>>Hi, everyone. Welcome to the cube and unstoppable domain, special showcase women of web three or well, three I'm super excited for this season. We have three great guests, Sandy Carter, the SVP and channel chief of unstoppable domains. Noel Bailey managing director for the entertainment, AKA disco leper. That's her handle NFT handle. We'll talk more about that. And Kristen Mirabella, Bella director of business development, Gemini all in the web three world here for women of web three. Welcome to the show. So what a great announcement, Sandy? What is the wow three women of web three. And why did you announce it on stumbled domains? Web three. >>Awesome. Well, thanks John. So today we are so excited to announce unstoppable women of web three. And one of the things that we noticed ourselves plus 60 plus companies is that we need more diversity in the web three space. So our mission is to make web three more accessible for everyone to help women with that first step and be very action oriented. So we're going to launch education, networking and events as we move forward. And we're real excited to start today, March 8th, we've got a 24 hour Twitter space. We have a YouTube live. We're going to be auction and off some NFTs to donate to girls in tech, a not-for-profit who is also going to launch a mentoring platform for women in web three. We'll also be announcing a hundred inspirational women's and Webster, and I can take up the entire time talking about all we have in store to make web three accessible to everyone. >>That's awesome. We're going to unpack that lot of things to talk about there. I'm really looking forward to it, neural, your, you got a great story here. What are the lazy lions and, and the queen so to speak and what are you guys doing? And tell us about your handle. >>That's a lot of questions there. John, why don't we start with that? So, I mean, I started my NFT journey about six months ago only, and I got really lucky in entering into the space for the lazy lions to start with and the Kings and existing Queens that were kind of in that space to begin were incredibly welcoming. I literally like, I love being the person in the room that asked the dumb question, because if I, if I can ask it, then, you know, there's, there's a hundred other people there that aren't asking that question. And so when I stepped into the, you know, the pride space with Twitter and discord, getting to know the lazy lions before I even got into my first project, they were incredibly welcoming. Like any question that I asked they had an answer for. And so, you know, why we're kind of wondering with unstoppable and supporting that? >>Well, one, once we, once through that space, I got introduced to queen Sandy as well. You know, she's part of the pride and, and one of the lazy lions and again, yeah, it's that whole symbiotic relationship where you've got, you know, Kings and Queens, men and women kind of in the pride, but it's not just about men and women either. It's the diversity aspect where it's people from all different cultures, backgrounds all around the world. And so, you know, getting in and learning and growing together in this brand new space that we're all part of creating. And then Unstoppables a huge part of that with the gateway to allowing people to kind of get into it, to begin. So it just all makes sense. We're going to expense. >>Okay, we're going to unpack that in a minute, but Kristen w what's going on with Gemini and web three, what's going on in the ecosystem there? How are you supporting the women of web three initiative? >>Really excited. Gemini is an exchange and custodian. We offer access to cryptocurrencies. We are your access points. We're the access point for women who are trying to embrace their own financial freedom and build their own story, be economically empowered and interacting with web three in a way that's going to be increasingly necessary. As, as this continues to build, Gemini is really excited to be able to provide a platform for education for anyone and especially women who are looking to build their knowledge base around what's happening in cryptocurrency. How can they interact with it? How can they make really good financial decisions as they look to interact with networks, you know, within defy, what tokens do they want to be able to, you know, purchase, move off of a centralized platform like Geminis. We are very regulated. We're very secure as an access point to be able to interact with cryptocurrencies and use crypto to interact with this ecosystem that's growing. You can, you know, as a woman decide on a really good idea on how you want to embrace that financial freedom of interacting with the protocol that might unlock your potential to be more financially independent, make really good decisions about the future of what your, your family might need economically, you know, in Gemini as an access point for that, as far as crypto and other digital assets go is where we were really proud that we can power that network. >>So we have to chip and I got the lazy lions. You have the unstoppable, all three of you guys are in the middle of all the action and it's super game-changing. It's also a cultural shift. You seeing a lot of young, the young generation, as well as senior experienced people coming in, certainly technologists are coming in, business leaders are coming in and it just feels like a whole nother cultural shift. So we have to ask you, what are you guys most excited for in this roadmap for women of web three what's on your mind? What do you guys see? What's the vision? >>Well, I'll start first. You know, one of the things that I'm really excited about is getting women to experience web three, not just book learning, but really get in there and interact and play with it. So for example, John, there is a game called de-central land. They sell land. And what they're going to help us do is to build a virtual women of web three headquarters inside of the game. And as women go there, they're going to experience, you know, logging in, they're going to experience crypto, like Kristin does talked about they'll experience. NFT is like disco, just talked about. And so it won't just be book smart. They'll be able to get in there and do and see and play, which I think is the best way to learn about web three. >>For me, I'd say, I mean, honestly, I'm most excited about getting it started. There's been so much work kind of going into this to begin with. And, and this space is, is also new and constantly growing and kind of evolving, changing as we go because we're pioneers kind of in this space, really. Like we all have web three. And so getting it started and it continues to grow and evolve from there, which is, you know, a lot to do with kind of community driven initiatives what's happening in the market and the space at the time as well. So super get it started, build it. And it keeps growing from there. >>Christine, what's your vision to what, how do you see this evolving what's what do you hope for and what are some of the things you're excited about? >>I couldn't agree more. What I think is really exciting is that again, if you're looking to learn about this, you know, Sandy you're so right, you're not gonna learn about really how to unlock the potential of this ecosystem by reading about it. You have to get in there, find crypto, come to Geminis platform, open an account, understand what it means to buy cryptocurrency, buy Bitcoin, understand what you're comfortable with. Use resources like our crypto pedia, to understand the differences between tokens, the differences between layers. Why would you buy this token and transfer it off of the platform where you're looking to interact with three, maybe you're looking at these web three applications and you want to understand what generating income through one of these looks like you really got to start with the basics, but start here, purchase something, move it off. You know, test it, use little, little amounts. >>You don't have to buy a full Bitcoin. I think that that's a common misconception with people who are really starting to get interested in the space, especially as they start to learn about cryptocurrency, buy a tiny piece, you know, you don't need to sell the farm, move it off the platform, learn a little bit about how you can interact, build a community around yourself. There are a lot of women who are learning how to do this and through NFTs and through other interests that you might naturally have, you can really embrace the technology and understand what it can do for you. >>You know, you, you mentioned that in the early days of Bitcoin, even a theory of giving it away was a big part of that kind of early days of community. And Earl, you mentioned the word pride as part of the lazy lions community is a big part of this. Sandy, you know, this you've seen communities develop over the years, this new kind of community dynamic is a network effect, but it's also people centric. It's also about reputation. So it's about being open and collaborative. I mean, it sounds like a bunch of cliches jammed together, but this is kind of the world we're in for web three. Can you guys share your thoughts on that and get a reaction to that? >>Yeah. And I just wanted to jump on kind of what Kristin was mentioning there as well. You know, like, and Sandy, like get in there, get started, like have a little taste, have a little of this watch learn and then kind of tying into your community aspect there, ask the questions, get into, and you know, the two, the couple of main spaces, there are discord and Twitter, which, and again, I signed up my Twitter account in 2014 and I pretty much didn't touch it, like from 2015 kind of onwards, like now learning and getting in and growing with this space, that's kind of where the mediums are to start with with that. So yeah. Get in and get started and, and ask the questions on the way >>Sandy, you see Twitter and discord as the primary. >>Yeah. Yeah. There's so many this guy, right. Because you know, I'm on, I'm now on telegram. I'm on disbarred, I'm on Twitter, I'm on signal. I just got invited to signal groups. So this is one of the areas that we need to work on for web three. I think all of us would agree is just that interface. Part of the reason that we're launching this is because it is hard today, right? Web three is hard. And so there's multiple communications channels, you know, and that's why we love, you know, partners like Jim and I, who are making it easier and lazy lions who are setting up these communities. You know, when you buy in it of T you're really not, I guess you are buying the NFT for value, but you're also buying into the community disco. And I have been meeting actually every Saturday night for a while now with the rest of the Queens, planning out women of web three, Kristin and Jim and I, and I have been meeting together it's about the people and the networking and the tribe that you're part of as well. You really nailed it on the community piece. >>You know, ever since we started talking about it unstoppable, I got to say, I've been wanting to get the cube and FTS going because it is a community dynamic, but it's also this got practical usage of is there's data behind it. There's actually real use cases. Can you guys share your thoughts on how you see the use cases being applied specifically to the world, but also to, to women of web three to Wasn't go first. >>Yeah. We're also polite. We're all quite polite. And do you want to go first? You're one of our partners, we'll let you start us off. >>Sorry. I didn't want to and want to jump in there and they want to get started a real applications of, of what this looks like. I think goes back to an idea I had at the top of the call as there's clarity, as that continues to emerge as web three continues to build. And we understand what this really means. I think many would say that there's, you know, lack of clarity around what web three means. Maybe there are some platforms that are slightly more centralized than others. If we think of what web three in general represents, you know, it's this idea of decentralization empowering you through ownership of your data, empowering you through the ability to do things in a decentralized way, but you're not able to do on web two. And I think the real application of transition of where we are today into what this becomes is, you know, I think we keep nailing it on the head. >>You really have to get out there and practice. You have to understand what this transition means for you and what does it mean for what you're trying to achieve? So if my personal stance is, is really solid in where, you know, your financial future is rooted. And if we're talking about cryptocurrency in your ability to interact with these networks, like we've been saying, you have to practice, you have to understand and learn what you're getting yourself into. But I also think there's this element of being okay with making mistakes, but you are talking about your financial future. You're talking about something that's there really high stakes around making mistakes means starting with really good partners. You can start with platforms like Gemini. You can start with platforms like unstoppable domains and know that the foundation has been laid for you to be able to test these grounds. >>I think that what this becomes and what is really important here is knowing that there are going to be a few centralized points that are your access to this web of three, to this broader ecosystem. But being able to trust that these platforms have security in mind. So the security first mindset that empowers you to then go be in charge of data, privacy, being able to take charge of really what your interaction with the rest of this world means. And being, being able to trust that the foundational layer that you're entering that world through is one that can be trusted. I think that as we look at the real world application of this finding that right starting point is really important. >>Yeah. And I w I would just add John to, to what Kristen just said. There are also B2B use cases here. So we want to make sure that, you know, there's a lot of consumer work, but there's also B to B as well. So, you know, imagine you're in decentral land or you're in sandbox a game. If you're a retailer or in a consumer business, you can place your products or your portfolio inside of that game, there is now decentralized finance that's out there. How does that play a role in your company and the way that you're financing for your company? Not just for yourself, like Kristin mentioned, but also for your company. And then dowels, of course, fractional ownership of different things. We're seeing, you know, funding change. SPACs turning into dowels, all of this. If you look at our 24 hour Twitter space, I'm S I can't wait. I think I'm going to actually do a 24 hour bins for myself because >>That's a college come on. We gotta do. >>Right. I know this guy will be with me. Right. And just that last time I did, that was new. Yeah. >>Well, super exciting. I mean, wow, wow. Three could be a doubt. I mean, the vision here is really amazing. I am so impressed. I think this is a great thing because it could go anywhere. What do you guys see at Dow in the future merging communities and merging tribes together? How do you guys have you guys talked about that? What's the, what's the thought process there? >>We actually did talk about doing a Dow. We decided to kick off first and get everybody up to speed on what it was before we jumped into a doubt, which I think is pretty advanced and sophisticated. And so, you know, part of what we also see is if you look at part of the membership, you'll see women of blockchain, women of data BFF. I mean, all these women's groups coming together to unite as long with, along with a lot of major companies, web to companies, Google Deloitte I'll chair, with the who's, who of web three, you've got Gemini, you've got, you know, consensus, you've got blockchain.com. So, you know, I love this because we are coming together for a movement, not for individual companies, but to have an impact on the industry to really educate women. And John, I forgot one of the really cool things we're also announcing today is our first 100 inspirational women of web three. In fact, disco helped me come up with the name of that, because we do want to highlight as examples, all of these great women that are in the space so that we each can reach back and pull others forward. >>Okay, now we've got to get into the, the disco leopard, let's put the lower third up there so we can see it. And the name that's tell us about the story here. And what does it mean to you? Take us through the thought process, the experience and how you envision this unfolding. Cause it's an NFT. You have one it's >>Yeah, totally. I guess. I mean, starting with, so the disco leopard kind of piece to it as well, like in this new space, in the, in the web space, first of all, you get to like, come up with your own identity. So I got to pick this go leopard, like if he doesn't want to be a disco leopard. And so even just coming up with the journey of like, what is your identity with that? And then, you know, you go through that path of being doxed, meaning being revealed, people kind of know who you are or not, or keeping it, you know, kind of a name on the side, that's all. Okay. Like it's all part of that whole decentralized space, which is super exciting. So just so you know, like the disco leper feeds, you know, optimist glass, half full, you know, pessimist, glass, half empty. And then the third piece to that was disco leopard equals. Awesome. And that's where I saw it. And I'm like, that's me a hundred percent. I'm >>Trying to get your lower third, had your name next to it, >>But that's okay. I'm all right with that. I don't mind. So, you know, getting, getting into that to start with, and then, you know, when we were talking about partners and coming into this safe space as well, and yeah, absolutely kind of technology based partners infrastructure to make sure that we're, we're safe and we've got a smooth gateway kind of coming in, but I'm also gonna put communities into partnerships as well, because there are so many NFT projects, you know, defy gaming projects, et cetera, finding your people, finding the community that resonates with you and it's different for everyone. And that's a beautiful thing, but you get to kind of find like-minded people and join them. >>You know, I've been thinking this for about a long, long time, and I thought I was just weird, but now that it's happening, you guys are in the middle of it. The, your identity is so important now, and you could have a community and tribe to belong to, but yet traverse other tribes and move around. This is kind of the whole prospect of unstoppable, right? So Sandy, this is like a great future. You can be protected in a trusted tribe or community, and then still move around to others and engage. It's almost like a packet moving around a network. It's really about people too, on the internet. This is a total complete game changer. It wasn't really, it's not really possible prior to this. >>Yeah. I mean, if you look at all the members, you can move from a metaverse, you can move into gaming, you can go into defy, we've got NFT communities. And, and I love, you know, like you said, traversing, those communities, like we're going to do an auction and we've had donated NFTs. So disco and lazy lions, the queen of lazy lions are donating a lazy lion. Crypto chicks are gonna donate something. If you don't know what these are, these are all NFT communities that have their own identities as well. We have Deadheads NILAH and the long neck ladies, which is started by a 13 year old girl, who's going to talk on one of our Twitter spaces about how she had 13 earned millions of dollars and became times first artist in residence. So there's just, I mean, there's so much potential here and just look at all these amazing women on the screen. You know, I think web three, the face of web three is female. >>That's awesome. Any final thoughts for you guys and, and the session here, it's amazing. First of all, I'm so excited to, to have this conversation and be included and be included into the group here. Thank you for having me closing thoughts on women of web three, how people can get involved, what you guys aspire to be, what are some of the goals can take us through that? >>I guess for me looking at, you kind of asked the question of, you know, what we're most excited about with what's coming up with the international women's day. And, and, you know, what's beyond that. I'm really excited about what unstoppable are doing in introducing the gateway from web two to web three, because that whole 24, the, the events that we have coming on today is, you know, information, education, openness, how to use it, but what's coming beyond there. And it is that transition from web to, and how to, how do we even, like, I'm about to learn that as well. And as I said, I've been in that, in this NMT journey for six months learning thus far, but what does it look like to get into a web three experience and the web page and that design and look and feel so that next step of learning and getting into it. And again, anyone that's kind of being involved in this conversation now you'll be the first people stepping into that space as web three really comes to life. And it is the new web. Very exciting, >>Great. >>I couldn't agree more neural. What I think excites us the most is the level of interest and the level of engagement that we're seeing an unprecedented levels. These and what's coming next is that you're going to see more and more women and more, more people as part of these communities, as we've talked about wanting to learn, wanting to engage and wanting to be part of this and numbers that we really haven't even seen still yet. We've just scratched the surface. And what I want to ask everyone to do is not to wait not to wait until you feel like you're behind. Take action. Now go to our crypto pedia page, open an account at Gemini, start to interact with cryptocurrencies, understand what it means to take, you know, a crypto or digital asset off of a platform and interact with some of these networks, understand what it means to own, and then empty look at unstoppable domains and understand how you can start to dip your toe in. We really want to empower everyone with the knowledge of what you can do here, and we couldn't be more excited about the future >>Also Sandy final word. >>Yes. So I'm excited about a new world where diversity helps shape the next movement. You know, we've seen web one and web two shaped by, you know, homogeneous groups. And what I'm looking forward to is the future, because we know that innovation is driven by diversity of thought. And so for me, I'm really excited about today international women's day, where we're launching all these educational sessions, you know, Kristen mentioned don't wait, get involved, disco, you know, talked a lot about the potential of going from web two to web three. We hope to see tons of women learning from the web to world. And then I just have to say, I mean, if we could get this across in the virtual world, we're then going to also host an in real life I R L event at south by Southwest. So I'm real excited to be back in person to John so that I can actually give my, my fellow colleagues hugs as well. >>I can't wait to be in person. Thank you so much for coming on this. A great program today is international women's day, but every day is women of web three day. Thanks for sharing great insight. I'm looking forward to more conversations and seeing what happens and participating in any way that I can. And thanks for having me and including me in the conversation. Thank you. Thank you. Okay. This is the cubes conversations here in the showcase women of web three. I'm John for your host. Thanks for watching.

(upbeat music) >> Okay, we're back at AWS re:Invent 2021. You're watching theCUBE. My name is Dave Vellante, and we're here with Jay Theodore who's the CTO of Enterprise and AI at Esri and he's joined by Dave Cardella, who's the Principal Product Manager for Developer Technologies also at Esri. Guys, thanks for coming on. Welcome to theCUBE. >> Thanks, Dave. >> Thanks, Dave. >> Jay, maybe you could give us a little background on Esri. What do you guys do? What are you all about? >> Sure. Esri is an old timer, we are a 50-year old software company. We are the pioneers in GIS and the world leader in GIS - geographic information system. We build geospatial infrastructure that's built for the cloud, built for the edge, built for the field also, you can say. So, we do mapping and analytics. We help our customers solve very complex challenges by bringing location intelligence into the mix. Our customers sort of like run the world, transform the world and we sort of like empower them with the technology we have. So, that's what we do. >> The original edge, and now of course, AWS is coming to you. >> Yeah. (both interviewees chuckling) >> Who are your customers, your main customers? Maybe share that. >> Yeah. We've got over 350,000 customers in... (Dave Cardella chuckling) Yeah. We're all- >> Dave Vellante: Scale. >> Yeah. (Dave Vellante laughing) In the public sector, especially, commercial businesses, non-profit organizations, and that really represents tens of millions of users globally. >> So, let's talk a little bit more about how things are changing. As they say, the edge is coming to you. Maybe AI, you know, 50 years ago... Actually, 50 years ago is probably a lot of talk about AI. When I came into the business, you know, it was a lot of chatter about it. But now, it's real. All this data that we have and the compute power, the cost is coming down. So, AI is in your title? >> Jay: Yes. >> Tell us more about that. >> I think that AI's come to age. When I went to grad school, AI was still in theory because we didn't have the compute and of course we didn't have all the data that was collected, right? Now, there's a lot of observation data coming in through IOT and many senses and so on. So, what do you do with that? Like, human interpretation is pretty challenged, I would say. So, that's where AI comes in, to augment the intelligence that we have in terms of extracting information. So, geospatial AI, specifically which we focus on, is to try to take location that's embedded with this kind of information and sort of like extract knowledge and information out of them, right? Intelligence out of them. So, that's what we focus on: to compliment location intelligence with AI, which we call geospatial AI. >> So, you can observe how things are changing, maybe report on that and that's got to be a huge thing that we can talk about. So, maybe talk about some of the big trends that are driving your business. What are those? >> Yeah, that's a great question. So, I was listening to Sandy Carter's 'Keynote' yesterday and she really emphasized the importance of data. And, data is crucial to what we do as a technology company, and we curate data globally and we get our data from best of breed sources, and that includes commercial data providers, it includes natural mapping agencies, and also a community maps program where we get data from our customers, from our global network of distributors and partners, and we take that data, we curate it, we host it and we deliver it back. And so, just recently for example, we're really excited 'cause we released the 2020 Global Land Cover. And so, Esri is the first company to release this data at 10 meter resolution for the entire planet, and it's made up of well over 400,000 earth observations from various satellites. So, you know data is a... It's not only a nice-to-have anymore, it's actually a must-have. And so, so is location when we talk about data. They go hand in hand. >> 10 meters so I can look at the hole in the roof of my barn... >> Well... (Dave Cardella chuckling) >> Dave Vellante: Pretty much. >> It depends on what you're trying to do, right? So, I think you know, to talk about it, it's within context. GIS is all about context, right? It's bringing location into context in your decision-making process. It's sort of like the where along with the when, what, how and why. That's what GIS brings in. So, a lot of problems are challenging because we need to bring these things together. It's sort of like you're tearing various layers of data that you have and then bringing them within context. Very often, the context that human minds understand and reflected in the physical world is geographic location, right? So, that's what you bring in. And I would say that there's various kinds of data, also. Various types of data, formats of data: structured data, unstructured data, data captured from extraterrestrial, you know, like, you can say, satellite imagery from drones, from IOT. So, it's like on the ground, above the ground, under the ground. All these sensors are bringing in data, right? So, what GIS does is try of map that data to a place on the earth at very high precision, if you're looking at it locally, or at a certain position if it's regionally, trying to find patterns, trying to understand what's emerging, and then, as you take this and infuse geospatial layer into this, you can even predict what is going to happen based on the past. So, that's sort of like... You could say GIS being used for real world problems, like if you take some examples, COVID... The pandemic is one example. Being able to first discover where it happened, where it's spreading, you know, that's the tracking aspect and then how you respond to that and then how you recover, you know, recovering as humans, as businesses and so on. So, we have widespread use of that. The most popular would be the John Hopkins' Dashboard, >> Dave Vellante: Board, yeah. >> that everyone's seen. >> Vellante: We all use it... >> It's gotten trillions of hits and so on, right? That's one example. Another example is addressing racial equity by using location information. Similarly, social justice. Now, these are all problems that we face today, right? So, GIS is extensively used by our customers to solve such problems. And then of course, you have the climate change challenge itself, right? Where you're hovering all kinds of complex data that we can't comprehend because you have to go back decades and try to bring all that together to compute. So, all of this together comes in the form of a geospatial cloud that we have as an offering. >> So, okay. That's amazing. I mean, you're building a super cloud, we call it. You know, and... So, how do you deal with... How do you work with AWS? What's the relationship there? Where do developers fit in? Maybe you can talk about a little bit. >> Yeah. Yeah, that's a great question. So, we've got two main integration points with AWS. A lot of our location services that we expose data and capabilities through are built on AWS. So, we use storage, we use cloud caching and AWS's various data sets across the world quite heavily. So, that's one integration point. The other is a relatively new product that Amazon has released called Amazon Location Service. And so, what it does is it brings location and spatial intelligence directly into a developer's AWS dashboard. So, the experience that they're already used to, they now get the power of Esri services and location intelligence right at their fingertips. >> So, you're .. We started talking about the edge, your data architecture is very distributed, right? But, of course, you're bringing it back. So, how does that all work? You process it locally and then sending some data back? Are you sending all data back? What does that flow look like? >> I think the key thing is that our customers work with data of all kinds, all formats, all sizes and some are in real-time, some are big data and archive, right? So, most recently, just to illustrate that point, this year, we released RGS Enterprise on Kubernetes. It's the entire geospatial cloud made available for enterprise customers, and that's made available on AWS, on EKS. Now, when it's available on EKS, that means all these capabilities are microservices, so, they can be massively scaled. They're DevOps friendly and you've got the full mapping and analytics system that's made available for this. >> Dave Vellante: Oh. >> And we sort of like built it, you know, cloud native from the ground up and the more important thing that we have now is connectivity with Redshift. Why is that important? Because a lot of our customers have geospatial data in these cloud data warehouses. Redshift is very important for them. And so, you can connect to that, you can discover these massive petabytes of data sets and then you can set up what we call the query layer. It's basically pushing analytics into Redshift and being able to bring out that data for mapping, visualization, for AI workflows and so on. It's pretty amazing and it's pretty exciting at this time. >> And, I mean... So much data. And then... What, do you tear it down into glacier of just to save some cost, or is it going to all stay in S3 or is it... >> So, we already work with S3, we've worked with RDS, we support Amazon Aurora, our customers are very happy with that. So, Redshift is a new offering for us to connect to Redshift. >> Dave Vellante: AOK. >> So, the way the query layer works is all of your observation data is in Redshift, your other kinds of data... Your authoritative data sets could come from various other sources including in Amazon Aurora, for example, okay? And then, you overlay them and use them. Now, the data in Redshift is usually massive, so, when you run the analytic query, we let you cache that as a materialized view or as a snapshot that you can refresh and you can work against that. This is really good because it compliments our ability to actually take that data, to put it on a map image which we render service side, it's got very complex cartographic ready symbology and rendering and everything in there. And you get these beautiful rendering of maps that comes out of Redshift data. >> And you're pushing AI throughout your stack, is that, you know? >> Yeah. AI is just like infused, right? I mean, it's... I would say, human intelligence augmented for data scientists, for everyone, you know. Whether you're using it through notebooks or whether you're using it through applications that we have or the developer APIs themselves. >> So, what are some of the big initiatives you're working on near-term, mid-term? >> Yeah. So, you mentioned what's really driving innovation and it's related to the question that you just asked right now and I really believe developers drive innovation. They're force multipliers in the solutions that they build. And so, that's really the integration point that Esri has with AWS, it's developers. And earlier this year, we released the RGS platform which is our platform as a service offering that exposes these powerful location services that Jay just explained. There's a set of on-demand services that developers can bring in their applications as they want and they can bring in one, they can bring in two or three, whatever they need, but they're there when they need them. And also, developers have their client API of choice. So, we have our own client APIs that we offer but you're not pigeonholed into that when you're working with RGS platform. A developer can bring their own API. >> Okay, so he called the platform as a service. Are you making your data available as well? Your data, your tooling and then selling that as a service? >> Our data has always been available as a service, I would say. >> Okay, yeah. >> Everything that we do, our GIS tools, are accessible as a web service. >> Vellante: Is that new, or... that's always been the way? >> No, that's always been there. That's always been that way. The difference now is everything is built from the ground up to be cloud native. >> Dave Vellante: Okay. >> From the ground up to be connected to every data set that's available on AWS, every compute that can be exploited from small to massive in terms of compute, and also reaching out to bring all the apps and the developer experiences, pushing out to customers. >> So, 50 years ago, you weren't obviously using the cloud, but so, you were running everything on-prem now you're all in the cloud, or you're kind of got a mix? What is the clearer picture of that? >> So, we have two major offerings. There's RGS Online, where obviously it's offered as a service and it's GIS as a service provider for everyone. And that's available everywhere. The other offering we have is actually RGS Enterprise where some customers run them on premises, some run it in the cloud, especially AWS. Many run it on the edge, some in the field and there's connectivity between this. A lot of our customers are hybrid. So, they make the best of both. Depending on the kinds of data- >> Dave Vellante: You give them a choice. >> the kinds of workflows... Giving them the choice, exactly. And I would say, you know, taking Werner's 'Keynote' this morning, he talked about what's the next frontier, right? The next frontier could very well be when AWS gets to space and makes compute available there. It's sitting alongside the data that's captured and we've always, like I said, for 50 years, worked with satellite imagery, >> Dave Vellante: Yeah. >> or worked with IOT, or worked with drone data. It's just getting GIS closer to where the data is. >> So, the ultimate edge space. >> Yes. >> All right, I'll give you guys... Give us a quick wrap if you would. Final thoughts. >> I think its... Go ahead. >> Go, ahead Dave. >> Yeah. I really resonate with data and content. We're a technology company- there's no doubt about that- but without good data, not only supplied by ourselves, but our customers, Jay mentioned it earlier, our customers bring their own data to our platform and that's really what drives the analytics and the accuracy in the answers to the problems that people are trying to solve. >> Bring their first-party data with your data and then one plus one is... >> Yes. Yeah, and the key thing about that (Cardella chuckling) is not some of the data, it's all of the data that you have. You don't more need to be constrained. >> Yeah, you're not sampling. >> Yes, exactly. >> Yeah. >> All right, guys. Thanks so much. Really interesting story. Congratulations. >> Thank you, Dave. >> Dave, thank you. >> Nice meeting you. >> Thank you for watching. This is Dave Vellante for theCUBE, the leader in global tech coverage. We'll be right back. (upbeat music)

>>from around the globe. It's the Cube presenting Cuban cloud brought to you by silicon angle, everybody to Cuban cloud. My name is Dave Volonte, and I'll be here throughout the day with my co host, John Ferrier, who was quarantined in an undisclosed location in California. He's all good. Don't worry. Just precautionary. John, how are you doing? >>Hey, great to see you. John. Quarantine. My youngest daughter had covitz, so contact tracing. I was negative in quarantine at a friend's location. All good. >>Well, we wish you the best. Yeah, well, right. I mean, you know what's it like, John? I mean, you're away from your family. Your basically shut in, right? I mean, you go out for a walk, but you're really not in any contact with anybody. >>Correct? Yeah. I mean, basically just isolation, Um, pretty much what everyone's been kind of living on, kind of suffering through, but hopefully the vaccines are being distributed. You know, one of the things we talked about it reinvent the Amazon's cloud conference. Was the vaccine on, but just the whole workflow around that it's gonna get better. It's kind of really sucky. Here in the California area, they haven't done a good job, a lot of criticism around, how that's rolling out. And, you know, Amazon is now offering to help now that there's a new regime in the U. S. Government S o. You know, something to talk about, But certainly this has been a terrible time for Cove it and everyone in the deaths involved. But it's it's essentially pulled back the covers, if you will, on technology and you're seeing everything. Society. In fact, um, well, that's big tech MIT disinformation campaigns. All these vulnerabilities and cyber, um, accelerated digital transformation. We'll talk about a lot today, but yeah, it's totally changed the world. And I think we're in a new generation. I think this is a real inflection point, Dave. You know, modern society and the geo political impact of this is significant. You know, one of the benefits of being quarantined you'd be hanging out on these clubhouse APS, uh, late at night, listening to experts talk about what's going on, and it's interesting what's happening with with things like water and, you know, the island of Taiwan and China and U. S. Sovereignty, data, sovereignty, misinformation. So much going on to talk about. And, uh, meanwhile, companies like Mark injuries in BC firm starting a media company. What's going on? Hell freezing over. So >>we're gonna be talking about a lot of that stuff today. I mean, Cuba on cloud. It's our very first virtual editorial event we're trying to do is bring together our community. It's a it's an open forum and we're we're running the day on our 3 65 software platform. So we got a great lineup. We got CEO Seo's data Practitioners. We got a hard core technologies coming in, cloud experts, investors. We got some analysts coming in and we're creating this day long Siri's. And we've got a number of sessions that we've developed and we're gonna unpack. The future of Cloud computing in the coming decade is, John said, we're gonna talk about some of the public policy new administration. What does that mean for tech and for big tech in General? John, what can you add to that? >>Well, I think one of the things that we talked about Cove in this personal impact to me but other people as well. One of the things that people are craving right now is information factual information, truth texture that we call it. But hear this event for us, Davis, our first inaugural editorial event. Robbo, Kristen, Nicole, the entire Cube team Silicon angle, really trying to put together Morva cadence we're gonna doom or of these events where we can put out feature the best people in our community that have great fresh voices. You know, we do interview the big names Andy Jassy, Michael Dell, the billionaires with people making things happen. But it's often the people under there that are the rial newsmakers amid savory, for instance, that Google one of the most impressive technical people, he's gotta talk. He's gonna present democratization of software development in many Mawr riel people making things happen. And I think there's a communal element. We're going to do more of these. Obviously, we have, uh, no events to go to with the Cube. So we have the cube virtual software that we have been building and over years and now perfecting and we're gonna introduce that we're gonna put it to work, their dog footing it. We're gonna put that software toe work. We're gonna do a lot mawr virtual events like this Cuban cloud Cuban startup Cuban raising money. Cuban healthcare, Cuban venture capital. Always think we could do anything. Question is, what's the right story? What's the most important stories? Who's telling it and increase the aperture of the lens of the industry that we have and and expose that and fastest possible. That's what this software, you'll see more of it. So it's super exciting. We're gonna add new features like pulling people up on stage, Um, kind of bring on the clubhouse vibe and more of a community interaction with people to meet each other, and we'll roll those out. But the goal here is to just showcase it's cloud story in a way from people that are living it and providing value. So enjoy the day is gonna be chock full of presentations. We're gonna have moderated chat in these sessions, so it's an all day event so people can come in, drop out, and also that's everything's on demand immediately after the time slot. But you >>want to >>participate, come into the time slot into the cube room or breakout session. Whatever you wanna call it, it's a cube room, and the people in there chatting and having a watch party. So >>when you're in that home page when you're watching, there's a hero video there. Beneath that, there's a calendar, and you'll see that red line is that red horizontal line of vertical line is rather, it's a linear clock that will show you where we are in the day. If you click on any one of those sessions that will take you into the chat, we'll take you through those in a moment and share with you some of the guests that we have upcoming and and take you through the day what I wanted to do. John is trying to set the stage for the conversations that folks are gonna here today. And to do that, I wanna ask the guys to bring up a graphic. And I want to talk to you, John, about the progression of cloud over time and maybe go back to the beginning and review the evolution of cloud and then really talk a little bit about where we think it Z headed. So, guys, if you bring up that graphic when a W S announced s three, it was March of 2000 and six. And as you recall, John you know, nobody really. In the vendor and user community. They didn't really pay too much attention to that. And then later that year, in August, it announced E C two people really started. They started to think about a new model of computing, but they were largely, you know, chicken tires. And it was kind of bleeding edge developers that really leaned in. Um what? What were you thinking at the time? When when you saw, uh, s three e c to this retail company coming into the tech world? >>I mean, I thought it was totally crap. I'm like, this is terrible. But then at that time, I was thinking working on I was in between kind of start ups and I didn't have a lot of seed funding. And then I realized the C two was freaking awesome. But I'm like, Holy shit, this is really great because I don't need to pay a lot of cash, the Provisional Data center, or get a server. Or, you know, at that time, state of the art startup move was to buy a super micro box or some sort of power server. Um, it was well past the whole proprietary thing. But you have to assemble probably anyone with 5 to 8 grand box and go in, and we'll put a couple ghetto rack, which is basically, uh, you know, you put it into some coasting location. It's like with everybody else in the tech ghetto of hosting, still paying monthly fees and then maintaining it and provisioning that's just to get started. And then Amazon was just really easy. And then from there you just It was just awesome. I just knew Amazon would be great. They had a lot of things that they had to fix. You know, custom domains and user interface Council got better and better, but it was awesome. >>Well, what we really saw the cloud take hold from my perspective anyway, was the financial crisis in, you know, 709 It put cloud on the radar of a number of CFOs and, of course, shadow I T departments. They wanted to get stuff done and and take I t in in in, ah, pecs, bite sized chunks. So it really was. There's cloud awakening and we came out of that financial crisis, and this we're now in this 10 year plus boom um, you know, notwithstanding obviously the economic crisis with cove it. But much of it was powered by the cloud in the decade. I would say it was really about I t transformation. And it kind of ironic, if you will, because the pandemic it hits at the beginning of this decade, >>and it >>creates this mandate to go digital. So you've you've said a lot. John has pulled forward. It's accelerated this industry transformation. Everybody talks about that, but and we've highlighted it here in this graphic. It probably would have taken several more years to mature. But overnight you had this forced march to digital. And if you weren't a digital business, you were kind of out of business. And and so it's sort of here to stay. How do you see >>You >>know what this evolution and what we can expect in the coming decades? E think it's safe to say the last 10 years defined by you know, I t transformation. That's not gonna be the same in the coming years. How do you see it? >>It's interesting. I think the big tech companies are on, but I think this past election, the United States shows um, the power that technology has. And if you look at some of the main trends in the enterprise specifically around what clouds accelerating, I call the second wave of innovations coming where, um, it's different. It's not what people expect. Its edge edge computing, for instance, has talked about a lot. But industrial i o t. Is really where we've had a lot of problems lately in terms of hacks and malware and just just overall vulnerabilities, whether it's supply chain vulnerabilities, toe actual disinformation, you know, you know, vulnerabilities inside these networks s I think this network effects, it's gonna be a huge thing. I think the impact that tech will have on society and global society geopolitical things gonna be also another one. Um, I think the modern application development of how applications were written with data, you know, we always been saying this day from the beginning of the Cube data is his integral part of the development process. And I think more than ever, when you think about cloud and edge and this distributed computing paradigm, that cloud is now going next level with is the software and how it's written will be different. You gotta handle things like, where's the compute component? Is it gonna be at the edge with all the server chips, innovations that Amazon apple intel of doing, you're gonna have compute right at the edge, industrial and kind of human edge. How does that work? What's Leighton see to that? It's it really is an edge game. So to me, software has to be written holistically in a system's impact on the way. Now that's not necessarily nude in the computer science and in the tech field, it's just gonna be deployed differently. So that's a complete rewrite, in my opinion of the software applications. Which is why you're seeing Amazon Google VM Ware really pushing Cooper Netease and these service messes in the micro Services because super critical of this technology become smarter, automated, autonomous. And that's completely different paradigm in the old full stack developer, you know, kind of model. You know, the full stack developer, his ancient. There's no such thing as a full stack developer anymore, in my opinion, because it's a half a stack because the cloud takes up the other half. But no one wants to be called the half stack developer because it doesn't sound as good as Full Stack, but really Cloud has eliminated the technology complexity of what a full stack developer used to dio. Now you can manage it and do things with it, so you know, there's some work to done, but the heavy lifting but taking care of it's the top of the stack that I think is gonna be a really critical component. >>Yeah, and that that sort of automation and machine intelligence layer is really at the top of the stack. This this thing becomes ubiquitous, and we now start to build businesses and new processes on top of it. I wanna I wanna take a look at the Big Three and guys, Can we bring up the other The next graphic, which is an estimate of what the revenue looks like for the for the Big three. And John, this is I asked and past spend for the Big Three Cloud players. And it's It's an estimate that we're gonna update after earning seasons, and I wanna point a couple things out here. First is if you look at the combined revenue production of the Big Three last year, it's almost 80 billion in infrastructure spend. I mean, think about that. That Z was that incremental spend? No. It really has caused a lot of consolidation in the on Prem data center business for guys like Dell. And, you know, um, see, now, part of the LHP split up IBM Oracle. I mean, it's etcetera. They've all felt this sea change, and they had to respond to it. I think the second thing is you can see on this data. Um, it's true that azure and G C P they seem to be growing faster than a W s. We don't know the exact numbers >>because >>A W S is the only company that really provides a clean view of i s and pass. Whereas Microsoft and Google, they kind of hide the ball in their numbers. I mean, I don't blame them because they're behind, but they do leave breadcrumbs and clues about growth rates and so forth. And so we have other means of estimating, but it's it's undeniable that azure is catching up. I mean, it's still quite distance the third thing, and before I want to get your input here, John is this is nuanced. But despite the fact that Azure and Google the growing faster than a W s. You can see those growth rates. A W s I'll call this out is the only company by our estimates that grew its business sequentially last quarter. Now, in and of itself, that's not significant. But what is significant is because AWS is so large there $45 billion last year, even if the slower growth rates it's able to grow mawr and absolute terms than its competitors, who are basically flat to down sequentially by our estimates. Eso So that's something that I think is important to point out. Everybody focuses on the growth rates, but it's you gotta look at also the absolute dollars and, well, nonetheless, Microsoft in particular, they're they're closing the gap steadily, and and we should talk more about the competitive dynamics. But I'd love to get your take on on all this, John. >>Well, I mean, the clouds are gonna win right now. Big time with the one the political climate is gonna be favoring Big check. But more importantly, with just talking about covert impact and celebrating the digital transformation is gonna create a massive rising tide. It's already happening. It's happening it's happening. And again, this shift in programming, uh, models are gonna really kinda accelerating, create new great growth. So there's no doubt in my mind of all three you're gonna win big, uh, in the future, they're just different, You know, the way they're going to market position themselves, they have to be. Google has to be a little bit different than Amazon because they're smaller and they also have different capabilities, then trying to catch up. So if you're Google or Microsoft, you have to have a competitive strategy to decide. How do I wanna ride the tide If you will put the rising tide? Well, if I'm Amazon, I mean, if I'm Microsoft and Google, I'm not going to try to go frontal and try to copy Amazon because Amazon is just pounding lead of features and scale and they're different. They were, I would say, take advantage of the first mover of pure public cloud. They really awesome. It passed and I, as they've integrated in Gardner, now reports and integrated I as and passed components. So Gardner finally got their act together and said, Hey, this is really one thing. SAS is completely different animal now Microsoft Super Smart because they I think they played the right card. They have a huge installed base converted to keep office 3 65 and move sequel server and all their core jewels into the cloud as fast as possible, clarified while filling in the gaps on the product side to be cloud. So you know, as you're doing trends job, they're just it's just pedal as fast as you can. But Microsoft is really in. The strategy is just go faster trying. Keep pedaling fast, get the features, feature velocity and try to make it high quality. Google is a little bit different. They have a little power base in terms of their network of strong, and they have a lot of other big data capabilities, so they have to use those to their advantage. So there is. There is there is competitive strategy game application happening with these companies. It's not like apples, the apples, In my opinion, it never has been, and I think that's funny that people talk about it that way. >>Well, you're bringing up some great points. I want guys bring up the next graphic because a lot of things that John just said are really relevant here. And what we're showing is that's a survey. Data from E. T. R R Data partners, like 1400 plus CEOs and I T buyers and on the vertical axis is this thing called Net score, which is a measure of spending momentum. And the horizontal axis is is what's called market share. It's a measure of the pervasiveness or, you know, number of mentions in the data set. There's a couple of key points I wanna I wanna pick up on relative to what John just said. So you see A W S and Microsoft? They stand alone. I mean, they're the hyper scale er's. They're far ahead of the pack and frankly, they have fall down, toe, lose their lead. They spend a lot on Capex. They got the flywheel effects going. They got both spending velocity and large market shares, and so, but they're taking a different approach. John, you're right there living off of their SAS, the state, their software state, Andi, they're they're building that in to their cloud. So they got their sort of a captive base of Microsoft customers. So they've got that advantage. They also as we'll hear from from Microsoft today. They they're building mawr abstraction layers. Andy Jassy has said We don't wanna be in that abstraction layer business. We wanna have access to those, you know, fine grain primitives and eso at an AP level. So so we can move fast with the market. But but But so those air sort of different philosophies, John? >>Yeah. I mean, you know, people who know me know that I love Amazon. I think their product is superior at many levels on in its way that that has advantages again. They have a great sass and ecosystem. They don't really have their own SAS play, although they're trying to add some stuff on. I've been kind of critical of Microsoft in the past, but one thing I'm not critical of Microsoft, and people can get this wrong in the marketplace. Actually, in the journalism world and also in just some other analysts, Microsoft has always had large scale eso to say that Microsoft never had scale on that Amazon owned the monopoly on our franchise on scales wrong. Microsoft had scale from day one. Their business was always large scale global. They've always had infrastructure with MSN and their search and the distributive how they distribute browsers and multiple countries. Remember they had the lock on the operating system and the browser for until the government stepped in in 1997. And since 1997 Microsoft never ever not invested in infrastructure and scale. So that whole premise that they don't compete well there is wrong. And I think that chart demonstrates that there, in there in the hyper scale leadership category, hands down the question that I have. Is that there not as good and making that scale integrate in because they have that legacy cards. This is the classic innovator's dilemma. Clay Christensen, right? So I think they're doing a good job. I think their strategy sound. They're moving as fast as they can. But then you know they're not gonna come out and say We don't have the best cloud. Um, that's not a marketing strategy. Have to kind of hide in this and get better and then double down on where they're winning, which is. Clients are converting from their legacy at the speed of Microsoft, and they have a huge client base, So that's why they're stopping so high That's why they're so good. >>Well, I'm gonna I'm gonna give you a little preview. I talked to gear up your f Who's gonna come on today and you'll see I I asked him because the criticism of Microsoft is they're, you know, they're just good enough. And so I asked him, Are you better than good enough? You know, those are fighting words if you're inside of Microsoft, but so you'll you'll have to wait to see his answer. Now, if you guys, if you could bring that that graphic back up I wanted to get into the hybrid zone. You know where the field is. Always got >>some questions coming in on chat, Dave. So we'll get to those >>great Awesome. So just just real quick Here you see this hybrid zone, this the field is bunched up, and the other companies who have a large on Prem presence and have been forced to initiate some kind of coherent cloud strategy included. There is Michael Michael, multi Cloud, and Google's there, too, because they're far behind and they got to take a different approach than a W s. But as you can see, so there's some real progress here. VM ware cloud on AWS stands out, as does red hat open shift. You got VM Ware Cloud, which is a VCF Cloud Foundation, even Dell's cloud. And you'd expect HP with Green Lake to be picking up momentum in the future quarters. And you've got IBM and Oracle, which there you go with the innovator's dilemma. But there, at least in the cloud game, and we can talk about that. But so, John, you know, to your point, you've gotta have different strategies. You're you're not going to take out the big too. So you gotta play, connect your print your on Prem to your cloud, your hybrid multi cloud and try to create new opportunities and new value there. >>Yeah, I mean, I think we'll get to the question, but just that point. I think this Zeri Chen's come on the Cube many times. We're trying to get him to come on lunch today with Features startup, but he's always said on the Q B is a V C at Greylock great firm. Jerry's Cloud genius. He's been there, but he made a point many, many years ago. It's not a winner. Take all the winner. Take most, and the Big Three maybe put four or five in there. We'll take most of the markets here. But I think one of the things that people are missing and aren't