchitect vSphere and ESX. So that the ESX can normally run on the CPU, but it'll also run on the Smart Mix. And what this gives us is the whole, let's say data center, infrastructure type services to be offloaded from running on the CPU onto the Smart Mix. So what does this provide the applications? The applications then will perform better. And secondly, it provides an extra layer of security for the next generation applications. Now we are not going to stop there. We are going to use this architecture and extended it so that we can finally eliminate one of the big silos that exist in the enterprise, which is the bare metal silo. Right? Today we have virtualized environments and bare metal, and what this architecture will do is bring those bare metal environments also under ESX management. So you ESX will manage environments which are virtualized and environments which are running bare metal OS. And so that's one big breakthrough and simplification for the elimination of silo or the elimination of, you know, specialized skills to keep it running. And lastly, but most importantly, where we are going with this. That just on the question you asked us earlier about software defined and developers being in control. Where we want to go with this is give developers, the application developers, the ability to really define and create their run time on the Fly, dynamically. So think about it. If dynamically they're able to describe how the application should run. And the infrastructure essentially kind of attaches computer resources on the Fly, whether they are sitting in the same server or somewhere in the network as pools of resources. Bring it all together and compose the runtime environment for them. That's going to be huge. And they won't be constrained anymore by the resources that are tied to the physical server that they are running on. And that's the vision of where we are taking it. It is going to be the next big change in the industry in terms of enterprise computing. >> Sounds like an Operating System to me. Yeah. Run time, assembly orchestration, all these things coming together, exciting stuff. Looking forward to digging in more after Vmworld. Manuvir, how does this connect to NVIDIA and AI? Tie that together for us. >> Yeah, It's an interesting question, because you would think, you know, okay, so NVIDIA this GPU company or this AI company. But you have to remember that INVIDIA is also a networking company. Because friends at Mellanox joined us not that long ago. And the interesting thing is that there's a Yin and Yang here, because, Krish described the software vision, which is brilliant. And what this does is it imposes a lot on the host CPU of the server to do. And so what we've be doing in parallel is developing hardware. A new kind of "Nick", if you will, we call it a DPU or a Data Processing Unit or a Smart Nick that is capable of hosting all this stuff. So, amusingly when Krish and I started talking, we exchanged slides and we basically had the same diagram for our vision of where things go with that software, the infrastructure software being offloaded, data center infrastructure on a chip, if you will. Right? And so it's a very natural confluence. We are very excited to be part of this, >> Yeah. >> Monterey program with Krish and his team. And we think our DPU, which is called the NVIDIA BlueField-2, is a pretty good device to empower the work that Krish's team is doing. >> Guys it's awesome stuff. And I got to say, you know, I've been covering Vmworld now 11 years with theCube, and I've known VMware since its founding, just the evolution. And just recently before VMworld, you know, you saw the biggest IPO in the history of Wall Street, Snowflake an Enterprise Data Cloud Company. The number one IPO ever. Enterprise tech is so exciting. This is really awesome. And NVIDIA obviously well known, great brand. You own some chip company as well, and get processors and data and software. Guys, customers are going to be very interested in this, so what should customers do to find out more? Obviously you've got Project Monterey, strategic direction, right? Framed perfectly. You got this announcement. If I'm a customer, how do I get involved? How do I learn more? And what's in it for me. >> Yeah, John, I would say, sorry, go ahead, Krish. >> No, I was just going to say sorry Manuvir. I was just going to say like a lot of these discussions are going to be happening, there are going to be panel discussions there are going to be presentations at Vmworld. So I would encourage customers to really look at these topics around Project Monterey and also about the AI work we are doing with NVIDIA and attend those sessions and be active and we will have a ways for them to connect with us in terms of our early access programs and whatnot. And then as Manuvir was about to say, I think Manuvir, I will give it to you about GTC. >> Yeah, I think right after that, we have the NVIDIA conference, which is GTC, where we'll also go over this. And I think some of this work is a lot closer to hand than people might imagine. So I would encourage watching all the sessions and learning more about how to get started. >> Yeah, great stuff. And just for the folks @vmworld.com watching, Cloud City's got 60 solution demos, go look for the sessions. You got the EX, the expert sessions, Raghu, Joe Beda amongst other people from VMware are going to be there. And of course, a lot of action on the content. Guys, thanks so much for coming on. Congratulations on the news, big news. NVIDIA on the Bay in Virtual stage here at VMworld. And of course you're in theCube. Thanks for coming. Appreciate it. >> Thank you for having us. Okay. >> Thank you very much. >> This is Cube's coverage of VMworld 2020 virtual. I'm John Furrier, host of theCube virtual, here in Palo Alto, California for VMworld 2020. Thanks for watching. (upbeat music)