talking about Dave is that there's going to be a second tier cloud, large scale model. I don't want to say tear to cloud. It's coming to sound like a sub sub cloud, but a new category of cloud on cloud, right? So meaning if you get a snowflake, did I think this is a tale? Sign to what's coming. VM Ware Cloud is a native has had huge success, mainly because Amazon is essentially enabling them to be successful. So I think is going to be a wave of a more of a channel model of indirect cloud build out where companies like the Cube, potentially for media or others, will build clouds on top of the cloud. So if Google, Microsoft and Amazon, whoever is the first one to really enable that okay, we'll do extremely well because that means you can compete with their scale and create differentiation on top. So what snowflake did is all on Amazon now. They kind of should go to azure because it's, you know, politically correct that have multiple clouds and distribution and business model shifts. But to get that kind of performance they just wrote on Amazon. So there's nothing wrong with that. Because you're getting paid is variable. It's cap ex op X nice categorization. So I think that's the way that we're watching. I think it's super valuable, I think will create some surprises in terms of who might come out of the woodwork on be a leader in a category. Well, >>your timing is perfect, John and we do have some questions in the chat. But before we get to that, I want to bring in Sargi Joe Hall, who's a contributor to to our community. Sargi. Can you hear us? All right, so we got, uh, while >>bringing in Sarpy. Let's go down from the questions. So the first question, Um, we'll still we'll get the student second. The first question. But Ronald ask, Can a vendor in 2021 exist without a hybrid cloud story? Well, story and capabilities. Yes, they could live with. They have to have a story. >>Well, And if they don't own a public cloud? No. No, they absolutely cannot. Uh hey, Sergey. How you doing, man? Good to see you. So, folks, let me let me bring in Sergeant Kohala. He's a He's a cloud architect. He's a practitioner, He's worked in as a technologist. And there's a frequent guest on on the Cube. Good to see you, my friend. Thanks for taking the time with us. >>And good to see you guys to >>us. So we were kind of riffing on the competitive landscape we got. We got so much to talk about this, like, it's a number of questions coming in. Um, but Sargi we wanna talk about you know, what's happening here in Cloud Land? Let's get right into it. I mean, what do you guys see? I mean, we got yesterday. New regime, new inaug inauguration. Do you do you expect public policy? You'll start with you Sargi to have What kind of effect do you think public policy will have on, you know, cloud generally specifically, the big tech companies, the tech lash. Is it gonna be more of the same? Or do you see a big difference coming? >>I think that there will be some changing narrative. I believe on that. is mainly, um, from the regulators side. A lot has happened in one month, right? So people, I think are losing faith in high tech in a certain way. I mean, it doesn't, uh, e think it matters with camp. You belong to left or right kind of thing. Right? But parlor getting booted out from Italy s. I think that was huge. Um, like, how do you know that if a cloud provider will not boot you out? Um, like, what is that line where you draw the line? What are the rules? I think that discussion has to take place. Another thing which has happened in the last 23 months is is the solar winds hack, right? So not us not sort acknowledging that I was Russia and then wish you watching it now, new administration might have a different sort of Boston on that. I think that's huge. I think public public private partnership in security arena will emerge this year. We have to address that. Yeah, I think it's not changing. Uh, >>economics economy >>will change gradually. You know, we're coming out off pandemic. The money is still cheap on debt will not be cheap. for long. I think m and a activity really will pick up. So those are my sort of high level, Uh, >>thank you. I wanna come back to them. And because there's a question that chat about him in a But, John, how do you see it? Do you think Amazon and Google on a slippery slope booting parlor off? I mean, how do they adjudicate between? Well, what's happening in parlor? Uh, anything could happen on clubhouse. Who knows? I mean, can you use a I to find that stuff? >>Well, that's I mean, the Amazons, right? Hiding right there bunkered in right now from that bad, bad situation. Because again, like people we said Amazon, these all three cloud players win in the current environment. Okay, Who wins with the U. S. With the way we are China, Russia, cloud players. Okay, let's face it, that's the reality. So if I wanted to reset the world stage, you know what better way than the, you know, change over the United States economy, put people out of work, make people scared, and then reset the entire global landscape and control all with cash? That's, you know, conspiracy theory. >>So you see the riches, you see the riches, get the rich, get richer. >>Yeah, well, that's well, that's that. That's kind of what's happening, right? So if you start getting into this idea that you can't actually have an app on site because the reason now I'm not gonna I don't know the particular parlor, but apparently there was a reason. But this is dangerous, right? So what? What that's gonna do is and whether it's right or wrong or not, whether political opinion is it means that they were essentially taken offline by people that weren't voted for that. Weren't that when people didn't vote for So that's not a democracy, right? So that's that's a different kind of regime. What it's also going to do is you also have this groundswell of decentralized thinking, right. So you have a whole wave of crypto and decentralized, um, cyber punks out there who want to decentralize it. So all of this stuff in January has created a huge counterculture, and I had predicted this so many times in the Cube. David counterculture is coming and and you already have this kind of counterculture between centralized and decentralized thinking and so I think the Amazon's move is dangerous at a fundamental level. Because if you can't get it, if you can't get buy domain names and you're completely blackballed by by organized players, that's a Mafia, in my opinion. So, uh, and that and it's also fuels the decentralized move because people say, Hey, if that could be done to them, it could be done to me. Just the fact that it could be done will promote a swing in the other direction. I >>mean, independent of of, you know, again, somebody said your political views. I mean Parlor would say, Hey, we're trying to clean this stuff up now. Maybe they didn't do it fast enough, but you think about how new parlor is. You think about the early days of Twitter and Facebook, so they were sort of at a disadvantage. Trying to >>have it was it was partly was what it was. It was a right wing stand up job of standing up something quick. Their security was terrible. If you look at me and Cory Quinn on be great to have him, and he did a great analysis on this, because if you look the lawsuit was just terrible. Security was just a half, asshole. >>Well, and the experience was horrible. I mean, it's not It was not a great app, but But, like you said, it was a quick stew. Hand up, you know, for an agenda. But nonetheless, you know, to start, get to your point earlier. It's like, you know, Are they gonna, you know, shut me down? If I say something that's, you know, out of line, or how do I control that? >>Yeah, I remember, like, 2019, we involved closing sort of remarks. I was there. I was saying that these companies are gonna be too big to fail. And also, they're too big for other nations to do business with. In a way, I think MNCs are running the show worldwide. They're running the government's. They are way. Have seen the proof of that in us this year. Late last year and this year, um, Twitter last night blocked Chinese Ambassador E in us. Um, from there, you know, platform last night and I was like, What? What's going on? So, like, we used to we used to say, like the Chinese company, tech companies are in bed with the Chinese government. Right. Remember that? And now and now, Actually, I think Chinese people can say the same thing about us companies. Uh, it's not a good thing. >>Well, let's >>get some question. >>Let's get some questions from the chat. Yeah. Thank you. One is on M and a subject you mentioned them in a Who do you see is possible emanate targets. I mean, I could throw a couple out there. Um, you know, some of the cdn players, maybe aka my You know, I like I like Hashi Corp. I think they're doing some really interesting things. What do you see? >>Nothing. Hashi Corp. And anybody who's doing things in the periphery is a candidate for many by the big guys, you know, by the hyper scholars and number two tier two or five hyper scholars. Right. Uh, that's why sales forces of the world and stuff like that. Um, some some companies, which I thought there will be a target, Sort of. I mean, they target they're getting too big, because off their evaluations, I think how she Corpuz one, um, >>and >>their bunch in the networking space. Uh, well, Tara, if I say the right that was acquired by at five this week, this week or last week, Actually, last week for $500 million. Um, I know they're founder. So, like I found that, Yeah, there's a lot going on on the on the network side on the anything to do with data. Uh, that those air too hard areas in the cloud arena >>data, data protection, John, any any anything you could adhere. >>And I think I mean, I think ej ej is gonna be where the gaps are. And I think m and a activity is gonna be where again, the bigger too big to fail would agree with you on that one. But we're gonna look at white Spaces and say a white space for Amazon is like a monster space for a start up. Right? So you're gonna have these huge white spaces opportunities, and I think it's gonna be an M and a opportunity big time start ups to get bought in. Given the speed on, I think you're gonna see it around databases and around some of these new service meshes and micro services. I mean, >>they there's a There's a question here, somebody's that dons asking why is Google who has the most pervasive tech infrastructure on the planet. Not at the same level of other to hyper scale is I'll give you my two cents is because it took him a long time to get their heads out of their ads. I wrote a piece of around that a while ago on they just they figured out how to learn the enterprise. I mean, John, you've made this point a number of times, but they just and I got a late start. >>Yeah, they're adding a lot of people. If you look at their who their hiring on the Google Cloud, they're adding a lot of enterprise chops in there. They realized this years ago, and we've talked to many of the top leaders, although Curry and hasn't yet sit down with us. Um, don't know what he's hiding or waiting for, but they're clearly not geared up to chicken Pete. You can see it with some some of the things that they're doing, but I mean competed the level of Amazon, but they have strength and they're playing their strength, but they definitely recognize that they didn't have the enterprise motions and people in the DNA and that David takes time people in the enterprise. It's not for the faint of heart. It's unique details that are different. You can't just, you know, swing the Google playbook and saying We're gonna home The enterprises are text grade. They knew that years ago. So I think you're going to see a good year for Google. I think you'll see a lot of change. Um, they got great people in there. On the product marketing side is Dev Solution Architects, and then the SRE model that they have perfected has been strong. And I think security is an area that they could really had a lot of value it. So, um always been a big fan of their huge network and all the intelligence they have that they could bring to bear on security. >>Yeah, I think Google's problem main problem that to actually there many, but one is that they don't They don't have the boots on the ground as compared to um, Microsoft, especially an Amazon actually had a similar problem, but they had a wide breath off their product portfolio. I always talk about feature proximity in cloud context, like if you're doing one thing. You wanna do another thing? And how do you go get that feature? Do you go to another cloud writer or it's right there where you are. So I think Amazon has the feature proximity and they also have, uh, aske Compared to Google, there's skills gravity. Larger people are trained on AWS. I think Google is trying there. So second problem Google is having is that that they're they're more focused on, I believe, um, on the data science part on their sort of skipping the cool components sort of off the cloud, if you will. The where the workloads needs, you know, basic stuff, right? That's like your compute storage and network. And that has to be well, talk through e think e think they will do good. >>Well, so later today, Paul Dillon sits down with Mids Avery of Google used to be in Oracle. He's with Google now, and he's gonna push him on on the numbers. You know, you're a distant third. Does that matter? And of course, you know, you're just a preview of it's gonna say, Well, no, we don't really pay attention to that stuff. But, John, you said something earlier that. I think Jerry Chen made this comment that, you know, Is it a winner? Take all? No, but it's a winner. Take a lot. You know the number two is going to get a big chunk of the pie. It appears that the markets big enough for three. But do you? Does Google have to really dramatically close the gap on be a much, much closer, you know, to the to the leaders in orderto to compete in this race? Or can they just kind of continue to bump along, siphon off the ad revenue? Put it out there? I mean, I >>definitely can compete. I think that's like Google's in it. Then it they're not. They're not caving, right? >>So But But I wrote I wrote recently that I thought they should even even put mawr oven emphasis on the cloud. I mean, maybe maybe they're already, you know, doubling down triple down. I just I think that is a multi trillion dollar, you know, future for the industry. And, you know, I think Google, believe it or not, could even do more. Now. Maybe there's just so much you could dio. >>There's a lot of challenges with these company, especially Google. They're in Silicon Valley. We have a big Social Justice warrior mentality. Um, there's a big debate going on the in the back channels of the tech scene here, and that is that if you want to be successful in cloud, you have to have a good edge strategy, and that involves surveillance, use of data and pushing the privacy limits. Right? So you know, Google has people within the country that will protest contract because AI is being used for war. Yet we have the most unstable geopolitical seen that I've ever witnessed in my lifetime going on right now. So, um, don't >>you think that's what happened with parlor? I mean, Rob Hope said, Hey, bar is pretty high to kick somebody off your platform. The parlor went over the line, but I would also think that a lot of the employees, whether it's Google AWS as well, said, Hey, why are we supporting you know this and so to your point about social justice, I mean, that's not something. That >>parlor was not just social justice. They were trying to throw the government. That's Rob e. I think they were in there to get selfies and being protesters. But apparently there was evidence from what I heard in some of these clubhouse, uh, private chats. Waas. There was overwhelming evidence on parlor. >>Yeah, but my point is that the employee backlash was also a factor. That's that's all I'm saying. >>Well, we have Google is your Google and you have employees to say we will boycott and walk out if you bid on that jet I contract for instance, right, But Microsoft one from maybe >>so. I mean, that's well, >>I think I think Tom Poole's making a really good point here, which is a Google is an alternative. Thio aws. The last Google cloud next that we were asked at they had is all virtual issue. But I saw a lot of I T practitioners in the audience looking around for an alternative to a W s just seeing, though, we could talk about Mano Cloud or Multi Cloud, and Andy Jassy has his his narrative around, and he's true when somebody goes multiple clouds, they put you know most of their eggs in one basket. Nonetheless, I think you know, Google's got a lot of people interested in, particularly in the analytic side, um, in in an alternative, hedging their bets eso and particularly use cases, so they should be able to do so. I guess my the bottom line here is the markets big enough to have Really? You don't have to be the Jack Welch. I gotta be number one and number two in the market. Is that the conclusion here? >>I think so. But the data gravity and the skills gravity are playing against them. Another problem, which I didn't want a couple of earlier was Google Eyes is that they have to boot out AWS wherever they go. Right? That is a huge challenge. Um, most off the most off the Fortune 2000 companies are already using AWS in one way or another. Right? So they are the multi cloud kind of player. Another one, you know, and just pure purely somebody going 200% Google Cloud. Uh, those cases are kind of pure, if you will. >>I think it's gonna be absolutely multi cloud. I think it's gonna be a time where you looked at the marketplace and you're gonna think in terms of disaster recovery, model of cloud or just fault tolerant capabilities or, you know, look at the parlor, the next parlor. Or what if Amazon wakes up one day and said, Hey, I don't like the cubes commentary on their virtual events, so shut them down. We should have a fail over to Google Cloud should Microsoft and Option. And one of people in Microsoft ecosystem wants to buy services from us. We have toe kind of co locate there. So these are all open questions that are gonna be the that will become certain pretty quickly, which is, you know, can a company diversify their computing An i t. In a way that works. And I think the momentum around Cooper Netease you're seeing as a great connective tissue between, you know, having applications work between clouds. Right? Well, directionally correct, in my opinion, because if I'm a company, why wouldn't I wanna have choice? So >>let's talk about this. The data is mixed on that. I'll share some data, meaty our data with you. About half the companies will say Yeah, we're spreading the wealth around to multiple clouds. Okay, That's one thing will come back to that. About the other half were saying, Yeah, we're predominantly mono cloud we didn't have. The resource is. But what I think going forward is that that what multi cloud really becomes. And I think John, you mentioned Snowflake before. I think that's an indicator of what what true multi cloud is going to look like. And what Snowflake is doing is they're building abstraction, layer across clouds. Ed Walsh would say, I'm standing on the shoulders of Giants, so they're basically following points of presence around the globe and building their own cloud. They call it a data cloud with a global mesh. We'll hear more about that later today, but you sign on to that cloud. So they're saying, Hey, we're gonna build value because so many of Amazon's not gonna build that abstraction layer across multi clouds, at least not in the near term. So that's a really opportunity for >>people. I mean, I don't want to sound like I'm dating myself, but you know the date ourselves, David. I remember back in the eighties, when you had open systems movement, right? The part of the whole Revolution OS I open systems interconnect model. At that time, the networking stacks for S N A. For IBM, decadent for deck we all know that was a proprietary stack and then incomes TCP I p Now os I never really happened on all seven layers, but the bottom layers standardized. Okay, that was huge. So I think if you look at a W s or some of the comments in the chat AWS is could be the s n a. Depends how you're looking at it, right? And you could say they're open. But in a way, they want more Amazon. So Amazon's not out there saying we love multi cloud. Why would they promote multi cloud? They are a one of the clouds they want. >>That's interesting, John. And then subject is a cloud architect. I mean, it's it is not trivial to make You're a data cloud. If you're snowflake, work on AWS work on Google. Work on Azure. Be seamless. I mean, certainly the marketing says that, but technically, that's not trivial. You know, there are latent see issues. Uh, you know, So that's gonna take a while to develop. What? Do your thoughts there? >>I think that multi cloud for for same workload and multi cloud for different workloads are two different things. Like we usually put multiple er in one bucket, right? So I think you're right. If you're trying to do multi cloud for the same workload, that's it. That's Ah, complex, uh, problem to solve architecturally, right. You have to have a common ap ice and common, you know, control playing, if you will. And we don't have that yet, and then we will not have that for a for at least one other couple of years. So, uh, if you if you want to do that, then you have to go to the lower, lowest common denominator in technical sort of stock, if you will. And then you're not leveraging the best of the breed technology off their from different vendors, right? I believe that's a hard problem to solve. And in another thing, is that that that I always say this? I'm always on the death side, you know, developer side, I think, uh, two deaths. Public cloud is a proxy for innovative culture. Right. So there's a catch phrase I have come up with today during shower eso. I think that is true. And then people who are companies who use the best of the breed technologies, they can attract the these developers and developers are the Mazen's off This digital sort of empires, amazingly, is happening there. Right there they are the Mazen's right. They head on the bricks. I think if you don't appeal to developers, if you don't but extensive for, like, force behind educating the market, you can't you can't >>put off. It's the same game Stepping story was seeing some check comments. Uh, guard. She's, uh, linked in friend of mine. She said, Microsoft, If you go back and look at the Microsoft early days to the developer Point they were, they made their phones with developers. They were a software company s Oh, hey, >>forget developers, developers, developers. >>You were if you were in the developer ecosystem, you were treated his gold. You were part of the family. If you were outside that world, you were competitors, and that was ruthless times back then. But they again they had. That was where it was today. Look at where the software defined businesses and starve it, saying it's all about being developer lead in this new way to program, right? So the cloud next Gen Cloud is going to look a lot like next Gen Developer and all the different tools and techniques they're gonna change. So I think, yes, this kind of developer ecosystem will be harnessed, and that's the power source. It's just gonna look different. So, >>Justin, Justin in the chat has a comment. I just want to answer the question about elastic thoughts on elastic. Um, I tell you, elastic has momentum uh, doing doing very well in the market place. Thea Elk Stack is a great alternative that people are looking thio relative to Splunk. Who people complain about the pricing. Of course it's plunks got the easy button, but it is getting increasingly expensive. The problem with elk stack is you know, it's open source. It gets complicated. You got a shard, the databases you gotta manage. It s Oh, that's what Ed Walsh's company chaos searches is all about. But elastic has some riel mo mentum in the marketplace right now. >>Yeah, you know, other things that coming on the chat understands what I was saying about the open systems is kubernetes. I always felt was that is a bad metaphor. But they're with me. That was the TCP I peep In this modern era, C t c p I p created that that the disruptor to the S N A s and the network protocols that were proprietary. So what KUBERNETES is doing is creating a connective tissue between clouds and letting the open source community fill in the gaps in the middle, where kind of way kind of probably a bad analogy. But that's where the disruption is. And if you look at what's happened since Kubernetes was put out there, what it's become kind of de facto and standard in the sense that everyone's rallying around it. Same exact thing happened with TCP was people were trashing it. It is terrible, you know it's not. Of course they were trashed because it was open. So I find that to be very interesting. >>Yeah, that's a good >>analogy. E. Thinks the R C a cable. I used the R C. A cable analogy like the VCRs. When they started, they, every VC had had their own cable, and they will work on Lee with that sort of plan of TV and the R C. A cable came and then now you can put any TV with any VCR, and the VCR industry took off. There's so many examples out there around, uh, standards And how standards can, you know, flair that fire, if you will, on dio for an industry to go sort of wild. And another trend guys I'm seeing is that from the consumer side. And let's talk a little bit on the consuming side. Um, is that the The difference wouldn't be to B and B to C is blood blurred because even the physical products are connected to the end user Like my door lock, the August door lock I didn't just put got get the door lock and forget about that. Like I I value the expedience it gives me or problems that gives me on daily basis. So I'm close to that vendor, right? So So the middle men, uh, middle people are getting removed from from the producer off the technology or the product to the consumer. Even even the sort of big grocery players they have their APs now, uh, how do you buy stuff and how it's delivered and all that stuff that experience matters in that context, I think, um, having, uh, to be able to sell to thes enterprises from the Cloud writer Breuder's. They have to have these case studies or all these sample sort off reference architectures and stuff like that. I think whoever has that mawr pushed that way, they are doing better like that. Amazon is Amazon. Because of that reason, I think they have lot off sort off use cases about on top of them. And they themselves do retail like crazy. Right? So and other things at all s. So I think that's a big trend. >>Great. Great points are being one of things. There's a question in there about from, uh, Yaden. Who says, uh, I like the developer Lead cloud movement, But what is the criticality of the executive audience when educating the marketplace? Um, this comes up a lot in some of my conversations around automation. So automation has been a big wave to automate this automate everything. And then everything is a service has become kind of kind of the the executive suite. Kind of like conversation we need to make everything is a service in our business. You seeing people move to that cloud model. Okay, so the executives think everything is a services business strategy, which it is on some level, but then, when they say Take that hill, do it. Developers. It's not that easy. And this is where a lot of our cube conversations over the past few months have been, especially during the cova with cute virtual. This has come up a lot, Dave this idea, and start being around. It's easy to say everything is a service but will implement it. It's really hard, and I think that's where the developer lead Connection is where the executive have to understand that in order to just say it and do it are two different things. That digital transformation. That's a big part of it. So I think that you're gonna see a lot of education this year around what it means to actually do that and how to implement it. >>I'd like to comment on the as a service and subject. Get your take on it. I mean, I think you're seeing, for instance, with HP Green Lake, Dell's come out with Apex. You know IBM as its utility model. These companies were basically taking a page out of what I what I would call a flawed SAS model. If you look at the SAS players, whether it's salesforce or workday, service now s a P oracle. These models are They're really They're not cloud pricing models. They're they're basically you got to commit to a term one year, two year, three year. We'll give you a discount if you commit to the longer term. But you're locked in on you. You probably pay upfront. Or maybe you pay quarterly. That's not a cloud pricing model. And that's why I mean, they're flawed. You're seeing companies like Data Dog, for example. Snowflake is another one, and they're beginning to price on a consumption basis. And that is, I think, one of the big changes that we're going to see this decade is that true cloud? You know, pay by the drink pricing model and to your point, john toe, actually implement. That is, you're gonna need a whole new layer across your company on it is quite complicated it not even to mention how you compensate salespeople, etcetera. The a p. I s of your product. I mean, it is that, but that is a big sea change that I see coming. Subject your >>thoughts. Yeah, I think like you couldn't see it. And like some things for this big tech exacts are hidden in the plain >>sight, right? >>They don't see it. They they have blind spots, like Look at that. Look at Amazon. They went from Melissa and 200 millisecond building on several s, Right, Right. And then here you are, like you're saying, pay us for the whole year. If you don't use the cloud, you lose it or will pay by month. Poor user and all that stuff like that that those a role models, I think these players will be forced to use that term pricing like poor minute or for a second, poor user. That way, I think the Salesforce moral is hybrid. They're struggling in a way. I think they're trying to bring the platform by doing, you know, acquisition after acquisition to be a platform for other people to build on top off. But they're having a little trouble there because because off there, such pricing and little closeness, if you will. And, uh, again, I'm coming, going, going back to developers like, if you are not appealing to developers who are writing the latest and greatest code and it is open enough, by the way open and open source are two different things that we all know that. So if your platform is not open enough, you will have you know, some problems in closing the deals. >>E. I want to just bring up a question on chat around from Justin didn't fitness. Who says can you touch on the vertical clouds? Has your offering this and great question Great CP announcing Retail cloud inventions IBM Athena Okay, I'm a huge on this point because I think this I'm not saying this for years. Cloud computing is about horizontal scalability and vertical specialization, and that's absolutely clear, and you see all the clouds doing it. The vertical rollouts is where the high fidelity data is, and with machine learning and AI efforts coming out, that's accelerated benefits. There you have tow, have the vertical focus. I think it's super smart that clouds will have some sort of vertical engine, if you will in the clouds and build on top of a control playing. Whether that's data or whatever, this is clearly the winning formula. If you look at all the successful kind of ai implementations, the ones that have access to the most data will get the most value. So, um if you're gonna have a data driven cloud you have tow, have this vertical feeling, Um, in terms of verticals, the data on DSO I think that's super important again, just generally is a strategy. I think Google doing a retail about a super smart because their whole pitches were not Amazon on. Some people say we're not Google, depending on where you look at. So every of these big players, they have dominance in the areas, and that's scarce. Companies and some companies will never go to Amazon for that reason. Or some people never go to Google for other reasons. I know people who are in the ad tech. This is a black and we're not. We're not going to Google. So again, it is what it is. But this idea of vertical specialization relevant in super >>forts, I want to bring to point out to sessions that are going on today on great points. I'm glad you asked that question. One is Alan. As he kicks off at 1 p.m. Eastern time in the transformation track, he's gonna talk a lot about the coming power of ecosystems and and we've talked about this a lot. That that that to compete with Amazon, Google Azure, you've gotta have some kind of specialization and vertical specialization is a good one. But of course, you see in the big Big three also get into that. But so he's talking at one o'clock and then it at 3 36 PM You know this times are strange, but e can explain that later Hillary Hunter is talking about she's the CTO IBM I B M's ah Financial Cloud, which is another really good example of specifying vertical requirements and serving. You know, an audience subject. I think you have some thoughts on this. >>Actually, I lost my thought. E >>think the other piece of that is data. I mean, to the extent that you could build an ecosystem coming back to Alan Nancy's premise around data that >>billions of dollars in >>their day there's billions of dollars and that's the title of the session. But we did the trillion dollar baby post with Jazzy and said Cloud is gonna be a trillion dollars right? >>And and the point of Alan Answer session is he's thinking from an individual firm. Forget the millions that you're gonna save shifting to the cloud on cost. There's billions in ecosystems and operating models. That's >>absolutely the business value. Now going back to my half stack full stack developer, is the business value. I've been talking about this on the clubhouses a lot this past month is for the entrepreneurs out there the the activity in the business value. That's the new the new intellectual property is the business logic, right? So if you could see innovations in how work streams and workflow is gonna be a configured differently, you have now large scale cloud specialization with data, you can move quickly and take territory. That's much different scenario than a decade ago, >>at the point I was trying to make earlier was which I know I remember, is that that having the horizontal sort of features is very important, as compared to having vertical focus. You know, you're you're more healthcare focused like you. You have that sort of needs, if you will, and you and our auto or financials and stuff like that. What Google is trying to do, I think that's it. That's a good thing. Do cook up the reference architectures, but it's a bad thing in a way that you drive drive away some developers who are most of the developers at 80 plus percent, developers are horizontal like you. Look at the look into the psyche of a developer like you move from company to company. And only few developers will say I will stay only in health care, right? So I will only stay in order or something of that, right? So they you have to have these horizontal capabilities which can be applied anywhere on then. On top >>of that, I think that's true. Sorry, but I'll take a little bit different. Take on that. I would say yes, that's true. But remember, remember the old school application developer Someone was just called in Application developer. All they did was develop applications, right? They pick the framework, they did it right? So I think we're going to see more of that is just now mawr of Under the Covers developers. You've got mawr suffer defined networking and software, defined storage servers and cloud kubernetes. And it's kind of like under the hood. But you got your, you know, classic application developer. I think you're gonna see him. A lot of that come back in a way that's like I don't care about anything else. And that's the promise of cloud infrastructure is code. So I think this both. >>Hey, I worked. >>I worked at people solved and and I still today I say into into this context, I say E r P s are the ultimate low code. No code sort of thing is right. And what the problem is, they couldn't evolve. They couldn't make it. Lightweight, right? Eso um I used to write applications with drag and drop, you know, stuff. Right? But But I was miserable as a developer. I didn't Didn't want to be in the applications division off PeopleSoft. I wanted to be on the tools division. There were two divisions in most of these big companies ASAP. Oracle. Uh, like companies that divisions right? One is the cooking up the tools. One is cooking up the applications. The basketball was always gonna go to the tooling. Hey, >>guys, I'm sorry. We're almost out of time. I always wanted to t some of the sections of the day. First of all, we got Holder Mueller coming on at lunch for a power half hour. Um, you'll you'll notice when you go back to the home page. You'll notice that calendar, that linear clock that we talked about that start times are kind of weird like, for instance, an appendix coming on at 1 24. And that's because these air prerecorded assets and rather than having a bunch of dead air, we're just streaming one to the other. So so she's gonna talk about people, process and technology. We got Kathy Southwick, whose uh, Silicon Valley CEO Dan Sheehan was the CEO of Dunkin Brands and and he was actually the c 00 So it's C A CEO connecting the dots to the business. Daniel Dienes is the CEO of you I path. He's coming on a 2:47 p.m. East Coast time one of the hottest companies, probably the fastest growing software company in history. We got a guy from Bain coming on Dave Humphrey, who invested $750 million in Nutanix. He'll explain why and then, ironically, Dheeraj Pandey stew, Minuteman. Our friend interviewed him. That's 3 35. 1 of the sessions are most excited about today is John McD agony at 403 p. M. East Coast time, she's gonna talk about how to fix broken data architectures, really forward thinking stuff. And then that's the So that's the transformation track on the future of cloud track. We start off with the Big Three Milan Thompson Bukovec. At one oclock, she runs a W s storage business. Then I mentioned gig therapy wrath at 1. 30. He runs Azure is analytics. Business is awesome. Paul Dillon then talks about, um, IDs Avery at 1 59. And then our friends to, um, talks about interview Simon Crosby. I think I think that's it. I think we're going on to our next session. All right, so keep it right there. Thanks for watching the Cuban cloud. Uh huh.

>>from around the globe. It's the Cube with digital coverage of VM World 20 >>20 brought to you by VM Ware and its ecosystem partners. Hello and welcome back to the cubes. Virtual coverage of VM World 2020 Virtual. Is the Cube virtual not there in person this year because of CO of it? I'm John for your host of the Cube. Got David wants to meet him in all the Cube folks covering, of course, with VM Ware and VM World 2022. Great guest here to talk about the future of the workforce solutions and the impact of network security and partnerships. Tom Gala, senior vice president general manager of networking and security business unit at VM Ware and put it, Men OSHA. Who's the VP of business development and corporate development at Z Scaler. Two great companies all doing extremely well as customers are dealing with Cove it And the reality is this market and putting plans in place for coming out with a growth strategy. Gentlemen, thank you for joining me today. >>Yeah, John, thanks for having us. >>Thanks for having us, >>Tom. I want to start with you. Actually, the partnership with the scaler is the discussion of this topic. But you guys do have some hard news around the future of workforce solutions. What's the hard news and has that relate to all this? >>Yeah, we sure do, John. So you know, networks were built in a very different time. Networks were built when work was a place that you came. Now, work is the thing that you do. Oftentimes you do from your living room or your den. As I am on DSO, it really calls into question some of the fundamental principles of how we build a deploy networks. In the old model, we would set up something like a branch office and we would back haul traffic using a dedicated circuit like an mpls circuit back, haul it to one of a handful of locations that we called the DMZ or Demilitarized and those locations where you would stitch together a security ensemble made out of dedicated hardware appliances, firewalls, Web proxies, I PS systems and the like And that model service? Well, Azan industry for many decades, three. I'd say 30 years. Um, all of a sudden, the whole notion of the workplace has changed and changed dramatically We're all living through that and experiencing it firsthand. And so the original model of back hauling traffic to some point in, you know, precipitating New Jersey so that you can run it through some magic black box because the model doesn't apply anymore. And so at the end, where we have a new vision for how we can take the security, the reliability, the performance that you get when you're on the corporate network and extended into people's homes. And this is in line with what industries air calling, sassy or secure access services edge. And so the news that we're announcing is we have a complete, sassy solution that involves zero trust access. It involves firewall I. D. S I. P s capability, Advanced security services and then importantly ah, very strong partnership with the scaler on. We can walk through how that works, but it's really driven by this new shape of the workplace. >>Put it, Talk about the partnership with VM where we've been following see scaler for a long time. What a great success story. Great technology team. Great business model growth in your marketplace. Congratulations on your success as you guys continue to grow the world has spun in this disruption kind of world we're in now. You guys are well poised for that. Talk about your partnership with VM Ware. >>Thanks, John. And thank you, Tom, for that quick overview. You know, just to play out this idea we started over it over a decade ago. The basic idea was you know, the users, uh, pretty much everywhere, and the applications are moving to the cloud. And so back to Tom's comment. You know, we had these networks where you were back hauling. Maybe I'll just give a very simple analogy the CIA off Nestle, you know, when he first deployed, uh, Z skater, you know, and and realized a tremendous amount of cost savings that a security. But then, more importantly, the employees off Nestle actually started blogging that the Internet had gotten faster. And when the CEO came to ah customer advisory board meeting, he made a very simple analogy. Imagine having to get out to the Internet through four major international airports worldwide. All right, so you couldn't drink directly traverse from point A to point B. But you have to transit through these four. It would be very inefficient it would really slow you down. And more often than not, you'll be complaining that was the old network architectural. And what we have chosen to do here from a security standpoint at sea Scaler, is make that security closer to the end user. Now we pride ourselves from a security standpoint, and we certainly need networking to also adapt to that. And that's where we have found our partnership with VM Ware, to be particularly strategic. We started partnering with VM were actually prior to them, acquiring Vettel Cloud, which is the software defined when, uh, networking provider, uh, just primarily because they were a cloud based networking player. And this idea off locally breaking out to the Internet Getting out to the end destination as quickly as possible is something that they did quite seamlessly. And so we started this journey, this partnership with them a few years ago and today at VM. Well, we're enhancing that, expanding the partnership not only from a product standpoint, but then, more importantly, we're leaning in from a sales go to market customer support standpoint. >>You know, that's a great point. What? I've been saying this in the queue for a while with the joke was, um the When is the new Land E? I mean, we used to have the old days, remember? Oh, campus connecting networks drive to the airport as you mentioned, the great analogy there, by the way, has to be better. People are working at home. You got technically a land un security, you know, working at home. People are realizing this. These core services have to change. It's not just connect to the Internet the old way. It's everywhere. It's networking everywhere. This is the reality of the kinds of Internet things that used to go on where it's kind of cool and secure. You know, you've got a perimeter. Everything was working. Great. Put it. You mentioned it. Why drive to the airport? Four airports with world. That's a great analogy, Tom. This points to the future. Ready concept, access anywhere. Services that are needed for the security and, more importantly, the user experience. I don't want to slow down to go faster. I wanna I wanna I wanna make it. I wanna make a good experience happen. What's your thought? >>Yeah, well, I mean, I think we're all living through this new world where we're working from home, and sometimes the user experience is less than perfect. In fact, on this broadcast you may see stuttering and break up of the video, and you know, that's that's a problem that I think needs to be solved. It's a problem that we're able to solve with virtualization. So the idea behind virtualization by putting a layer of software on top of a physical asset, you could make it easier to manage that asset. You could make that asset more efficient. We certainly did that with servers. It was really obvious. Now we're doing it to the network itself. So what this means is we have some customers. We have one customer that is in the health care industry, like during the height of the crisis, all of their doctors and researchers had to work from home, and yet they needed to use video communication tools like we're doing here. And they needed a consistently good and user experience. And so we were able to ship these customers more than 8000 boxes over the course of two weeks into people's homes. So think of a little tiny device about the size of a set top box shows up in your house and all of a sudden your zoom or your WebEx sessions just work, no more stuttering. And we're breaking up because we're able to manage the network and virtualized prioritized traffic and deliver consistently good and user experience. So managing the quality of services, a foundational capability, and we have a unique ways to do that with virtualization that I think never existed before the second step is I wanna make sure not only that it's a good user experience, but my security. All of those controls that used to live in black boxes that those replied, This is where our partnership with the scaler is so important. So the scaler has the same philosophy that we do of like, let's put this stuff in many points of presence around the world. I think you know you're in like, 100 or so points of presence, so we weren't 150. And so whatever an end user is, you just find that nearest point of presence, connect and make the shortest route possible to deliver good quality and user experience and also consistent world class security. It's zero. It's >>interesting. First of all. We'll sign up for the Cube Virtual. We need that video late challenges. But we're you know what? We shouldn't have to be video engineers to manage the packets on the round trip. This software, I mean, you know, Web Zoom, they build their entire application to manage these kinds of intellectual property challenges. So that >>brings the >>complexity of applications. So, you know, people are gonna have all these new complexities. And how do you integrate it all? >>Yeah, you know, obviously, Zoom and WebEx companies are, you know, this is court or what they do. The challenges they gotta control both ends of the wire, and and so so with with our network virtualization, we actually control the wire itself, right? We can make the wire behave in a way we can prioritize traffic so that your zoom goes ahead of Xbox Live or Netflix do things like traffic shaping, which are techniques that are actually well understood, but difficult to deploy in a physical world. In a virtual world, we could employ these techniques constantly adapting and changing to make sure that engineer experience is smooth and easy on. That's really pretty impactful. >>Put it. What's your reaction all of this because you know I'm a customer, you know? You know, I'm like, What's in it for me, guys? Integration with the scale of VM Ware. What's in it for me? Because I got now multi clouds in the horizon. I'm dealing with multiple clouds today. I got complexity and applications themselves, and I want to create the nirvana that you laid out, which is access anywhere. High speed eso I might not have the expertise in house. What do I do? What's in it for me? Take me through the value proposition. >>Absolutely. So you know, Tom touched on it. You know the idea of bringing security as close to the end user as possible. If you step back for a minute and you start to think about security usually security and user experience off a contradictory Usually if you add more security, you lose use of experience and vice versa. That's sort of what Ziese killers start to go solve. And so, you know, over a decade ago, you know, when we started to build the architectures, it was built with a few core principles in mind, right? The idea of being completely distributed today we're in over 200 points of presence worldwide. That gives us a pretty good footprint to be as close to the end user. We absolutely could not compromise own security. So this idea that if you have a finite appliance, maybe the appliance has a, you know, a limited amount of CPU or horsepower And so I will tweet the security s so that I could get more performance, not the case with how we ran about, you know, offering security. All security services run all the time. Right? So without any compromise to the end user, and then finally, you know, when it comes to the actual security itself architectures based on something called a proxy. And usually again, if you start to think about a proxy and security was, uh people don't think in a very favorable manner, they usually think it slows things down. It adds Leighton, see, it breaks applications. And again I go back to, you know, the foundational elements of the skater. When we started this journey, it was with this idea that we're gonna build this proxy from the ground up. Very high performance. Mike was second, like late and see something that you would not see in the market anywhere with this partnership. Now, right? Seamless integration between VM Wednesay skater You are now able to set up these tunnels instantly automatically, so go back to Tom's. Example. 8000 set top boxes like devices sent out to this healthcare institution. Right? You can automatically set up tunnels such that the traffic is pointing to Z scale. There's feel over capabilities, so any and all of that has been instrumented in in software. The end customers sets that up. You know can automate that templates all across those 8000 devices. You now have security at the same time with user experience. A passed away to go adapt to business needs agility, you know, being able to keep up and lower your costs because you're substantially reducing the Mpls footprint. So there's a whole bunch of disparate, uh, you know, advantages that an enterprise gets. But the biggest one off amongst them, in my mind, is just being able to address the business needs. I mean, how Maney CEO is today with Colvin are starting to realize my network is not adapting to this new normal right, and so that's sort of where this partnership between VM Ware and Z scaler comes in. It's very timely. >>Everyone's like they want more about their network, and that's like, you know, everyone's banging on the table. Great. Great point there. Thanks for taking that great explanation. I wanna just follow up with you if you if you don't mind, compare that what you just said in terms of the value of Z scaler with this partnership versus the old way, because you what you just laid out was, you know, dynamic provisioning, setting up connections, having software, automate things, compare what it was like before because, remember, I mean, people have been around the industry. No, the pain in the butt that it's been and human error Compare what the old way it was like And now with this experience, can just just >>really And I let Tom talk about, you know, things on the network side. You know, where you might have had a large behemoth like a Cisco box where you try to tweak some policy and the entire box would fall over or something along those lines from a security standpoint. Usually when you had a a box, you know, You know, folks would call it a youth name box that God about box with, You know, as much security as you could push into a finite amount of appliance unified threat management function. Usually what would end up happening the old way was, you know, you would, you would you would have some basic security capabilities. Maybe it was. It's a traditional DMC that Thoma alluded to. You know, there's a firewall, there's an I. P s. There's some Web proxy capabilities and and that that was the that was the journey that a customer had, you know, So they would replicate this box and all those various locations. Or in the case of Nestle, before the scaler, they had those Dems es in four locations around the world, right? And the moment security, security keeps changing, right, the threat landscape keeps adopting. I mean, today, within disease killer cloud, we provide over 125,000 updates everyday, right? That's how dynamic security is. And so because the threat keeps changing, usually one of the things that vendors will try and do is add more security to that existing appliance. Right? So you're trying to make sure that a customer bottom appliance on, they need to make sure that they recoup the full investment. Let's add a little more security to it. Let's add a little more security to it so that I can keep up with the latest threats. Well, the problem with that is, when you have a finite amount of horsepower within the appliance, the performance starts to drop. And so usually that was the trade off that enterprises were making. With the security now being in the cloud right, And this idea that you're in the way, you sort of have infinite compute. Uh, you are now decoupling security from those those branch devices that Tom just alluded to. I mean, that 8000 boxes, right? One of the key points of a sassy framework that Tom alluded to is a very lightweight branch. And that's the piece That's the North Star that I think both VM Ware and Czyz killer have had right that that that low end not not lowering but of a thin branch and let the heavy lifting whether it's on the US side from the networking standpoint, whether it's security, um, you know, as it related to Z skater. Let that heavy lifting be done in the cloud. >>Yeah, and of course, there's a lot of lot of moving parts, so it's It's might be lower in lightweight, but it's more functionality. That's what the cloud Because I get that point, by the way, that anyone in the D M Z knows that as you add more stuff in there, get more, you know, cooks in the kitchen. Nothing good comes from that. Um, Tom, I'm gonna get your thoughts for the your audience out there and your customers and your prospects. What does the Z scale of partnership mean for them? >>Well, like I said, it zone opportunity to think differently about how we build a deploy enterprise networks. This a dramatic change. Most of us have been familiar with the old model where you had a spoon. It was referring to those big heavy boxes, the VPN concentrators and at the same time, most of us have been employees of those companies on. We've had the, you know, sort of less than stellar experience of turning the VPN on, and all of a sudden interest in Internet go slow. That's that's not what we want Thio achieve, and so so having the ability to use a distributed architectures. It's being forced upon us. Everyone is distributed where they like. They like it or not, Right? And so having a distributed architecture where I can put security and quality of service network controls closer to the end user is really, really critical. And I think just as puny was saying they started with this idea of of pushing security closely on user. We started with fellow Cloud with the idea of virtual izing the network in lots of physical places. So retail locations. So you've got thousands of stores around the world. You need to deliver video and audio services into those stores with a very high quality. So we were designed to have a very light, uh, entry point, and a light interviewing can just be pure software. It could be a small box three advantage of a small boxes. It's so turnkey it's designed that totally unskilled operator can use this retail people. A store manager gets a little box in the mail. You plug it in, you know, snap to Internet cables into it, and it just works again, Put it referred to this. This is part of our value. Proposition is, you plug this thing in a zone and used all you know is the Internet just got faster. You don't have to configure proxy settings. What's my I p range? Like that stuff's? Yeah, exactly. Well, and this is so many of us are feeling it now when you have, you know, sub optimal network connections. So being able to deliver a quality and user experience, >>you know, Cove, it accelerated a lot of a lot of opportunities. Also exposes the scabs and and, you know, things that been laying around and some suboptimal projects. I mean, and everyone's gonna be doubling down on things that are working and probably, you know, putting on the back burner or killing projects that don't make sense. So, um, this is a great opportunity, and I think forces things right in you guys. Wheelhouse is so I appreciate taking the time for the last minute that we have left Tom and putting. If you don't mind, I'd love to get your thoughts real quick on what's next after cloud. Obviously, cloud brings up all these benefits you're talking about. Um, what do you guys see is what's next after cloud Tom will start with you. >>I think that the you know, the range of services that will deliver in this format is not at all limited to traditional DMC services. So thank ap. I gateways. Think about core infrastructure offerings like DNS. Pretty much everything that we used in the network can actually now be delivered as a service in software more efficiently, Um, then standing up boxes and and racking, stacking yourselves. And so our view is that that cove, it has killed the appliance once and for all. And that's broadly. That's not just at the at the edge. That's in the core of the data center, things like load balancers. They're all moving to software with scale out scale out infrastructure software running on X 86 on DE. So I think that change of that magnitude will still take a while to roll out. But it's happening, >>Cove. It killed appliance. That's the headline right there. Love that. Put it after cloud. What's next? >>Well, you know, I'll say this job very similar to what Tom just mentioned. I think we're in the early innings, you know, when we would talk to our customers about transforming the network and adapting to this new normal. You know, we had some early adopters, but there was still a fair number of people that was skeptical and that loved their appliances. Covert has changed a lot of that. And so we have seen, in general acceleration of the business. The market is moving in our direction, and we feel that with this partnership you have to market leaders coming together. Right? VM ware on the networking side on the cloud networking side on the data center z scaler as it relates to cloud security user base security. This idea that we are a zero trust exchange that allows users to connect your applications to the Internet in a safe manner and at scale. That's the beauty off. You know, this'll, uh, partnership that we have brought together. And we are hopeful that customers will embrace it with confidence. And I'm mindful that we're in the early innings. >>Great points, gentlemen. Awesome stuff, great insights. And I think the cloud native integration shows that people in the ecosystem is evolving to be cloud native toe have these kinds of integrations these value points physical virtualization. Tom. Great point. I mean, we're not in face to face, but we're here. Virtually the The Cube is gonna be virtual. It's suffered to find operations. The world has changed. I think everyone is now seeing it. Thanks for the insight. And congratulations, Tom. On the news putting. Thank congratulations on the partnership with VM. Where sounds like it's great for customers looking forward to digging in. Thanks for your time. Appreciate it. Okay. That's the cube coverage here. We're in Palo Alto, California. We're in the Bay Area, but this is the emerald virtual. We're not in person, but we're virtual. I'm showing for your host for coverage of the emerald 2020. Thanks for watching.