(soft music) >> Announcer: From around the globe, it's theCUBE with digital coverage of VMworld 2020. Brought to you by VMware and its ecosystem partners. >> Hello everyone, welcome to theCUBE's coverage of VMworld 2020. This is a virtual conferences as theCUBE. I'm John Furrier, your host, with Stu Miniman,Dave Vellante. We are in theCUBE virtual studios in Palo Alto, California, as well as in the Boston area. Stu, Dave in 2010 was our first VMworld. This is now 2020. What an unpredictable world. In fact, day one summary here for VMworld. This is the theme, a digital foundation for an unpredictable world, What a run? And again let's do a quick summary of day one security multicloud AI machine learning, hybrid cloud, modern apps, and networking is the theme. Dave, your reaction to day one. >> Well, you know, as usual, VMware has a bunch of announcements at its big show. And I guess I would say that one of the top jobs of a CEO is time expansion. And if you look at these announcements, I mean, Pat Gelsinger said, you got to ride the waves or you going to be driftwood. And they have done a phenomenal job of translating engineering into new opportunities and delivering customer value around that. And if you look at networking, the acquisition of NYSERDA and the early part of last decade, you know, multi-cloud is a huge opportunity for them. They're clearly a big player in that space security with the acquisition of carbon black, they've made Kubernetes security, acquisitions and others, there are app defenses in there. So they're going after security. They haven't, you know, made the Mark that they want to make yet, you know, modern apps. It's all about, you know, keeping VMware relevant, you know, project Monterey in hybrid cloud. They're obviously going to be a leader in hybrid cloud. And then the partnership with Nvidia and machine learning AI, it's kind of a checkbox, but VMware is such a huge install base. Everybody wants to do business with them and everybody wants to do business with Nvidia. So to me again, excellent job of time expansion and delivering customer value. >> And Stu, I want to talk about the VM world, you know, with a part of the experience of being there in person this year, there is no VMworld it's virtual. Normally you have the hang space. Do you have the two cube sets here, we have a link to the cube assets. All of our interviews that we normally do at the two sets, go check out the main link but everything is laid out on the webpage. You got cloud city more than 60 solution demos. There's a ton of content So it's kind of an asynchronous, but trying to pick up but a big gap there for normally, which is a real robust expo floor hang space. It's all virtual. Now they got to ask the experts, some other things with Ragu and Joe Beta among other experts, but a different field this year Stu. >> Yeah, definitely. John. I mean, this is one of those must see shows for just a huge ecosystem. We've seen that collision of ecosystem for the last few years. Of course, the epic partnership of VMware and AWS really has dominated a lot of the discussion in the last few years in this ecosystem. So everybody's going to the cloud. We've seen big adoption of the VMware cloud not just on AWS, but Dave touched on some of the announcements here, like with Anjou it's GA with AWS, they're expanding with not only Microsoft Azure but even Oracle OCI. And John. One of the things we look at is, you know, who's driving that innovation change. We've seen a big push by VMware to go deep into cloud native and who's leading that? you know, Joe beta who've we known from the early days of Kubernetes. So much of theCUBE ecosystem is now part of VMware, Greg lavender, the CTO. He was most recently in industry helping transformation of some large companies. And that's the challenge that VMware has going from their dominant position in the data center to live in these cloud environments. We know from a technology standpoint. A VM container bare metal, you can use whatever makes sense, build your applications, go faster, go faster. So, a big change there and the community John, it is greatly distributed and in highly diverse, lots of pockets of interesting conversations, always you're right. So, you know, how do we replicate the hallway track? There's some good things we've seen this week and we're all learning here in the 2020 environment. >> Yeah, we normally we'd be like yelling over the bands and people trampling to see the concert. John legend is going to be playing really quickly in the next few minutes. Dave final word here because the innovation strategy of VMware has to be on full display in this unpredictable world, multicloud AI. It's crazy right now, huge opportunity, big tailwinds cloud native with the snowflake IPO and just ongoing surge. Your thoughts. >> Well, I'll just, tease some of the conversation we're going to have in our deeper analysis on the cube and the cube.net is really that hybrid that Stu talked about. And we're seeing VMware cloud on AWS, really rocket, and we're seeing VMware cloud foundation and the other foundational elements of VMware cloud it's showing up with the data is really having some traction. So that's something that I'm watching very closely. >> Guys. Thanks so much. I know we're part of a virtual program. Thank the VMworld for including us in the virtual program, thanks to the community for all the support of the past 10 years, 2010 was our first Cuba VMworld. Now it's 2020. Thanks for watching.