>>from Santa Clara, California In the heart of Silicon Valley, it's the queue covering altitude 2020. Brought to you by aviatrix. >>Our next customer panel got great. Another set of cloud Network architect Justin Smith, was Aura Justin broadly with Ellie Mae and omit Otri job with Cooper. But on the stage. >>Yeah, all right. Thank you. Thank you, Thank you. Yeah, >>he's got all the cliff notes from the last session. Welcome, Rinse and repeat. Yeah, we got to go under the hood a little bit and I think they nailed the what we've been reporting and we've been having a conversation around. Networking is where the action is, cause that's the end of the day. You gotta move impact from a to B. And yet workloads exchanging data. So it's really killer. So let's get started. I mean, what are you seeing as the journey of of multi cloud as you go under the hood and say, Okay, I got to implement this, have to engineer the network, make it enabling make it programmable, making interoperable across clouds. And that's like I mean, almost sounds impossible to me. What's your take? >>Yeah, I mean it. It seems impossible. But if you're running an organization, which is running infrastructures, according all right, it is easily doable. Like you can use tools out there that's available today. You can use third party products that can do a better job, but But what? Your architecture first, don't wait. Architecture may not be perfect, but the best architecture that's available today and be agile to idiot and make improvements over there. >>We got to Justin's over here, so I have to be careful when I pointed Question and Justin, they both have the answer, but okay, Journeys. What's the journey been like? I mean, is there phases? We heard that from Gardner. People come into multi cloud and cloud native networking from different perspective. What's your take on the journey? Justin? >>Yeah, I mean, from our first do, we started out very much focused on one cloud. Ah, and as we started acquisitions, we started doing new products to market. The need for multi cloud becomes very apparent very quickly for us. And so, you know, having architecture that we can plug in, play into and be able to add and change things as it changes is super important For what we're doing in this space >>just in your journey? >>Yes, for us. We were very ad hoc oriented. And the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas. And so rather than it being some iterative approach with our deployments that became a number of different deployments. And so we shifted that tour in the network has been a real enabler of this is that there's one network and it touches whatever cloud we wanted to touch on. It touches the data centers that we needed to touch, and it touches the customers that we needed to touch. Our job is to make sure that the services that are available in one of those locations are available in all of the locations. So the idea is not that we need to come up with this new solution every time. It's that we're just iterating on what we've already decided to dio >>before we get the architecture section, I want to ask you guys a question. A big fan of you know, let the app developers have infrastructure as code, so check, but having the right cloud run that workload. I'm a big fan of that if it works great. But we just heard from the other panel. You can't change the network. So I want to get your thoughts. What is cloud native networking and is that the engine really got the enabler for this multi cloud trend. But you guys take it, we'll start with What do you think about that? >>Yeah, So you're gonna have workloads running in different clouds, and the workloads would have affinity to one cloud or another. But how you expose that? It's a matter of how you're gonna build your networks, how we're gonna run security, how we're gonna do egress, ingress out offered. So >>networking is the big problem. How do you suppose this? What's the solution? That's the key Pain points and problem statement. >>I mean, they get the key pain point for most companies is how do you take your traditional on premise network and then blow it out to the cloud in a way that makes sense. I p conflicts. You have space. You have public eyepiece on premise as well as in the cloud. And how do you kind of make a sense of all of that. And I think that's where tools like aviatrix make a lot of sense >>in that space from our side. It's it's really simple. It's latency and bandwidth and availability. These don't change whether we're talking about cloud or data center or even corporate I t. Networking. So our job when when these all of these things are simplified into like s three, for instance. And our developers want to use those, we have to be able to deliver that and for a particular group or another group that wants to use just just GC p resource is these aren't we have to support these requirements and these wants, as opposed to saying, Hey, that's not a good idea. Our job is to enable them not disable them. Do >>you think I do? You guys think Infrastructure's code, which I love that because that's the future it is. We saw that with Dev Ops, but I just start getting the networking. Is it getting down to the network portion where it's network as code storage and compute? Working really well is seeing all kubernetes and service meshes. Trend network is code reality is that there is still got work >>to do. It's absolutely there. I mean, you mentioned that develops and it's very real. I mean, in Cooper, we build our networks through terraform and on not only just data from building a p I so that we can consistently build we nuts and vpc all across in the same way >>you got to do it. >>Yeah, and even security groups and then on top and aviatrix comes in. We can peer the network's bridge bridge, all the different regions through court. >>Same with you guys about >>everything we deploy is done with automation. And then we also run things like Lambda on top to make changes in real time. We don't make manual changes on our network in the data center. Funny enough, it's still manual, but the cloud has enabled us to move into this automation mindset. And all my guys, that's what they focus on is bringing now what they're doing in the cloud into the data center, which is kind of opposite what it should be that's full. When it used to be. >>It's full dev ops, then >>yes, yeah, I mean, for us, it was similar on premise. Still somewhat very manual though we're moving more Norton Ninja and Terra Form concepts, but everything in the production environment, confirmation terraform code and now coming into the data center. So I just wanted to jump in on Justin Smith. One of the comment >>that you made because it's something that we always >>talk about a lot is that >>the center of gravity of architectures used to be an on Prem, and now it's shifted in the cloud it once you have your strategic architecture what what do you do? You push that everywhere. So what you used to see the beginning of cloud was pushing the architecture on Prem into cloud. Now I won't pick up on what you said The you others agree that the center >>of architect of gravity is here. I'm now pushing what I do in the cloud >>back into on Prem. And so first that and then also in the journey Where are you at? From 0 to 100 of, actually in the journey to cloud Are you 50% There are you 10%. So you evacuating data centers next year? I mean, where are you guys at >>s. So there's there's two types of gravity that you typically are dealing with the migration. First is data gravity in your data set and where that data lives. And the second is the network platform that interrupts all that together in our case, the data gravity still mostly on Prem. But our network is now extending out to the APP tier that's gonna be in cloud, right? Eventually that data gravity will also move to cloud as we start getting more sophisticated. But, you know, in our journey, we're about halfway there halfway through the process, we're taking a handle of lift and shift. And when did that start? We started about three years ago. >>Okay, Well, for us, it's a very different story. Started from a garage 100% in the cloud. It's a business spend management platform as a software as a service, 100% in the cloud. It was like 10 years ago, right? Yes. >>Yeah. Has a riding the wave of the architecture. Just I want to ask you is or you guys mentioned Dev ops. I mean, obviously we saw the huge observe Ability way which essentially network management for the cloud. In my opinion, it's more dynamic, but this is about visibility. We heard from last panel. You don't know what's being turned on or turned off from a services standpoint at any given time. How is all this playing out when you start getting into the Dev Ops down? >>Well, this this is the big challenge for all of us is visibility when you talk transport within a cloud. You know, we very interesting. We have moved from having a backbone that we bought that we own. That would be data center connectivity. We now I work as a subscription billing company, so we want to support the subscription mindset. So rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy, I my backbone, is in the cloud. I use the cloud providers interconnections between regions to transport data across. And so if you do that with their native solutions, you do lose visibility. There are areas in that you don't get, which is why controlling you know, controllers and having some type of management plane is a requirement for us to do what we're supposed to and provide consistency while doing it. >>Great conversation. I love what you said earlier laden C band with I think availability with your SIM pop three things guys s l A and just do ping times between clouds. It's like you don't know what you're getting for round trip times. This becomes a huge kind of risk management. Black hole, whatever you wanna call Blind Spot. How are you guys looking at the interconnect between clouds? Because, you know, I can see that working from ground to cloud on cloud. But when you start dealing multi clouds, workloads, sl A's will be all over the map, won't they? Just inherently. But how do you guys view that? >>Yeah, I think we talked about workload, and we know that the workloads are going to be different in different clouds, but they're going to be calling each other. So it's very important to have that visibility that you can see how their data is flowing at war latency and what our ability is is there and over a Saturday meets to operate on. So it's >>so use the software dashboard, look at the Times and look at the latest in >>the old days strong So on open salon, you try to figure it out, and then your data, as you look at our >>Justin, what's your answer? That cause you're in the middle of it? >>Yeah. I mean, I think the key thing there is that we have to plan for that failure. We have a plan for that latency and our applications. That something is we're tracking ingress, Ally, something you start planning for. And you loosely couple these services in a much more micro services approach. So you actually can handle that kind of failure or that type of unknown latency. And unfortunately, the cloud has made us much better at handling exceptions in much better way. >>You guys are all great examples of cloud native from day one you guys had When did you have the tipping point moment or the epiphany of saying a multi clouds real? I can't ignore it. I got a factor into all my design, design principles and everything you're doing. What? It was there a moment or was it from day one? >>Now there are 22 reasons. One was the business. So in business, there was some affinity to not be in one cloud or to be in one cloud, and that drove from the business side. So as a cloud architect of a responsibility was to support the business, and the other is the technology. Some things are really running better in, like if you're running dot net workload or you're gonna run machine learning or yeah, so you have You would have that reference off one cloud over the other. So >>your thoughts on that >>that was the bill that we got from AWS. I mean, that's that's what drives a lot of these conversations is the financial viability of what you're building, on top of which is so we this failure domain idea, which is which is fairly interesting. How do I solve or guarantee against a failure domain You have methodologies with, you know, back in direct, connects or interconnect with DCP. All of these ideas are something that you have to take into account. But that transport layer should not matter to whoever we're building this for Our job is to deliver the frames in the packets, what that flows across, how you get there. We want to make that seamless, and so whether it's a public Internet, AP I call or it's a back end connectivity through direct connect. It doesn't matter. It just has to meet a contract that you signed with your application, folks, >>that's the availability piece just in your thoughts on that comment >>s actually multi clouds become something much more recent. In the last 6 to 8 months, I'd say we always kind of had a very dramatic like movie to Amazon from our private cloud is hard enough. Why complicated further but the realities of the business. And as we started seeing, you know, improvements in Google and Azure and different technology space is the need for multi cloud becomes much more important as well. As other acquisition strategies matured. We're seeing that companies that used to be on premise that we typically acquire are now very much already on the cloud. And if they're on a cloud, I need to plug them into our ecosystem. And so that's really changed our multi cloud story >>in a big way. I'd love to get your thoughts on the cloud versus the cloud because you know you compare them. Amazon's got more features. They're rich with features. I'll see the bills. Are people using them. But Google's got a great network. Google's networks pretty damn good. And then you've got azure. What's the difference between the clouds? Who? Where they involved with a peak in certain areas, better than others? What? What are the characteristics which makes one cloud better? Do they have a unique feature that makes Azure better, then Google and vice versa. What you guys think about the different clouds? >>Yeah, so my experience, I think there is a deep approach is different in many places. Google has a different approach, very developer friendly. And you can run your workload with the your network and spend regions. I mean, but our application ready to accept Amazon is evolving. I mean, I remember 10 years back Amazon's network was a flat network. We will be launching certain words and 10.0 dot zero slash right on, and the repeat came out >>with Life is not good. >>So so the VPC concept came on multi core came out, so they are evolving as you already let's start. But because they have lived start, they saw the patron and they have some mature set up on the ground, >>and I think they're all trying to say they're equal in their own ways. I think they all have very specific design philosophies that allow them to be successful in different ways. And you have to kind of keep that in mind as you architect your own solution, for example, Amazon has a very much a very regional affinity. They don't like to go cross region in their architecture, whereas Google is very much it's a global network. We're gonna think about a global solution. I think Google also has evangelists third to market, and so has seen what Azure did wrong. It seemed, with AWS did wrong and it's made those improvements. And I think that's one of their big >>advantage. Great scale to Justin. Thoughts on the cloud. >>So yeah, Amazon built from the system up and Google built from the network down, so their ideas and approaches are from a global versus original. I agree with you completely that that is the big number one thing. But if you look at it from the outset, interestingly, the inability or the ability for Amazon to limit layer to broadcasting and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center, provide resiliency and make things seamless to users. All of that disappeared on DSO because we had to accept that at the VPC level. Now we have to accept it. At the one level, Google's done a better job of being able to overcome those things and provide those traditional network facilities to us. >>Just scrape and go all day. Here is awesome So I heard. But we will get to the cloud native Naive question. So I kind of think about what's not even what clients that next. But I got to ask. You had a conversation with a friend. He's like, When is the new land? So if you think about what the land was in a data center, when is the new language you're talking about? The cloud impact. So that means SD win. The old SD Wan is kind of changing the new land. How do you guys look at that? Because even think about it. What lands were for inside of premises was all about networking speed. But now, when you take the win and make essentially land, do you agree with that. And how do you view this trend? Is it good or bad or ugly? What's what's your guys take on this? >>Yeah, I think it's Ah, it's a thing that you have to work with your application architect. So if you're managing networks and if you're a sorry engineer, you need to work with them toe expose the unreliability that would bring in. So the application has to handle a lot off this the difference in the latency, ease and and the reliability it has to be worked with application there >>land way and same concept as a B S >>E. I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years. As we get more and more cloud native and we talk about a p, I is the ability to lock my data in place and not be able to access. It really goes away. And so I think this is just continuation that thing. I think it has challenges. We are talking about land scale versus land scale. The tooling doesn't work the same. The scale of that tooling is much larger on the need for automation is much, much higher in a way that it wasn't a land. That's where you're seeing so much. Infrastructure is code. >>Yeah, so for me, I'll go back again to this. It's bandwidth, and it's latency, right that that define those two land versus went. But the other thing that's comes up more and more with cloud deployments is where's our security boundary? And where can I extend this secure, aware appliance or set of rules Teoh to protect what's inside of it. So for us, we're able to deliver VM ref. So our route forwarding tables for different segments wherever we're out in the world and so they're trusted to talk to each other. But if they're going to go to some place that's outside of their network, then they have to cross a security boundary, and we'll reinforce policy very heavily. So for me there is. It's not just land when it's it's how does environment get to environment more importantly, >>as a great point and security we haven't talked about yet, but that's got to be baked in from the beginning of this architecture. Thoughts on security, how you guys are dealing with it. >>Yes, start from the base. Have app, Web security built in? Have TLS have encryption on the data in transit or at rest? But as you bring the application to the cloud and they're going to go multi cloud talking toe or the Internet in some places, well, have app, Web security >>I mean our principles. Day security is a day zero every day, and so we always build it into our design, build into our architecture into our applications. It's encrypt everything. It's TLS everywhere. It's make sure that that data is security at all times. >>Yeah, one of the cool trends that are, say, just as a side note was the data in use encryption piece, which is a home or fix stuff. Interesting. Alright, guys, final question. You know, we heard on the earlier panel was also trending at reinvent. We take the tea out of cloud native. It spells cloud naive. They got shirts now aviatrix kind of got this trend going. What does that mean to be naive? So if you're to your peers out there watching the live stream and also the suppliers that are trying to supply you guys with technology and services. What's naive look like And what's native look like when it's someone naive about implementing all this stuff. >>So for me, it's because we are 100% cloud for us. Its main thing is ready for the change, and you you will find new building blocks coming in and the network design will evolve and change. So don't be naive and things that are static you all with the change. >>I think the big naivety that people have is that, well, I've been doing it this way for 20 years and been successful. It's going to be successful in cloud. The reality is, that's not the case. You have to think some of the stuff differently, and you need to think about it early enough so that you can become cloud native and really enable your business on cloud. >>Yet for me, it's it's being open minded, right? The our industry, the network industry as a whole has been very much I'm smarter than everybody else, and we're gonna tell everybody how it's gonna be done on the way we fell into a law when it came to producing infrastructure and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or months in some cases is really important. And so, you know, it's >>being closed minded native, being open minded. >>Exactly. And it took for me. It was that was a transformative kind of, uh, where I was looking to solve problems in a cloud way, as opposed to looking to solve problems in this traditional old school way. >>All right, I know we're out of time, but I got one more question for you guys. So good. It could be a quick answer. Um, what's the B s language? When you bs? Meter goes up when people talk about solutions, what's the kind of jargon that you here that's the BS meter going off? What are people talking about that in your opinion, You. Here you go. That's total bs. But what triggers? >>So I have two lines out of movies that are really like it. I say them without actually thinking them. It's like 1.21 gigawatts of your of your mind. Back to the future, right? Somebody's going to the bank and then and then Martin Ball and and Michael Keaton and Mr Mom when it goes to 22. 21 whatever it takes those two right there, if those go off in my mind where somebody's talking to me, I know they're full of baloney. >>A lot of speeds and feeds a lot of speeds and feeds a >>lot of data instead of talking about what you're actually doing in solution ing for You're talking about What does this? This This is okay, 2020 A. >>Just take any time I start seeing the cloud vendors start benchmarking against each other. Your workload is your workload. You need a benchmark yourself. Don't Don't listen to the marketing on that. That's that's >>what triggered you in the BSP. >>I think if somebody explains you're not simple, they cannot explain you in simplicity. Then then it's all >>that's a good one. All right, guys, Thanks for the great insight. Great panel around >>Applause, right? >>Yeah. Yeah,

ladies and gentlemen this is your captain speaking we will soon be taking off on our way to altitude please keep your seatbelts fastened and remain in your seats we will be experiencing turbulence until we are above the clouds ladies and gentlemen we are now cruising at altitude sit back and enjoy the ride [Music] altitude is a community of thought leaders and pioneers cloud architects and enlightened network engineers who have individually and are now collectively leading their own IT teams and the industry on a path to lift cloud networking above the clouds empowering Enterprise IT to architect design and control their own cloud network regardless of the turbulent clouds beneath them it's time to gain altitude ladies and gentlemen Steve Mulaney president and CEO of aviatrix the leader of multi cloud networking [Music] [Applause] all right good morning everybody here in Santa Clara as well as to the what millions of people watching the livestream worldwide welcome to altitude 2020 all right so we've got a fantastic event today really excited about the speakers that we have today and the experts that we have and really excited to get started so one of the things I wanted to just share was this is not a one-time event it's not a one-time thing that we're gonna do sorry for the aviation analogy but you know sherry way aviatrix means female pilot so everything we do as an aviation theme this is a take-off for a movement this isn't an event this is a take-off of a movement a multi-cloud networking movement and community that we're inviting all of you to become part of and-and-and why we're doing that is we want to enable enterprises to rise above the clouds so to speak and build their network architecture regardless of which public cloud they're using whether it's one or more of these public clouds so the good news for today there's lots of good news but this is one good news is we don't have any powerpoint presentations no marketing speak we know that marketing people have their own language we're not using any of that in those sales pitches right so instead what are we doing we're going to have expert panels we've got Simone Rashard Gartner here we've got 10 different network architects cloud architects real practitioners they're going to share their best practices and there are real-world experiences on their journey to the multi cloud so before we start and everybody know what today is in the u.s. it's Super Tuesday I'm not gonna get political but Super Tuesday there was a bigger Super Tuesday that happened 18 months ago and maybe eight six employees know what I'm talking about 18 months ago on a Tuesday every enterprise said I'm gonna go to the cloud and so what that was was the Cambrian explosion for cloud for the price so Frank kibrit you know what a Cambrian explosion is he had to look it up on Google 500 million years ago what happened there was an explosion of life where it went from very simple single-cell organisms to very complex multi-celled organisms guess what happened 18 months ago on a Tuesday I don't really know why but every enterprise like I said all woke up that day and said now I'm really gonna go to cloud and that Cambrian explosion of cloud went meant that I'm moving from very simple single cloud single use case simple environment to a very complex multi cloud complex use case environment and what we're here today is we're gonna go and dress that and how do you handle those those those complexities and when you look at what's happening with customers right now this is a business transformation right people like to talk about transitions this is a transformation and it's actually not just the technology transformation it's a business transformation it started from the CEO and the boards of enterprise customers where they said I have an existential threat to the survival of my company if you look at every industry who they're worried about is not the other 30 year old enterprise what they're worried about is the three year old enterprise that's leveraging cloud that's leveraging AI and that's where they fear that they're going to actually get wiped out right and so because of this existential threat this is CEO lead this is board led this is not technology led it is mandated in the organization's we are going to digitally transform our enterprise because of this existential threat and the movement to cloud is going to enable us to go do that and so IT is now put back in charge if you think back just a few years ago in cloud it was led by DevOps it was led by the applications and it was like I said before their Cambrian explosion is very simple now with this Cambrian explosion and enterprises getting very serious and mission critical they care about visibility they care about control they care about compliance conformance everything governance IT is in charge and and and that's why we're here today to discuss that so what we're going to do today is much of things but we're gonna validate this journey with customers do they see the same thing we're gonna validate the requirements for multi-cloud because honestly I've never met an enterprise that is not going to be multi-cloud many are one cloud today but they all say I need to architect my network for multiple clouds because that's just what the network is there to support the applications and the applications will run and whatever cloud it runs best in and you have to be prepared for that the second thing is is is architecture again with the IT in charge you architecture matters whether it's your career whether it's how you build your house it doesn't matter horrible architecture your life is horrible forever good architecture your life is pretty good so we're gonna talk about architecture and how the most fundamental and critical part of that architecture and that basic infrastructure is the network if you don't get that right nothing works right way more important and compute way more important than storm dense storage network is the foundational element of your infrastructure then we're going to talk about day 2 operations what does that mean well day 1 is one day of your life that's who you wire things up they do and beyond I tell everyone in networking and IT it's every day of your life and if you don't get that right your life is bad forever and so things like operations visibility security things like that how do I get my operations team to be able to handle this in an automated way because it's not just about configuring it in the cloud it's actually about how do I operationalize it and that's a huge benefit that we bring as aviatrix and then the last thing we're going to talk and it's the last panel we have I always say you can't forget about the humans right so all this technology all these things that we're doing it's always enabled by the humans at the end of the day if the humans fight it it won't get deployed and we have a massive skills gap in cloud and we also have a massive skill shortage you have everyone in the world trying to hire cloud network architects right there's just not enough of them going around so at aviatrix as leaders knew we're gonna help address that issue and try to create more people we created a program and we call the ACE program again an aviation theme it stands for aviatrix certified engineer very similar to what Cisco did with CC IES where Cisco taught you about IP networking a little bit of Cisco we're doing the same thing we're gonna teach network architects about multi-cloud networking and architecture and yeah you'll get a little bit of aviatrix training in there but this is the missing element for people's careers and also within their organization so we're gonna we're gonna go talk about that so great great event great show when try to keep it moving I'd next want to introduce my my host he's the best in the business you guys have probably seen him multiple million times he's the co CEO and co-founder of Tube John Fourier okay awesome great great speech they're awesome I totally agree with everything you said about the explosion happening and I'm excited here at the heart of Silicon Valley to have this event it's a special digital event with the cube and aviatrix where we live streaming to millions of people as you said maybe not a million maybe not really take this program to the world this is a little special for me because multi-cloud is the hottest wave and cloud and cloud native networking is fast becoming the key engine of the innovation so we got an hour and a half of action-packed programming we have a customer panel two customer panels before that Gartner is going to come on talk about the industry we have a global system integrators we talk about how they're advising and building these networks and cloud native networking and then finally the Aces the aviatrix certified engineer is gonna talk more about their certifications and the expertise needed so let's jump right in and let's ask someone rashard to come on stage from Gartner we'll check it all up [Applause] [Music] okay so kicking things off certain started gartner the industry experts on cloud really kind of more to your background talk about your background before you got the gardener yeah before because gardener was a chief network architect of a fortune five companies with thousands of sites over the world and I've been doing everything and IT from a C programmer in the 90 to a security architect to a network engineer to finally becoming a network analyst so you rode the wave now you're covering at the marketplace with hybrid cloud and now moving quickly to multi cloud is really I was talking about cloud natives been discussed but the networking piece is super important how do you see that evolving well the way we see Enterprise adapt in cloud first thing you do about networking the initial phases they either go in a very ad hoc way is usually led by non non IT like a shadow whitey or application people or some kind of DevOps team and it's it just goes as it's completely unplanned decreed VP sees left and right with a different account and they create mesh to manage them and their direct connect or Express route to any of them so that's what that's a first approach and on the other side again it within our first approach you see what I call the lift and shift way we see like Enterprise IT trying to basically replicate what they have in a data center in the cloud so they spend a lot of time planning doing Direct Connect putting Cisco routers and f5 and Citrix and any checkpoint Palo Alto divides the data that are sent removing that to that cloud and I ask you the aha moments gonna come up a lot of our panels is where people realize that it's a multi cloud world I mean they either inherit clouds certainly they're using public cloud and on-premises is now more relevant than ever when's that aha moment that you're seeing where people go well I got to get my act together and get on this well the first but even before multi-cloud so these two approach the first one like the adduct way doesn't scale at some point idea has to save them because they don't think about the two they don't think about operations they have a bunch of VPC and multiple clouds the other way that if you do the left and shift wake they cannot take any advantages of the cloud they lose elasticity auto-scaling pay by the drink these feature of agility features so they both realize okay neither of these ways are good so I have to optimize that so I have to have a mix of what I call the cloud native services within each cloud so they start adapting like other AWS constructor is your construct or Google construct then that's I would I call the up optimal phase but even that they they realize after that they are very different all these approaches different the cloud are different identities is completely difficult to manage across clouds I mean for example AWS has accounts there's subscription and in adarand GCP their projects it's a real mess so they realize well I can't really like concentrate used the cloud the cloud product and every cloud that doesn't work so I have I'm doing multi cloud I like to abstract all of that I still wanna manage the cloud from an API to interview I don't necessarily want to bring my incumbent data center products but I have to do that in a more API driven cloud they're not they're not scaling piece and you were mentioning that's because there's too many different clouds yes that's the piece there so what are they doing whether they really building different development teams as its software what's the solution well this the solution is to start architecting the cloud that's the third phase I call that the multi cloud architect phase where they have to think about abstraction that works across cloud fact even across one cloud it might not scale as well if you start having like 10,000 security group in AWS that doesn't scale you have to manage that if you have multiple VPC it doesn't scale you need a third party identity provider so it barely scales within one cloud if you go multiple cloud it gets worse and worse see way in here what's your thoughts I thought we said this wasn't gonna be a sales pitch for aviatrix you just said exactly what we do so anyway I'm just a joke what do you see in terms of where people are in that multi cloud a lot of people you know everyone I talked to started in one cloud right but then they look and they say okay but I'm now gonna move to adjourn I'm gonna move do you see a similar thing well yes they are moving but they're not there's not a lot of application that use a tree cloud at once they move one app in deserve one app in individuals one get happened Google that's what we see so far okay yeah I mean one of the mistakes that people think is they think multi-cloud no one is ever gonna go multi-cloud for arbitrage they're not gonna go and say well today I might go into Azure because I got a better rate of my instance that's never do you agree with that's never going to happen what I've seen with enterprise is I'm gonna put the workload in the app the app decides where it runs best that may be a sure maybe Google and for different reasons and they're gonna stick there and they're not gonna move let me ask you infrastructure has to be able to support from a networking team be able to do that do you agree with that yes I agree and one thing is also very important is connecting to that cloud is kind of the easiest thing so though while I run Network part of the cloud connectivity to the cloud is kind of simple I agree IPSec VP and I reckon Express that's a simple part what's difficult and even a provisioning part is easy you can use terraform and create v pieces and v nets across which we cloud provider right what's difficult is the day-to-day operations so it's what to find a to operations what is that what does that actually mean this is the day-to-day operations after it you know the natural let's add an app let's add a server let's troubleshoot a problem so what so your life something changes how would he do so what's the big concerns I want to just get back to this cloud native networking because everyone kind of knows with cloud native apps are that's been a hot trend what is cloud native networking how do you how do you guys define that because that seems to be the oddest part of the multi-cloud wave that's coming as cloud native networking well there's no you know official garner definition but I can create one on another spot it's do it I just want to leverage the cloud construct and a cloud epi I don't want to have to install like like for example the first version was let's put a virtual router that doesn't even understand and then the cloud environment right if I have if I have to install a virtual machine it has to be cloud aware it has to understand the security group if it's a router it has to be programmable to the cloud API and and understand the cloud environment you know one things I hear a lot from either see Saussure CIOs or CXOs in general is this idea of I'm definitely on going API so it's been an API economy so API is key on that point but then they say okay I need to essentially have the right relationship with my suppliers aka clouds you call it above the clouds so the question is what do i do from an architecture standpoint do I just hire more developers and have different teams because you mentioned that's a scale point how do you solve this this problem of okay I got AWS I got GCP or Azure or whatever do I just have different teams or just expose api's where is that optimization where's the focus well I take what you need from an android point of view is a way a control plane across the three clouds and be able to use the api of the cloud to build networks but also to troubleshoot them and do they to operation so you need a view across a three cloud that takes care of routing connectivity that's you know that's the aviatrix plug of you right there so so how do you see so again your Gartner you you you you see the industry you've been a network architect how do you see this this plane out what are the what are the legacy incumbent client-server on-prem networking people gonna do well these versus people like aviatrix well how do you see that plane out well obviously all the incumbent like Arista cisco juniper NSX right they want to basically do the lift and ship or they want to bring and you know VM I want to bring in a section that cloud they call that NSX everywhere and cisco monks bring you star in the cloud recall that each guy anywhere right so everyone what and and then there's cloud vision for my red star and contrail is in the cloud so they just want to bring the management plain in the cloud but it's still based most of them it's still based on putting a VM them in controlling them right you you extend your management console to the cloud that's not truly cloud native right cloud native you almost have to build it from scratch we like to call that cloud naive clown that close one letter yeah so that was a big con surgeon i reinvent take the tea out of cloud native its cloud naive i went super viral you guys got t-shirts now i know you love it but yeah but that really ultimately is kind of a double-edged sword you got to be you can be naive on the on the architecture side and rolling out but also suppliers are can be naive so how would you define who's naive and who's not well in fact they're evolving as well so for example in cisco you it's a little bit more native than other ones because they're really ACI in the cloud you call you you really like configure api so the cloud and nsx is going that way and so is Arista but they're incumbent they have their own tools it's difficult for them they're moving slowly so it's much easier to start from scratch Avenue like and you know and network happiness started a few years ago there's only really two aviatrix was the first one they've been there for at least three or four years and there's other ones like Al Kyra for example that just started now that doing more connectivity but they want to create an overlay network across the cloud and start doing policies and trying abstracting all the clouds within one platform so I gotta ask you I interviewed an executive at VMware Sanjay Pune and he said to me at RSA last week oh the only b2 networking vendors left Cisco and VMware what's your respect what's your response to that obviously I mean when you have these waves as new brands that emerge like AV X and others though I think there'll be a lot of startups coming out of the woodwork how do you respond to that comment well there's still a data center there's still like a lot of action on campus and there's the one but from the cloud provisioning and clown networking in general I mean they're behind I think you know in fact you don't even need them to start to it you can if you're small enough you can just keep if you're in AWS you can user it with us construct they have to insert themselves I mean they're running behind they're all certainly incumbents I love the term Andy Jesse's that Amazon Web Services uses old guard new guard to talk about the industry what does the new guard have to do the new and new brands that emerge in is it be more DevOps oriented neck Nets a cops is that net ops is the programmability these are some of the key discussions we've been having what's your view on how you see this program their most important part is they have to make the network's simple for the dev teams and from you cannot have that you cannot make a phone call and get it via line in two weeks anymore so if you move to that cloud you have to make the cloud construct as simple enough so that for example a dev team could say okay I'm going to create this VP see but this VP see automatically being your associate to your account you cannot go out on the internet you have to go to the transit VP C so there's a lot of action in terms of the I am part and you have to put the control around them too so to make it as simple as possible you guys both I mean you're the COC aviatrix but also you guys a lot of experience going back to networking going back to I call the OSI mace which for us old folks know that means but you guys know this means I want to ask you the question as you look at the future of networking here a couple of objectives oh the cloud guys they got networking we're all set with them how do you respond to the fact that networking is changing and the cloud guys have their own networking what some of the pain points that's going on premises and these enterprises so are they good with the clouds what needs what are the key things that's going on in networking that makes it more than just the cloud networking what's your take on well I as I said earlier that once you you could easily provision in the cloud you can easily connect to that cloud is when you start troubleshooting application in the cloud and try to scale so this that's where the problem occurs see what you're taking on it and you'll hear from the from the customers that that we have on stage and I think what happens is all the cloud the clouds by definition designed to the 80/20 rule which means they'll design 80% of the basic functionality and they'll lead the 20% extra functionality that of course every enterprise needs they'll leave that to ISVs like aviatrix because why because they have to make money they have a service and they can't have huge instances for functionality that not everybody needs so they have to design to the common and that's they all do it right they have to and then the extra the problem is that can be an explosion that I talked about with enterprises that's holy that's what they need that they're the ones who need that extra 20% so that's that's what I see is is there's always gonna be that extra functionality the in in an automated and simple way that you talked about but yet powerful with up with the visibility and control that they expect of on prep that that's that kind of combination that yin and the yang that people like us are providing some I want to ask you were gonna ask some of the cloud architect customer panels it's the same question this pioneers doing some work here and there's also the laggards who come in behind the early adopters what's gonna be the tipping point what are some of those conversations that the cloud architects are having out there or what's the signs that they need to be on this multi cloud or cloud native networking trend what are some the signals that are going on in their environment what are some of the threshold or things that are going on that there can pay attention to well well once they have application and multiple cloud and they have they get wake up at 2:00 in the morning to troubleshoot them they don't know it's important so I think that's the that's where the robber will hit the road but as I said it's easier to prove it it's okay it's 80s it's easy user transit gateway put a few V pcs and you're done and use create some presents like equinox and do Direct Connect and Express route with Azure that looks simple is the operations that's when they'll realize okay now I need to understand our car networking works I also need a tool that give me visibility and control not button tell me that I need to understand the basic underneath it as well what are some of the day in the life scenarios that you envision happening with multi cloud because you think about what's happening it kind of has that same vibe of interoperability choice multi-vendor because you have multi clouds essentially multi vendor these are kind of old paradigms that we've lived through the client-server and internet working wave what are some of those scenarios of success and that might be possible it would be possible with multi cloud and cloud native networking well I think once you have good enough visibility to satisfy your customers you know not only like to keep the service running an application running but to be able to provision fast enough I think that's what you want to achieve small final question advice for folks watching on the live stream if they're sitting there as a cloud architect or a CXO what's your advice to them right now in this market because honestly public check hybrid cloud they're working on that that gets on-premise is done now multi-class right behind it what's your advice the first thing they should do is really try to understand cloud networking for each of their cloud providers and then understand the limitation and is what their cloud service provider offers enough or you need to look to a third party but you don't look at a third party to start to it especially an incumbent one so it's tempting to say on and I have a bunch of f5 experts nothing against f5 I'm going to bring my five in the cloud when you can use a needle be that automatically understand ease ease and auto-scaling and so on and you understand that's much simpler but sometimes you need you have five because you have requirements you have like AI rules and that kind of stuff that you use for years you cannot do it's okay I have requirement and that net I'm going to use legacy stuff and then you have to start thinking okay what about visibility control about the tree cloud but before you do that you have to understand the limitation of the existing cloud providers so first try to be as native as possible until things don't work after that you can start taking multi-cloud great insight somewhat thank you for coming someone in charge with Gardner thanks for sharing thank you appreciate it [Applause] informatica is known as the leading enterprise cloud data management company we are known for being the top in our industry in at least five different products over the last few years especially we've been transforming into a cloud model which allows us to work better with the trends of our customers in order to see agile and effective in a business you need to make sure that your products and your offerings are just as relevant in all these different clouds than what you're used to and what you're comfortable with one of the most difficult challenges we've always had is that because we're a data company we're talking about data that a customer owns some of that data may be in the cloud some of that data may be on Prem some of them data may be actually in their data center in another region or even another country and having that data connect back to our systems that are located in the cloud has always been a challenge when we first started our engagement with aviatrix we only had one plan that was Amazon it wasn't till later that a jerk came up and all of a sudden we found hey the solution we already had in place for aviatrix already working in Amazon and now works in Missouri as well before we knew it GCP came up but it really wasn't a big deal for us because we already had the same solution in Amazon and integer now just working in GCP by having a multi cloud approach we have access to all three of them but more commonly it's not just one it's actually integrations between multiple we have some data and ensure that we want to integrate with Amazon we have some data in GCP that we want to bring over to a data Lake assure one of the nice things about aviatrix is that it gives a very simple interface that my staff can understand and use and manage literally hundreds of VPNs around the world and while talking to and working with our customers who are literally around the world now that we've been using aviatrix for a couple years we're actually finding that even problems that we didn't realize we had were actually solved even before we came across the problem and it just worked cloud companies as a whole are based on reputation we need to be able to protect our reputation and part of that reputation is being able to protect our customers and being able to protect more importantly our customers data aviatrix has been helpful for us in that we only have one system that can manage this whole huge system in a simple easy direct model aviatrix is directly responsible for helping us secure and manage our customers not only across the world but across multiple clouds users don't have to be VPN or networking experts in order to be able to use the system all the members on my team can manage it all the members regardless of their experience can do different levels of it one of the unexpected two advantages of aviatrix is that I don't have to sell it to my management the fact that we're not in the news at three o'clock in the morning or that we don't have to get calls in the middle of the night no news is good news especially in networking things that used to take weeks to build are done in hours I think the most important thing about a matrix is it provides me consistency aviatrix gives me a consistent model that I can use across multiple regions multiple clouds multiple customers okay welcome back to altitude 2020 for the folks on the livestream I'm John for Steve Mulaney with CEO of aviatrix for our first of two customer panels on cloud with cloud network architects we got Bobby Willoughby they gone Luis Castillo of National Instruments and David should Nick with fact set guys welcome to the stage for this digital event come on up [Music] hey good to see you thank you okay okay customer panelist is my favorite part we get to hear the real scoop we got the gardener giving us the industry overview certainly multi clouds very relevant and cloud native networking is the hot trend with the live stream out there and the digital event so guys let's get into it the journey is you guys are pioneering this journey of multi cloud and cloud native networking and it's soon gonna be a lot more coming so I want to get into the journey what's it been like is it real you got a lot of scar tissue and what are some of the learnings yeah absolutely so multi cloud is whether or not we we accepted as a network engineers is a is a reality like Steve said about two years ago companies really decided to to just to just bite the bullet and and and move there whether or not whether or not we we accept that fact we need to now create a consistent architecture across across multiple clouds and that that is challenging without orchestration layers as you start managing different different tool sets in different languages across different clouds so that's it's really important that to start thinking about that guys on the other panelists here there's different phases of this journey some come at it from a networking perspective some come in from a problem troubleshooting what's what's your experiences yeah so from a networking perspective it's been incredibly exciting it's kind of a once-in-a-generation 'el opportunity to look at how you're building out your network you can start to embrace things like infrastructure as code that maybe your peers on the systems teams have been doing for years but it just never really worked on pram so it's really it's really exciting to look at all the opportunities that we have and then all the interesting challenges that come up that you that you get to tackle an effect said you guys are mostly AWS right yep right now though we are looking at multiple clouds we have production workloads running in multiple clouds today but a lot of the initial work has been with Amazon and you've seen it from a networking perspective that's where you guys are coming at it from yep yeah we evolved more from a customer requirement perspective started out primarily as AWS but as the customer needed more resources to measure like HPC you know as your ad things like that even recently Google at Google Analytics our journey has evolved into mortal multi-cloud environment Steve weigh in on the architecture because this has been the big conversation I want you to lead this second yeah so I mean I think you guys agree the journey you know it seems like the journey started a couple years ago got real serious the need for multi-cloud whether you're there today of course it's gonna be there in the future so that's really important I think the next thing is just architecture I'd love to hear what you you know had some comments about architecture matters it all starts I mean every Enterprise that I talk to maybe talk about architecture and the importance of architecture maybe Bobby it's a particular perspective we sorted a journey five years ago Wow okay and we're just now starting our fourth evolution of our network architect and we'll call it networking security net sec yep adverse adjusters network and that fourth generation or architectures be based primarily upon Palo Alto Networks an aviatrix a matrix doing the orchestration piece of it but that journey came because of the need for simplicity okay I need for multi-cloud orchestration without us having to go and do reprogramming efforts across every cloud as it comes along right I guess the other question I also had around architectures also Louis maybe just talk about I know we've talked a little bit about you know scripting right and some of your thoughts on that yeah absolutely so so for us we started we started creating the network constructs with cloud formation and we've we've stuck with that for the most part what's interesting about that is today on premise we have a lot of a lot of automation around around how we provision networks but cloud formation has become a little bit like the new manual for us so we're now having issues with having to to automate that component and making it consistent with our on-premise architecture making it consistent with Azure architecture and Google cloud so it's really interesting to see to see companies now bring that layer of abstraction that SD when brought to the to the wine side now it's going up into into the into the cloud networking architecture so on the fourth generation of you mentioned you're in the fourth gen architecture what do you guys what have you learned is there any lessons scar tissue what to avoid what worked what was some of the there was a path that's probably the biggest list and there is when you think you finally figured it out you have it right Amazon will change something as you change something you know transit gateways a game changer so in listening to the business requirements is probably the biggest thing we need to do up front but I think from a simplicity perspective like I said we don't want to do things four times we want to do things one time we won't be able to write to an API which aviatrix has and have them do the orchestration for us so that we don't have to do it four times how important is architecture in the progression is it you guys get thrown in the deep end to solve these problems or you guys zooming out and looking at it it's a I mean how are you guys looking at the architecture I mean you can't get off the ground if you don't have the network there so all of those there we've gone through similar evolutions we're on our fourth or fifth evolution I think about what we started off with Amazon without a direct connect gate without a transit Gateway without a lot of the things that are available today kind of the 80/20 that Steve was talking about just because it wasn't there doesn't mean we didn't need it so we needed to figure out a way to do it we couldn't say oh you need to come back to the network team in a year and maybe Amazon will have a solution for it right you need to do it now and in evolve later and maybe optimize or change the way you're doing things in the future but don't sit around and wait you can I'd love to have you guys each individually answer this question for the live stream because it comes up a lot a lot of cloud architects out in the community what should they be thinking about the folks that are coming into this proactively and/or realizing the business benefits are there what advice would you guys give them an architecture what should be they be thinking about and what are some guiding principles you could share so I would start with looking at an architecture model that that can that can spread and and give consistency they're different to different cloud vendors that you will absolutely have to support cloud vendors tend to want to pull you into using their native toolset and that's good if only it was realistic to talk about only one cloud but because it doesn't it's it's it's super important to talk about and have a conversation with the business and with your technology teams about a consistent model so that's the David yeah talking as earlier about day two operations so how do I design how do I do my day one work so that I'm not you know spending eighty percent of my time troubleshooting or managing my network because I'm doing that then I'm missing out on ways that I can make improvements or embrace new technologies so it's really important early on to figure out how do I make this as low maintenance as possible so that I can focus on the things that the team really should be focusing on Bobby your advice the architect I don't know what else I can do that simplicity of operations is key alright so the holistic view of day to operation you mentioned let's can jump in day one is your your your getting stuff set up day two is your life after all right this is kinda what you're getting at David so what does that look like what are you envisioning as you look at that 20 mile stair out post multi-cloud world what are some of the things that you want in a day to operations yeah infrastructure is code is really important to us so how do we how do we design it so that we can fit start making network changes and fitting them into like a release pipeline and start looking at it like that rather than somebody logging into a router CLI and troubleshooting things on in an ad hoc nature so moving more towards the DevOps model is anything on that day - yeah I would love to add something so in terms of day 2 operations you can you can either sort of ignore the day 2 operations for a little while where you get well you get your feet wet or you can start approaching it from the beginning the fact is that the the cloud native tools don't have a lot of maturity in that space and when you run into an issue you're gonna end up having a bad day going through millions and millions of logs just to try to understand what's going on so that's something that that the industry just now is beginning to realize it's it's such a such a big gap I think that's key because for us we're moving to more of an event-driven or operations in the past monitoring got the job done it's impossible to modern monitor something there's nothing there when the event happens all right so the event-driven application and then detect is important yeah I think garden was all about the cloud native wave coming into networking that's gonna be a serious thing I want to get you guys perspectives I know you have different views of how you come into the journey and how you're executing and I always say the beauties in the eye of the beholder and that kind of applies how the networks laid out so Bobby you guys do a lot of high-performance encryption both on AWS and Azure that's kind of a unique thing for you how are you seeing that impact with multi cloud yeah and that's a new requirement for us to where we we have an intern crypt and they they ever get the question should I encryption and I'll encrypt the answer is always yes you should encrypt when you can encrypt for our perspective we we need to migrate a bunch of data from our data centers we have some huge data centers and then getting that data to the cloud is the timely experiencing some cases so we have been mandated that we have to encrypt everything leaving the data center so we're looking at using the aviatrix insane mode appliances to be able to encrypt you know 10 20 gigabits of data as it moves to the cloud itself David you're using terraform you got fire Ned you've got a lot of complexity in your network what do you guys look at the future for yours environment yeah so something exciting that or yeah now is fire net so for our security team they obviously have a lot of a lot of knowledge base around Palo Alto and with our commitments to our clients you know it's it's it's not very easy to shift your security model to a specific cloud vendor right so there's a lot of stuck to compliance of things like that where being able to take some of what you've you know you've worked on for years on Bram and put it in the cloud and have the same type of assurance that things are gonna work and be secure in the same way that they are on prem helps make that journey into the cloud a lot easier and Louis you guys got scripting and get a lot of things going on what's your what's your unique angle on this yeah no absolutely so full disclosure I'm not a not not an aviatrix customer yet it's ok we want to hear the truth that's good Ellis what are you thinking about what's on your mind no really when you when you talk about implementing the tool like this it's really just really important to talk about automation and focus on on value so when you talk about things like and things like so yeah encrypting tunnels and encrypting the paths and those things are it should it should should be second nature really when you when you look at building those backends and managing them with your team it becomes really painful so tools like aviatrix that that add a lot of automation it's out of out of sight out of mind you can focus on the value and you don't have to focus on so I gotta ask you guys I see AV traces here they're they're a supplier to the sector but you guys are customers everyone's pitching you stuff people are not gonna buy my stuff how do you guys have that conversation with the suppliers like the cloud vendors and other folks what's the what's it like where API all the way you got to support this what are some of the what are some of your requirements how do you talk to and evaluate people that walk in and want to knock on your door and pitch you something what's the conversation like um it's definitely it's definitely API driven we we definitely look at the at that the API structure of the vendors provide before we select anything that that is always first in mind and also what a problem are we really trying to solve usually people try to sell or try to give us something that isn't really valuable like implementing a solution on the on the on the cloud isn't really it doesn't really add a lot of value that's where we go David what's your conversation like with suppliers you have a certain new way to do things as as becomes more agile and essentially the networking become more dynamic what are some of the conversation is with the either incumbents or new new vendors that you're having what it what do you require yeah so ease of use is definitely definitely high up there we've had some vendors come in and say you know hey you know when you go to set this up we're gonna want to send somebody on site and they're gonna sit with you for your day to configure it and that's kind of a red flag what wait a minute you know do we really if one of my really talented engineers can't figure it out on his own what's going on there and why is that so you know having having some ease-of-use and the team being comfortable with it and understanding it is really important Bobby how about you I mean the old days was do a bake-off and you know the winner takes all I mean is it like that anymore what's the Volvic bake-off last year first you win so but that's different now because now when you you get the product you can install the product in AWS energy or have it up and running a matter of minutes and so the key is is they can you be operational you know within hours or days instead of weeks but but do we also have the flexibility to customize it to meet your needs could you want to be you won't be put into a box with the other customers we have needs that surpass their cut their needs yeah I almost see the challenge that you guys are living where you've got the cloud immediate value to make an roll-up any solutions but then you have might have other needs so you've got to be careful not to buy into stuff that's not shipping so you're trying to be proactive at the same time deal with what you got I mean how do you guys see that evolving because multi-cloud to me is definitely relevant but it's not yet clear how to implement across how do you guys look at this baked versus you know future solutions coming how do you balance that so again so right now we we're we're taking the the ad hoc approach and and experimenting with the different concepts of cloud and really leveraging the the native constructs of each cloud but but there's a there's a breaking point for sure you don't you don't get to scale this I like like Simone said and you have to focus on being able to deliver a developer they're their sandbox or their play area for the for the things that they're trying to build quickly and the only way to do that is with the with with some sort of consistent orchestration layer that allows you to so you've got a lot more stuff to be coming pretty quickly IDEs area I do expect things to start to start maturing quite quite quickly this year and you guys see similar trend new stuff coming fast yeah part of the biggest challenge we've got now is being able to segment within the network being able to provide segmentation between production on production workloads even businesses because we support many businesses worldwide and and isolation between those is a key criteria there so the ability to identify and quickly isolate those workloads is key so the CIOs that are watching or that are saying hey take that he'll do multi cloud and then you know the bottoms up organization think pause you're kind of like off a little bit it's not how it works I mean what is the reality in terms of implementing you know and as fast as possible because the business benefits are clear but it's not always clear in the technology how to move that fast yeah what are some of the barriers one of the blockers what are the enabler I think the reality is is that you may not think you're multi-cloud but your business is right so I think the biggest barriers there is understanding what the requirements are and how best to meet those requirements in a secure manner because you need to make sure that things are working from a latency perspective that things work the way they did and get out of the mind shift that you know it was a cheery application in the data center it doesn't have to be a Tier three application in the cloud so lift and shift is is not the way to go scale is a big part of what I see is the competitive advantage to allow these clouds and used to be proprietary network stacks in the old days and then open systems came that was a good thing but as clouds become bigger there's kind of an inherent lock in there with the scale how do you guys keep the choice open how're you guys thinking about interoperability what are some of the conversations and you guys are having around those key concepts well when we look at when we look at the moment from a networking perspective it it's really key for you to just enable enable all the all the clouds to be to be able to communicate between them developers will will find a way to use the cloud that best suits their their business team and and like like you said it's whether whether you're in denial or not of the multi cloud fact that your company is in already that's it becomes really important for you to move quickly yeah and a lot of it also hinges on how well is the provider embracing what that specific cloud is doing so are they are they swimming with Amazon or sure and just helping facilitate things they're doing the you know the heavy lifting API work for you or they swimming upstream and they're trying to hack it all together in a messy way and so that helps you you know stay out of the lock-in because they're you know if they're doing if they're using Amazon native tools to help you get where you need to be it's not like Amazon's gonna release something in the future that completely you know makes you have designed yourself into a corner so the closer they're more cloud native they are the more the easier it is to to deploy but you also need to be aligned in such a way that you can take advantage of those cloud native technologies will it make sense tgw is a game-changer in terms of cost and performance right so to completely ignore that would be wrong but you know if you needed to have encryption you know teach Adobe's not encrypted so you need to have some type of a gateway to do the VPN encryption you know so the aviatrix tool give you the beauty of both worlds you can use tgw with a gateway Wow real quick in the last minute we have I want to just get a quick feedback from you guys I hear a lot of people say to me hey the I picked the best cloud for the workload you got and then figure out multi cloud behind the scenes so that seems to be do you guys agree with that I mean is it do I go Mull one cloud across the whole company or this workload works great on AWS that work was great on this from a cloud standpoint do you agree with that premise and then wit is multi clouds did you mall together yeah from from an application perspective it it can be per workload but it can also be an economical decision certain enterprise contracts will will pull you in one direction that add value but the the network problem is still the same doesn't go away yeah yeah I mean you don't want to be trying to fit a square into a round hall right so if it works better on that cloud provider then it's our job to make sure that that service is there and people can use it agree you just need to stay ahead of the game make sure that the network infrastructure is there secure is available and is multi cloud capable yeah I'm at the end of the day you guys just validating that it's the networking game now how cloud storage compute check networking is where the action is awesome thanks for your insights guys appreciate you coming on the panel appreciate thanks thank you [Applause] [Music] [Applause] okay welcome back on the live feed I'm John fritz T Blaney my co-host with aviatrix I'm with the cube for the special digital event our next customer panel got great another set of cloud network architects Justin Smith was aura Justin broadly with Ellie Mae and Amit Oh tree job with Cooper welcome to stage [Applause] all right thank you thank you oK you've got all the cliff notes from the last session welcome rinse and repeat yeah yeah we're going to go under the hood a little bit I think they nailed the what we've been reporting and we've been having this conversation around networking is where the action is because that's the end of the day you got a move a pack from A to B and you get workloads exchanging data so it's really killer so let's get started Amit what are you seeing as the journey of multi cloud as you go under the hood and say okay I got to implement this I have to engineer the network make it enabling make it programmable make it interoperable across clouds I mean that's like I mean almost sounds impossible to me what's your take yeah I mean it's it seems impossible but if you are running an organization which is running infrastructure as a cordon all right it is easily doable like you can use tools out there that's available today you can use third-party products that can do a better job but but put your architecture first don't wait architecture may not be perfect put the best architecture that's available today and be agile to ET rate and make improvements over the time we got to Justin's over here so I have to be careful when I point a question adjusting they both have to answer okay journeys what's the journey been like I mean is there phases we heard that from Gardner people come into multi cloud and cloud native networking from different perspectives what's your take on the journey Justin yeah I mean from Mars like - we started out very much focused on one cloud and as we started doing errands we started doing new products the market the need for multi cloud comes very apparent very quickly for us and so you know having an architecture that we can plug in play into and be able to add and change things as it changes is super important for what we're doing in the space just in your journey yes for us we were very ad hoc oriented and the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas and so rather than it being some iterative approach with our deployments that became a number of different deployments and so we shifted that tour and the network has been a real enabler of this is that it there's one network and it touches whatever cloud we want it to touch and it touches the data centers that we need it to touch and it touches the customers that we need it to touch our job is to make sure that the services that are of and one of those locations are available in all of the locations so the idea is not that we need to come up with this new solution every time it's that we're just iterating on what we've already decided to do before we get the architecture section I want to ask you guys a question I'm a big fan of you know let the app developers have infrastructure as code so check but having the right cloud run that workload I'm a big fan of that if it works great but we just heard from the other panel you can't change the network so I want to get your thoughts what is cloud native networking and is that the engine really that's the enabler for this multi cloud trend but you guys taken we'll start with Amit what do you think about that yeah so you are gonna have workloads running in different clouds and the workloads would have affinity to one cloud over other but how you expose that it's matter of how you are going to build your networks how we are going to run security how we are going to do egress ingress out of it so it's the big problem how do you split says what's the solution what's the end the key pain points and problem statement I mean the key pain point for most companies is how do you take your traditional on-premise network and then blow that out to the cloud in a way that makes sense you know IP conflicts you have IP space you pub public eye peas and premise as well as in the cloud and how do you kind of make them a sense of all of that and I think that's where tools like aviatrix make a lot of sense in that space from our site it's it's really simple it's latency and bandwidth and availability these don't change whether we're talking about cloud or data center or even corporate IT networking so our job when when these all of these things are simplified into like s3 for instance and our developers want to use those we have to be able to deliver that and for a particular group or another group that wants to use just just GCP resources these aren't we have to support these requirements and these wants as opposed to saying hey that's not a good idea now our job is to enable them not to disable them do you think you guys think infrastructure as code which I love that I think it's that's the future it is we saw that with DevOps but I just start getting the networking is it getting down to the network portion where it's network as code because storage and compute working really well is seeing all kubernetes on ServiceMaster and network is code reality is it there is it still got work to do it's absolutely there I mean you mentioned net DevOps and it's it's very real I mean in Cooper we build our networks through terraform and on not only just out of fun build an API so that we can consistently build V nets and VPC all across in the same way we get to do it yeah and even security groups and then on top and aviatrix comes in we can peer the networks bridge bridge all the different regions through code same with you guys but yeah about this everything we deploy is done with automation and then we also run things like lambda on top to make changes in real time we don't make manual changes on our network in the data center funny enough it's still manual but the cloud has enabled us to move into this automation mindset and and all my guys that's what they focus on is bringing what now what they're doing in the cloud into the data center which is kind of opposite of what it should be that's full or what it used to be it's full DevOps then yes yeah I mean for us it was similar on premise still somewhat very manual although we're moving more Norton ninja and terraform concepts but everything in the production environment is colored confirmation terraform code and now coming into the datacenter same I just wanted to jump in on a Justin Smith one of the comment that you made because it's something that we always talk about a lot is that the center of gravity of architecture used to be an on-prem and now it's shifted in the cloud and once you have your strategic architecture what you--what do you do you push that everywhere so what you used to see at the beginning of cloud was pushing the architecture on prem into cloud now i want to pick up on what you said to you others agree that the center of architect of gravity is here i'm now pushing what i do in the cloud back into on Prem and wait and then so first that and then also in the journey where are you at from zero to a hundred of actually in the journey to cloud do you 50% there are you 10% yes I mean are you evacuating data centers next year I mean were you guys at yeah so there's there's two types of gravity that you typically are dealing with no migration first is data gravity and your data set and where that data lives and then the second is the network platform that interrupts all that together right in our case the data gravity sold mostly on Prem but our network is now extend out to the app tier that's going to be in cloud right eventually that data gravity will also move to cloud as we start getting more sophisticated but you know in our journey we're about halfway there about halfway through the process we're taking a handle of you know lift and shift and when did that start and we started about three years ago okay okay go by it's a very different story it started from a garage and one hundred percent on the clock it's a business spend management platform as a software-as-a-service one hundred percent on the cloud it was like ten years ago right yes yeah you guys are riding the wave love that architecture Justin I want to ask you Sora you guys mentioned DevOps I mean obviously we saw the huge observability wave which is essentially network management for the cloud in my opinion right yeah it's more dynamic but this is about visibility we heard from the last panel you don't know what's being turned on or turned off from a services standpoint at any given time how is all this playing out when you start getting into the DevOps down well this layer this is the big challenge for all of us as visibility when you talk transport within a cloud you know we very interestingly we have moved from having a backbone that we bought that we owned that would be data center connectivity we now I work for soar as a subscription billing company so we want to support the subscription mindset so rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy I my backbone is in the cloud I use the cloud providers interconnections between regions to transport data across and and so if you do that with their native solutions you you do lose visibility there there are areas in that that you don't get which is why controlling you know controllers and having some type of management plane is a requirement for us to do what we're supposed to do and provide consistency while doing it a great conversation I loved when you said earlier latency bandwidth availability with your sim pop3 things guys SLA I mean you just do ping times are between clouds it's like you don't know what you're getting for round-trip times this becomes a huge kind of risk management black hole whatever you want to call blind spot how are you guys looking at the interconnects between clouds because you know I can see that working from you know ground to cloud I'm per cloud but when you start doing with multi clouds workloads I mean s LA's will be all over the map won't they just inherently but how do you guys view that yeah I think we talked about workload and we know that the workloads are going to be different in different clouds but they are going to be calling each other so it's very important to have that visibility that you can see how data is flowing at what latency and whatever ability is our is there and our authority needs to operate on that so it's so you use the software dashboard look at the times and look at the latency in the old days strong so on open so on you try to figure it out and then your days you have to figure out just what she reinsert that because you're in the middle of it yeah I mean I think the the key thing there is that we have to plan for that failure we have to plan for that latency in our applications that start thinking start tracking in your SLI something you start planning for and you loosely couple these services and a much more micro services approach so you actually can handle that kind of failure or that type of unknown latency and unfortunately the cloud has made us much better at handling exceptions a much better way you guys are all great examples of cloud native from day one and you guys had when did you have the tipping point moment or the Epiphany of saying a multi clouds real I can't ignore it I got to factor it into all my design design principles and and everything you're doing what's it was there a moment was it was it from day one no there were two reasons one was the business so in business there was some affinity to not be in one cloud or to be in one cloud and that drove from the business side so as a cloud architect our responsibility was to support that business and other is the technology some things are really running better in like if you are running dot Network load or you are going to run machine learning or AI so that you have you would have that reference of one cloud over other so it was the bill that we got from AWS I mean that's that's what drives a lot of these conversations is the financial viability of what you're building on top of it which is so we this failure domain idea which is which is fairly interesting is how do I solve or guarantee against a failure domain you have methodologies with you know back-end direct connects or interconnect with GCP all of these ideas are something that you have to take into account but that transport layer should not matter to whoever we're building this for our job is to deliver the frames in the packets what that flows across how you get there we want to make that seamless and so whether it's a public internet API call or it's a back-end connectivity through Direct Connect it doesn't matter it just has to meet a contract that you signed with your application folks yeah that's the availability piece just in your thoughts on anything any common uh so actually a multi clouds become something much more recent in the last six to eight months I'd say we always kind of had a very much an attitude of like moving to Amazon from our private cloud is hard enough why complicate it further but the realities of the business and as we start seeing you know improvements in Google and Asia and different technology spaces the need for multi cloud becomes much more important as well as our acquisition strategies I matured we're seeing that companies that used to be on premise that we typically acquire are now very much already on a cloud and if they're on a cloud I need to plug them into our ecosystem and so that's really change our multi cloud story in a big way I'd love to get your thoughts on the clouds versus the clouds because you know you compare them Amazon's got more features they're rich with features I see the bills are how could people using them but Google's got a great network Google's networks pretty damn good and then you got a sure what's the difference between the clouds who with they've evolved something whether they peak in certain areas better than others what what are the characteristics which makes one cloud better do they have a unique feature that makes as you're better than Google and vice versa what do you guys think about the different clouds yeah to my experience I think there is approaches different in many places Google has a different approach very DevOps friendly and you can run your workload like the your network and spend regions time I mean but our application ready to accept that MS one is evolving I mean I remember 10 years back Amazon's Network was a flat network we will be launching servers and 10.0.0.0 so the VP sees concept came out multi-account came out so they are evolving as you are at a late start but because they have a late start they saw the pattern and they they have some mature set up on the yeah I think they're all trying to say they're equal in their own ways I think they all have very specific design philosophies that allow them to be successful in different ways and you have to kind of keep that in mind as you architectural solution for example amazon has a very much a very regional affinity they don't like to go cross region in their architecture whereas Google is very much it's a global network we're gonna think about as a global solution I think Google also has advantages its third to market and so has seen what Asia did wrong it seemed with AWS did wrong and it's made those improvements and I think that's one of their big advantage at great scale to Justin thoughts on the cloud so yeah Amazon built from the system up and Google built from the network down so their ideas and approaches are from a global versus or regional I agree with you completely that that is the big number one thing but the if you look at it from the outset interestingly the inability or the ability for Amazon to limit layer 2 broadcasting and and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center to provide resiliency and and and make things seamless to users all of that disappeared and so because we had to accept that at the VPC level now we have to accept it at the LAN level Google's done a better job of being able to overcome those things and provide those traditional Network facilities to us just great panel can go all day here's awesome so I heard we could we'll get to the cloud native naive questions so kind of think about what's not even what's cloud is that next but I got to ask you had a conversation with a friend he's like Wayne is the new land so if you think about what the land was at a datacenter when is the new link you could talking about the cloud impact so that means st when the old st way is kind of changing into the new land how do you guys look at that because if you think about it what lands were for inside a premises was all about networking high-speed but now when you take the win and make it essentially a land do you agree with that and how do you view this trend and is it good or bad or is it ugly and what's what you guys take on this yeah I think it's a it's a thing that you have to work with your application architect so if you are managing networks and if you are a sorry engineer you need to work with them to expose the unreliability that would bring in so the application has to hand a lot of this the difference in the latencies and and the reliability has to be worked through the application there Lanois same concept is that BS I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years as we get more and more cloud native and we start about API is the ability to lock my data in place and not be able to access it really goes away and so I think this is just continuation that thing I think it has challenges we start talking about weighing scale versus land scale the tooling doesn't work the same the scale of that tooling is much larger and the need to automation is much much higher in a way and than it was in a land that's where is what you're seeing so much infrastructure as code yeah yes so for me I'll go back again to this its bandwidth and its latency right that bet define those two land versus win but the other thing that's comes up more and more with cloud deployments is where is our security boundary and where can I extend this secure aware appliance or set of rules to to protect what's inside of it so for us we're able to deliver vr af-s or route forwarding tables for different segments wherever we're at in the world and so they're they're trusted to talk to each other but if they're gonna go to someplace that's outside of their their network then they have to cross a security boundary and where we enforce policy very heavily so for me there's it's not just land when it's it's how does environment get to environment more importantly that's a great point and security we haven't talked to yet but that's got to be baked in from the beginning this architecture thoughts on security are you guys are dealing with it yeah start from the base have apt to have security built in have TLS have encryption on the data I transit data at rest but as you bring the application to the cloud and they are going to go multi-cloud talking to over the Internet in some places well have apt web security I mean I mean our principles day Security's day zero every day and so we we always build it into our design build into our architecture into our applications it's encrypt everything it's TLS everywhere it's make sure that that data is secured at all times yeah one of the cool trends at RSA just as a side note was the data in use encryption piece which is a homomorphic stuff is interesting all right guys final question you know we heard on the earlier panel was also trending at reinvent we take the tea out of cloud native it spells cloud naive okay they got shirts now aviatrix kind of got this trend going what does that mean to be naive so if you're to your peers out there watching a live stream and also the suppliers that are trying to supply you guys with technology and services what's naive look like and what's native look like when is someone naive about implementing all this stuff so for me it's because we are in hundred-percent cloud for us it's main thing is ready for the change and you will you will find new building blocks coming in and the network design will evolve and change so don't be naive and think that it's static you wall with the change I think the big naivety that people have is that well I've been doing it this way for 20 years and been successful it's going to be successful in cloud the reality is that's not the case you have to think some of the stuff a little bit differently and you need to think about it early enough so that you can become cloud native and really enable your business on cloud yeah for me it's it's being open minded right the the our industry the network industry as a whole has been very much I am smarter than everybody else and we're gonna tell everybody how it's going to be done and we had we fell into a lull when it came to producing infrastructure and and and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or four months in some cases is really important and and so you know it's are you being closed-minded native being open minded exactly and and it took a for me it was that was a transformative kind of where I was looking to solve problems in a cloud way as opposed to looking to solve problems in this traditional old-school way all right I know we're out of time but I ask one more question so you guys so good it could be a quick answer what's the BS language when you the BS meter goes off when people talk to you about solutions what's the kind of jargon that you hear that's the BS meter going off what are people talking about that in your opinion you here you go that's total BS but what triggers use it so that I have two lines out of movies that are really I can if I say them without actually thinking them it's like 1.21 jigowatts are you out of your mind from Back to the Future right somebody's getting a bang and then and then Martin Mull and and Michael Keaton and mr. mom when he goes to 22 21 whatever it takes yeah those two right there if those go off in my mind somebody's talking to me I know they're full of baloney so a lot of speech would be a lot of speeds and feeds a lot of data did it instead of talking about what you're actually doing and solutioning for you're talking about well I does this this this and any time I start seeing the cloud vendor start benchmarking against each other it's your workload is your workload you need to benchmark yourself don't don't listen to the marketing on that that's that's all what triggers you and the bsp I think if somebody explains you and not simple they cannot explain you in simplicity then that's good all right guys thanks for the great insight great time how about a round of applause DX easy solutions integrating company than we service customers from all industry verticals and we're helping them to move to the digital world so as a solutions integrator we interface with many many customers that have many different types of needs and they're on their IT journey to modernize their applications into the cloud so we encounter many different scenarios many different reasons for those migrations all of them seeking to optimize their IT solutions to better enable their business we have our CPS organization it's cloud platform services we support AWS does your Google Alibaba corkle will help move those workloads to wherever it's most appropriate no one buys the house for the plumbing equally no one buys the solution for the networking but if the plumbing doesn't work no one likes the house and if this network doesn't work no one likes a solution so network is ubiquitous it is a key component of every solution we do the network connectivity is the lifeblood of any architecture without network connectivity nothing works properly planning and building a scalable robust network that's gonna be able to adapt with the application needs critical when encountering some network design and talking about speed the deployment aviatrix came up in discussion and we then further pursued an area DHT products have incorporated aviatrix is part of a new offering that we are in the process of developing that really enhances our ability to provide cloud connectivity for the Lyons cloud connectivity is a new line of networking services so we're getting into as our clients moving the hybrid cloud networking it is much different than our traditional based services and aviatrix provides a key component in that service before we found aviatrix we were using just native peering connections but there wasn't a way to visualize all those peering connections and with multiple accounts multiple contacts for security with a VA Church were able to visualize those different peering connections of security groups it helped a lot especially in areas of early deployment scenarios were quickly able to then take those deployment scenarios and turn them into scripts that we can then deploy repeatedly their solutions were designed to work with the cloud native capabilities first and where those cloud native capabilities fall short they then have solution sets that augment those capabilities I was pleasantly surprised number one with the aviatrix team as a whole and their level of engagement with us you know we weren't only buying the product we were buying a team that came on board to help us implement and solution that was really good to work together to learn both what aviatrix had to offer as well as enhancements that we had to bring that aviatrix was able to put into their product and meet our needs even better aviatrix was a joy to find because they really provided us the technology that we needed in order to provide multi cloud connectivity that really added to the functionality that you can't get from the basically providing services we're taking our customers on a journey to simplify and optimize their IT maybe Atrix certainly has made my job much easier okay welcome back to altitude 2020 for the digital event for the live feed welcome back I'm John Ford with the cube with Steve Mulaney CEO aviatrix for the next panel from global system integrators the folks who are building and working with folks on their journey to multi cloud and cloud native networking we've got a great panel George Buckman with dxc and Derek Monahan with wwt welcome to the stage [Applause] [Music] okay you guys are the ones out there advising building and getting down and dirty with multi cloud and cloud native network and we just heard from the customer panel you can see the diversity of where people come in to the journey of cloud it kind of depends upon where you are but the trends are all clear cloud native networking DevOps up and down the stack this has been the main engine what's your guys take of the disk Jerry to multi cloud what do you guys seeing yeah it's it's critical I mean we're seeing all of our enterprise customers enter into this they've been through the migrations of the easy stuff you know now they're trying to optimize and get more improvement so now the tough stuffs coming on right and you know they need their data processing near where their data is so that's driving them to a multi cloud environment okay we heard some of the edge stuff I mean you guys are exactly you've seen this movie before but now it's a whole new ballgame what's your take yeah so I'll give you a hint so our practice it's not called the cloud practice it's the multi cloud practice and so if that gives you a hint of how we approach things it's very consultative and so when we look at what the trends are let's look a little year ago about a year ago we're having conversations with customers let's build a data center in the cloud let's put some VP C's let's throw some firewalls with some DNS and other infrastructure out there and let's hope it works this isn't a science project so what we're trying to see is customers are starting to have more of a vision and we're helping with that consultative nature but it's totally based on the business and you got to start understanding how the lines of business are using the and then we evolved into the next journey which is a foundational approach to what are some of the problem statement customers are solving when they come to you what are the top things that are on their my house or the ease of use of Julie all that stuff but what specifically they digging into yeah so complexity I think when you look at a multi cloud approach in my view is network requirements are complex you know I think they are but I think the approach can be let's simplify that so one thing that we try to do this is how we talk to customers is let's just like you simplify an aviatrix simplifies the automation orchestration of cloud networking we're trying to simplify the design the planning implementation of infrastructure across multiple workloads across multiple platforms and so the way we do it is we sit down we look at not just use cases and not just the questions in common we tis anticipate we actually build out based on the business and function requirements we build out a strategy and then create a set of documents and guess what we actually build in the lab and that lab that we platform we built proves out this reference architecture actually works absolutely we implement similar concepts I mean we they're proven practices they work great so well George you mentioned that the hard part's now upon us are you referring to networking what is specifically were you getting at Terrance's the easy parts done now so for the enterprises themselves migrating their more critical apps or more difficult apps into the environments you know they've just we've just scratched the surface I believe on what enterprises are doing to move into the cloud to optimize their environments to take advantage of the scale and speed to deployment and to be able to better enable their businesses so they're just now really starting the - so do you get you guys see what I talked about them in terms of their Cambrian explosion I mean you're both monster system integrators with you know top fortune enterprise customers you know really rely on you for for guidance and consulting and so forth and boy they're networks is that something that you you've seen I mean does that resonate did you notice a year and a half ago and all of a sudden the importance of cloud for enterprise shoot up yeah I mean we're seeing it not okay in our internal environment as you know we're a huge company or as customers so we're experiencing that internal okay and every one of our other customers so I have another question oh but I don't know the answer to this and the lawyer never asks a question that you don't know the answer to but I'm gonna ask it anyway DX c + w WT massive system integrators why aviatrix yep so great question Steve so I think the way we approach things I think we have a similar vision a similar strategy how you approach things how we approach things that world by technology number one we want to simplify the complexity and so that's your number one priorities let's take the networking let's simplify it and I think part of the other point I'm making is we have we see this automation piece as not just an afterthought anymore if you look at what customers care about visibility and automation is probably the top three maybe the third on the list and I think that's where we see the value and I think the partnership that we're building and what I would I get excited about is not just putting yours in our lab and showing customers how it works is Co developing a solution with you figuring out hey how can we make this better right visibility's a huge thing jump in security alone network everything's around visibility what automation do you see happening in terms of progression order of operations if you will it's a low-hanging fruit what are people working on now what are what are some of the aspirational goals around when you start thinking about multi cloud and automation yep so I wanted to get back to answer that question I want to answer your question you know what led us there and why aviatrix you know in working some large internal IT projects and and looking at how we were gonna integrate those solutions you know we like to build everything with recipes where network is probably playing catch-up in the DevOps world but with a DevOps mindset looking to speed to deploy support all those things so when you start building your recipes you take a little of this a little of that and you mix it all together well when you look around you say wow look there's this big bag of a VHS let me plop that in that solves a big part of my problems that I have to speed to integrate speed to deploy and the operational views that I need to run this so that was 11 years about reference architectures yeah absolutely so you know they came with a full slate of reference textures already the out there and ready to go that fit our needs so it's very very easy for us to integrate those into our recipes what do you guys think about all the multi vendor interoperability conversations that have been going on choice has been a big part of multi-cloud in terms of you know customers want choice they didn't you know they'll put a workload in the cloud that works but this notion of choice and interoperability is become a big conversation it is and I think our approach and that's why we talk to customers is let's let's speed and be risk of that decision making process and how do we do that because the interoperability is key you're not just putting it's not just a single vendor we're talking you know many many vendors I mean think about the average number of cloud application as a customer uses a business and enterprise business today you know it's it's above 30 it's it's skyrocketing and so what we do and we look at it from an interoperability approach is how do things interoperate we test it out we validate it we build a reference architecture it says these are the critical design elements now let's build one with aviatrix and show how this works with aviatrix and I think the the important part there though is the automation piece that we add to it in visibility so I think the visibility is what's what I see lacking across the industry today and the cloud needed that's been a big topic okay in terms of aviatrix as you guys see them coming in they're one of the ones that are emerging and the new brands emerging but multi-cloud you still got the old guard incumbents with huge footprints how our customers dealing with that that kind of component and dealing with both of them yeah I mean where we have customers that are ingrained with a particular vendor and you know we have partnerships with many vendors so our objective is to provide the solution that meets that client and you they all want multi vendor they all want interoperability correct all right so I got to ask you guys a question while we were defining day two operations what does that mean I mean you guys are looking at the big business and technical components of architecture what does day to Operations mean what's the definition of that yeah so I think from our perspective my experience we you know day to operations whether it's it's not just the you know the orchestration piece and setting up and let it a lot of automate and have some you know change control you're looking at this from a data perspective how do I support this ongoing and make it easy to make changes as we evolve the the the cloud is very dynamic the the nature of how the fast is expanding the number of features is astonish trying to keep up to date with a number of just networking capabilities and services that are added so I think day to operation starts with a fundable understanding of you know building out supporting a customer's environments and making it the automation piece easy from from you know a distance I think yeah and you know taking that to the next level of being able to enable customers to have catalog items that they can pick and choose hey I need this network connectivity from this cloud location back to this on pram and being able to have that automated and provisioned just simply by ordering it for the folks watching out there guys take a minute to explain as you guys are in the trenches doing a lot of good work what are some of the engagement that you guys get into how does that progress what is that what's what happens do they call you up and say hey I need some multi-cloud or you're already in there I mean take us through why how someone can engage to use a global si to come in and make this thing happen what's looks like typical engagement look like yeah so from our perspective we typically have a series of workshops in a methodology that we kind of go along the journey number one we have a foundational approach and I don't mean foundation meaning the network foundation that's a very critical element we got a factor in security we've got a factor in automation so we think about foundation we do a workshop that starts with education a lot of times we'll go in and we'll just educate the customer what is VP she's sharing you know what is a private Lincoln or how does that impact your business we have customers I want to share services out in an ecosystem with other customers and partners well there's many ways to accomplish that so our goal is to you know understand those requirements and then build that strategy with them thoughts Georgia yeah I mean I'm one of the guys that's down in the weeds making things happen so I'm not the guy on the front line interfacing with the customers every day but we have a similar approach you know we have a consulting practice that will go out and and apply their practices to see what those and when do you parachute in yeah and when I then is I'm on the back end working with our offering development leads for the networking so we understand or seeing what customers are asking for and we're on the back end developing the solutions that integrate with our own offerings as well as enable other customers to just deploy quickly to beep their connectivity needs it so the patterns are similar right final question for you guys I want to ask you to paint a picture of what success looks like and you know the name customers didn't forget in reveal kind of who they are but what does success look like in multi-cloud as you paint a picture for the folks here and watching on the live stream it's someone says hey I want to be multi-cloud I got to have my operations agile I want full DevOps I want programmability security built in from day zero what does success look like yeah I think success looks like this so when you're building out a network the network is a harder thing to change than some other aspects of cloud so what we think is even if you're thinking about that second cloud which we have most of our customers are on to public clouds today they might be dabbling in that as you build that network foundation that architecture that takes in consideration where you're going and so once we start building that reference architecture out that shows this is how to sit from a multi cloud perspective not a single cloud and let's not forget our branches let's not forget our data centers let's not forget how all this connects together because that's how we define multi-cloud it's not just in the cloud it's on Prem and it's off from and so collectively I think the key is also is that we provide them an hld you got to start with a high level design that can be tweaked as you go through the journey but you got to give a solid structural foundation and that that networking which we think most customers think as not not the network engineers but as an afterthought we want to make that the most critical element before you start the journey Jorge from your seed how do you success look for you so you know it starts out on these journeys often start out people not even thinking about what is gonna happen what what their network needs are when they start their migration journey to the cloud so I want this success to me looks like them being able to end up not worrying about what's happening in the network when they move to the cloud good point guys great insight thanks for coming on share and pen I've got a round of applause the global system integrators Hey [Applause] [Music] okay welcome back from the live feed I'm chef for with the cube Steve Eleni CEO of aviatrix my co-host our next panel is the aviatrix certified engineers also known as aces this is the folks that are certified their engineering they're building these new solutions please welcome Toby Foster min from Attica Stacy linear from Teradata and Jennifer Reid with Victor Davis to the stage I was just gonna I was just gonna rip you guys see where's your jackets and Jen's got the jacket on okay good love the aviatrix aces pile of gear they're above the clouds towards a new heights that's right so guys aviatrix aces love the name I think it's great certified this is all about getting things engineered so there's a level of certification I want to get into that but first take us through the day in the life of an ace and just to point out Stacey's a squad leader so he's like a Squadron Leader Roger and leader yeah Squadron Leader so he's got a bunch of aces underneath him but share your perspective day-in-the-life Jennifer will start with you sure so I have actually a whole team that works for me both in the in the North America both in the US and in Mexico and so I'm eagerly working to get them certified as well so I can become a squad leader myself but it's important because one of the the critical gaps that we've found is people having the networking background because they're you graduate from college and you have a lot of computer science background you can program you've got Python but now working in packets they just don't get and so just taking them through all the processes that it's really necessary to understand when you're troubleshooting is really critical mm-hmm and because you're gonna get an issue where you need to figure out where exactly is that happening on the network you know is my my issue just in the VP C's and on the instance side is a security group or is it going on print and this is something actually embedded within Amazon itself I mean I should troubleshot an issue for about six months going back and forth with Amazon and it was the vgw VPN because they were auto-scaling on two sides and we ended up having to pull out the Cisco's and put in aviatrix so I could just say okay it's fixed and I actually actually helped the application teams get to that and get it solved yeah but I'm taking a lot of junior people and getting them through that certification process so they can understand and see the network the way I see the network I mean look I've been doing this for 25 years when I got out when I went in the Marine Corps that's what I did and coming out the network is still the network but people don't get the same training they get they got in the 90s it's just so easy just write some software they work takes care of itself yes he'll be we'll come back to that I want to come back to that problem solve with Amazon but Toby I think the only thing I have to add to that is that it's always the network fault as long as I've been in network have always been the network's fault sure and I'm even to this day you know it's still the network's fault and part of being a network guy is that you need to prove when it is and when it's not your fault and that means you need to know a little bit about a hundred different things to make that and now you've got a full stack DevOps you got to know a lot more times another hundred and these times are changing they see your squadron leader I get that right what is what is a squadron leader first can you describe what it is I think it probably just leading all the network components of it but are they from my perspective when to think about what you asked them was it's about no issues and no escalation soft my day is like that's a good outcome that's a good day it's a good day Jennifer you mentioned the Amazon thing this brings up a good point you know when you have these new waves come in you have a lot of new things newly use cases a lot of the finger-pointing it's that guys problem that girls problem so what is how do you solve that and how do you get the young guns up to speed is there training is that this is where the certification comes in those where the certification is really going to come in I know when we we got together at reinvent one of the the questions that that we had with Stephen the team was what what should our certification look like you know she would just be teaching about what aviatrix troubleshooting brings to bear but what should that be like and I think Toby and I were like no no no that's going a little too high we need to get really low because the the better someone can get at actually understanding what actually happening in the network and and where to actually troubleshoot the problem how to step back each of those processes because without that it's just a big black box and they don't know you know because everything is abstracted in Amazon Internet and Azure and Google is substracted and they have these virtual gateways they have VPNs that you just don't have the logs on it's you just don't know and so then what tools can you put in front of them of where they can look because there are full logs well as long as they turned on the flow logs when they built it you know and there's like each one of those little things that well if they'd had decided to do that when they built it it's there but if you can come in later to really supplement that with training to actual troubleshoot and do a packet capture here as it's going through then teaching them how to read that even yeah Toby we were talking before he came on up on stage about your career you've been networking all your time and then you know you're now mentoring a lot of younger people how is that going because the people who come in fresh they don't have all the old war stories they don't know you talk about you know that's dimmer fault I walk in Mayr feet in the snow when I was your age I mean it's so easy now right they say what's your take on how you train the young P so I've noticed two things one is that they are up to speed a lot faster in generalities of networking they can tell you what a network is in high school level now where I didn't learn that too midway through my career and they're learning it faster but they don't necessarily understand why it's that way or you know everybody thinks that it's always slash 24 for a subnet and they don't understand why you can break it down smaller why it's really necessary so the the ramp up speed is much faster for these guys that are coming in but they don't understand why and they need some of that background knowledge to see where it's coming from and why is it important and that's old guys that's where we thrive Jennifer you mentioned you you got in from the Marines health spa when you got into networking how what was it like then and compare it now most like we've heard earlier static versus dynamic don't be static cuz back then you just said the network you got a perimeter yeah no there was no such thing ya know so back in the day I mean I mean we had banyan vines for email and you know we had token ring and I had to set up token ring networks and figure out why that didn't work because how many of things were actually sharing it but then actually just cutting fiber and running fiber cables and dropping them over you know shelters to plug them in and oh crap they swung it too hard and shattered it now I gotta be great polished this thing and actually shoot like to see if it works I mean that was the network current five cat 5 cables to run an Ethernet you know and then from that just said network switches dumb switches like those were the most common ones you had then actually configuring routers and you know logging into a Cisco router and actually knowing how to configure that and it was funny because I had gone all the way up and was a software product manager for a while so I've gone all the way up the stack and then two and a half three years ago I came across to to work with entity group that became Victor Davis but we went to help one of our customers Avis and it was like okay so we need to fix the network okay I haven't done this in 20 years but all right let's get to it you know because it really fundamentally does not change it's still the network I mean I've had people tell me well you know when we go to containers we will not have to worry about the network and I'm like yeah you don't I do and then with this within the program abilities it really interesting so I think this brings up the certification what are some of the new things that people should be aware of that come in with the aviatrix ace certification what are some of the highlights can you guys share some of the some of the highlights around the certifications I think some of the importance is that it's it doesn't need to be vendor specific for network generality or basic networking knowledge and instead of learning how Cisco does something or how Palo Alto does something we need to understand how and why it works as a basic model and then understand how each vendor has gone about that problem and solved it in a general that's true in multi cloud as well you can't learn how cloud networking works without understanding how AWS integer and GCP are all slightly the same but slightly different and some things work and some things don't I think that's probably the number one take I think having a certification across clouds is really valuable because we heard the global si you help the business issues what does it mean to do that is it code is that networking is it configuration is that aviatrix what is the amine oxy aviatrix is a certification but what is it about the multi cloud that makes it multi networking and multi vendor and easy answer is yes so you got to be a general let's go to your hands and all you have to be it takes experience because it's every every cloud vendor has their own certification whether that's hops and [Music] advanced networking and advanced security or whatever it might be yeah they can take the test but they have no idea how to figure out what's wrong with that system and the same thing with any certification but it's really getting your hands in there and actually having to troubleshoot the problems you know actually work the problem you know and calm down it's going to be okay I mean because I don't know how many calls I've been on or even had aviatrix join me on it's like okay so everyone calm down let's figure out what's happening it's like we've looked at that screen three times looking at it again it's not going to solve that problem right but at the same time you know remaining calm but knowing that it really is I'm getting a packet from here to go over here it's not working so what could be the problem you know and actually stepping them through those scenarios but that's like you only get that by having to do it you know and seeing it and going through it and then I have a question so we you know I just see it we started this program maybe six months ago we're seeing a huge amount of interest I mean we're oversubscribed on all the training sessions we've got people flying from around the country even with coronavirus flying to go to Seattle to go to these events were oversubscribed a good is that watching leader would put there yeah something that you see in your organizations are you recommending that to people do you see I mean I'm just I would guess I'm surprised I'm not surprised but I'm really surprised by the demand if you would of this multi-cloud network certification because it really isn't anything like that is that something you guys can comment on or do you see the same things in your organization's I say from my side because we operate in the multi cloud environment so it really helps an official for us I think I would add that networking guys have always needed to use certifications to prove that they know what they know it's not good enough to say yeah I know IP addresses or I know how a network works and a couple little check marks or a little letters buying helps give you validity so even in our team we can say hey you know we're using these certifications to know that you know enough of the basics enough of the understandings that you have the tools necessary right so okay I guess my final question for you guys is why an eighth certification is relevant and then second part is share what the livestream folks who aren't yet a certified or might want to jump in to be AVH or certified engineers why is it important so why is it relevant and why shouldn't someone want to be an ace-certified I'm used to right engineer I think my views a little different I think certification comes from proving that you have the knowledge not proving that you get a certification to get no I mean they're backwards so when you've got the training and the understanding and the you use that to prove and you can like grow your certification list with it versus studying for a test to get a certification and have no understanding it okay so that who is the right person that look at this is saying I'm qualified is it a network engineer is it a DevOps person what's your view you know is it a certain you know I think cloud is really the answer it's the as we talked like the edge is getting eroded so is the network definition getting eroded we're getting more and more of some network some DevOps some security lots and lots of security because network is so involved in so many of them that's just the next progression I don't say I expend that to more automation engineers because we have those nails probably well I think that the training classes themselves are helpful especially the entry-level ones for people who may be quote-unquote cloud architects but I've never done anything and networking for them to understand why we need those things to really work whether or not they go through to eventually get a certification is something different but I really think fundamentally understanding how these things work it makes them a better architect makes some better application developer but even more so as you deploy more of your applications into the cloud really getting an understanding even from our people who've tradition down on prime networking they can understand how that's going to work in the cloud too well I know we got just under 30 seconds left but I want to get one more question than just one more for the folks watching that are you may be younger that don't have that networking training from your experiences each of you can answer why is it should they know about networking what's the benefit what's in it for them motivate them share some insights and why they should go a little bit deeper in networking Stacey we'll start with you we'll go down let's say it's probably fundamental right if you want to deliver solutions no we're going use the very top I would say if you fundamental of an operating system running on a machine how those machines talk together as a fundamental change is something that starts from the base and work your way up right well I think it's a challenge because you've come from top-down now you're gonna start looking from bottom up and you want those different systems to cross communicate and say you've built something and you're overlapping IP space not that that doesn't happen but how can I actually make that still operate without having to reappear e-platform it's like those challenges like those younger developers or sis engineers can really start to get their hands around and understand those complexities and bring that forward in their career they got to know the how the pipes are working you guys know what's going some plumbing that's right and they gotta know how it works I had a code it it's right awesome thank you guys for great insights ace certain ABS your certified engineers also known as aces give a round of applause thank you okay all right that concludes my portion thank you Steve thanks for have Don thank you very much that was fantastic everybody round of applause for John for you yeah so great event great event I'm not gonna take long we got we've got lunch outside for that for the people here just a couple of things just call to action right so we saw the aces you know for those of you out on the stream here become a certified right it's great for your career it's great for not knowledge is is fantastic it's not just an aviatrix thing it's gonna teach you about cloud networking multi-cloud networking with a little bit of aviatrix exactly what the Cisco CCIE program was for IP network that type of the thing that's number one second thing is is is is learn right so so there's a there's a link up there for the four to join the community again like I started this this is a community this is the kickoff to this community and it's a movement so go to what a v8 community aviatrix comm starting a community a multi cloud so you know get get trained learn I'd say the next thing is we're doing over a hundred seminars in across the United States and also starting into Europe soon will come out and will actually spend a couple hours and talk about architecture and talk about those beginning things for those of you on the you know on the livestream in here as well you know we're coming to a city near you go to one of those events it's a great way to network with other people that are in the industry as well as to start to learn and get on that multi-cloud journey and then I'd say the last thing is you know we haven't talked a lot about what aviatrix does here and that's intentional we want you you know leaving with wanting to know more and schedule get with us in schedule a multi our architecture workshop session so we we sit out with customers and we talk about where they're at in that journey and more importantly where they're going and define that end state architecture from networking compute storage everything and everything you heard today every panel kept talking about architecture talking about operations those are the types of things that we solve we help you define that canonical architecture that system architecture that's yours so for so many of our customers they have three by five plotted lucid charts architecture drawings and it's the customer name slash aviatrix arc network architecture and they put it on their whiteboard that's what what we and that's the most valuable thing they get from us so this becomes their twenty-year network architecture drawing that they don't do anything without talking to us and look at that architecture that's what we do in these multi hour workshop sessions with customers and that's super super powerful so if you're interested definitely call us and let's schedule that with our team so anyway I just want to thank everybody on the livestream thank everybody here hopefully it was it was very useful I think it was and joined the movement and for those of you here join us for lunch and thank you very much [Applause] [Music] you

[Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Music] you you you you [Music] [Music] [Music] [Music] ladies and gentlemen please take your seats good morning ladies and gentlemen this is your captain speaking we will soon be taking off on our way to altitude please keep your seatbelts fastened and remain in your seats we will be experiencing turbulence until we are above the clouds ladies and gentlemen we are now cruising at altitude sit back and enjoy the ride [Music] altitude is a community of thought leaders and pioneers cloud architects and enlightened network engineers who have individually and are now collectively leading their own IT teams and the industry on a path to lift cloud networking above the clouds empowering Enterprise IT to architect design and control their own cloud network regardless of the turbulent clouds beneath them it's time to gain altitude ladies and gentlemen Steve Mulaney president and CEO of aviatrix the leader of multi cloud networking [Music] [Applause] all right good morning everybody here in Santa Clara as well as to the what millions of people watching the livestream worldwide welcome to altitude 2020 alright so we've got a fantastic event today I'm really excited about the speakers that we have today and the experts that we have and really excited to get started so one of the things I wanted to just share was this is not a one-time event it's not a one-time thing that we're gonna do sorry for the aviation analogy but you know sherry way aviatrix means female pilot so everything we do as an aviation theme this is a take-off for a movement this isn't an event this is a takeoff of a movement a multi-cloud networking movement and community that we're inviting all of you to become part of and-and-and why we're doing that is we want to enable enterprises to rise above the clouds so to speak and build their network architecture regardless of which public cloud they're using whether it's one or more of these public clouds so the good news for today there's lots of good news but this is one good news is we don't have any PowerPoint presentations no marketing speak we know that marketing people have their own language we're not using any of that in those sales pitches right so instead what are we doing we're going to have expert panels we've got some owners chart of Gartner here we've got 10 different network architects cloud architects real practitioners they're going to share their best practices and there are real-world experiences on their journey to the multi cloud so before we start and everybody know what today is in the US it's Super Tuesday I'm not gonna get political but Super Tuesday there was a bigger Super Tuesday that happened 18 months ago and maybe eight six employees know what I'm talking about 18 months ago on a Tuesday every Enterprise said I'm gonna go to the cloud and so what that was was the Cambrian explosion for cloud for the price so Franco Bree you know what a Cambrian explosion is he had to look it up on Google 500 million years ago what happened there was an explosion of life where it went from very simple single-cell organisms to very complex multi-celled organisms guess what happened 18 months ago on a Tuesday I don't really know why but every enterprise like I said all woke up that day and said now I'm really gonna go to cloud and that Cambrian explosion of cloud went meant that I'm moving from very simple single cloud single use case simple environment to a very complex multi cloud complex use case environment and what we're here today is we're gonna go and dress that and how do you handle those those those complexities and when you look at what's happening with customers right now this is a business transformation right people like to talk about transitions this is a transformation and it's actually not just the technology transformation it's a business transformation it started from the CEO and the boards of enterprise customers where they said I have an existential threat to the survival of my company if you look at every industry who they're worried about is not the other 30 year old enterprise what they're worried about is the three year old enterprise that's leveraging cloud that's leveraging AI and that's where they fear that they're going to actually get wiped out right and so because of this existential threat this is CEO lead this is board led this is not technology led it is mandated in the organization's we are going to digitally transform our enterprise because of this existential threat and the movement to cloud is going to enable us to go do that and so IT is now put back in charge if you think back just a few years ago in cloud it was led by DevOps it was led by the applications and it was like I said before their Cambrian explosion is very simple now with this Cambrian explosion and enterprises getting very serious and mission-critical they care about visibility they care about control that about compliance conformance everything governance IT is in charge and and and that's why we're here today to discuss that so what we're going to do today is much of things but we're gonna validate this journey with customers did they see the same thing we're going to validate the requirements for multi-cloud because honestly I've never met an enterprise that is not going to be multi-cloud many are one cloud today but they all say I need to architect my network for multiple clouds because that's just what the network is there to support the applications and the applications will run and whatever cloud it runs best in and you have to be prepared for that the second thing is is is architecture again with the IT in charge you architecture matters whether it's your career whether it's how you build your house it doesn't matter horrible architecture your life is horrible forever good architecture your life is pretty good so we're going to talk about architecture and how the most fundamental and critical part of that architecture and that basic infrastructure is the network if you don't get that right nothing works right way more important and compute way more important than storm dense storage network is the foundational element of your infrastructure then we're going to talk about day two operations what does that mean well day 1 is one day of your life who you wire things up they do and beyond I tell everyone in networking and IT it's every day of your life and if you don't get that right your life is bad forever and so things like operations visibility security things like that how do I get my operations team to be able to handle this in an automated way because it's not just about configuring it in the cloud it's actually about how do i operationalize it and that's a huge benefit that we bring as aviatrix and then the last thing we're going to talk and it's the last panel we have I always say you can't forget about the humans right so all this technology all these things that we're doing it's always enabled by the humans at the end of the day if the humans fight it it won't get deployed and we have a massive skills gap in cloud and we also have a massive skill shortage you have everyone in the world trying to hire cloud network architects right there's just not enough of them going around so at aviatrix we as leaders ooh we're gonna help address that issue and try to create more people we created a program and we call the ACE program again an aviation theme it stands for aviatrix certified engineer very similar to what Cisco did with CCI es what Cisco taught you about IP networking a little bit of Cisco we're doing the same thing we're gonna teach network architects about multi-cloud networking and architecture and yeah you'll get a little bit of aviatrix training in there but this is the missing element for people's careers and also within their organization so we're gonna we're gonna go talk about that so great great event great show when to try to keep it moving I'd next want to introduce my my host he's the best in the business you guys have probably seen him multiple million times he's the co CEO and co-founder of joob John Ferrier [Applause] okay awesome great great speech they're awesome I totally agree with everything you said about the explosion happening and I'm excited here at the heart of Silicon Valley to have this event it's a special digital event with the cube and aviatrix where we live streaming to millions of people as you said maybe not a million maybe not really take this program to the world this is a little special for me because multi-cloud is the hottest wave and cloud and cloud native networking is fast becoming the key engine of the innovation so we got an hour and a half of action-packed programming we have a customer panel to customer panels before that Gartner is going to come out and talk about the industry we have a global system integrators they talk about how they're advising and building these networks and cloud native networking and then finally the Aces the aviatrix certified engineer is gonna talk more about their certifications and the expertise needed so let's jump right in and let's ask some own rashard to come on stage from Gartner we'll kick it all up [Applause] [Music] okay so kicking things off certain started gardener the industry experts on cloud really kind of more to your background talk about your background before you got the gardener yeah before because gardener was a chief network architect of a fortune five companies with thousands of sites over the world and I've been doing everything and IT from a C programmer the ninety-two a security architect to a network engineer to finally becoming a network analyst so you rode the wave now you're covering in the marketplace with hybrid cloud and now moving quickly to multi cloud is really was talking about cloud natives been discussed but the networking piece is super important how do you see that evolving well the way we see Enterprise adapt in cloud first thing you do about networking the initial phases they either go in a very ad hoc way is usually led by non non IT like a shadow IT or application people are sometime a DevOps team and it's it just goes as it's completely unplanned decreed VP sees left and right as with different account and they create mesh to manage them and they have direct connect or Express route to any of them so that's what that's a first approach and on the other side again it within our first approach you see what I call the lift and shift way we see like Enterprise IT trying to basically replicate what they have in a data center in the cloud so they spend a lot of time planning doing Direct Connect putting Cisco routers and f5 and Citrix and any checkpoint Palo Alto divides that the atoms that are sent removing that to that cloud they ask you the aha moments gonna come up a lot of our panels is where people realize that it's a multi cloud world I mean they either inherit clouds certainly they're using public cloud and on-premises is now more relevant than ever when's that aha moment that you're seeing where people go well I got to get my act together and get on this well the first but even before multi-cloud so these two approach the first one like the ad hoc way doesn't scale at some point idea has to save them because they don't think about the - they don't think about operations we have a bunch of VPC and multiple clouds the other way that if you do the left and shift week they cannot take any advantages of the cloud they lose elasticity auto-scaling pay by the drink these feature of agility features so they both realize okay neither of these words are good so I have to optimize that so I have to have a mix of what I call the cloud native services within each cloud so they start adapting like other AWS constructor is your construct or Google construct and that's what I call the optimal phase but even that they realize after that they are very different all these approaches different the cloud are different identities is completely difficult to manage across clouds I mean for example AWS as accounts there's subscription and in as ER and GCP their projects it's a real mess so they realize well I can't really like concentrate used the cloud the cloud product and every cloud that doesn't work so I have I'm doing multi cloud I like to abstract all of that still wanna manage the cloud from an epi xx view I don't necessarily want to bring my incumbent data center products but I have to do that in a more API driven cloud they're not they're not scaling piece and you were mentioning that's because there's too many different clouds yes that's the piece there so what are they doing whether they read they building different development teams as its software what's the solution well this the solution is to start architecting the cloud that's the third phase I call that the multi cloud architect phase where they have to think about abstraction that works across cloud fact even across one cloud it might not scale as well if you start having like 10,000 security group in AWS that doesn't scale you have to manage that if you have multiple VPC it doesn't scale you need a third-party identity provider so it barely scales within one cloud if you go multiple cloud it gets worse and worse see way in here what's your thoughts I thought we said this wasn't gonna be a sales pitch for aviatrix you just said exactly what we do so anyway up just a joke what do you see in terms of where people are in that multi cloud like a lot of people you know everyone I talked to started in one cloud right but then they look and they say okay but I'm now gonna move to adjourn I'm gonna move do you see a similar thing well yes they are moving but they're not there's not a lot of application that use a tree cloud at once they move one app in Azure one app in individuals one get app in Google that's what we see so far okay yeah I mean one of the mistakes that people think is they think multi-cloud no one is ever gonna go multi-cloud for arbitrage they're not gonna go and say well today I might go into Azure because I got a better rate of my instance that's never do you agree with that's never gonna happen what I've seen with enterprise is I'm gonna put the work load and the app the app decides where it runs best that may be a sure maybe Google and for different reasons and they're gonna stick there and they're not gonna move let me ask you infrastructure has to be able to support from a networking King be able to do that do you agree with that yes I agree and one thing is also very important is connecting to that cloud is kind of the easiest thing so though while I run network part of the cloud connectivity to the cloud is kind of simple you know I agree IPSec VPN and I reckon Express route that's a simple part what's difficult and even a provisioning part is easy you can use terraform and create v pieces and v nets across which we cloud providers right what's difficult is the day-to-day operations so it's what to find a to operations what is that what does that actually mean it's just the day-to-day operations after you know the natural let's add an app that's not a server let's troubleshoot a problem so what ending so your life if something changes now what do you do so what's the big concerns I want to just get back to this cloud native networking because everyone kind of knows with cloud native apps are that's the hot trend what is cloud native networking how do you how do you guys define that because that seems to be the oddest part of the multi cloud wave that's coming as cloud native networking well there's no you know official gardener definition but I can create one on another spot is do it I just want to leverage the cloud construct and a cloud epi I don't want to have to install like like for example the first version was let's put a virtual router that doesn't understand and then the cloud environment right if I have if I have to install a virtual machine it has to be cloud aware it has to understand the security group if it's a router it has to be programmable to the cloud API and and understand the cloud environment you know one things I hear a lot from either see Saussure CIOs or CXOs in general is this idea of I'm definitely on going API so it's been an API economy so API is key on that point but then they say okay I need to essentially have the right relationship with my suppliers aka clouds you call it above the clouds so the question is what do i do from an architecture standpoint do I just hire more developers and have different teams because you mentioned that's a scale point how do you solve this this problem of okay I got AWS I got GCP or Azure or whatever do I just have different teams or just expose API guys where is that optimization where's the focus well I think what you need from an android point of view is a way a control plane across the three clouds and be able to use the api of that cloud to build networks but also to troubleshoot them and do they to operation so you need a view across a three cloud that takes care of routing connectivity that's you know that's the aviatrix plug of view right there so so how do you see so again your Gartner you you you you see the industry you've been a network architect how do you see this this plan out what are the what are the legacy incumbent client-server on-prem networking people gonna do well these versus people like aviatrix well how do you see that playing out well obviously all the incumbent like Arista cisco juniper NSX right they want to basically do the lift and chip are they want to bring and you know VM I want to bring in a section that cloud they call that NSX everywhere and cisco wants bring you star in the cloud they call that each guy anywhere right so everyone what and and then there's cloud vision for my red star and Khan trailers in a cloud so they just want to bring the management plain in the cloud but it's still based most of them it's still based on putting a VM them in controlling them right you you extend your management console to the cloud that's not really cloud native right cloud native you almost have to build it from scratch we like to call that cloud naive well not so close one letter yeah so that was a big culture to reinvent take the tea out of cloud native it's cloud naive that went super viral you guys got t-shirts now I know you love yeah but yeah but that really ultimately is kind of a double-edged sword you got to be you can be naive on the on the architecture side and rolling up but also suppliers are can be naive so how would you define who's naive and who's not well in fact they're evolving as well so for example in Cisco you it's a little bit more native than other ones because they're really scr in the cloud you can't you you really like configure API so the cloud and NSX is going that way and so is Arista but they're incumbent they have their own tools is difficult for them they're moving slowly so it's much easier to start from scratch Avenue like and you know a network happiness started a few years ago there's only really two aviatrix was the first one they've been there for at least three or four years and there's other ones like Al Kyra for example that just started now that doing more connectivity but they want to create an overlay network across the cloud and start doing policies and trying abstracting all the clouds within one platform so I gotta ask you I interviewed an executive at VMware Sanjay Pune and he said to me at RSA last week I was only be two networking vendors left Cisco and VMware what's your respect what's your response to that obviously I mean when you have these waves as new brands that emerge like aviation others though I think there'll be a lot of startups coming out of the woodwork how do you respond to that comment well there's still a data center there's still like a lot of action on campus and there's the one but from the cloud provisioning and clown networking in general I mean they're behind I think you know in fact you don't even need them to start to it you can if you're small enough you can just keep if you're in a table us you can use it with us construct they have to insert themselves I mean they're running behind they're all certainly incumbents I love the term Andy Jesse's that Amazon Web Services uses old guard new guard to talk about the industry what does the new guard have to do the new and new brands that emerge in is it be more DevOps oriented neck net sec Ops is that net ops is the programmability these are some of the key discussions we've been having what's your view on how you see this ability their most important part is they have to make the network's simple for the dev teams and from you cannot have that you cannot make a phone call and get it V line in two weeks anymore so if you move to that cloud you have to make the cloud construct as simple enough so that for example a dev team could say okay I'm going to create this V PC but this V PC automatically being your associate your account you cannot go out on the internet you have to go to the transit VPC so there's a lot of action in terms of the I am part and you have to put the control around them too so to make it as simple as possible you guys both I mean you're the COC aviatrix but also you guys a lot of experience going back to networking going back to I call the OSI days which for us old folks know what that means but you guys know this means I want to ask you the question as you look at the future of networking here a couple of objections oh the cloud guys they got networking we're all set with them how do you respond to the fact that networking is changing and the cloud guys have their own networking what some of the pain points that's going on premises and these enterprises so are they good with the clouds what needs what are the key things that's going on in networking that makes it more than just the cloud networking what's your take on well as I said earlier that once you you could easily provision in the cloud you can easily connect to the cloud is when you start troubleshooting application in the cloud and try to scale so this that's what the problem occurs see what you're taking on it and you'll hear from the from the customers that that we have on stage and I think what happens is all the cloud the clouds by definition designed to the 80/20 rule which means they'll design 80% of the basic functionality and they'll lead to 20% extra functionality that of course every Enterprise needs they'll leave that to ISVs like aviatrix because why because they have to make money they have a service and they can't have huge instances for functionality that not everybody needs so they have to design to the common and that's they all do it right they have to and then the extra the problem is that can be an explosion that I talked about with enterprises that's holy that's what they need that they're the ones who need that extra 20% so that's that's what I see is is there's always going to be that extra functionality that in an automated and simple way that you talked about but yet powerful with up with the visible in control that they expect of on prep that that's that kind of combination that yin and the yang that people like us are providing some I want to ask you were gonna ask some of the cloud architect customer panels it's the same question this pioneers doing some work here and there's also the laggers who come in behind the early adopters what's gonna be the tipping point what are some of those conversations that the cloud architects are having out there or what's the signs that they need to be on this multi cloud or cloud native networking trend what are some of the signals that are going on their environment what are some of the thresholds or things that are going on that there can pay attention to well one once they have application and multiple cloud and they have they get wake up at 2:00 in the morning to troubleshoot them they don't know it's important so I think that's the that's where the robbery will hit the road but as I said it's easier to prove it it's okay it's a TBS it's easy use a transit gateway put a few V PCs and you're done and you create some presents like equinox and do Direct Connect and Express route with Azure that looks simple as the operations that's when they'll realize okay now I need to understand our car networking works I also need a tool that give me visibility and control not but I'm telling you that I need to understand a basic underneath it as well what are some of the day in the life scenarios that you envision happening with multi cloud because you think about what's happening it kind of has that same vibe of interoperability choice multi vendor because you have multi clouds essentially multi vendor these are kind of old paradigms that we've lived through the client-server an internet working wave what are some of those scenarios of success and that might be possible it would be possible with multi cloud and cloud native networking well I think once you have good enough visibility to satisfy your customers you know you not only like to keep the service running an application running but to be able to provision fast enough I think that's what you want to achieve small final question advice for folks watching on the live stream if they're sitting there as a cloud architect or a CXO what's your advice to them right now in this because honestly public cloud check hybrid cloud they're working on that that kids on premise is done now multi class right behind it what's your advice the first thing they should do is really try to understand cloud networking for each of their cloud providers and then understand the limitation and is what there's cloud service provider offers enough or you need to look to a third party but you don't look at a third party to start with especially an incumbent one so it's tempting to say I have a bunch of f5 experts nothing against f5 I'm going to bring my five in a cloud when you can use a needle be that automatically understand is ease and auto scaling and so on and you understand that's much simpler but sometimes you need you have five because you have requirements you have like AI rules and that kind of stuff that you use for years you cannot do it's okay I have requirement and that met I'm going to use legacy stuff and then you have to start taking okay what about visibility control about the three cloud but before you do that you have to understand the limitation of the existing cloud providers so first try to be as native as possible until things don't work after that you can start taking multi-cloud great insight somewhat thank you for coming summit in charge with Gardner thanks for sharing thank you appreciate it thanks [Applause] informatica is known as the leading enterprise cloud data management company we are known for being the top in our industry in at least five different products over the last few years especially we've been transforming into a cloud model which allows us to work better with the trends of our customers in order to see agile and effective in a business you need to make sure that your products and your offerings are just as relevant in all these different clouds than what you're used to and what you're comfortable with one of the most difficult challenges we've always had is that because we're a data company we're talking about data that a customer owns some of that data may be in the cloud some of that data may be on Prem some of that data may be actually in their data center in another region or even another country and having that data connect back to our systems that are located in the cloud has always been a challenge when we first started our engagement myth aviatrix we only had one plan that was Amazon it wasn't till later that a jerk came up and all of a sudden we found hey the solution we already had in place for her aviatrix already working in Amazon and now works in Missouri as well before we knew what GCP came up but it really wasn't a big deal for us because we already had the same solution in Amazon and integer now just working in GCP by having a multi cloud approach we have access to all three of them but more commonly it's not just one it's actually integrations between multiple we have some data and ensure that we want to integrate with Amazon we have some data in GCP that we want to bring over to a data Lake measure one of the nice things about aviatrix is that it gives a very simple interface that my staff can understand and use and manage literally hundreds of VPNs around the world and while talking to and working with our customers who are literally around the world now that we've been using aviatrix for a couple years we're actually finding that even problems that we didn't realize we had were actually solved even before we came across the problem and it just worked cloud companies as a whole are based on reputation we need to be able to protect our reputation and part of that reputation is being able to protect our customers and being able to protect more importantly our customers data aviatrix has been helpful for us in that we only have one system that can manage this whole huge system in a simple easy direct model aviatrix is directly responsible for helping us secure and manage our customers not only across the world but across multiple clouds users don't have to be VPN or networking experts in order to be able to use the system all the members on my team can manage it all the members regardless of their experience can do different levels of it one of the unexpected two advantages of aviatrix is that I don't have to sell it to my management the fact that we're not in the news at three o'clock in the morning or that we don't have to get calls in the middle of the night no news is good news especially in networking things that used to take weeks to build or done in hours I think the most important thing about a matrix is it provides me consistency aviatrix gives me a consistent model that I can use across multiple regions multiple clouds multiple customers okay welcome back to altitude 2020 for the folks on the livestream I'm John for Steve Mulaney with CEO of aviatrix for our first of two customer panels on cloud with cloud network architects we got Bobby Willoughby they gone Luis Castillo of National Instruments David should Nick with fact set guys welcome to the stage for this digital event come on up [Applause] [Music] hey good to see you thank you okay okay customer pal this is my favorite part we get to hear the real scoop against a gardener given this the industry overview certainly multi clouds very relevant and cloud native networking is the hot trend with a live stream out there and the digital event so guys let's get into it the journey is you guys are pioneering this journey of multi cloud and cloud native networking and the soon gonna be a lot more coming so I want to get into the journey what's it been like is it real you got a lot of scar tissue and what are some of the learnings yeah absolutely so multi cloud is whether or not we we accepted as a network engineers is a reality like Steve said about two years ago companies really decided to to just to just bite the bullet and and and move there whether or not whether or not we we accept that fact we need to now create a consistent architecture across across multiple clouds and that that is challenging without orchestration layers as you start managing different different tool sets and different languages across different clouds so that's it's really important that to start thinking about that guys on the other panelists here there's different phases of this journey some come at it from a networking perspective some come in from a problem troubleshooting what's what's your experiences yeah so from a networking perspective it's been incredibly exciting it's kind of a once-in-a-generation --all opportunity to look at how you're building out your network you can start to embrace things like infrastructure as code that maybe your peers on the systems teams have been doing for years but it just never really worked on bram so it's really it's really exciting to look at all the opportunities that we have and then all the interesting challenges that come up that you that you get to tackle an effect said you guys are mostly AWS right yep right now though we're we are looking at multiple clouds we have production workloads running in multiple clouds today but a lot of the initial work has been with Amazon and you've seen it from a networking perspective that's where you guys are coming at it from yep yeah we evolved more from a customer requirement perspective started out primarily as AWS but as the customer needed more resources to measure like HPC you know as your ad things like that even recently Google at Google Analytics our journey has evolved into more of a multi cloud environment Steve weigh in on the architecture because this has been the big conversation I want you to lead this second yeah so I mean I think you guys agree the journey you know it seems like the journey started a couple years ago got real serious the need for multi cloud whether you're there today of course it's gonna be there in the future so that's really important I think the next thing is just architecture I'd love to hear what you had some comments about architecture matters it all starts I mean every Enterprise I talk to maybe talk about architecture and the importance of architecture maybe Bobby it's a particular perspective we sorted a journey five years ago Wow okay and we're just now starting our fourth evolution of our network architect and we'll call it networking security net sec yep versus Justice Network and that fourth generation architectures be based primarily upon Palo Alto Networks an aviatrix I have a trick to in the orchestration piece of it but that journey came because of the need for simplicity ok the need for a multi cloud orchestration without us having to go and do reprogramming efforts across every cloud as it comes along right I guess the other question I also had around architectures also Louis maybe just talk about I know we've talked a little bit about you know scripting right and some of your thoughts on that yeah absolutely so so for us we started we started creating the network constructs with cloud formation and we've we've stuck with that for for the most part what's interesting about that is today on premise we have a lot of a lot of automation around around around how we provision networks but cloud formation has become a little bit like the new manual for us so we're now having issues with having the to automate that component and making it consistent with our on premise architecture making it consistent with Azure architecture and Google cloud so it's really interesting to see to see companies now bring that layer of abstraction that sty and brought to the do the web side now it's going up into into the into the cloud networking architecture so on the fourth generation of you mentioned you're in the fourth gen architecture what do you guys what have you learned is there any lessons scar tissue what to avoid what worked what was the middle it was a path that's probably the biggest lesson there is that when you think you finally figured it out you have it right Amazon will change something as you change something you know transit gateways a game changer so in listening to the business requirements is probably the biggest thing we need to do up front but I think from a simplicity perspective we like I said we don't want to do things four times we want to do things one time we won't be able to write to an API which aviatrix has and have them do the orchestration for us so that we don't have to do it four times how important is architecture in the progression is it you guys get thrown in the deep end to solve these problems or you guys zooming out and looking at it it's a I mean how are you guys looking at the architecture I mean you can't get off the ground if you don't have the network there so all of those now we've gone through similar evolutions we're on our fourth or fifth evolution I think about what we started off with Amazon without a direct connect gateway about a trans a gateway without a lot of the things that are available today kind of the 80/20 that Steve was talking about just because it wasn't there doesn't mean we didn't need it so we needed to figure out a way to do it we couldn't say oh you need to come back to the network team in a year and maybe Amazon will have a solution for it right you need to do it now and it evolved later and maybe optimized for change the way you're doing things in the future but don't sit around and wait you can't I'd love to have you guys each individually answer this question for the live stream because it comes up a lot a lot of cloud architects out in the community what should they be thinking about the folks that are coming into this proactively and/or realizing the business benefits are there what advice would you guys give them an architecture what should be they be thinking about and what are some guiding principles you could share so I would start with looking at an architecture model that that can that can spread and and give consistency they're different to different cloud vendors that you will absolutely have to support cloud vendors tend to want to pull you into using their native toolset and that's good if only it was realistic to talk about only one cloud but because it doesn't it's it's it's super important to talk about and have a conversation with the business and with your technology teams about a consistent model so that's David yeah talking as we prepare about a day to operations so how do I design how do I do my day one work so that I'm not you know spending eighty percent of my time troubleshooting or managing my network because I'm doing that then I'm missing out on ways that I can make improvements or embrace new technologies so it's really important early on to figure out how do I make this as low maintenance as possible so that I can focus on the things that the team really should be focusing on Bobby your advice to the architect I don't know what else I can do that simplicity of operations is key right all right so the holistic view of j2 operation you mentioned let's could jump in day one is you're you're you're getting stuff set up day two is your life after all right this is kind of what you're getting at David so what does that look like what are you envisioning as you look at that 20 miles their outpost multi-cloud world what are some of the things then you want in a day to operations yeah infrastructure is code is really important to us so how do we how do we design it so that we can fit start making network changes and fitting them into like a release pipeline and start looking at it like that rather than somebody logging into a router seoi and troubleshooting things on in an ad hoc nature so moving more towards a DevOps model there's anything on that day - yeah I would love to add something so in terms of date to operations you can you can either sort of ignore the day - operations for a little while where you get well well you get your feet wet or you can start approaching it from the beginning the fact is that the the cloud native tools don't have a lot of maturity in that space and when you run into an issue you're gonna end up having a bad day going through millions and millions of logs just to try to understand what's going on so that's something that that the industry just now is beginning to to realize it's it's such as such a big gap I think that's key because for us we're moving to more of an event-driven operations in the past monitoring got the job done it's impossible to modern monitor something that it's nothing there when the event happens all right so the event-driven application and then detection is important yeah I think Gardner was all about the cloud native wave coming into networking that's gonna be a serious thing I want to get you guys perspectives I know you have different views of how you come into the journey and how you're executing and I always say the beauties in the eye of the beholder and that kind of applies how the network's laid out so Bobby you guys do a lot of high-performance encryption both on AWS and Azure that's kind of a unique thing for you how are you seeing that impact with multi cloud yeah and that's a new requirement for us to where we we have an equipment to encrypt and they they never get the question should i encryption and I'll encrypt the answer is always yes you should encrypt when you can encrypt for our perspective we we need to migrate a bunch of data from our data centers we have some huge data centers and then getting that data to the cloud is the timely experiencing some cases so we have been mandated that we have to encrypt everything leaving the data center so we're looking at using the aviatrix insane mode appliances to be able to encrypt you know 10 20 gigabits of data as it moves to the cloud itself David you're using terraform you got fire Ned you got a lot of complexity in your network what do you guys look at the future for your environment yeah so something exciting that or yeah now is fire net so for our security team they obviously have a lot of a lot of knowledge base around Palo Alto and with our commitments to our clients you know it's it's it's not very easy to shift your security model to a specific cloud vendor right so there's a lot of stuck to compliance or things like that where being able to take some of what you've you know you've worked on for years on Bram and put it in the cloud and have the same type of assurance that things are gonna work and be secure in the same way that they are on prem helps make that journey into the cloud a lot easier and Louis you guys got scripting you got a lot of things going on what's your what's your unique angle on this yeah no absolutely so full disclosure I'm not a not not an aviatrix customer yet it's ok wanna hear the truth that's good Ellis what are you thinking about what's on your mind no really when you when you talk about implementing the tool like this it's really just really important to talk about automation and focus on on value so when you talk about things like encryption and things like so yeah encrypting tunnels and encrypting the paths and those things are it should it should should be second nature really when you when you look at building those backends and managing them with your team it becomes really painful so tools like aviatrix that that add a lot of automation it's out of out of sight out of mind you can focus on the value and you don't have to focus on so I gotta ask you guys I'll see aviatrix is here they're their supplier to the sector but you guys are customers everyone's pitching you stuff these people are not gonna here to buy my stuff how do you guys have that conversation with the suppliers like the cloud vendors and other folks what's the what's it like we're API all the way you got to support this what are some of the what are some of your requirements how do you talk to and evaluate people that walk in and want to knock on your door and pitch you something what's the conversation like it's definitely it's definitely API driven we we definitely look at the at the PAP i structure of the vendors provide before we select anything that that is always first of mine and also what a problem are we really trying to solve usually people try to sell or try to give us something that isn't really valuable like implementing a solution on the on the on the cloud isn't really it doesn't really add a lot of value that's where we go David what's your conversation like with suppliers you have a certain new way to do things as as becomes more agile and essentially the networking and more dynamic what are some of the conversation is with the either incumbents or new new vendors that you're having what do what do you require yeah so ease of use is definitely definitely high up there we've had some vendors come in and say you know hey you know when you go to set this up we're gonna want to send somebody on-site and they're gonna sit with you for a day to configure it and that's kind of a red flag what wait a minute you know do we really if one of my really talented engineers can't figure it out on his own what's going on there and why is that so you know having having some ease-of-use and the team being comfortable with it and understanding it is really important probably how about you I mean the old days was do a bake-off and you know the winner takes all I mean is it like that anymore what's involving take off last year first you win so but that's different now because now you and you when you get the product you can install the product in AWS energy or have it up and running a matter of minutes and so key is is that it can you be operational you know within hours or days instead of weeks right but do we also have the flexibility to customize it to meet your needs could you want to be you want to be put into a box with the other customers we have needs that surpassed or cut their needs yeah I almost see the challenge of you guys are living where you've got the cloud immediate value depending on roll-up any solutions but then you have might have other needs so you've got to be careful not to buy into stuff that's not shipping so you're trying to be proactive at the same time deal with what you got I mean how do you guys see that evolving because multi-cloud to me is definitely relevant but it's not yet clear how to implement across how do you guys look at this baked versus you know future solutions coming how do you balance that so again so right now we we're we're taking the the ad hoc approach and and experimenting with the different concepts of cloud and really leveraging the the native constructs of each cloud but but there's it there's a breaking point for sure you don't you don't get to scale this I like like Seamon said and you have to focus on being able to deliver a developer they're their sandbox or their play area for the for the things that they're trying to build quickly and the only way to do that is with the with with some sort of consistent orchestration layer that allows you to so you've spent a lot more stuff to be coming pretty quickly IDEs area I do expect things to start to start maturing quite quite quickly this year and you guys see similar trend new stuff coming fast yeah you know part of the biggest challenge we've got now is being able to segment within the network being able to provide segmentation between production on production workloads even businesses because we support many businesses worldwide and and isolation between those is a key criteria there so the ability to identify and quickly isolate those workloads is key so the CIOs that are watching or that are saying hey take that he'll do multi cloud and then you know the bottoms up organization take pause you're kind of like off it's not how it works I mean what is the reality in terms of implementing you know in as fast as possible because the business benefits are clear but it's not always clear in the technology how to move that fast yeah what are some of the barriers what are the blockers what are the enablers I think the reality is is that you may not think your multi-cloud but your business is right so I think the biggest barriers there is understanding what the requirements are and how best to meet those requirements Inc and then secure manner because you need to make sure that things are working from a latency perspective that things work the way they did and get out of the mind shift that you know it was a cheery application in the data center it doesn't have to be a Tier three application in the cloud so lift and shift is is not the way to go scale is a big part of what I see is the competitive advantage to lot of these clouds and they used to be proprietary network stacks in the old days and then open systems came that was a good thing but as clouds become bigger there's kind of an inherent lock in there with the scale how do you guys keep the choice open how're you guys thinking about interoperability what are some of the conversations and you guys are having around those key concepts well when we look at when we look at the problem from a networking perspective it it's really key for you to just enable enable all the all the clouds to be to be able to communicate between them developers will will find a way to use the cloud that best suits their their business need and and like like you said it's whether whether you're in denial or not of the multi cloud fact that then your company is in already that's it becomes really important for you to move quickly yeah and a lot of it also hinges on how well is the provider embracing what that specific cloud is doing so are they are they swimming with Amazon or Azure and just helping facilitate things they're doing the you know the heavy lifting API work for you or are they swimming upstream and they're trying to hack it all together in a messy way and so that helps you you know stay out of the lock-in because they're you know if they're doing if they're using Amazon native tools to help you get where you need to be it's not like Amazon's gonna release something in the future that completely you know you have designed yourself into a corner so the closer they're more than cloud native they are the more the easier it is to to deploy but you also need to be aligned in such a way that you can take advantage of those cloud native technologies will they make sense tgw is a game changer in terms of cost and performance right so to completely ignore that would be wrong but you know if you needed to have encryption you know teach Adobe's not encrypted so you need to have some type of a gateway to do the VPN encryption you know so the aviatrix tool gives you the beauty of both worlds you can use tgw or the Gateway Wow real quick in the last minute we have I want to just get a quick feedback from you guys I hear a lot of people say to me hey the I picked the best cloud for the workload you got and then figure out multi cloud behind the scenes so that seems to be do you guys agree with that I mean is it do I go mole to one cloud across the whole company or this workload works great on AWS that work was great on this from a cloud standpoint you agree with that premise and then witness multi-cloud stitch them all together yeah from from an application perspective it it can be per workload but it can also be an economical decision certain enterprise contracts will will pull you in one direction to add value but the the network problem is still the same go away yeah yeah I mean you don't want to be trying to fit a square into a round Hall right so if it works better on that cloud provider then it's our job to make sure that that service is there and people can use it agree you just need to stay ahead of the game make sure that the then they're working for structure is there secure is available and is multi cloud capable yeah I'm at the end the day you guys just validating that it's the networking game now cloud storage compute check networking is where the action is awesome thanks for your insights guys appreciate you coming on the panel appreciate Thanks thank you [Applause] [Music] [Applause] okay welcome back on the live feed I'm John for its Dee Mulaney my co-host with aviatrix I'm with the cube for the special digital event our next customer panel got great another set of cloud network architects Justin Smith was aura Justin broadly with Ellie Mae and Amit Oh tree job with Koopa Pokemon stage [Applause] all right thank you thank you oK you've got all the cliff notes from the last session welcome rinse and repeat yeah yeah we're going to go under the hood a little bit I think I think they nailed the what we've been reporting and we've been having this conversation around networking is where the action is because that's the end of the day you got a move attack from A to B and you get work gloves exchanging data so it's really killer so let's get started Amit what are you seeing as the journey of multi cloud as you go under the hood and say okay I got to implement this I have to engineer the network make it enabling make it programmable make it interoperable across clouds I mean that's like I mean almost sounds impossible to me what's your taking yeah I mean it it seems impossible but if you are running an organization which is running infrastructure as a cordon all right it is easily doable like you can use tools out there that's available today you can use third-party products that can do a better job but but put your architecture first don't wait architecture may not be perfect put the best architecture that's available today and be agile to iterate and make improvements over the time we got to Justin's over here so I have to be careful when I point a question adjusting they both have to answer but okay journeys what's the journey been like I mean is there phases we heard that from Gardner people come into multi cloud and cloud native networking from different perspectives what's your take on the journey Justin yeah I mean from Mars like to we started out very much focused on one cloud and as we started doing Atkins we started doing new products the market the need for multi cloud comes very apparent very quickly for us and so you know having an architecture that we can plug in play into and be able to add and change things as it changes is super important for what we're doing in the space just in your journey yes for us we were very ad hoc oriented and the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas and so rather than it being some iterative approach with our deployments that became a number of different deployments and so we shifted that tour and the network has been a real enabler of this is that it there's one network and it touches whatever cloud we want it to touch and it touches the data centers that we need it to touch and it touches the customers that we need it to touch our job is to make sure that the services that are available and one of those locations are available in all of the locations so the idea is not that we need to come up with this new solution every time it's that we're just iterating on what we've already decided to do before we get the architecture section I want to ask you guys a question I'm a big fan of you know let the app developers have infrastructure as code so check but having the right cloud run that workload I'm a big fan of that if it works great but we just heard from the other panel you can't change the network so I want to get your thoughts what is cloud native networking and is that the engine really got the enabler for this multi cloud trend but you guys taken we'll start with a mint what do you think about that yeah so you are gonna have workloads running in different clouds and the workloads would have affinity to one cloud over other but how you expose that it's matter of how you are going to build your networks how we are going to run security how we are going to do egress ingress out of it so it means the big problem how do you split says what's the solution what's the end the key pain points and problem statement I mean the key pain point for most companies is how do you take your traditional on-premise network and then blow that out to the cloud in a way that makes sense you know IP conflicts you have IP space you pub public eye peas and premise as well as in the cloud and how do you kind of make a sense of all of that and I think that's where tools like aviatrix make a lot of sense in that space from our site it's it's really simple it's a latency and bandwidth and availability these don't change whether we're talking about cloud or data center or even corporate IT networking so our job when when these all of these things are simplified into like s3 for instance and our developers want to use those we have to be able to deliver that and for a particular group or another group that wants to use just just GCP resources these aren't we have to support these requirements and these wants as opposed to saying hey that's not a good idea our job is to enable them not to disable them do you think I do you guys think infrastructure has code which I love that I think that's the future it is we saw that with DevOps but I just start getting the networking is it getting down to the network portion where it's network is code because stores and compute working really well is seeing all kubernetes and service master and network is code reality is that there is got work to do it's absolutely there I mean you mentioned net DevOps and it's it's very real I mean in Cooper we build our networks through terraform and on not only just out of fun build an API so that we can consistently build V nets and VPC all across in the same way three guys do it yeah and even security groups and then on top an aviatrix comes in we can peer the networks bridge bridge all the different regions through code same with you guys but yeah think about this everything we deploy is done with automation and then we also run things like lambda on top to make changes in real time we don't make manual changes on our network in the data center funny enough it's still manual but the cloud has enabled us to move into this automation mindset and and all my guys that's what they focus on is is bringing what now what they're doing in the cloud into the data center which is kind of opposite of what it should be that's full or what it used to be it's full DevOps then yes yeah I mean for us was similar on premise still somewhat very manual although we're moving more Norton ninja and terraform concepts but everything in the production environment is colored confirmation terraform code and now coming into the datacenter same I just wanted to jump in on a Justin Smith one of the comment that you made cuz it's something that we always talk about a lot is that the center of gravity of architecture used to be an on-prem and now it's shifted in the cloud and once you have your strategic architecture what you--what do you do you push that everywhere so what you used to see at the beginning of cloud was pushing the architecture on prem into cloud now i want to pick up on what you said to you others agree that the center of architect of gravity is here i'm now pushing what i do in the cloud back into on-prem and what and then so first that and then also in the journey where are you at from 0 to 100 of actually in the journey to cloud do you 50% there are you 10% are you vacuum datacenters next year I mean were you guys at yeah so there's there's two types of gravity that you typically are dealing with with no migration first is data gravity and your data set and where that data lives and then the second is the network platform that interrupts all that together in our case the data gravity sold mostly on Prem but our network is now extend out to the app tier that's gonna be in cloud right eventually that data gravity will also move to cloud as we start getting more sophisticated but you know in our journey we're about halfway there about halfway through the process we're taking a handle of lift and shift and when did that start and we started about three years ago okay okay cool bye it's a very different story it started from a garage and 100% on the clock it's a business spend management platform as a software as a service 100% on the cloud it was like 10 years ago right yes yeah you guys are riding the wave love that architecture Justin I want to ask you is or you guys mentioned DevOps I mean honestly we saw the huge observability wave which is essentially network management for the cloud in my opinion right yeah it's more dynamic but this is about visibility we heard from the last panel you don't know what's being turned on or turned off from a services standpoint at any given time how is all this playing out when you start getting into the DevOps down well this this is the big challenge for all of us as visibility when you talk transport within a cloud you know we very interesting we have moved from having a backbone that we bought that we owned that would be data center connectivity we now I work for as or as a subscription billing company so we want to support the subscription mindset so rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy I my backbone is in the cloud I use the cloud providers interconnections between regions to transport data across and and so if you do that with their native solutions you you do lose visibility there there are areas in that that you don't get which is why controlling you know controllers and having some type of management plane is a requirement for us to do what we're supposed to do and provide consistency while doing it a great conversation I loved when you said earlier latency bandwidth I think availability with your sim pop3 things guys SLA I mean you just do ping times between clouds it's like you don't know what you're getting for round-trip times this becomes a huge kind of risk management black hole whatever you want to call blind spot how are you guys looking at the interconnects between clouds because you know I can see that working from you know ground to cloud I'm per cloud but when you start doing with multi clouds workloads SLA is will be all of the map won't they just inherently but how do you guys view that yeah I think we talked about workload and we know that the workloads are going to be different in different clouds but they are going to be calling each other so it's very important to have that visibility that you can see how data is flowing at what latency and what our ability is hour is there and our authority needs to operate on that so it's solely use the software dashboard look at the times and look at the latency in the old day is strong so on open so on you try to figure it out and then your day is you have to figure out just what's your answer to that because you're in the middle of it yeah I mean I think the key thing there is that we have to plan for that failure we have to plan for that latency in our applications that's starting start tracking your SLI something you start planning for and you loosely couple these services and a much more micro services approach so you actually can handle that kind of failure or that type of unknown latency and unfortunately the cloud has made us much better at handling exceptions a much better way you guys are all great examples of cloud native from day one and you guys had when did you have the tipping point moment or the Epiphany of saying a multi clouds real I can't ignore it I got to factor it into all my design design principles and and everything you're doing what's it was there a moment over that was it from day one now there are two divisions one was the business so in business there was some affinity to not be in one cloud or to be in one cloud and that drove from the business side so as a cloud architect our responsibility was to support that business and other is the technology some things are really running better in like if you are running dot network load or you are going to run machine learning or AI so that you have you would have that reference of one cloud over other so it was the bill that we got from AWS I mean that's that's what drives a lot of these conversations is the financial viability of what you're building on top of it which is so we this failure domain idea which is which is fairly interesting how do I solve our guarantee against a failure domain you have methodologies with you know back-end direct connects or interconnect with GCP all of these ideas are something that you have to take into account but that transport layer should not matter to whoever we're building this for our job is to deliver the frames in the packets what that flows across how you get there we want to make that seamless and so whether it's a public Internet API call or it's a back-end connectivity through Direct Connect it doesn't matter it just has to meet a contract that you signed with your application folks yeah that's the availability piece just on your thoughts on that I think any comment on that so actually multi clouds become something much more recent in the last six to eight months I'd say we always kind of had a very much an attitude of like moving to Amazon from our private cloud is hard enough why complicate it further but the realities of the business and as we start seeing you know improvements in Google and Asia and different technology spaces the need for multi cloud becomes much more important as well as our acquisition strategies I matured we're seeing that companies that used to be on premise that we typically acquire are now very much already on a cloud and if they're on a cloud I need to plug them into our ecosystem and so that's really change our multi cloud story in a big way I'd love to get your thoughts on the clouds versus the clouds because you know you compare them Amazon's got more features they're rich with features I see the bills are hiking people using them but Google's got a great network he googles networks pretty damn good and then you got Asher what's the difference between the clouds who where they evolve something where they peak in certain areas better than others what what are the characteristics which makes one cloud better do they have a unique feature that makes as you're better than Google and vice versa what do you guys think about the different clouds yeah to my experience I think there is the approach is different in many places Google has a different approach very DevOps friendly and you can run your workload like the your network can span regions time I mean but our application ready to accept that MS one is evolving I mean I remember 10 years back Amazon's Network was a flat network we will be launching servers and 10.0.0.0 so so the VP sees concept came out multi-account came out so they are evolving as you are at a late start but because they have a late start they saw the pattern and they they have some mature set up on the I mean I think they're all trying to say they're equal in their own ways I think they all have very specific design philosophies that allow them to be successful in different ways and you have to kind of keep that in mind as you architect your own solution for example Amazon has a very much a very regional affinity they don't like to go cross region in their architecture whereas Google is very much it's a global network we're gonna think about as a global solution I think Google also has a banjo it's third to market and so it has seen what a sure did wrong it's seen what AWS did wrong and it's made those improvements and I think that's one of their big advantage at great scale to Justin thoughts on the cloud so yeah Amazon built from the system up and Google built from the network down so their ideas and approaches are from a global versus or regional I agree with you completely that that is the big number one thing but the if you look at it from the outset interestingly the the inability or the ability for Amazon to limit layer two broadcasting and and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center to provide resiliency and and and make things seamless to users all of that disappeared and so because we had to accept that at the VPC level now we have to accept it at the LAN level Google's done a better job of being able to overcome those things and provide those traditional network facilities to us just great panel can go all day here's awesome so I heard we could we'll get to the cloud native naive questions so kind of think about what's not even what's cloud is that next but I got to ask you had a conversation with a friend he's like Wayne is the new land so if you think about what the land was at a datacenter when is the new link you get talking about the cloud impact so that means st when the old st winds kind of changing into the new land how do you guys look at that because if you think about it what lands were for inside a premises was all about networking high speed but now when you take a win and make the essentially a land do you agree with that and how do you view this trend and is it good or bad or is it ugly and what's what you guys take on this yeah i think it's a it's a thing that you have to work with your application architect so if you are managing networks and if you're a sorry engineer you need to work with them to expose the unreliability that would bring in so the application has to hand a lot of this the difference in the latencies and and the reliability has to be worked through the application there land when same concept as that BS I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years as we get more and more cloud native and we start about API is the ability to lock my data in place and not be able to access it really goes away and so I think this is just continuation that thing I think it has challenges we start talking about weighing scale versus land scale the tooling doesn't work the same the scale of that tooling is much larger and the need to automation is much much higher in a way and than it was in a land that's what you're seeing so much infrastructure as code yeah yeah so for me I'll go back again to this its bandwidth and its latency right that that define those two land versus when but the other thing that comes up more and more with cloud deployments is where is our security boundary and where can I extend this secure aware appliance or set of rules to protect what's inside of it so for us we're able to deliver VRS or route forwarding tables for different segments wherever we're at in the world and so they're they're trusted to talk to each other but if they're gonna go to someplace that's outside of their their network then they have to cross a security boundary and where we enforce policy very heavily so for me there's it's not just land when it's it's how does environment get to environment more importantly that's a great point and security we haven't talked to yet but that's got to be baked in from the beginning that's architecture thoughts on security are you guys are dealing with it yeah start from the base have app to app security built-in have TLS have encryption on the data a transit data at rest but as you bring the application to the cloud and they are going to go multi-cloud talking to over the Internet in some places well have apt web security I mean I mean our principals day security is day zero every day and so we we always build it into our design we want our architecture into our applications its encrypt everything its TLS everywhere it's make sure that that data is secured at all times yeah one of the cool trends at RSA just as a side note was the data in use encryption piece which is a homomorphic stuff was interesting all right guys final question you know we heard on the earlier panel was also trending at reinvent we take the tea out of cloud native it spells cloud naive okay they got shirts now aviatrix kind of got this trend going what does that mean to be naive so if you're to your peers out there watching a live stream and also the suppliers that are trying to supply you guys with technology and services what's naive look like and what's native look like when is someone naive about implementing all this stuff so for me it's because we are in hundred-percent cloud for us it's main thing is ready for the change and you will you will find new building blocks coming in and the network design will evolve and change so don't be naive insane that it's static you wall with the change I think the big naivety that people have is that well I've been doing it this way for 20 years and been successful it's going to be successful in cloud the reality is that's not the case you have to think some of the stuff a little bit differently and you need to think about it early enough so that you can become cloud native and really enable your business on cloud yeah for me it's it's being open minded right the the our industry the network industry as a whole has been very much I am smarter than everybody else and we're gonna tell everybody how it's going to be done and we had we fell into a lull when it came to producing infrastructure and and and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or four months in some cases is really important and and so you know it's not me being closed-minded native being open minded exactly and and it took a for me it was that was a transformative kind of where I was looking to solve problems in a cloud way as opposed to looking to solve problems in this traditional old-school way all right I know we're out of time but I ask one more question so you guys so good it could be a quick answer what's the BS language when you the BS meter goes off when people talk to you about solutions what's the kind of jargon that you hear that's the BS meter going off what are people talking about that in your opinion you here you go that's total B yes but what triggers use it so that I have two lines out of movies that are really I can if I say them without actually thinking them it's like 1.21 jigowatts are you out of your mind from Back to the Future right somebody's giving you all these and then and then Martin Mull and and Michael Keaton and mr. mom when he goes to 22 21 whatever it takes yeah those two right there if those go off in my mind somebody's talking to me I know they're full of baloney so a lot of speech would be a lot of speeds and feeds a lot of data did it instead of talking about what you're actually doing and solutioning for you're talking about well I does this this this and any time I start seeing the cloud vendor start benchmarking against each other it's your workload is your workload you need a benchmark yourself don't don't listen to the marketing on that that's that's all what triggers you and the bsp I think if somebody explains you and not simple they cannot explain you in simplicity then that's good all right guys thanks for the great insight great pen how about a round of applause DX easy solutions integrating company that we service customers from all industry verticals and we're helping them to move to the digital world so as a solutions integrator we interface with many many customers that have many different types of needs and they're on their IT journey to modernize their applications into the cloud so we encounter many different scenarios many different reasons for those migrations all of them seeking to optimize their IT solutions to better enable their business we have our CPS organization it's cloud platform services we support AWS does your Google Alibaba porco will help move those workloads to wherever it's most appropriate no one buys the house for the plumbing equally no one buys the solution for the networking but if the plumbing doesn't work no one likes the house and if this network doesn't work no one likes a solution so network is ubiquitous it is a key component of every solution we do the network connectivity is the lifeblood of any architecture without network connectivity nothing works properly planning and building a scalable robust network that's gonna be able to adapt with the application needs its critical when encountering some network design and talking about speed the deployment aviatrix came up in discussion and we then further pursued an area DHT products that incorporated aviatrix is part of a new offering that we are in the process of developing that really enhances our ability to provide cloud connectivity for the lance cloud connectivity there's a new line of networking services that we're getting into as our clients moving the hybrid cloud networking it is much different than our traditional based services an aviatrix provides a key component in that service before we found aviatrix we were using just native peering connections but there wasn't a way to visualize all those peering connections and with multiple accounts multiple contacts for security with a v8 church we were able to visualize those different peering connections of security groups it helped a lot especially in areas of early deployment scenarios were quickly able to then take those deployment scenarios and turn them into scripts that we can then deploy repeatedly their solutions were designed for work with the cloud native capabilities first and where those cloud native capabilities fall short they then have solution sets that augment those capabilities I was pleasantly surprised number one with the aviatrix team as a whole in their level of engagement with us you know we weren't only buying the product we were buying a team that came on board to help us implement and solution that was really good to work together to learn both what aviatrix had to offer as well as enhancements that we had to bring that aviatrix was able to put into their product and meet our needs even better aviatrix was a joy to find because they really provided us the technology that we needed in order to provide multi cloud connectivity that really added to the functionality that you can't get from the basically providing services we're taking our customers on a journey to simplify and optimize their IT infrastructure baby Atrix certainly has made my job much easier okay welcome back to altitude 2020 for the digital event for the live feed welcome back I'm John fray with the cube with Steve Mulaney CEO aviatrix for the next panel from global system integrators the folks who are building and working with folks on their journey to multi cloud and cloud native networking we've got a great panel George Buckman with dxc and Derek Monahan with wwt welcome to the stage [Applause] [Music] okay you guys are the ones out there advising building and getting down and dirty with multi cloud and cloud native network and we start from the customer panel you can see the diversity of where people come into the journey of cloud it kind of depends upon where you are but the trends are all clear cloud native networking DevOps up and down the stack this has been the main engine what's your guys take of the disk Jerry to multi cloud what do you guys seeing yep yeah it's it's critical I mean we're seeing all of our enterprise customers enter into this they've been through the migrations of the easy stuff you know now they're trying to optimize and get more improvement so now the tough stuffs coming on right and you know they need their data processing near where their data is so that's driving them to a multi cloud environment okay we heard some of the edge stuff I mean you guys are you've seen this movie before but now it's a whole new ballgame what's your take yeah so I'll give you a hint so our practice it's not called the cloud practice it's the multi cloud practice and so if that gives you a hint of how we approach things it's very consultative and so when we look at what the trends are let's look a little year ago about a year ago we were having conversations with customers let's build a data center in the cloud let's put some VP C's let's throw some firewalls with some DNS and other infrastructure out there and let's hope it works this isn't a science project so what we're trying we're starting to see is customers are starting to have more of a vision and we're helping with that consultative nature but it's totally based on the business and you got to start understanding how the lines of business are using the apps and then we evolved into that next journey which is a foundational approach to what are some of the problem statements customers are solving when they come to you what are the top things that are on their my house or the ease of use of Julie all that stuff but what specifically they did digging into yeah some complexity I think when you look at a multi cloud approach in my view is network requirements are complex you know I think they are but I think the approach can be let's simplify that so one thing that we try to do this is how we talk to customers is let's just like you simplify an aviatrix simplifies the automation orchestration of cloud networking we're trying to simplify the design the planning implementation of infrastructure across multiple workloads across multiple platforms and so the way we do it is we sit down we look at not just use cases and not just the questions in common we anticipate we actually build out based on the business and function requirements we build out a strategy and then create a set of documents and guess what we actually build in the lab and that lab that we platform we built proves out this reference architecture actually works absolutely we implement similar concepts I mean we they're proven practices they work great so well George you mentioned that the hard parts now upon us are you referring to networking what is specifically were you getting at Tara says the easy parts done that so for the enterprises themselves migrating their more critical apps or more difficult apps into the environments you know they've just we've just scratched the surface I believe on what enterprises that are doing to move into the cloud to optimize their environments to take advantage of the scale and speed to deployment and to be able to better enable their businesses so they're just now really starting the >> so do you get you guys see what I talked about them in terms of their Cambrian explosion I mean you're both monster system integrators with you know top fortune enterprise customers you know really rely on you for for guidance and consulting and so forth and boy they're networks is that something that you you've seen I mean - does that resonate did you notice a year and a half ago and all of a sudden the importance of cloud for enterprise shoot up yeah I mean we're seeing it okay in our internal environment as you know we're a huge company or as customers are in 30 so we're experiencing that internal okay and every one of our other customers so I I have another question oh but I don't know the answer to this and the lawyer never asks a question that you don't know the answer to but I'm gonna ask it anyway DX c @ w WT massive system integrators why aviatrix yep so great question Steve so I think the way we approach things I think we have a similar vision a similar strategy how you approach things how we approach things that world by technology number one we want to simplify the complexity and so that's your number one priorities let's take the networking but simplify it and I think part of the other point I'm making is we have we see this automation piece as not just an afterthought anymore if you look at what customers care about visibility and automation is probably the at the top three maybe the third on the list and I think that's where we see the value and I think the partnership that we're building and what I what I get excited about is not just putting yours in our lab and showing customers how it works is Co developing a solution with you figuring out hey how can we make this better Bank visibily is a huge thing jump in security alone network everything's around visibility what automation you see happening in terms of progression order of operations if you will it's the low-hanging fruit what are people working on now and what are what are some of the aspirational goals around when you start thinking about multi cloud an automation yep so I wanted to get back to answer that question I want to answer your question you know what led us there and why aviatrix you know in working some large internal IT projects and and looking at how we were going to integrate those solutions you know we like to build everything with recipes where network is probably playing catch-up in the DevOps world but with a DevOps mindset looking to speed to deploy support all those things so when you start building your recipes you take a little of this a little of that and you mix it all together well when you look around you say wow look there's this big bag of athe let me plop that in that solves a big part of my problems that I have to speed to integrate speed to deploy and the operational views that I need to run this so that was 11 years about reference architectures yeah absolutely so you know they came with a full slate of reference architectures already the out there and ready to go that fit our needs so it's very very easy for us to integrate those into our recipes what do you guys think about all the multi vendor interoperability conversations that have been going on choice has been a big part of multi cloud in terms of you know customers want choice didn't you know they'll put a workload in the cloud that works but this notion of choice and interoperability is become a big conversation it is and I think our approach and that's why we talk to customers is let's let's speed and D risk of that decision making process and how do we do that because the interoperability is key you're not just putting it's not just a single vendor we're talking you know many many vendors I mean think about the average number of cloud application as a customer uses a business and enterprise business today you know it's it's above 30 it's it's skyrocketing and so what we do and we look at it from an Billee approach is how do things interoperate we test it out we validate it we build a reference architecture says these are the critical design elements now let's build one with aviatrix and show how this works with aviatrix and I think the the important part there though is the automation piece that we add to it invisibility so I think the visibility is what's what I see lack in cross industry today and the cloud needed that's been a big topic okay in terms of aviatrix as you guys see them coming in there one of the ones that are emerging and the new brands emerging with multi cloud you still got the old guard incumbent with huge footprints how our customers dealing with that that kind of component and dealing with both of them yeah I mean where we have customers that are ingrained with a particular vendor and you know we have partnerships with many vendors so our objective is to provide the solution that meets that client and you they all want multi vendor they all want interoperability correct all right so I got to ask you guys a question what we were defining day to operations what does that mean I mean you guys are looking at the big business and technical components of architecture what does day to Operations mean what's the definition of that yeah so I think from our perspective my experience we you know day to operations whether it's it's not just the you know the orchestration piece and setting up and let it a lot of automate and have some you know change control you're looking at this from a data perspective how do I support this ongoing and make it easy to make changes as we evolve that the the cloud is very dynamic the the nature of how the fast is expanding the number of features is astonishing trying to keep up to date with a number of just networking capabilities and services that are added so I think day to operation starts with a fundable understanding of you know building out supporting a customer's environments and making it the automation piece easy from from you know a distance I think yeah and you know taking that to the next level of being able to enable customers to have catalog items that they can pick and choose hey I need this network connectivity from this cloud location back to this on pram and being able to have that automated and provisioned just simply by ordering it for the folks watching out there guys take a minute to explain as you guys are in the trenches doing a lot of good work what are some of the engagement that you guys get into how does that progress what is the what's what happens there they call you up and say hey I need multi-cloud or you're already in there I mean take us through why how someone can engage to use a global si to come in and make this thing happen what's typical engagement look like yeah so from our perspective we typically have a series of workshops in a methodology that we kind of go along the journey number one we have a foundational approach and I don't mean foundation meaning the network foundation that's a very critical element we got a factor in security we've got to factor in automation so we think about foundation we do a workshop that starts with education a lot of times we'll go in and we'll just educate the customer what does VPC sharing you know what is a private link and asher how does that impact your business you know customers I want to share services out in an ecosystem with other customers and partners well there's many ways to accomplish that so our goal is to you know understand those requirements and then build that strategy with them thoughts Georgia yeah I mean I'm one of the guys that's down in the weeds making things happen so I'm not the guy on the front line interfacing with the customers every day but we have a similar approach you know we have a consulting practice that will go out and and apply their practices to see what those and when do you parachute in yeah and when I've been is I'm on the back end working with our offering development leads for the networking so we understand or seeing what customers are asking for and we're on the back end developing the solutions that integrate with our own offerings as well as enable other customers to just deploy quickly to meet their connectivity needs it so the patterns are similar right final question for you guys I want to ask you to paint a picture of what success looks like and you know the name customers didn't again reveal kind of who they are but what does success look like in multi-cloud as you as you paint a picture for the folks here and watching on the live stream it's someone says hey I want to be multi-cloud I got to have my operations agile I want full DevOps I want programmability security built in from day zero what does success look like yeah I think success looks like this so when you're building out a network the network is a harder thing to change than some other aspects of cloud so what we think is even if you're thinking about that second cloud which we have most of our customers are on to public clouds today they might be dabbling in is you build that network foundation at architecture that takes in consideration where you're going and so once we start building that reference architecture out that shows this is how to sit from a multi-cloud perspective not a single cloud and let's not forget our branches let's not forget our data centers let's not forget how all this connects together because that's how we define multi-cloud it's not just in the cloud it's on Prem and it's off Prem and so collectively I think the key is also is that we provide them an hld you got to start with a high level design that can be tweaked as you go through the journey but you got to give a solid structural foundation and that networking which we think most customers think as not not the network engineers but as an afterthought we want to make that the most critical element before you start the journey Jorge from your seed how do you success look for you so you know it starts out on these journeys often start out people not even thinking about what is gonna happen with what their network needs are when they start their migration journey to the cloud so I want this success to me looks like them being able to end up not worrying about what's happening in the network when they move to the cloud good guys great insight thanks for coming on share and pen I've got a round of applause the global system integrators [Applause] [Music] okay welcome back from the live feed I'm chef for with the q Steve Valenti CEO of aviatrix my co-host our next panel is the aviatrix certified engineer is also known as aces this is the folks that are certified their engineering they're building these new solutions please welcome Toby Foss from informatica Stacy linear from Teradata and Jennifer Reed with Victor Davis to the stage I was just gonna I was just gonna rip you guys see where's your jackets and Jen's got the jacket on okay good love the aviatrix aces pile of gear they're above the clouds story to new heights that's right so guys aviatrix aces love the name I think it's great certified this is all about getting things engineered so there's a level of certification I want to get into that but first take us through the day in the life of an ace and just to point out Stacey's a squad leader so he's like it Squadron Leader Roger and leader yeah Squadron Leader he's got a bunch of aces underneath him but share your perspective day-in-the-life Jennifer we'll start with you sure so I have actually a whole team that works for me both in the in the North America both in the US and in Mexico and so I'm really working to get them certified as well so I can become a squad leader myself but it's important because one of the the critical gaps that we've found is people having the networking background because they're you graduate from college and you have a lot of computer science background you can program you've got Python but networking in packets they just don't get and so just taking them through all the processes that it's really necessary to understand when you're troubleshooting is really critical mm-hm and because you're gonna get an issue where you need to figure out where exactly is that happening on the network you know is my my issue just in the V PC is and on the instant side is a security group or is it going on print and is this something actually embedded within Amazon itself I mean I should troubleshot an issue for about six months going back and forth with Amazon and it was the vgw VPN because they were auto-scaling on two sides and we ended up having to pull out the Cisco's and put in aviatrix so I could just say okay it's fixed and actually actually helped the application teams get to that and get it solved yeah but I'm taking a lot of junior people and getting them through that certification process so they can understand and see the network the way I see the network I mean look I've been doing this for 25 years when I got out when I went in the Marine Corps that's what I did and coming out the network is still the network but people don't get the same training they get they got in the 90s it's just so easy just write some software they work takes care of itself yes he'll be will good I'll come back to that I want to come back to that problem solve with Amazon but Toby I think the only thing I have to add to that is that it's always the network fault as long as I've been in never I've always been the network's fault and I'm even to this day you know it's still the network's fault and part of being a network guy is that you need to prove when it is and when it's not your fault and that means you need to know a little bit about a hundred different things to make that and now you've got a full stack DevOps you got to know a lot more times another 100 and these times are changing yeah they say you're Squadron Leader I get that right what is what is the squadron leader first can you describe what it is I think probably just leading all the network components of it but not they from my perspective when to think about what you ask them was it's about no issues and the escalation soft my day is a good outcome that's a good day it's a good day again every mission the Amazon this brings up a good point you know when you have these new waves come in you have a lot of new things new we use cases a lot of the finger-pointing it's that guys problem that girls problem so what how do you solve that and how do you get the young guns up to speed is there training is that this is where the certification comes in was where the certification is really going to come in I know when we we got together at reinvent one of the the questions that that we had with Steve and the team was what what should our certification look like you know she would just be teaching about what aviatrix troubleshooting brings to bear like what should that be like and I think Toby and I were like no no no that's going a little too high we need to get really low because the the better someone can get at actually understanding what actually happening in the network and and where to actually troubleshoot the problem how to step back each of those processes because without that it's just a big black box and they don't know you know because everything is abstracted in Amazon Internet and Azure and Google is substracted and they have these virtual gateways they have VPNs that you just don't have the logs on it's you just don't know and so then what tools can you put in front of them of where they can look because there are four logs well as long as they turned on the flow logs when they built it you know and there's like each one of those little things that well if they'd had decided to do that when they built it it's there but if you can come in later to really supplement that with training to actual troubleshoot and do a packet capture here as it's going through then teaching them how to read that even yeah Toby we were talking before he came on up on stage about your career you've been networking all your time and then you know you're now mentoring a lot of younger people how is that going because the people who come in fresh they don't have all the old war stories they don't know you talk about yeah that's never fault I walk in Mayr feet in the snow when I was your age I mean it's so easy now right they say what's your take on how you train the young piece so I've noticed two things one is that they are up to speed a lot faster in generalities of networking they can tell you what a network is in high school level now where I didn't learn that too midway through my career and they're learning it faster but they don't necessarily understand why it's that way here you know everybody thinks that it's always slash 24 for a subnet and they don't understand why you can break it down smaller why it's really necessary so the the ramp up speed is much faster for these guys that are coming in but they don't understand why and they need some of that background knowledge to see where it's coming from and why is it important and old guys that's where we thrive Jennifer you mentioned you got in from the Marines health spa when you got into networking how what was it like then and compare it now most like we've heard earlier static versus dynamic don't be static because back then you just said the network you got a perimeter yeah I know there was no such thing yeah no so back in the day I mean I mean we had banyan vines for email and you know we had token ring and I had to set up token ring networks and figure out why that didn't work because how many of things were actually sharing it but then actually just cutting fiber and running fiber cables and dropping them over you know shelters to plug them in and oh crap they swung it too hard and shattered it and how I gotta be great polished this thing and actually shoot like to see if it works I mean that was the network current five cat 5 cables to run an Ethernet you know and then from that just said network switches dumb switches like those were the most common ones you had then actually configuring routers and you know logging into a Cisco router and actually knowing how to configure that and it was funny because I had gone all the way up and was a software product manager for a while so I've gone all the way up the stack and then two and a half three years ago I came across to to work with entity group that became Victor Davis but we went to help one of our customers Avis and it was like okay so we need to fix the network okay I haven't done this in 20 years but all right let's get to it you know because it really fundamentally does not change it's still the network I mean I've had people tell me well you know when we go to containers we will not have to worry about the network and I'm like yeah you don't I do and then with this with and programmability is it really interesting so I think this brings up the certification what are some of the new things that people should be aware of that come in with the aviatrix ace certification what are some of the highlights can you guys share some of the some of the highlights around the certifications I think some of the importance is that it's it doesn't need to be vendor specific for network generality or basic networking knowledge and instead of learning how Cisco does something or how Palo Alto does something we need to understand how and why it works as a basic model and then understand how each vendor has gone about that problem and solved it in a general that's true in multi cloud as well you can't learn how cloud networking works without understanding how AWS integer and GCP are all slightly the same but slightly different and some things work and some things don't I think that's probably the number one take I think having a certification across clouds is really valuable because we heard the global s eyes cover the business issues what does it mean to do that is it code is that networking is the configuration is that aviatrix what is the I mean obviate races the ACE certifications but what is it about the multi cloud that makes it multi networking and multi vendor easy answer is yes so you got to be a general let's go to your hands and all you have to be it takes experience because it's every every cloud vendor has their own certification whether that is ops and [Music] advanced networking and advanced security or whatever it might be yeah they can take the test but they have no idea how to figure out what's wrong with that system and the same thing with any certification but it's really getting your hands in there and actually having to troubleshoot the problems you know actually work the problem you know and calm down it's going to be okay I mean because I don't know how many calls I've been on or even had aviatrix join me on it's like okay so everyone calm down let's figure out what's happening it's like we've looked at that screen three times looking at it again it's not gonna solve that problem right but at the same time you know remaining calm but knowing that it really is I'm getting a packet from here to go over here it's not working so what could be the problem you know and actually stepping them through those scenarios but that's like you only get that by having to do it you know and seeing it and going through it and then I have a question so we you know I just see it we started this program maybe six ago we're seeing a huge amount of interest I mean we're oversubscribed on all the training sessions we've got people flying from around the country even with coronavirus flying to go to Seattle to go to these events were oversubscribed good is that watching leader would put there yeah is that something that you see in your organization's are you recommending that to people do you see I mean I'm just I guess I'm surprised I'm not surprised but I'm really surprised by the demand if you would of this multi-cloud network certification because it really isn't anything like that is that something you guys can comment on or do you see the same things in your organization's I see from my side because we operate in the multi cloud environment so it really helps and it's beneficial for us yeah I think I would add that uh networking guys have always needed to use certifications to prove that they know what they know right it's not good enough to say yeah I know IP addresses or I know how a network works and a couple little check marks or a little letters by your name helps give you validity um so even in our team we can say hey you know we're using these certifications to know that you know enough of the basics and enough of the understandings that you have the tools necessary right so I guess my final question for you guys is why an eighth certification is relevant and then second part is share with the livestream folks who aren't yet a certified or might want to jump in to be AVH or certified engineers why is it important so why is it relevant and why should someone want to be an ace-certified I'm used to write engineer I think my view is a little different I think certification comes from proving that you have the knowledge not proving that you get a certification to get know I mean they're backwards so when you've got the training in the understanding and the you use that to prove and you can like grow your certification list with it versus studying for a test to get a certification and have no understanding of ok so that who is the right person that look at this is saying I'm qualified is it a network engineer is it a DevOps person what's your view you know is it a certain you know I think cloud is really the answer it's the as we talked like the edge is getting eroded so is the network initially eating eroded we're getting more and more of some network some DevOps some security lots and lots of security because network is so involved in so many of them that it's just the next progression I would say I expand that to more automation engineers because we have those nails probably extended as well well I think that the training classes themselves are helpful especially the entry-level ones for people who may be quote-unquote cloud architects but have never done anything and networking for them to understand why we need those things to really work whether or not they go through to eventually get a certification is something different but I really think fundamentally understanding how these things work it makes them a better architect makes some better application developer but even more so as you deploy more of your applications into the cloud really getting an understanding even from our people who have tradition down on Prem networking they can understand how that's going to work in the cloud - well I know we've got just under 30 seconds left but I want to get one more question and just one more for the folks watching that are you maybe younger that don't have that networking training from your experiences each of you can answer why is it should they know about networking what's the benefit what's in it for them motivate them share some insights and why they should go a little bit deeper in networking Stacy we'll start with you we'll go down let's say it's probably fundamental right if you want to deliver solutions networking use the very top I would say if you fundamental of an operating system running on a machine how those machines talk together as a fundamental change is something that starts from the base and work your way up right well I think it's a challenge because you you've come from top-down now you're gonna start looking from bottom-up and you want those different systems to cross communicate and say you built something and you're overlapping IP space not that that doesn't happen but how can I actually make that still operate without having to reappear e-platform it's like those challenges like those younger developers or sis engineers can really start to get their hands around and understand those complexities and bring that forward in their career they got to know the pilot pipes are working and some plumbing that's right works at how to code it that's right awesome thank you guys for great insights ace certain babies you're certified engineers also known as aces give a round of applause thank you okay all right that concludes my portion thank you Steve thanks for have Don thank you very much that was fantastic everybody round of applause for John for you yeah so great event great event I'm not going to take long we've got we've got lunch outside for that for the people here just a couple of things just call to action right so we saw the Aces you know for those of you out on the stream here become a certified right it's great for your career it's great for not knowledge is is fantastic it's not just an aviatrix thing it's gonna teach you about cloud networking multi-cloud networking with a little bit of aviatrix exactly what the cisco CCIE program was for IP network that type of the thing that's number one second thing is is is is learn right so so there's a there's a link up there for the four to join the community again like I started this this is a community this is the kickoff to this community and it's a movement so go to what a v8 community a bh6 comm was starting a community at multi cloud so you know get get trained learn I'd say the next thing is we're doing over a hundred seminars in across the United States and also starting into Europe soon will come out and will actually spend a couple hours and talk about architecture and talk about those beginning things for those of you on the you know on the livestream in here as well you know we're coming to a city near you go to one of those events it's a great way to network with other people that are in the industry as well as start to learn and get on that multi-cloud journey and then I'd say the last thing is you know we haven't talked a lot about what aviatrix does here and that's intentional we want you you know leaving with wanting to know more and schedule get with us in schedule a multi our architecture workshop session so we we sit out with customers and we talk about where they're at in that journey and more important where they're going and to find that end state architecture from networking compute storage everything and everything you heard today every panel kept talking about architecture talking about operations those are the types of things that we saw we help you cook define that canonical architecture that system architecture that's yours so for so many of our customers they have three by five plotted lucid charts architecture drawings and it's the customer name slash aviatrix arc network architecture and they put it on their whiteboard that's what what we and that's the most valuable thing they get from us so this becomes their 20-year network architecture drawing that they don't do anything without talking to us and look at that architecture that's what we do in these multi hour workshop sessions with customers and that's super super powerful so if you're interested definitely call us and let's schedule that with our team so anyway I just want to thank everybody on the livestream thank everybody here hopefully it was it was very useful I think it was and joined the movement and for those of you here join us for lunch and thank you very much [Applause] [Music] [Applause] [Music] you

>>live from Seattle, Washington. It's the booth covering smartsheet engaged 2019. Brought to you by smartsheet. >>Welcome back, everyone to the cubes. Live coverage of smart. She engaged here in Seattle. I'm your host, Rebecca Night, along with my co host, Jeff. Rick. We're joined by Anna Griffin. She is the CMO of smartsheet. Thanks so much for coming on the Q. Thank you, guys for having me appreciate it. So you were your pretty new to this company joined in April. I'd love to hear, but you've also had an illustrious career in marketing. You've worked several big names, including Apple and Nortel and and Saturn. And you've also worked for Land's end and a whole bunch of different varied career. What attracted you to smart? She You know, it >>was interesting when I first got the call about smartsheet. I had never heard of it, and the way that it was positioned to me was super intriguing. I realized it was one of those a category that's just not established, but a category that has the potential to be the next big thing. And we're not even the potential. I mean, it will be the next big thing and you know, I met with that was intriguing. But, you know, I met with the executive team and it was a perfect combination of a killer product, but a killer company. I can't tell you how special the leadership of this company is and their authenticity and their passion and their drive and their belief. It's so contagious. There's no way you would not want to be a part of it. So on, then, the privilege to be able to tell this company's story I feel like it is the best kept story not only in Seattle, potentially the world on I plan to tell the story and and what a gift. But what a great opportunity is. A marketer toe have this type of opportunity. >>Well, we're gonna get into how you're going to tell the story, okay, a little bit later, but so now you've been here a few months. It is your first ever engaged What? What does he what are your impressions? >>Well, I wish I had been thio previous engaged to have something to compare it to. But the fact that this conference has doubled in size 4000 customers here and it's only its third show. I will tell you in the industry who have worked, you know, managing events teams for many, many, many years. Not a lot of conferences grow at this size, and Soto have 4000 customers here who are zealots. They are their passion for the product and what it's doing and what it's doing for there. Not only their companies, but their own personal careers. There isn't an empowerment story through their mouse that will just inspire you. So it's It's incredible. The energy here is really, really especially. >>Feel it, too. Way See >>it a lot of the smaller conferences early days. That's why they're fun to be. Here were last year, when those 2000 it was adjacent to the to the office across the across the water. Exactly, but it is a really passion community, and you know, Thio here, literal, literal cheers and claps at features. It's great. It's like copy paste from one road to the other because it's clearly something that means something these people and that they have asked for and the company is delivered and really demonstrates, is listening to engage these crazy people. It's a great asset >>wave. That listening thing is huge, and I feel like that's one of the things. And I think it's why there is a CMO now. Why get the privilege to be the first CMO is because the customers said way need more awareness of this company. We need our our executives. We need lines of business leaders. We need i t to know who you are and the magic of what you do. We need awareness is gonna make it that much easier for us to get much wider adoption across these companies. If people know who you are and they know you know what you're capable of. So listening. That is one of the number one things we've heard. It's like awareness. They wanted awareness, so because >>it'll help make them >>more successful. So I think that was the >>catalyst for OK, let's get achieve, Marty. Officer, Let's go build that about you. What are you gonna do? What were some of your top priority is to tell the story and to build brand awareness. Yeah, well, um well, you're the first thing >>was to really kind of Titan are positioning again. It's a great great products make great brands, and this is a great product company. But man were starting to do so much more than just killer products were really getting into this enablement this, right, transforming companies. And so I wanted to make sure we're positioned properly. And we're really positioning mawr in a more transformative altitude and the capabilities of what we could do. You know, we have found we've spent way too much time talking about technology versus people versus what technology and people are going to do together. And that is the magic of what Smartsheet does. It really takes a platform, a common platform that basically integrates with the tech investments. And you've >>already made with the systems of record that you already have pools that data out and then allows >>the people I work with that data all in a common really time application. And when >>you can marry >>those two things together, that tech and people, that's when one plus one equals three. And so we call that that three is what we really call achievement again, like >>everybody in our space >>is work work, work, task management, project management, the capability of smart shit. Yeah, we do all that too. But when you're playing that transformative altitude, we're in Ebeling achievement and it enterprise wide level and achievement, like what your business can achieve. But this is the more special part, and this is where I get excited. Did you feel to tell this story is the achievement happens at a personal level to like again? I'm telling you when I talk to customers and I see what they're doing right, you don't understand. You have changed my career. I'm doing more strategic work. I am. I am seeing differently in my company. I champion this, like all of a sudden I am leading big teams. I went from this to this, and there they're empowerment is so big and so really that last mile of digital transformation is cultural transformation. And that's what this product does. And so job one was position. That's properly so we can tell that type of story and really put our solutions in that kind of light because that's what it does on then job to is to launch the campaign launches to the world. So we just launched two weeks ago and it's a slow roll. I mean, we have hundreds of assets it in place. So if I love seeing us on television, you know I love seeing is deeply in digital. I love some of the new interesting things that that we can do in media. But when our customers are saying that you know they're seeing it, a CMO like you gonna get a high from it. Yeah, So it's fun job to launch the campaign, >>and the campaign is, well, we call the campaign can do you know we're positioning >>the brand as the platform for enterprise achievement. Number one Smart sheet is a platform, I think a lot of people, you know as it's grown. I mean, it truly is a platform, and it really is enterprise strong and wide. It's skills which is important, but its scales So everybody and a company can align organizational alignment to truly achieve something bigger aligned organizations do not fill. And so that's the That's the power. But I digress. >>No question that way >>you know, one of the great legs of your of your go to market strategy and your lead Jen is your licensing formula, which enables me as the Spartan sheet licensee to engage lots of people many outside my own, not by my own team, but my own company. And let them have access to this tool. What a smart, smart waiver. Whoever came up with that licensing strategy? What a great way to introduce the opportunity to use this transformational tool to ongoing and broad audience. Yes, >>your table is so exciting. >>When I was in the interview process and I was riding on a plane and clearly I had met with the company and I heard somebody in front of me was a consultant, one of the consulting firms who had met a complete stranger on the plane. And somehow Smartsheet came up that she was going you got Oh, my gosh, Smartsheet. >>This is like she was going. This is the best kept secret. We're using it with all of our clients. We heard about it through one of our clients That wasn't one of them. We'll use it like Oh, my gosh, this is the game changer. I'm like putting my here in between the wayward I put my hand in as it did You just say smart shape. Literally six people on the airplane, random people like, Oh, my gosh, we use it to. It was the >>most surreal experience, and that was when I knew, like, Okay, I've got to be a part of this Coast special. Did a lot of people are now just getting that sensation of what this thing is capable of. >>And, well, it's funny to your personal achievement story. Reminds me of any time you know you got a new software company and whether you know, center Deloitte or even why, when those guys come in, they're making a big bet right there. Some new partner's gonna bet. Bet their career on this new technology. We've heard from a number of people how betting their career internally with smartsheet has changed their position in the company. Yes, we find that today a couple of times so clearly you know it. It is an enablement platform for someone to, you know, grab on to the to the rocket ship and ride this Marchi wave thio new and bigger, better things, >>but but also her point about just even just participating in the technology. And then they're able to, as you said, work on more strategic work, be able to do more things in their jobs that have been catapulted them to new job. So it's not even necessarily betting on smartsheet and bringing in smart cheat. But it is just just using smart sheet and then therefore they have more brain time. Yes, yes, oh, engagement we're talking about, >>right, right? You know, it is because we've been talking a lot about you know, some of the really scary statistics about how disengaged people are at work and how many people are ready to quit their job. And, you know, they've got all these blocks. Is menial roadblocks in their day to day existence that are that are negatively impacting their ability to want to do their job or but actually just want to be there anymore. And so it's It's like it seems, maybe to the outside, looking in some of these things by seem low value, but they're actually tremendous value if you're removing these roadblocks so I could get my job done >>totally and love your job, you love >>your job. But know that the work that you do matters and I think so many people have lost that feeling like there's something about working and I don't know if it's the corporate world, but it has become such a grind and that rare opportunity. We feel like I love what I do, and I know that it matters like it's a gift and this is a platform that enables bad in people. And so I think that's when the fascinating things I've been spending a lot of time on the road with customers and I was at a very big multi national, big global agricultural company. And, um, Singer, Actually, I'm watching WAY Bet with probably 200 different Just what I would call power users across seven different you know, roll types like from I t toe hsc thio, you name it. And, um, every single one of them is like art. We're doing more like we are empowered, like the engagement, the employee engagement in that company, through the roof because every single person felt like were hurt. I have ownership, you know. I'm doing work. I'm taking it to a new level. And so you know, sure, there is a Thanh of operational efficiencies that are gonna come out of working with smart shape, But I think the one to watch is what's gonna happen when your workforce is truly engaged and taking ownership of the work. >>Those were the good. Those are the companies that are >>going to have a higher retention they're gonna have >>They're going to see >>something in that in that talent area. So this is more than just We're getting more work done and return on investment of our our our systems like you're going to see you know, what happens when your when your employees are empowered. >>Well, the word you didn't use his innovation that I firmly believe everyone wants more innovation, their company. >>But how do you do >>it? One of those? I think it's really simple. Lever on that is you just get more people more access to more data and then the ability to do something about it and open it up to all the smart people that see problem to different prisons in different opportunities. And that's where you start to get in. A leverage is amazing talent that you already have inside your four walls. >>But what is interesting about >>innovation is I think sometimes the world so over rotates that innovation is gonna be that next killer line of code, or it's going to be and they forget that the power of practical innovation like it's that Siri's of small collected things at out up, allowing your entire, you know, employee population to feel like they have the power to innovate us. That every person in the company has the power because the power practical innovation can lead to something Justus biggest the big already >>Dev Ops has shown that that's a better way anyway, right in software development, with the grand idea with the market development plan and the product development plan in the three year build cycle that's does not win against constant religious narrative improvement. Improvement, improvement, improvement, improvement. Yes, >>indeed. So you and you said this earlier and I saw it on your Lincoln to the last mile of digital transformation is cultural transformation. Yes. How do you describe the culture at smart shape now that we've done talked about the evangelical customers Yeah, about with in smartsheet itself, it's, um it's pretty >>special. Know what you're gonna say? Of course. And see if I was >>gonna say special. But it is. It is rare >>when people everyone comes to work with this belief like this true belief that they are. They have the power to influence something and touch something that's going to do something great for other people. And I think that's what is the most special is they? They're not just doing it for themselves. They know they're doing it for others, like they know they love these guys. Every single person in the company loves that customer like the love ability, They love the customer and they feel like they've got to do their best work. So their customer, I can do something great >>with it. You know, they really understand that. >>And that's Ah, it's an incredible place to wanna work when you, when you feel that way but toe love your customers. I think that's why our customers love us back and to be loved. You must first love >>and because they love you know, it's it's rare. Well, congratulations. It sounds like it's a great role and you're in the right place. And I can't talk to you next year and hear more about can do and and all of the wonderful things you're doing. Thank you. Thank you, guys. I'm Rebecca Knight. That wraps up the cubes. Interviews. Stay tuned for our rap of engaged 2019 you're watching the Cube

>> from Austin, Texas. It's Theo Cube covering your storage Accelerate 2019 Brought to you by pure storage. >> How do y'all welcome back Thio, the Cube leader In live coverage we're covering day to a pure accelerate 19 Lisa Martin With Day Volonte Welcoming to the cue for the first time from SG Mark Peters principal analyst and practice >> Oh, my apologies. So young. >> I wish I wish that was true. >> In fact, one of the first analysts I think that's true if not the first analyst ever on the Q. But, >> well, I'll say Welcome back. Thank you. We're glad to have you here. So you've been with Ishii for quite a while, You know, the storage industry inside and out, I'm sure pure. Just about to celebrate their 10th anniversary. Yesterday we heard lots of news, which is always nice for us to have father to talk about. But I'd love to get your take on this disruptive company. What they've been able to achieve in their 1st 10 years going directly through is Dave's been saying the last two days driving a truck there am sees, install, base, back of the day, your thoughts on how they've been able to achieve what they have. >> That'll last me to talk about something I really want to talk about. And I think it addresses your question. How have they been able to do it? It's by being different. Andi, I don't know. I mean, obviously you do a stack of into sheer and maybe other people have talked about that. But that is the end. When I say different, I don't necessarily mean technology. I have a kind of standard riff in this business that we get so embroiled in the technology. Do not for one second think it's not important, but we get so embroiled in that that we missed the human element or the emotional element on dhe. I think that's important. So they were very different. They created, you know, these thes armies of fans who just bought into what they did. Now, of course, that was based on initially bringing flash to the market making flasher Fordham. Well, they've extended that here with the sea announcement and other things as well, so I don't want to just focus on that, but you know, they continue to do things differently with the technology, But I think what really made them an attractive company and why they've survived 10 years on her now big sizable is because they were a different sort of company to deal with. >> Are you at all surprised that the fourth accelerate is in Austin, Texas? Dell's backyard? Yes. Well, they're disruptive. They're different. They're bold. We're okay, >> you see, But But also, did you go to the other three? >> Uh, the last two. I was trying to remind >> myself where they were. I know one was kind of on a pier in a ballpark in San Francisco. One words. You remember the one that was in that you Worf, But that was a a rusting, so cool it was. But it was a metaphor in a rusting spinning desk, right. But it was also such a different sort of place on, So I probably was also a few it D m c. But I agree. And then the last one was in some sort of constantly. Yes, So >> they were all >> different. And so I Yes, I know this is Dell's backyard. Probably literally, because I'm sure Michael owns a lot of the place. It's also kind of very normal place and so there's a little bit of me that I don't want to use the world worry. But as you grow up and of course, we've got the 10 year anniversary, we're in Austin. What's the tagline of Austin? >> I don't know. No. Keep Austin weird. Okay, >> I >> don't want to suggest appears weird, but they were always a little different, I said. That's why I think they were attracted as much as anything. Yes, that's why I had the hordes of admiring fans, all wearing their orange socks and T shirts and cheering on DDE as they get older as they get more mature as they expand their portfolio. Charlie was on stage talking not so much about scale the problem when he was asked, but more about complexity. As you get more complex, you actually get more normal on, So I don't know that weird is the word, but a bit like Austin pure needs to keep your interesting. >> I like that >> Very interesting. So >> you and I, >> we've been around a while. We were kind of students of the industry. I was commenting earlier that it's just to me very impressive that this company has achieved a new definition of escape velocity receiving a billion dollars show. First company since Nana to do it, I gotta listed three. Park couldn't do it. Compelling data domain isolani ecological left hand. Really good cos all very successful companies. Uh, >> what do you think? It's >> all coming out of >> the dot com crash. Maybe that pay part of it. Pure kind of came out of the, you know, the recession. Why >> do you >> think Pure has been able to achieve that? That you know, four x three par, for example in terms of revenues. And it's got a ways to go. They probably do 1.7 this year. I think they have aspirations for five on enough there. Publicly stated that they probably have, right? Of course. Why wouldn't they thoughts on why they were able to achieve that? What were the sort of factors genuinely know? Having no idea what you were gonna ask me. And now actually, listening to question let me You've just made me think of something that I had not really thought. So I took so long to ask the question formulated. And you are so, um, you used the word escape velocity. Let's think about planes. I mean, you know, I think it's a V one, isn't it to take off, Mitch? Maybe not the same as escape, which is in the skies. But you get the point. How long to really take off? Be independently airborne? They gave themselves. I don't know how much was by design default how it really happened? I don't know. They had an immensely long runway. You think the whole conversation about pure for years and years was Oh, yeah, yeah, they're making loads of revenue, but they lose 80 cents every time they get 50. That was the conversation for years and years. I know they've now turned that corner, and I think the difference. Actually, the more I think about it, yes. You can talk about product. Yes, you can talk about the experience. I think those things are both part of it. But the other companies you named had cool things too. They all had cool products you had. What was it? The autopilot thing with compelling. And they had lots of people cheering. Actually, in this building, I think three part was yellow and kind of cool in a different part of the market. and disruptive. But they were both trying to get to the exit fast. Whether the exit was being bought or whether it was going under. I don't know it was gonna be one or the other, and for both of them, they got bought. I don't think pure had that same intention, and it's certainly got funding and backers that allowed it to take longer. So that's a really good point. I think there's a There's a new Silicon Valley playbook. You saw it with service. Now, with Frank's limits like the Silicon Valley Mafia's Sweetman Dietzen, Bush re at Work Day, they all raised a boatload of cash and a sacrifice profits for for growth. I mean, I remember Dave Scott telling me, you know, when he came on, the board was saying, Hey, we're ready to you know, we're prepared to raise 30 million. He said, I need 80 eighties chump change today compared to what these guys were raising. Well, I mean, I think I mean, they pretty quickly raised hundreds of millions, didn't they? They weren't scraping by on 50 or 80 million, which which is what you see. You sort of want one more thought just this escape velocity idea, I think is interesting because the other thing about escape velocity is partly how long you take runway orbit, whatever. But it's the payload on, you know, The more the payload, the longer it takes the take off the ground or the more thrust you need thrust in this case, his money again. But if you think about it, this is another thing where he and I gotta say, we've been doing this a long time. The storage industry over decades has been one of the easiest industries to enter on one of the hardest to actually do well. Why is that? Because the payload is heavy. It's easy to make a box that works fast, big whatever you want in your garage. Two men on one application working for a day. It's really hard to be interoperable with every app, every other system, operational needs and so on and so forth. And so the payload to be successful. I think they understood that, too. So, you know, they didn't let ourselves get distracted by like the initial shiny, glittery we need to get out of this business. >> I love the parallels with payloads and Rockets. Because, of course, we had Leland Melvin inner keynote this morning. I'm a former NASA geek. Talk to us about your thoughts on their cloud strategy, the evolution of the partnership with a W s. We talked about that yesterday. Sort of this customers bringing this forcing function together, but being able to sort of simplify and give customers this pure management playing the software layer wherever their data is your thoughts on how their position themselves for multi cloud hybrid world. >> Okay, two thoughts, one cloud. Then you also used the word simplicity. So I want to talk about both of those things if I can, Um I don't know. I'm sorry. This is not a very good answer. I think it's the truth. I mean, you can't exist in this world if you haven't got a cloud story, and it better be hybrid or pub. Oh, are multi, whichever you prefer. I think those have very distinct meanings, by the way, but we would be here for an hour and 1/2. It'll be a cube special to really get into that. However, So you've got to do this. I mean, there is just, you know, none of the clients they're dealing with. Almost none. That's not research. I'll talk research in a second but glib statement. Everyone's got a cloud strategy. It doesn't matter which analyst company you put up the data, we'll do it. I want to talk about a cup, some research we've done in a second. But everyone will tell you a high number of people who have a cloud first strategy, whether that's overall or just the new applications or whatever. So they've got to do it. What's crucial to whether or not they succeed is not the AWS branding, because everyone's got a W s branding me people that they don't work with or will not work within the next year or two. I mean, I'm sure there's one God you look like you're anxious, you're on a roll. But simplicity is really important. So David knows we do a lot of research early yesterday, one of our cornerstone piece of researchers think all the spending intentions we do every year. One of the questions this year's Bean for a couple of years now is basically saying simple question Excuse. The overuse of the word is how much more complex is I t you know, in your experience, more or less complex. And it was two years ago. I t broadly and you know that I love this question. You know the answer on dhe. 66% of people say it is more complex now than it was two years ago. People don't want complexity. We all know that there's not enough skills around the research to back that up. A swell on dso Simplicity is really important cause who was sitting in this seat before May I think I will say that the company here was founded on simplicity. That was the point. They were to be the apple of storage. I think that's why people love them. They were just very easy to use on dso coming finally back to your question. If they can do this and keep it simple, then they have a better chance of success than others. But how do you define successful them isn't keeping their customers are getting new ones. That's a challenge. >> They do have a very high retention rate. I want to say like 140% but things like we have our dinner for two U percent attention. Yes. How did >> you do? So? So this is is interesting. It's actually 100 and 50% renewal rate. Oh, by the Mike Scarpelli CFO Math of renewal rates on a dollar value on net dollar value renewal rate subscriptions. Mike Scarpelli was the CFO of service. Now invented this model and service now had, like, 100 and whatever 1500 whatever 27. And so it's a revenue based renewal. Makes sense. Sorry for one second you're retaining more people than you >> go. 101 100 >> 50% is insane. 105 >> percent is great. Yeah, 150% is interrupted. Your question. >> Well, I'm just saying >> it's good. Good nuance, >> Yes, Thanks for clarifying its. You know, companies can say whether it's one. Appears customers are pure themselves or competitors. We are cloud. First, we have a cloud for strategy, and a company like pure can say we deliver simplicity, those air marketing terms until they're actually put in the field and delivered. So in your perspective, how does pure take what I T professionals are saying? Things are so much more complex these days? How does a pure commit and say simple, seamless, sustainable, like Charlie, Giancarlo said yesterday. And actually make that a reality. Well, I >> mean, obviously, that's their challenge, and that's what they have work to do to some degree. And this comes back to what I was saying that to some degree it becomes self fulfilling because your that's why your customers come back with more money because they bought into this on. So as long as they're kept happy, they're probably not going to go and look at 20 other people. I'm not saying they never had any of that simplicity to start off with, but it's very interesting if you go to a pure event, their customers and this might be sacrilege sitting in this environment don't talk about the product. They talk about the company, >> right? >> The experience There's that word again, off being appear customer yes on So they're into it. They brought into whatever this is, and as long as the product, please do not strike me down is good enough. I'm not saying that's all it is. I think it's a lot better that, but as long as it's good enough, but you're really well looked after a few minutes ago, when I'm saying that's why I think this market is about so much more than just how fast can you make the box? How big can you make the box? How smart can you make the box? All of those are interesting, But ultimately, I'm only looking at Dave because he's so old. Ultimately, technology is a leapfrog game. Yeah, branding is not >> Beaver >> s O. So that's a good point. But we've not seen the competitors be able to leap frog pure or be able to neutralize them the way, for example, that DMC was able to somewhat neutralize three par by saying, Oh, yeah, we have virtual ization, too, you know, are thin provisioning. Rather. Yeah. And even though they had a thin provisioning bolt on, it was it was good enough. Yes, they did the check box. You haven't seen the competitors be able to do that here? I'm not saying they won't, but are they? I think, um, I was going to say basically this on my MBA, but I don't have one, so I can't say that, but, you know, I've read that. Read the books. If you look at Harvard Business School cases, I think the mistake made by the competition was to assume that Pierre would go away, that they would each try it or that it would fail on will make fun of the fact they don't make any money for the first few years on dhe. You know, the people going to them, we're gonna be sadly mistaken when they can't handle these features, whether that be cloud or whether that be analytics or fresh blades or whatever else again to add on. They thought they would just go away that there are great parallels in history when you let competition in and you just keep thinking at each point they're going to go away. Spot the accent. British motorcycle industry. When the Japanese came in, they literally said, Well, let them. There are records. We'll let them have the 50 cc market because we don't really care about that. But we'll make the big bikes Well, Okay, well, let them have 152 100 cc because really, that doesn't matter. And 10 years later, there was no industry well, and I think what happened with the emcee in particular because, let's face it, pure hired a bunch of DMC wraps. They took your product and, as I've said before, they drove a truck to the the symmetric V n X install base Emcee responded by buying X extreme io and they said, You know what? We're sick of losing the pure. We're gonna go really aggressive into our own accounts and we're gonna keep them with flash. And then what happened is their accounts. It Hey, we're good. We don't actually really need more stores because the emcee tried to keep it is trying to keep both lines alive. And now they're conflicted, pure. You know, I had a what? We're mission. >> You thought not up a great point. Sorry. Just just because I think >> thing about that is if you look at how e. M. C using my words accurately usedto act, I think you said that, too. So I'm not criticizing Adele is they were exceptional organized marketing organization. We go that way. And if you're not going that way, you got a big problem both as a custom, Miranda's UN employees. But the problem with that is also is that way would sometimes become that way, and then it become that way on the product depending what was doing well. So, for example, they had, you know, tens of thousands of feet, all marching to the extreme. I owe beat for a few quarters, and then they would go off on to the next product pure. Just carried on, marching to its beat down that runway escape velocity question >> appoint you brought up a minute ago before we wrap her. That I think is really interesting is that you write your customers talk about the experience. I think we were talking with a customer yesterday. Dave was asking, Well, what technologies are you think he started talking about workloads? So when we're at other events, you hear other names of boxes brought up here to your point. It is all about the experience so interesting and how they're Can you continuing to just be different, but to wrap things up since they're in my ear, we're almost that time. I just wanna take a minute to ask you kind of upcoming research. What are some of the things that you're working on? Their really intriguing you and SG land. I think right >> now, from my perspective, I mean, as a company would continue to do 27,000 different things because there's so much going on in the market. So whether that's security is massive area of focus right now, even improvements in networking. So it's not just the regular run of the mill, you know, Bigger, faster, cheaper. Which is always there s o A. I, of course, in all these again, you may both know you will now doesn't mean we're always looking at buying intentions rather than counting boxes. So it's really where people are moving over the next few years. That said to May. I think what's really interesting is to other things. Number one is to what extent can. I don't think we can really measure this easily. But to what extent can we get people talking about pure again to acknowledge that emotions, attitudes, experiences are an important part of this business? I'm old enough that I'm not scared of saying it, and I think pure is a company is not scared of saying it, you know, I think a lot of companies don't want to admit that Andi all know that they have different corporate cultures and mantras and views on their customers reflect that two on The other thing just generally is the future of I t. As a whole. I know that. So, I mean, I'm doing this because none of us really know what that is, but, you know, clearly way gotta stop talking about the cloud At some point. It's just part of I t. It's not a thing as such. It's just another resource that you bring to bear. I don't know that we're yet at that point, but that's >> got to happen. >> Interesting. Thanks for looking. I'm imagine this was a crystal ball. But Mark, I wish we had more time because I know we could keep talking. But it's been a pleasure to have you >> got the whole multi cloud hybrid cloud for an hour and 1/2. >> We come back, we'll have that discussion. Like what I'll means and yeah, back anytime. >> Excellent. Thank you for joining David. Me. Thank you for David. Dante. I'm Lisa Martin. You were watching the Cube from pure accelerate 19

>> live from San Francisco, celebrating 10 years of high tech coverage. It's the Cube covering Veum World 2019 brought to you by the M wear and its ecosystem partners. >> Welcome back. I'm Stew Minuteman here with John Troyer. We're have three days, Walter Wall coverage here at VM World 2019 with lobbying Mosconi North and happy to welcome to the program. To my right is Tom Burns, who is the senior vice president general manager of networking and Solutions at Delhi Emcee and sitting to his right. Another Tom. We have Tom Gillis, who's the S V p and general manager of networking of Security inside VM wear. So I'm super excited. Go back to my roots of networking. Tom and Tom thanks so much for joining us. >> Thanks for having us. Thanks for All >> right. So, you know, Tom, you and I have talked for years now about you know, it was not just s t n, but you know, the changes in the environment. Of course, you know, networking and compute, you know, smashing together and where the role of software in this whole environment has changed. So, you know, let's start, you know, there's some news. Let's get that cover the hard news first. VM Where has the networking pieces? Dell has some software networking pieces also, and there's some more co mingling of those. So maybe walk us through that. >> Absolutely. I think the story this week is about the collaboration that's happening between Tom's team and my team in kind of innovating and disrupting in the traditional networking world. You know, Tom Sad NSX around micro segmentation network virtualization lot going on with analytics and capability to really see what's going on. The network from Cord Out EJ to cloud the acquisition of RV, which is outstanding. Other things that are going on in Vienna, where deli emcee disrupting around the segregation of hardware and software, giving customers that capability to run the nasty need for the connective ity they need, depending upon where the network is sitting. So this week we got two announcements. One is we've got worldwide shipment of the Delhi M CST Land solutions powered by being more great, you know better than none. Software combined with better than none. Hardware coming from del you see, on a global basis worldwide, you know, secure supply chain plus professional service worldwide is a parameter there, right? >> And Tom, maybe bring us in. You know, we'd watch Fellow Cloud before the acquisition esti weigh on. You know, there's a lot of solutions that fit in a couple of different markets. It's not a homogeneous market there. Maybe give us just kind of the camp point from Avella Clubs. Esty Esty. >> Wind is a white Hart market on because it has the classic combination a better, faster, cheaper. It delivers a better end user experience. It is so easy to deploy this and it saves money, NPLs, circuits and back hauling traffic those that was, ah, 19 nineties idea. It was a good idea back then, but it's time for a different approach. >> And just when I've talked to some customers and talk to them about their multi cloud environment, SD Wind, one of those enabling technologies that you know they will bring up to a mad allowed them to actually do that. >> It was it was the movement really >> office 3 65 and sass applications that drove the best human revolution and that back hauling all this traffic to headquarters and then going out to office for 65 when a user might be in, You know, Des Moines, that doesn't make any sense. And so so with us, the win we intelligently route the traffic where it needs to go delivers a better end user experience, and it saves a bunch of money. It's not hard to imagine that cheap broadband links are on order of magnitude lower than these dedicated mpls circuits. And the interesting math is that you could take two or three low cost links and deliver a better experience than with a single dedicated circuit. >> I'm kind of interested in the balance between hardware and software, right? The family trees of networking and compute kind of were different because if they had specialized needs in silicon, so where are we now? It's 2019. Where are we now? With with line speeds and X 86 then the hardware story. >> I think it'll let Tom join the discussion around speeds and feeds is not dead, but it should be dying to get a quick right. You know, it's around virtual network functions and everything really moving to the software layer. Sitting on top of commoditized X 86 based you know, hardware and the combination of these two factors help our customers a lot more with flexibility, agility, time to deploy, return on investment, all these types of things. But I mean, that's my view is a recurring theme you're gonna hear. Is that in networking? And think you're alluding to this You needed these dedicated kind of magical black boxes that had custom hardware in order to do some pretty basic processing. Whether it be switching, routing, advanced security, you had to run things like, you know, hardware. Regular expression, matching et cetera was about three years ago that Intel introduced a technology called D P D. K, which is an acceleration that allowed VM wear to deliver in software on a single CPU. You know, we could push traffic at line rates, and so so or, you know, faster than one rates. And so that was sort of like there wasn't the champagne didn't go off in the, you know, the bald in drop in Times Square. But it's a really important milestone because all of a sudden it doesn't make any sense to build these dedicated black boxes with custom hardware. Now, general purpose hardware, when you have a global supply chain and logistics partner like Dell, coupled with distributed software, can not only replace these network functions, but we can do things completely differently. And that's really you know, we're just beginning this journey because it's only recently that we've been able to do that. But I think you're gonna see a lot more that in the future. >> So we talked about SD win. Uh, there was a second announcement >> that goes back into the court. You know, the creation of a fabric inside of the data center is still a bit difficult. I mean, I've heard quotes saying It's something like 120 lines of cli, you know, per switch. So let's say 4 to 6 Leafs pitches, switches and two spine switches could take days to set up a fabric. What we've announced is the smart Fabric Director, which is a joint collaboration and development between Veum Wear and Delhi emcee that creates this capability to tightly integrate NSX envy Center into the deli emcee power switch, family of data center switches, really eliminating several cases and in fact, setting up that same fabric in less than two minutes. And we're really happy about not just the initial release. But Tom and I have a lot of plans for this particular product and in the road map for, you know, quarters and years to come about really simplifying again, the network automating it. And then, really, our version of intent based networking is the networking operating the way you configured it, you know, when you set it up and I think not just not just on day one, but two, you know and a N and you know you hit the nail on the head. Networking has changed, is no longer about speeds and feeds. It's about availability and simplicity. And so, you know, Del and GM, where I think are uniquely positions to deliver a level of automation where this stuff just works, right? I don't need to go and configure these magic boxes individually. I want to just right, you know, a line of code where my infrastructure is built into the C I. C. D pipeline. And then when I deploy workload, it just works. I don't need an army of people to go figure that out right, and and I think that's the power of what we're working together to unleash. >> So when something technology comes up like like SD win. Sometimes there's a lot of confusion in the marketplace. Vendors going out one size fits all. This will do everything Course. Where are we in the development of SD win and what is the solution? Who should be looking at taking a look at the solution now? >> SD win market, as I said, is growing depend on whose estimate you look at between 50 and 100% a year. And the reason is better, faster, cheaper. Right? So everyone has figured out, you know, like maybe it's timeto think differently about about architecture and save some money. Eso we just announced it on the PM or side, an important milestone. We have more than 13,000 network virtualization customers that includes our data center as well as yesterday, and we don't report them separately. But 13,000 is, you know, that's almost double where it was a year ago. So significant customer growth we also announced were deployed together with our partner from Del 130,000 branches around the world. So by many metrics, I think of'em, where is the number one vendor in this space to your point it is a crowded, noisy space. Everybody's throwing their hat in the Rangel. >> We do it too. >> But I think the thing that is driving the adoption and the sales of our product is that when you put this thing in, it fundamentally changes the experience for the end user. There's not a lot of networking products that do that. Like I meet customers like this thing is magic. You plug it in and all this and streaming just works, you know, like Google hangouts or Web X is like they just work and they worked seamlessly all the time that there's something there that I think it's still unique to the PM or product, and I think it's gonna continue to drive sales in the future. So I think the other strong differentiation when it comes to Del Technologies bm where in Delhi emcee combined is we have this vision around the cloud. You know, EJ core cloud and you know this hybrid multi cloud approach. And obviously SD Ram plays a critical part as one of the stepping stones as relates toe, you know, creating the environment for this multi cloud environment. So, you know, fantastic market opportunity huge growth. As Tom said, markets probably doubling in size each year. I don't know what the damn numbers are. I hate to quote, but you know, we really feel is, though now having this product in this capability inside a deli emcee, again combining our two assets, it could be the next VX rail. We're really good way. Believe the esteem and it's gonna be a gigantic market. And I think that what's interesting about our partnership is that we can reach different segments of the market in a V M, where we tend to focus on the very high end, large enterprise customers. Technically very sophisticated, delicate, rich customers we don't even know we don't even talk to, And a product is simple enough that it works in all segments. We win the very, very biggest, and we win these. You know, smaller accounts where the simplicity of a one quick deployment really really matters. >> Tom. One of the things that excited me a year ago at this show was the networking vision for a multi cloud world reminded to be of nice syrup. React. You know, when we look at networking today, most remote network admin a lot of the network they need to manage. They don't touch the gear. They don't know where it lives, but they're still responsible. Keep it up and running. And if something goes wrong, it's there. It is the update as to where we stand with that where your >> customers are asking the question, right? So our mantra is infrastructure is code, and so no one should ever have to log in with switch. No one should have to look into a Q. And you know, we should have to be like trying to move packets from here. They're just It's very, very difficult. I'm not really feasible. And so So as networking becomes software and those general purpose processors I talk about are giving us the ability to to think about not just a configuration of the network but the operation of the network in ways that were never before possible. So, for example, we announce that the show today with our monitoring product ve realise network in sight. We call it Bernie, not always such clever with the names that were really good at writing code, Vernon gives us the ability to measure application response time from the data center all the way out to the edge. So a single pane of glass we can show you. Oh, here's where it's broken whether it's in the network, whether it's in the server, whether it's the database, that's that's not responding. And we do this all without agents, right? So it's like when the infrastructure gets smart enough to be able to provide that inside, it changes the way the customer operates on. That translates into real savings and real adoption. And that's what's driving all of this momentum, right? That 7 500 to more than 13,000 customers, something has to be behind that. I think it's It's the simplicity of automation. >> CLI has come up a couple times here, and so that's kind of a dirty word. Maybe even these days, it kind of depends on who you're talking with, I think Veum Way. Rendell both spent a lot of time and effort educating the networking engineering market and also educating the kind of data center you know, the rest of the data center crew about, you know, about each other's worlds. Where again, where are we at now? It sounds like with director on with the innocent. The NSX whole stack? Yes. Uh, the role is changing of a network engineer. But again, where are we in that? In that evolution? >> I think you know, we're early on, but it's moving quite rapidly. I think the traditional network in engineer and networking admin is gonna need to evolve. You know more to this, Dev Ops. How do I bring applications? How do I manage the infrastructure? More like a platform. I mean, Tom and I truly believe that the difference between cute and network infrastructure is really going to start to dissolve over time. And why shouldn't it? I mean, based upon what's happening with the commoditization and speeds of the CPU versus the MP use coming from Mersin silicon, it's really beginning to blur. So I think, you >> know, we're in the early >> stages. I mean, certainly from a deli, see perspective. We still, at times, you know, have those discussions and challenges with traditional networking people. But let's face it, they have a tough job. When something's not working, the network administrator usually gets blamed, And so I think it's a journey, uh, and things such as the del Technology Cloud Open networking, NSX, and now SD when it will continue to drive that. And I think we're going to see a rapid change in networking over the next 12 18 to 24 months. I talked to a number of customers that has said, You know, this journey that Tom was talking about is this is a challenge because the skill set is different. My developers need to learn software, and so what? We're working with the M where is trying t o make that software easier and easier to use it actually approach like English language. So latest versions of NSX have these very simple, declarative AP eyes that you can say, Oh, server A talk to server be but not server see, Click Don Deploy. And now, in our partnership with L, we can take that Paulson push it right down into the metal, right down into the silicon. And so so. Simplification and automation are the name of the game, but it is definitely a fundamental change in the skill set necessary to do Networking. Networking is becoming more like software as opposed to, you know, speeds and feeds and packet sniffers and more the old traditional approaches. >> Tom, I don't want to give you the final word as to Ah, you know what people should be taken away from Dell in and Veum wear in the networking space. Well, >> I think across deli emcee and in being work, there's a great amount of collaboration, whether it's the Del Technology Cloud with of'em were really taking the leadership from from that perspective with this multi hybrid cloud. But in the area of networking, you know, Trudeau. Five years ago, when we announced the desegregation of hardware and software, I am in this to disrupt a networking business and to make networking very different tomorrow and in the future than it has been in the past for our customers around. He's deployment, automation and management, and I think that's a shared vision with Tom and his team and the rest of BM, where >> Tom Gillis, Tom Burns, thank you so much faster. Having eight, we'll be back with more coverage here from VM 2019 for John Troyer on stew. Minutemen as always. Thanks for watching the Cube

>> Announcer: Live from Orlando, Florida It's theCUBE covering .conf18. Brought to you by Splunk. >> Welcome back to theCUBE's coverage of Splunk .conf18. It's Florida week. I'm Stu Miniman, and my co-host for this week is Dave Vellante. Dave, I'm really excited. You've done this show a handful of times. It's our seventh year doing theCUBE here. It is my first time here. Thought I understood a few of the pieces and what's going on, but it's really been crystallizing to me. When we talk about on theCUBE, for the last couple of years, data is at the center of everything, and in the keynote this morning they talked about Splunkers are at the crossroads of data. I've talked to a bunch of practitioners here. People come to them to try to get access to data, and the vision that they've laid out this week for Splunk Next is how they can do a massive TAM expansion, try to get from the 16,000 users that they have today to 10x more. So, what's your take been on where we are today and what Splunk of the future looks like? >> Well so Stu, as you know, the keynotes are offsite, about a half hour away from the hotel where we're broadcasting, and there's like 8,000 buses that they're jamming customers in. It's a bit of a pain to get there, so logistically it's not ideal. So I thought the keynotes today, just remotely, we didn't hop in the bus because we had to miss a lot of the keynotes yesterday, to get back here. So we watched remotely today. It just felt like there wasn't as much energy in the room. And I think that's for a couple of reasons, and I'll get into that. But before I do, you're right. This is my fourth .conf, and I was struck by in the audience at how few people actually, it was probably less than a third of the audience, when they asked people to stand up, had been to four or more .confs. A ton of people, first year or second year. So, why is that relevant? It's relevant because these are new people. The core of Splunk's audience are security people and IT operations management people. And so with that many newbies, newbies, they're trying to learn about how they can get more value out of the tool. Today's announcements were all about line of business and industrial IOT. And frankly, a lot of people in the audience didn't directly care. Now, I'll explain why it's important, and why they actually do care and will care going forward. But the most important thing here is that we are witnessing a massive TAM expansion, total available market expansion, for Splunk. Splunk's a one point six, one point seven billion dollar company. They're going to blow through two billion. This is a playbook that we've seen before, out of the likes of particularly ServiceNow. I'm struck by the way in which Splunk is providing innovation for non-IT people. It's exactly the playbook that ServiceNow has used, and it works beautifully, and we'll get into some of that. >> So Dave, one of the things that really struck me, we had seven customers on the program yesterday, and the relationship between Splunk and the customers is a little different. You always hear, oh well, I love this technology. Lots of companies. You've been telling me how passionate you were. But really partnerships that you talk about, when you talked about, we had an insurance company from Toronto, and how they're thinking about how the security and risks that they look at, how that passes on to their customers. So many, it's not just people are using Splunk, but it's how it affects their business, how it affects their ultimate end users, and that value of data is something that we come back to again and again. >> So the classic Splunk user is somebody in IT, IT operations management, or the security knock. And they're hardcore data people, they're looking at screens all day and they love taking a bath in data. And Splunk has completely changed their lives, because rather than having to manually go through log files, Splunk has helped them organize that sort of messy data, as Doug Merritt said yesterday. Today, the whole conversation was about expanding into line of business and industrial IOT. These are process engineers, there weren't a lot of process engineers in the audience today. That's why I think not a lot of people were excited about it. I'm super excited about it because this is going to power, I've always been a bull on Splunk. This is going to power the next wave of growth at Splunk. Splunk is a company that got to the public markets without having to raise a ton of capital, unlike what you're seeing today. You're seeing hundreds of millions of dollars raised before these companies IPO. So, Splunk today in the keynotes, first of all, they had a lot of fun. I was laughing my you-know-what off at the auditions. I mean, I don't really, some of that stuff is kind of snarky, but I thought it was hilarious. What they did is, they said, well Doug Merritt wasn't a shoo-in to keynote at this, so we auditioned a bunch of people. So they came in, and people were singing, they were goofing, you know, hello, Las Vegas! We're not in Las Vegas, we're in Orlando this year. I thought it was really, really funny and well done. You know Stu, we see a lot of this stuff. >> Yeah, absolutely. Fun is definitely part of the culture here at Splunk, love that we talked about yesterday, the geeky t-shirts with all the jokes on that and everything. Absolutely so much going on. But, Dave there's something I knew coming in, and we've definitely heard it today in the keynotes, developers are such an audience that everybody is trying to go after, and you talk about kind of the traditional IT and security might not really be the developer audience, but absolutely, that's where Splunk is pushing towards. They announced the beta of the Splunk Developer Cloud, a number of other products that they've put in beta or are announcing. What's your take as to how they go beyond kind of the traditional Splunk user? >> Yeah so that's what I was saying. This is to me a classic case of, we saw this with ServiceNow, who's powering their way through five billion land and expand, something that Christian Chabot, former CEO of Tableau used to talk about. Where you come in and you get a foot in the door, and then it just spreads. You get in like a tick, and then it spreads to other parts of the business. So let's go through some of the announcements. Splunk Next, they built on top of that today. Splunk Business Flow, they showed, what I thought was an awesome demo. They had a business person, it was an artificial example of the game company. What was the name of the game company? >> Stu: Buttercup Sames. >> Buttercup Games. So they took a bunch of data, they ingested a bunch of data on the business workflow. And it was just that, it was just a big, giant flow of data. It looked like a huge search. So the business user was like, well what am I supposed to do with this? He then ingested that into Splunk Business Flow, and all of a sudden, you saw a flow chart of what all that data actually said in terms of where buyers were exiting the system, calling the call center, et cetera. And then they were able to make changes through this beautiful graphical user interface. So we'll come back to that, because one would be skeptical naturally as to, is it really that easy? They also announced Splunk for industrial IOT. So the thing I like about this, Stu, and we've seen a lot of IOT announcements in the past year from IT companies. What's happening is that IT companies are coming in with a top-down message to industrial IOT and OT, Operations Technology, professionals. We think that is not the right approach. It's going to be a bottoms-up approach, driven by the operations technology professionals, these process engineers. What Splunk is doing, and the brilliance of what Splunk is doing is they're starting with the data. We heard today, OEE. What's OEE? I haven't heard that term. It's called Overall Equipment Effectiveness. These aren't words that you hear from IT people. So, they're speaking a language of OT people, they're starting with the data, so what we have seen thus far is, frankly a lot of box companies saying, hey we're going to put a box at the edge. Or a lot of wireless companies saying, hey, we're going to connect the windmill. Or analytics companies saying, we're going to instrument the windmill. The engineers are going to decide how it gets instrumented, when it get instrumented, what standards are going to be used. Those are headwinds for a lot of the IT companies coming in over the top. What Splunk is doing is saying, we're going to start with the data coming off the machines. And we're going to speak your language, and we're going to bring you tooling you can use to analyze that operations data with a very specific use case, which is predictive maintenance. So instead of having to do a truck roll to see if the windmill is working properly, we're going to send you data, and you're going to have to roll the truck until the data says there's going to be a problem. So I really like that. Your thoughts on Splunk's IOT initiative versus some of the others we've seen? >> Yeah, Dave. That dynamic of IT versus OT, Splunk definitely came across as very credible. The customers we've talked to, the language that they use. You talk about increasing plan for performance and up time. How can they take that machine learning and apply it to the IOT space, it all makes a lot of sense. Once again, it's not Splunk pushing their product, it's, you're going to have more data from more different sources, and therefore it makes sense to be able to leverage the platform and take that value that you've been seeing with Splunk in more spaces. >> So the other thing that they announced was machine learning and natural language processing four dot oh. They had BMW up on the stage, talking about, that was really a good IOT example, but also predicting traffic patterns. If you think about Waze, you and I, well I especially, use Waze, I know that Waze is wrong. It's telling me I'm going to get there at four thirty, and I know traffic is building up in Boston, I'm not going to get there until ten to five, and Waze somehow doesn't know that. BMW had an example of using predictive analytics to predict what traffic flow is going to look like in the future so I thought that was pretty strong. >> And I loved in the BMW example, they've got it married with Alexa so the business person, sitting at their desk can say, hey Alexa, go ask Splunk something about my data, and get that result back. So pretty powerful example, really obvious to see how we get the value of data to the business user, even faster. >> Now the problem is, I'm going to mention some of the challenges I see in some of these initiatives. The problem with NLP is NLP sucks. Okay, it's not that good today, but it's going to get better. They used an example on stage with Alexa, it obviously worked, they had it rehearsed. It doesn't always work that way, so we know that. They also announced the Splunk Developer Cloud. They said it was three Fs: familiar, flexible, and fast. What I love about this is, this is big data, actually in action. Splunk, as I've been saying all week, they never use the term big data when big data was all on the hype cycle, they now use the term big data. Back when everybody was hyping big data, the big vacuum was applications. Pivotal came out, Paul Maritz had the vision, We're going to be the big data application development platform. Pivotal's done okay there, but it's not taking the world by storm. It's a public company, it had a decent IPO, but it's not like killing it. Splunk is now, maybe a little late to the game, a little later than Pivotal, or maybe even on IBM, but they key is, Splunk has the data. I keep coming back to the data. The data is the linchpin of all of this. Splunk also announced SplunkTV, that's nice, you're in the knock, and you got smart TV. Woo hoo! That's kind of cool. >> Yeah but Dave, on the Developer Cloud, this is a cloud native application, so it's fitting with that model for next generation apps, and where they're going to live, definitely makes a lot of sense. >> They talked about integrating Spark and TensorFlow, which is important obviously in that world. Stu, you in particular, John Ferrier as well, spent a lot of time, Jim Kabilis in the developer community. What's your take on what they announced? I know it was sort of high level, but you saw some demos, you heard their language. There were definitely some developers in the room. I would say, as a constituency, they sounded pretty excited. They were a relatively small number, maybe hundreds, not thousands. >> One of the feedback I heard from the community is being able to work with containers and dockers, something that people were looking for. They're delivering on that. We talked to one of the customers that is excited about using Kubernetes in this environment. So, absolutely, Splunk is reaching out to those communities, working with them. When we talked to the field executive yesterday, she talked about- >> Dave: Susan St. Ledger >> How Splunk is working with a lot of these open source communities. And so yeah, good progress. Good to see where Splunk's moving. Absolutely they listen to their customers. >> So, land and expand, Splunk does not use that term. It's my term that I stole from Christian Chabot and Tableau. Certainly we saw that with ServiceNow. We're seeing a very similar playbook. Workday, in many ways, is trying it as well, but Workday's going from HR into financials and ERP, which is a way more entrenched business. The thing I love about Splunk, is they're doing stuff that's new. Splunk was solving a problem that nobody else could solve before, whereas Workday and ServiceNow, as examples, were essentially replacing legacy systems. Workday was going after PeopleSoft. ServiceNow was going after BMC. Tableau, I guess was going after old, tired OBI. So they were sort of disruptive in that sense. Splunk was like, we can do stuff that nobody's been able to do before. >> Yeah Dave, the last thing that I want to cover in this analysis segment is, we talk about the data. It's the people interacting with it. We've been talking for years, there's not enough skills in data scientists. There's so many companies that we're going to be your platform for everything. Splunk is a platform company, but with a big ecosystem at the center of everything they do. It's the data, it's the data that's most important. They're not trying to say, this is the rigid structure. We talked about a lot yesterday, how Splunk is going to let you use the data where you want it, when you want it. How do you look at what Splunk does, the Splunkers out there, all the people coming to them? Compare and contrast against the data scientists. >> Well this is definitely one of the big challenges. To me, the role of a Splunker, they're IT operations people, they're people in the security knock, and Splunk is a tool for them, to make them more productive, and they've fallen in love with it. You've seen the guys running around with the fez, and that's pretty cool. They've created a whole new class of skill sets in the organization. I see the data scientists as, again, becoming a Splunker and using the tools. Splunk are giving the data scientists tools, that they perhaps didn't have before, and giving them a way to collaborate. I'll come back to that a little bit. If I go through the announcements, I see some challenges here, Stu. Splunk next for the LLB. Is it really as easy as Splunk has shown? As time will tell, we're going to have to just talk to people and see how quickly it gets adopted. Can Splunk democratize data for the line of business? Well on the IOT side, it's all about the operations technology professionals. How does Splunk reach those people? It's got to reach them through partnerships and the ecosystem. It's not going to do a belly to belly direct sales, or it's not going to be able to scale. We heard that from Susan St. Ledger yesterday. She didn't get into IOT because it hadn't been announced yet, but she hinted at that. So that's going to be a big thing. The OT standards, how is Splunk going to adopt those. The other thing is, a lot of the operations technology data is analog. There's a headwind there, which is the pace at which the engineers are going to digitize. Splunk really can't control that in a big way. But, there's a lot of machine data and that's where they're focusing. I think that's really smart of Splunk. The other thing, generally, and I don't know the answer to this Stu, is how does Splunk get transaction data into the system? They may very well may do it, but we heard yesterday, data is messy. There is no such thing as unstructured data. We've heard that before. Well there's certainly a thing as structured data, and it's in databases, and it's in transaction systems. I've always felt like this is one of IBM's advantages, as they got the mainframe data. Bringing transaction data and analytic data together, in real time, is very important, whether it's to put an offer in front of the customer before you lose that customer, to provide better customer service. Those transaction systems and that data are critical. I just don't know the answer to how much of that is getting into the Splunk system. And again, as I said before, is it really that easy as Spark and TensorFlow integration enough? It sounds like the developers will be able to handle it. NLP will evolve, we talked about that as a headwind. Those are some of the challenges I see, but I don't think they're insurmountable at all. I think Splunk is in a really good position, if not the best position to take advantage of this. Why? Because digital transformation is all about data, and Splunk is data. They're all about data. They don't have to go find the data, obviously they have to ingest the data, but the data's there. If you're a Splunker, you have access to that data. All the data? Not necessarily, but you can bring that through their API platforms, but a lot of the data that you need is already there. That's a huge, huge advantage for Splunk. >> Well, Dave, this is one of the best conferences I've been at, with data at the core. It's been so great to talk to the customers. We really appreciate the partnership of Splunk. Splunk events team, grown this from seven years ago, when we started a 600 person show, to almost 10,000 now. So for those of you that don't know, there's so much that goes on behind the scenes to make something like this go off. Really appreciate the partnership and the sponsorship that allows us to help us document this, bring it out to our communities. The analysis segments that we do, we actually bring in podcast form. Go to iTunes or Spotify, your favorite podcast player, look for theCUBE insights. Of course go to theCUBE.net for the video. SiliconANGLE.com for all of the news. Wikibon.com for the research, and always feel free to reach out with us, if you've got questions, or want to know what shows we're going to be in next. For my cohost, Dave Vellante who is Dvellante on Twitter. I'm Stu Miniman, at stu on Twitter, and thanks so much for watching theCUBE. (techno music)

>> Live from Las Vegas, it's theCUBE! Covering VMworld 2018. Brought to you by VMware and its ecosystem partners. >> Welcome back to VMworld day three, continuing coverage for theCUBE, I'm Lisa Martin with Dave Vellante sporting this fantastic salmon tie, and what you can't see is the matching salmon pants. Dave- >> There ya go. I still have my voice. (laughs) >> The outfit game is on point, Dave. >> Thank you. >> So we've been here, this is our third day, this is a huge event, 25,000 or so people here, lots of great announcements. We're excited to welcome to theCUBE for the first time Mimi Spier the Vice President of the Internet of Things Business at Vmware, Mimi, it's great to have you! >> Thank you! I'm so happy to be here. >> Thanks for comin' on. >> Yeah, it's great. >> So, three action packed days, lot's of announcements, lots of momentum. You lead a team at VMware that launched the VMware IoT business about a year and a half ago, including, launching the product, the GTM strategy, the partner in marketing strategy. In the last year and a half, talk to us about the evolution of VMware IoT, the business challenges that you're helping customers to solve. >> Absolutely, so, this has been a journey for almost a couple years now, and, VMware saw a need to really start to look at what we'll call the edge or IoT use cases. Our customers started coming to us saying "Wait a minute, this is coming, I know my business units are starting to invest in IoT, I have no control over it, I have no exposure to it, what should I do?" And, we are really committed to being an infrastructure company, we knew that when started this journey, and we said "We really want to focus on infrastructure, but we want to help our customers go to the edge, really start to embrace this new opportunity in the industry, to be able to take advantage of this data." We call it, the data is the gold, how do you actually be able to take advantage of it? So, we're really excited, we just started the journey and now we've really this VMworld is where the momentum is starting to take off. >> How do you look at that opportunity? Because it's complicated, especially for a bunch of IT people, right? And now you're entering this world of operations technology. But how do you sort of look at the landscape of the market? >> I'm really glad you asked that, 'cause that's one of my favorite topics, so. I want our customers to think about, first of all, what are the mission critical objectives of their business? They shouldn't do IoT just to do IoT, they need to do what's right for their business; but I also think it's important that they look beyond that. So, if you look at some of the macro trends happening in the world today, there will need to be 70% more food that's created, and there's only 5% more land that it can be built on. There's going to be 300 million connected cars out on the roads There was a statistic that there will be two thirds of energy is consumed by cities, yet we still have very old ways of doing it, but it's in this very consolidated area; why would we not take advantage of that? So I think industries, whether you're in energy or you're in smart cities or you're in automotive, you have to really think about where is your industry going? And even IT people need to think about this, I think, and I'll explain why in a minute but, how can I actually create an industry and a company that can sustain in this future world, and also contribute to the future of what our world's going to be like. So I think, and the technology, and the way we set this up, and the architecture, is really the foundation to do that. So, that's where VMware comes in. >> Okay. And talk a little bit more about VMware's specific strategy as it relates to IoT. I mean I was at the big Dell announcement last fall. Okay, so you've got Dell sort of with existing relationships actually with a lot of the industrial giants. But now enter VMware, what's your strategy? >> So, first I want to say that Dell and VMware have come together into one big business unit to solve IoT and edge. And the beauty of that is we believe that our customers can really have a more simplistic way of achieving this infrastructure foundation, if we can offer these end-to-end solutions together; so I'll talk about how the Dell piece fits into the VMware strategy. But what VMware's trying to do is drastically simplify the complexity of the infrastructure and the foundation you'll need for IoT. So we want to extend what we're doing in the cloud and the multi-cloud, because we fundamentally believe most of our customers are actually in multiple clouds, private, public, multiple public, and actually be able to extend that down to whatever edge they need as well. Because of the amount of data that will be generated at the edge, there's going to be, I don't know, analysts say 50 to 75% of data will be generated at the edges of our business by 2020. And think about it, all of our applications today are in the cloud, so there must be edge computing that is local to be able to process that data. And there also needs to be, there's this heterogeneous set of devices that will need to be managed, monitored, secure, and collect that data; so this requires, it's complex, so we want to drastically simplify that and that's the overarching part of our strategy. But we also want to allow our customers to do it in a way that's secure, that's scalable, and that's manageable over time, so. >> So does that mean putting some, first of all the Dell partnership is interesting, and Alan Cohen one of our guest analysts this week said "Partnerships used to be like tennis, one-on-one, and now partnerships are like soccer." There's just so many parts of the ecosystem so that's sort of one observation, but. Are you sort of bringing VMware to the edge? Is that? >> We are, so we're bringing VMware to the edge, we announced a new portfolio of solutions called VMware Edge it will take advantage of the ability to do the compute edge which is the processing at the edge, and really extending our hyper-converge technology as a service, like we're doing for VMC on AWS, to the edge; and it includes our device edge, and there's a lot of things that is happening on the device edge, which is like gateways and things, that we want to help provide a more software-defined approach, as well as ensure that those can be managed, monitored, secure, across all the diverse set of devices. Now, you can't do that alone. The ecosystem you mentioned, I've never seen any in my history of my career the amount of collaboration that's going on across the ecosystem, because IoT is so hard; so, you really do need to collaborate. And we are collaborating with the IoT platform providers, the gateway and the thing providers, the hardware providers, the system integrators; it requires that to be successful. But what we want to do with Dell is do it in a way that we offer these end-to-end solutions so that it's just more simple, you can go to one place to consume it, to ensure that it gets deployed, and to actually support that solution, but offering it from a multitude of our partners, typically so. >> So let's dig into to simplicity because we hear that, Mimi, all the time, as you do too. Customers want choice, they want simplicity, right Dave? They want flexibility. >> They want it all! >> They want it all! We all want it all. But how is the VMware edge computing strategy, the technology level, actually facilitating simplicity, in what is inherently a complex world of multiple devices, multiple clouds, et cetera? Talk to us about the technology and the actual enablers of that simple approach they need. >> I'm so glad you asked me that! So, we've been saying very consistently, that we want to offer consistent infrastructure, consistent operations, but we want to give you the choice of your application platform or development platform. We're going to do the exact same thing at the edge. So everything that VMware customers experience in their private cloud, their SDDC solution, private cloud, public cloud, we are now going to offer as a service at the edge same infrastructure, same operational model as the HyperCloud model, but at the edge; with the choice of the application development tools that they would like, because, they might want Greengrass from Amazon, they might want the Azure, they might IoT Watson, whatever they want at the edge we want to be able to support that on our infrastructure, but still maintaining that simplicity of a consistent infrastructure no matter where you choose to run your applications. We want to just eliminate the even thought process, run your applications anywhere, on a consistent infrastructure, with the same management, the same operations, and move 'em around as much as you like. >> So is there an abstraction layer almost that this can enable so that that management of all of these different applications and development platforms can be really done seamlessly? >> Yeah, so Project Dimension we announced a tech preview, and, well we'll be launching it later this year, and it will have a management layer that allows you to move your infrastructure and be able to actually, actually it's a VMware managed solution, so we will do it for you, it's even more simple; but be able to choose where you want to run that appliance as a service or infrastructure, whether it be the public cloud, the private cloud or the data center, and the edge. So that is the new what you call extraction, it's almost a new dimension, no pun intended. >> Hence the name. >> Hence the name, of, across all of your different clouds, or edge. >> So the notes I had on dimension, a hybrid cloud control plane, and the end-to-end VMware stack, on-prem cloud at the edge. And I think I heard Lenovo, VMware, and Dell are the initial sort of platform providers. >> That's right, Lenovo, Dell is the hardware. >> And that, what's the consumption model, is that an as a service consumption model? >> So we'll start with as a service, and what that means is VMware will actually manage your hardware, your infrastructure, and your software, we will do it for you. Obviously with the collaboration of when to do it and if everything, because this could be at the edge running mission critical applications. We want to make sure the OT, it's really an opportunity for OT and IT to collaborate and ensure that it's meeting the OT needs as well. >> So it's bringing a cloud-like consumption model to the edge, which of course is huge for VMware, I think probably 10% of your business today is SaaS-based, and the trend is clear; and the trend is your friend as they say, but, it's not easy to necessarily get there. So that's exciting I think that you're delivering as a service. >> I think we got really lucky. We ended up with this hybrid cloud strategy, it was the right thing to do, it's absolutely where the market's gone, and we're now almost at a multi-cloud strategy. And that puts us at the perfect position because we have set up our customers to be flexible and be able to choose whatever cloud or private they want in a cloud, we are very easily able to extend that to the edge, so it puts us in a very good position. >> Talking about the ecosystem again, I mean IoT it's every industry, every sector, every size of company, and I want you to discuss an ISV piece of this it's a very complex situation. >> I would love to talk with ISVs. >> But there's so many ISVs it makes your eyes bleed when you look at the list of ISVs, hard to figure out, okay who's real, who's not, and who to partner with; how are you guys sorting all that out? >> Okay. So, we are the infrastructure, what is beautiful about that is we are not competing with ISVs at all, so they all want to work with us. And the ISVs in the IoT world consist of not only specific application providers, but also IoT platform providers. So it's the SAPs of the world, it's Microsoft, it's also the Bosch, the GE, everybody that wants to do something with that data and build applications it. Most of those are doing industry-specific things, so what we're going to do is take Project Dimension and we're going to offer appliances as a service for industry-specific use cases, and sometimes they're horizontal like building management, but we're going to pick the best ones that we think have the right solution that can scale to the level our customers need in a secure way, and doing the most rich experience with our data. In fact we have 15 different partners in our zone right now really showing what they can do across six different industries, and that's what we're going to do with them. We're also, with Pulse, so I need to talk a little bit about Pulse because it's my baby, we announced Pulse IoT Center 2.0. And what that is, is it's the ability to manage, monitor, and secure things, or IoT gateways. So, one example of that is surveillance, we are partnering with camera companies that also offer analytic applications for visualization and surveillance, and we offering an end-to-end solution. In fact we announced the Dell Technologies surveillance solution partnering with companies like Access Communications owned by Cannon, Pulse runs on the camera to ensure that that camera is working properly, hasn't been hacked into, can get patched, can get isolated, God forbid something happens; and we're doing the same thing across many of the device and thing providers as well, which really falls into that. >> Let's talk about- Sorry Mimi, let's talk about an actual customer. Where do they start in this conversation? Because as you were saying in the beginning, the world is going IoT, there's this proliferation of devices, companies are moving in this direction because they have no choice. We were talking with a school district yesterday and the proliferation of BYOD, all of the things. So where does the conversation start with a customer about VMware edge? Does it start with the business level leadership who need to be able to get a handle on this, and identify new revenue streams, new business models? Does it start with the technology folks who have to have the infrastructure to support it? What is that sort of, I'm a customer, maybe a hospital or what not, where do I start? >> Great question. So, it starts, it depends is the answer, it can start either way, even if it starts on the infrastructure side. What we always tell IT is that you really need to have a reason to do this. You need to work with your business, you need to prioritize, you need to understand the mission critical objectives of your business, the outcome you're trying to achieve; and then let's work together on a use case, and we can help solve it with your business. So, whether we go through IT and we really educate them on the importance of this digital foundation at the edge, and then we work with one of their businesses, maybe in security and surveillance, or maybe it's with a bank, the ATM group; actually there is a group that runs the ATMs and we're working with that group. It might be the bank of the future retail bank, and they're all different organizations with many different use cases, we'll work with all of them. The nice thing about starting with IT is IT understands the challenge that they're faced with, and they really want to have the impact that they've had on the IT organization now on the OT, OT's very siloed. So, anyway, it starts there, but, with our partners, and the beauty about working with partners like ISVs, it will start on the OT side, and it will start with a use case; and then they'll go to the IT side and say "Hey, what about VMware to solve this?" And the IT will say are you serious? That's a dream. So, it absolutely is both, but it has to have a business outcome. >> Mimi, how about the data model? I mean, we know from talking to IT people they understand data, they've lived data their whole lives. A lot of the operations side of the business is analog today, and it's becoming digital. What's the conversation like around data? >> So, okay, so my whole background is data, I started business intelligence and then analytics, and then big data, now IoT. The purpose of the data, so first of all it depends on the use case, so the one thing we like to educate our anyone we're talking to is that you are going to need deep learning, and you're going to need real-time analytics. And each use case will be unique, and depending on the use case, you will need a slightly different architecture. So we'll help support this foundation based on the data, it's always about the data, or actually even more importantly the insights you're trying to get from the data. Once you know your use case, then you can determine where am I getting this data? Although sometimes you already know. And what's the right analytic process? Am I doing machine learning, am I doing AI, am I doing just predictive analytics, do I want to do something quickly at the edge to determine something in real-time and then send it back to make that process smarter, that's actually what I think will ultimately happen, it will be a decision making loop that goes from the edge to the cloud and back. But that's the data conversation we have, and I could talk all day, just in that topic. (laughs) >> And I mean I know we're tight on time but, how prominent is the discussion around data ownership? I mean, does the factory own the data? Does the device manufacturer own the data? I mean yes and yes? I don't know. >> I mean, there is controversy there, but typically, I know the device manufacturers want to own the data, and often times they have access to that data. Every industry's slightly different, but at the end of the day, the customer should own the data, I mean they should at least have access to that data. And we will always say in our situation the customer, the data is yours. And we will work with the both of those organizations 'cause those will be our constituents to a use case, and we will do what's right for that use case, and hopefully everybody wins. It really does depend. If it's car manufacturer, they have to own the data, because they have to make sure that car's safe and secure, but there might need to be level of access that the consumers get as well, so. >> Mimi, thanks so much for stopping by. I can tell by your energy and your genuine passion for this, we're going to hear a lot more, Dave, about what VMware edge is doing and helping customers embrace the superpowers that Pat Gelsinger was talking about on Monday. Great to have you on the show, Mimi. >> Thank you for having me, have a great day. >> Thank you, for Dave Vellante, I'm Lisa Martin, you're watch theCUBE, continuing coverage of VMworld 2018, this is our third day, stick around, we'll be right back with our next guest. (bubbly music)

>> From Boston, Massachusetts, it's the Cube, covering LiveWorx 18, brought to you by PTC. (light electronic music) >> Welcome back to Boston, everybody. This is the Cube, the leader in live tech coverage. We're covering day one of the LiveWorx conference that's hosted by PTC. I'm Dave Vellante with my cohost Stu Miniman. Professor Linda A. Hill is here. She's the Wallace Brett Donham Professor of Business Administration at the Harvard Business School. Professor Hill, welcome to the Cube. Thanks so much for coming on. >> Thank you for having me. >> So, innovation, lot of misconceptions about innovation and where it stems from. People think of Steve Jobs, well, the innovation comes from a single leader and a visionary who gets us in a headlock and makes it all happen. That's not really how innovation occurs, is it? >> No, it is not, actually. Most innovation is the result of a collaboration amongst people of different expertise and different points of view, and in fact, unless you have that diversity and some conflict, you rarely see innovation. >> So this is a topic that you've researched, so this isn't just an idea that you had. You've got proof and documentation of this, so tell us a little more about the work that you do at Harvard. >> So really over 10 years ago, I began to look at the connection between leadership and innovation, because it turns out that like a lot of organizations, the academy is quite siloed, so the people studying innovation were very separate from the ones who studied leadership, and we look at the connection between the two. When you look at that, what you discover is that leading innovation is actually different from leading change. Leading change is about coming up with a vision, communicating that vision, and inspiring people to want to fulfill that vision. Leading innovation is not about that. It's really more about how do you create a space in which people will be willing and able to do the kind of collaborative work required for innovation to happen? >> Sometimes I get confused, maybe you can help me, between invention and innovation. How should we think about those two dimensions? >> Innovation and invention. The way I think about it is an innovation is something that's both an invention, i.e. new, plus useful. So it can be an innovation or it can be creative, but unless it's useful and addresses an opportunity or a challenge that an organization faces, for me, that's not an innovation. So you need both, and that is really the paradox. How do you unleash people's talents and passions so you get the innovation or the invention or the new, and then how do you actually combine that, or harness all of those different ideas so that you get something that is useful, that actually solves a problem that the collective needs solved? >> So there's an outcome that involves changing something, adoption, as part of that innovation. >> For instance, one of the things that we're doing a lot right now is we're working with organizations, incumbents, I guess you'd call them, that have put together these innovation labs to create digital assets. And the problem is that those digital assets get created, they're new, if you will, but unless the core business will adopt them and use them, they get implemented, they're not going to be useful. So we're trying to understand, how do you take what gets created in those innovation labs, those assets, if you will, and make sure that the organization takes them in and scales them so that you can actually solve a business problem? >> Professor Hill, a fascinating topic I love digging into here. Because you see so many times, startups are often people that get frustrated inside a large company. I've worked for some very large companies, so which have had labs, or research division, and even when you carve aside time for innovation, you do programs on that, there's the corporate antibodies that fight against that. Maybe talk a little bit about that dynamic. Can large companies truly innovate? >> Yes, large companies can truly innovate. We do see it happening, it is not easy by any means, and I think part of the dilemma for why we don't see more innovation is actually our mindset about what leadership is about and who can innovate. So if I could combine a couple of things you asked, invention, often when we talk to people about what is innovation, they think about technology, and they think about new, and if I'm not a technologist and I'm not creative, then I can't play the game. But what we see in organizations, big ones that can innovate, is they don't separate out the innovators from the executors. They tell everybody, guess what, your job no matter who you are, of course you need to deal with making sure we get done what we said we'd deliver, but if we're going to delight our customers or we're ever going to really get them to be sticky with us, you also need to think about not just what should you be doing, but what could you be doing. In the literature, in the research, that's called how do you close an opportunity gap and not just a performance gap? In the organizations we look at that are innovative, that can innovate time and again, they have a very democratic notion: everybody has a role to play. So our work, Collective Genius, is called Collective Genius because what we saw in Pixar was the touchstone for that work, is that they believe everybody has a slice of genius. They're not equally big or whatever, but everybody has a contribution to make, and you need to use yours to come up with what's new and useful. A lot of that will be incremental, but some of it will be breakthrough. So I think what we see with these innovation labs and the startups, if you will, is that often people do go to start them up, of course they eventually have to grow their business, so a part of what I find myself doing now is helping startups that have to scale, figure out how to maintain that culture, those capabilities, that allowed them to be successful in the first place, and that's tough one for startups, right? >> Yeah, I think Pixar's only about a 1,500 person company and they all have creativity in wat they do. I'm wondering if there's some basic training that's missing. I studied engineering and I didn't get design training in my undergraduate studies. It wasn't until I was out in the workforce that I learned about that. What kind of mindset and training do you have to do to make sure the people are open to this? >> One of the things that I did related to this is about five years ago, I told our dean of Harvard Business School that I needed to join the board of an organization called Arts Center. I don't know if you were aware of Arts Center in Pasadena. It's the number one school of industrial design in the U.S., and people don't know about it 'cause I always laugh at them. The man who designed the Apple store is a graduate there. The man who designed Tesla car and et cetera, so they're not so good at it, but one of the things that we've all come to understand is design thinking, lean startup, these are all tools that can help you be better at innovation, but unless you create an environment around that, people are going to be willing to use those tools and make the missteps, the failures that might come with it, know how to collaborate together, even when they're a large organization, I mean it's easier when you're smaller. But unless you know how to do all that, those tools, the lean startup or digital or design thinking or whatever, ' cause I'm working with a lot of the people who do that, and deep respect for them, nothing gets done. In the end, we are human, we all need to know first off that it's worthwhile to take the risk to get done whatever it is you want to get done, so what's the purpose of the work, how's it going to change the world? The second thing is we need to share a set of values about learning because we have to understand, as you well know, you cannot plan your way to an innovation, you have to act your way. And with the startup, you act as fast as you can, right, so somebody will give you enough money before you run out of money. Same similar process you have to do in a large company, an incumbent, but of course it's more complicated. The other thing that makes it more complicated is companies are global, and the other part of it that makes it more complicated that I'm seeing like in personalized medicine: you need to build an ecosystem of different kinds, of nanotechnologists, biotechnologists, different expertise to come together. All of this, frankly, you don't learn any of it in school. I remember learning that you can't teach anyone how to lead. You actually have to help people learn how to lead themselves and technologists will frequently say to me, i don't know why, you're a leadership professor? Well, this is a technical problem. We just haven't figured out the platform right, and once we get it right, all will be. No, once you get it right, humans are still going to resist change and not know how to necessarily learn together to get this done. >> I wonder if, are there any speacial leadership skills we need for digital transformation? Really kind of the overarching theme of the show here, help connect the dots for us. >> So the leading change piece is about having a vision, communicating it, and inspiring people. What it really does turn out when we look at exceptional leaders of innovation, and all of us would agree that they've done wonderful things time and again, not just once, they understand that is collective. They spend time building a culture and capabilities that really will support people collaborating together. The first one they build is, how do we know how to create a marketplace of ideas through debate and discourse? Yeah, you can brainstorm, but eventually, we have to abrade and have conflict. They know how to have healthy debates in which people are taught terms of skills, basic stuff, not just listening and inquiring, but how to actively advocate in a constructive way for your point of view, these leaders have to learn how to amplify difference, whereas many leaders learn how to minimize it. And as the founder of Pixar once said, you can never have too many cooks in the kitchen. Many people believe you can. It's like today, you need as much talent as you can get. Your job as a leader, what are the skills you need to get those top cooks to be able to cook a meal together, not to reduce the amount of diversity. You got to be prepared for the healthy fight. >> You've pointed this out in some of your talks is that you've got to have that debate. >> Yes, you have to. >> That friction, to create innovation, but at the same time it has to be productive. I know it can be toxic to an organization, maybe talk about that a little. >> I think one of the challenges is what skills do people need to learn? One is, how do you deal with conflict when people are very talented and passionate? I think many people avoid conflict or don't know how to engage that constructively, just truly don't, and they avoid it. I find that many times organizations aren't doing what they need to do because the leadrr is uncomfortable. The other thing, and I'm going to stereotype horribly here, but I'm an introvert, that book quiet is wonderful, but one of the challenges you have if you're more introverted or if you're more technical and you tend to look at things from a technical point of view, in some ways is that you often find the people with that kind of, that's what drives them, there's a right answer, there's a rational answer we need to get through or get to, as opposed to understanding that really innovative ideas are often the combination of ideas that look like they're in conflict initially, and by definition, you need to have the naive eye and the expert working together to come up with that innovative solution, so for someone who's a technologist to think they should listen to someone who's naive about a technical problem, just the very basic mindset you have about who's going to have the idea. So that's a tricky one, it's a mindset, it's not even just a skill level, it's more, who do you think actually is valuable? Where is that slice that you need at this moment going to come from? It may not be from that expert, it may be from the one who had no point of view. I heard a story that I was collecting my data, and apparently, Steve Jobs went to see Ed Land. We're here in Boston over Polaroid, which is one of our most innovative companies, right, in the history. And he said, what do I need to learn from you? And what Land said to him is, whenever my scientist and technologist get stuck, I have some of the art students or the humanities students come in and spend time in the lab. They will ask the stupid question because they don't know it's stupid. The expert's not going to ask the stupid question, particularly the tech expert, not going to ask it. They will ask the question that gets the first principles. I think, but I wouldn't want to be held to this, the person who was telling me the story, that's partly how they came up with the instant camera. Some naive person said, why do I have to wait? Why can't I have it now? And of course, silly so-and-so, you don't know it takes this, that, and the others. Then someone else thought, why does she have to wait? I think it was really a she who asked the question, the person telling me this, and they came up with a different way. Who said it has to be done in a darkroom in that way? I think that there's certain things about our mindset independently of our skill, that get in the way of our actually hearing all the different voices we need to hear to get that abrasion going in the right way. >> Listening to those Columbo questions, you say, can sometime lead to an outcome that is radically different. There's a lot of conversation in our industry, the technology industry, about, we call it the cordially shock clock, the companies are on a cordially reporting mechanism or requirement from the SEC. A lot of complaints about that, but at the same time, it feels like at least in the tech business, that U.S. companies tend to be more innovative. But again, you hear a lot of complaints about, well, they can't think for the long term. Can you help us square that circle? >> It's funny, so one thing is you rarely ever get innovation without constraint. If you actually talk to people who are trying to innovate, there needs to be the boundaries around it in which they're doing the constraint. To be completely free rarely leads to, it is the constraint. Now we did do a study of boards to try to understand when is a board facilitating innovation and when is a board interfering with it? We interviewed CEOs and lead directors of a number of companies and wrote an article about that last year, and what we did find is many boards actually are seen as being inhibitors. They don't help management make the right decision. Then of course the board would say now management's the one that's too conservative, but this question about how the board, with guidance, and all of these issues have come up when you're looking at research analysts and who you play to, and I've been on corporate boards. One thing is that the CEO needs to know that the board is actually going to be supportive of his or her choices relative to how you communicate why you're making the choices you're making. So there is pressure, and I think it's real. We can't tell CEOs, no, you don't need to care about it, 'cause guess what, they do get in trouble if they don't. On the other hand, if they don't know how to make the argument for investing in terms of helping the company grow, so in the long run, innovation is not innovation for innovation's sake, it's to meet customer needs so you can grow, so you need to have a narrative that makes sense and be able to talk with people, the different stakeholders, about why you're making certain choices. I must say that I think that many times companies may be making the right choice for the long haul, and get punished in the short run, for sure that happens, but I also think that there are those companies that get a way with a lot of investment in the long haul, partly because they do, over time, deliver, and there is evidence that they're making the right choices or have built a culture where people think what they're saying might actually happen or be delivered. What's happening right now because of the convergence of industries, is I think a lot of CEOS, it's a frightening time, it is difficult to sustain success these days, because what you have to do is innovate at low cost. Going back to some other piece about boards, one of the things we've found is so many board members define innovation as being technology. Technology has a very important enabling role to play in otherwise, but they have such a narrow definition of it in a way that again, they create a culture to let the people in the innovation lab innovate, but not one where everybody understands that all of us, together, need to innovate in ways that will also prepare us to execute better. They don't see the whole culture transformation, digital transformation often requires cultural transformation for you to be able to get this stuff done, and that's what takes a long time. Takes a long time to get rid of your legacy systems and put in these new, or get that balance right, but what takes even longer is getting the culture to be receptive to using that new data capability they have and working in different ways and collaborating when they've been very siloed and they're paid to be very siloed. I think that unless you show, as a CEO, that you are actually putting all of those building blocks in place, and that's what you're about, you understand it's a transformation at that level, you're just talking to the analysts about, we're going to do x, and there's no evidence about your culture or anything else going on, how you're going to lead to attract and retain the kind of talent you need, no one's buying that, I think that that's the problem. There's not a whole story that they're telling about how this goes together and they're going to move forward on it. >> To your other point, is there data to suggest, can you quantify the relationship between diversity and innovation? >> There are some data about that, I don't have it. I find it's very funny, as you can see, I'm an African-American woman. My work is on leadership globalization and innovation. I do a lot of work on how you deliver global strategies. I often find when I'm working with senior teams, they'll ask me, would you help us with our inclusion effort? And I think it's partly because of who I am and diversity comes up in our work, and if you actually build the environments for talking about, they tend to be more inclusive about diversity of thought. Not demographic diversity, those can be separate as we well know because we know Silicon Valley is not a place where you see a lot of demographic diversity, but you might see diversity of thought. I haven't asked, it's interesting, I have had some invitations by governments, too. Japan, which has womenomics, which is a part of their policy If they need to get more women in the economy, frankly, otherwise they can't grow as an economy. It turns out that the innovation story is the business case that many businesses or business people find one that they can buy into, doesn't feel like you're doing it 'cause it's the right thing, or not that you shouldn't do the right thing, but helping them understand how you really, really make sure that the minority voice is heard, and I mean minority of thought, independent of demographic, but if you create an environment as a leader where you actually run your team so that people do feel they can speak up, as you all know. It's so often, I'll talk to people afterwards and they'll say, I didn't say what I really thought about those ideas because I didn't want to be punished or I didn't want to step in that person's territory. People are making decisions based on varying complete information everyone knows. What often happens is it gets escalated up. We had this one senior team complaining, everything is so slow here, a very big bank, not the one I'm on the board of, another very big bank we're working with. Everything's so slow, people won't do anything. So when we actually ask people, what's happening? Why aren't you making decisions? First off, decisions making rights are very fuzzy in this organization, except for at the very top, so what they say is all decisions, actually, they're made on the 34th floor. We escalate 'cause if you make a decision, they're going to turn it over anyway, so we've backed off, or we don't say what we think 'cause I don't want them to say what they think about my ideas 'cause we actually have very separate business units here. >> We might get shot. >> You might get shot. That's the reality that many people live in, so we're not surprised to see that not very many organizations can innovate time and again when we think about the reality of what our contexts are. The good news for us is that in part, millennials won't tolerate some of these environments in the same way, which is going to be a good thing. I think they're marvelous to work with, I'm not one of them obviously, but I think a lot of what they're requesting, the transparency, the understanding the connections between what they do and are they having impact, the desire to be developed and be learning, and wanting to be an organization they're not ashamed of but in fact they're very proud to be a part of what's happening there, I think that that requires businesses and leaders to behave differently. One of the businesses we studied, if the millennial wants to know who's on the front line, he or she is making a difference. They had to do finance differently to be able to show, to draw the cause and effect between what that person was doing every day and how it impacted the client's work. That ended up being a really interesting task. Or a supply chain leader, who really needed them to think very differently about supply chain so they could innovate. What he ended up doing is, instead of thinking about our customers being the pharmaceutical company, the CBS or the big hospital chain or whatever it is, think about the end customer. What would we have to do with supply chain to ensure that that end patient took his or her pill on time and got better? And when they shifted the whole meaning of the work to that individual patient in his or her home, he was able, over time, to get the whole supply chain group organization to understand, we're not doing what we need to do if we're really going to reduce diabetes in the world because the biggest problem we have is not when they go and get their medication, it's whether they actually use it properly when they're there. So when you switched it to that being the purpose of the work, the mindset that everyone had to have, that's what we're delivering on. Everyone said, oh, this is completely appropriate, we needed digital, we need different kind of data to know what's going on there. >> Don't get me started on human health. Professor Hill, for an introvert, you're quite a storyteller, and we appreciate you sharing your examples and your knowledge. Thanks so much for coming on the Cube. It was great to meet you. >> Been my pleasure, glad to know you, thank you. >> Keep it right there, everybody, Stu and I will be back right after this short break. You're watching the Cube from LiveWorx in Boston. We'll be right back. (light electronic music)

>> PA Announcer: Off the plastic tab, and we'll turn on the colors. Welcome to New Orleans. ♪ This is it ♪ ♪ The part when I say I don't want ya ♪ ♪ I'm stronger than I've been before ♪ ♪ This is the part when I set your free ♪ (New Orleans jazz music) ("When the Saints Go Marching In") (rock music) >> PA Announcer: Ladies and gentleman, would you please welcome state of Louisiana chief design officer Matthew Vince and Choice Hotels director of infrastructure services Stacy Nigh. (rock music) >> Well good morning New Orleans, and welcome to my home state. My name is Matt Vince. I'm the chief design office for state of Louisiana. And it's my pleasure to welcome you all to .Next 2018. State of Louisiana is currently re-architecting our cloud infrastructure and Nutanix is the first domino to fall in our strategy to deliver better services to our citizens. >> And I'd like to second that warm welcome. I'm Stacy Nigh director of infrastructure services for Choice Hotels International. Now you may think you know Choice, but we don't own hotels. We're a technology company. And Nutanix is helping us innovate the way we operate to support our franchisees. This is my first visit to New Orleans and my first .Next. >> Well Stacy, you're in for a treat. New Orleans is known for its fabulous food and its marvelous music, but most importantly the free spirit. >> Well I can't wait, and speaking of free, it's my pleasure to introduce the Nutanix Freedom video, enjoy. ♪ I lose everything, so I can sing ♪ ♪ Hallelujah I'm free ♪ ♪ Ah, ah, ♪ ♪ Ah, ah, ♪ ♪ I lose everything, so I can sing ♪ ♪ Hallelujah I'm free ♪ ♪ I lose everything, so I can sing ♪ ♪ Hallelujah I'm free ♪ ♪ I'm free, I'm free, I'm free, I'm free ♪ ♪ Gritting your teeth, you hold onto me ♪ ♪ It's never enough, I'm never complete ♪ ♪ Tell me to prove, expect me to lose ♪ ♪ I push it away, I'm trying to move ♪ ♪ I'm desperate to run, I'm desperate to leave ♪ ♪ If I lose it all, at least I'll be free ♪ ♪ Ah, ah ♪ ♪ Ah, ah ♪ ♪ Hallelujah, I'm free ♪ >> PA Announcer: Ladies and gentlemen, please welcome chief marketing officer Ben Gibson ♪ Ah, ah ♪ ♪ Ah, ah ♪ ♪ Hallelujah, I'm free ♪ >> Welcome, good morning. >> Audience: Good morning. >> And welcome to .Next 2018. There's no better way to open up a .Next conference than by hearing from two of our great customers. And Matthew, thank you for welcoming us to this beautiful, your beautiful state and city. And Stacy, this is your first .Next, and I know she's not alone because guess what It's my first .Next too. And I come properly attired. In the front row, you can see my Nutanix socks, and I think my Nutanix blue suit. And I know I'm not alone. I think over 5,000 people in attendance here today are also first timers at .Next. And if you are here for the first time, it's in the morning, let's get moving. I want you to stand up, so we can officially welcome you into the fold. Everyone stand up, first time. All right, welcome. (audience clapping) So you are all joining not just a conference here. This is truly a community. This is a community of the best and brightest in our industry I will humbly say that are coming together to share best ideas, to learn what's happening next, and in particular it's about forwarding not only your projects and your priorities but your careers. There's so much change happening in this industry. It's an opportunity to learn what's coming down the road and learn how you can best position yourself for this whole new world that's happening around cloud computing and modernizing data center environments. And this is not just a community, this is a movement. And it's a movement that started quite awhile ago, but the first .Next conference was in the quiet little town of Miami, and there was about 800 of you in attendance or so. So who in this hall here were at that first .Next conference in Miami? Let me hear from you. (audience members cheering) Yep, well to all of you grizzled veterans of the .Next experience, welcome back. You have started a movement that has grown and this year across many different .Next conferences all over the world, over 20,000 of your community members have come together. And we like to do it in distributed architecture fashion just like here in Nutanix. And so we've spread this movement all over the world with .Next conferences. And this is surging. We're also seeing just today the current count 61,000 certifications and climbing. Our Next community, close to 70,000 active members of our online community because .Next is about this big moment, and it's about every other day and every other week of the year, how we come together and explore. And my favorite stat of all. Here today in this hall amongst the record 5,500 registrations to .Next 2018 representing 71 countries in whole. So it's a global movement. Everyone, welcome. And you know when I got in Sunday night, I was looking at the tweets and the excitement was starting to build and started to see people like Adile coming from Casablanca. Adile wherever you are, welcome buddy. That's a long trip. Thank you so much for coming and being here with us today. I saw other folks coming from Geneva, from Denmark, from Japan, all over the world coming together for this moment. And we are accomplishing phenomenal things together. Because of your trust in us, and because of some early risk candidly that we have all taken together, we've created a movement in the market around modernizing data center environments, radically simplifying how we operate in the services we deliver to our businesses everyday. And this is a movement that we don't just know about this, but the industry is really taking notice. I love this chart. This is Gartner's inaugural hyperconvergence infrastructure magic quadrant chart. And I think if you see where Nutanix is positioned on there, I think you can agree that's a rout, that's a homerun, that's a mic drop so to speak. What do you guys think? (audience clapping) But here's the thing. It says Nutanix up there. We can honestly say this is a win for this hall here. Because, again, without your trust in us and what we've accomplished together and your partnership with us, we're not there. But we are there, and it is thanks to everyone in this hall. Together we have created, expanded, and truly made this market. Congratulations. And you know what, I think we're just getting started. The same innovation, the same catalyst that we drove into the market to converge storage network compute, the next horizon is around multi-cloud. The next horizon is around whether by accident or on purpose the strong move with different workloads moving into public cloud, some into private cloud moving back and forth, the promise of application mobility, the right workload on the right cloud platform with the right economics. Economics is key here. If any of you have a teenager out there, and they have a hold of your credit card, and they're doing something online or the like. You get some surprises at the end of the month. And that surprise comes in the form of spiraling public cloud costs. And this isn't to say we're not going to see a lot of workloads born and running in public cloud, but the opportunity is for us to take a path that regains control over infrastructure, regain control over workloads and where they're run. And the way I look at it for everyone in this hall, it's a journey we're on. It starts with modernizing those data center environments, continues with embracing the full cloud stack and the compelling opportunity to deliver that consumer experience to rapidly offer up enterprise compute services to your internal clients, lines of businesses and then out into the market. It's then about how you standardize across an enterprise cloud environment, that you're not just the infrastructure but the management, the automation, the control, and running any tier one application. I hear this everyday, and I've heard this a lot already this week about customers who are all in with this approach and running those tier one applications on Nutanix. And then it's the promise of not only hyperconverging infrastructure but hyperconverging multiple clouds. And if we do that, this journey the way we see it what we are doing is building your enterprise cloud. And your enterprise cloud is about the private cloud. It's about expanding and managing and taking back control of how you determine what workload to run where, and to make sure there's strong governance and control. And you're radically simplifying what could be an awfully complicated scenario if you don't reclaim and put your arms around that opportunity. Now how do we do this different than anyone else? And this is going to be a big theme that you're going to see from my good friend Sunil and his good friends on the product team. What are we doing together? We're taking all of that legacy complexity, that friction, that inability to be able to move fast because you're chained to old legacy environments. I'm talking to folks that have applications that are 40 years old, and they are concerned to touch them because they're not sure if they can react if their infrastructure can meet the demands of a new, modernized workload. We're making all that complexity invisible. And if all of that is invisible, it allows you to focus on what's next. And that indeed is the spirit of this conference. So if the what is enterprise cloud, and the how we do it different is by making infrastructure invisible, data centers, clouds, then why are we all here today? What is the binding principle that spiritually, that emotionally brings us all together? And we think it's a very simple, powerful word, and that word is freedom. And when we think about freedom, we think about as we work together the freedom to build the data center that you've always wanted to build. It's about freedom to run the applications where you choose based on the information and the context that wasn't available before. It's about the freedom of choice to choose the right cloud platform for the right application, and again to avoid a lot of these spiraling costs in unanticipated surprises whether it be around security, whether it be around economics or governance that come to the forefront. It's about the freedom to invent. It's why we got into this industry in the first place. We want to create. We want to build things not keep the lights on, not be chained to mundane tasks day by day. And it's about the freedom to play. And I hear this time and time again. My favorite tweet from a Nutanix customer to this day is just updated a lot of nodes at 38,000 feed on United Wifi, on my way to spend vacation with my family. Freedom to play. This to me is emotionally what brings us all together and what you saw with the Freedom video earlier, and what you see here is this new story because we want to go out and spread the word and not only talk about the enterprise cloud, not only talk about how we do it better, but talk about why it's so compelling to be a part of this hall here today. Now just one note of housekeeping for everyone out there in case I don't want anyone to take a wrong turn as they come to this beautiful convention center here today. A lot of freedom going on in this convention center. As luck may have it, there's another conference going on a little bit down that way based on another high growth, disruptive industry. Now MJBizCon Next, and by coincidence it's also called next. And I have to admire the creativity. I have to admire that we do share a, hey, high growth business model here. And in case you're not quite sure what this conference is about. I'm the head of marketing here. I have to show the tagline of this. And I read the tagline from license to launch and beyond, the future of the, now if I can replace that blank with our industry, I don't know, to me it sounds like a new, cool Sunil product launch. Maybe launching a new subscription service or the like. Stay tuned, you never know. I think they're going to have a good time over there. I know we're going to have a wonderful week here both to learn as well as have a lot of fun particularly in our customer appreciation event tonight. I want to spend a very few important moments on .Heart. .Heart is Nutanix's initiative to promote diversity in the technology arena. In particular, we have a focus on advancing the careers of women and young girls that we want to encourage to move into STEM and high tech careers. You have the opportunity to engage this week with this important initiative. Please role the video, and let's learn more about how you can do so. >> Video Plays (electronic music) >> So all of you have received these .Heart tokens. You have the freedom to go and choose which of the four deserving charities can receive donations to really advance our cause. So I thank you for your engagement there. And this community is behind .Heart. And it's a very important one. So thank you for that. .Next is not the community, the moment it is without our wonderful partners. These are our amazing sponsors. Yes, it's about sponsorship. It's also about how we integrate together, how we innovate together, and we're about an open community. And so I want to thank all of these names up here for your wonderful sponsorship of this event. I encourage everyone here in this room to spend time, get acquainted, get reacquainted, learn how we can make wonderful music happen together, wonderful music here in New Orleans happen together. .Next isn't .Next with a few cool surprises. Surprise number one, we have a contest. This is a still shot from the Freedom video you saw right before I came on. We have strategically placed a lucky seven Nutanix Easter eggs in this video. And if you go to Nutanix.com/freedom, watch the video. You may have to use the little scrubbing feature to slow down 'cause some of these happen quickly. You're going to find some fun, clever Easter eggs. List all seven, tweet that out, or as many as you can, tweet that out with hashtag nextconf, C, O, N, F, and we'll have a random drawing for an all expenses paid free trip to .Next 2019. And just to make sure everyone understands Easter egg concept. There's an eighth one here that's actually someone that's quite famous in our circles. If you see on this still shot, there's someone in the back there with a red jacket on. That's not just anyone. We're targeting in here. That is our very own Julie O'Brien, our senior vice president of corporate marketing. And you're going to hear from Julie later on here at .Next. But Julie and her team are the engine and the creativity behind not only our new Freedom campaign but more importantly everything that you experience here this week. Julie and her team are amazing, and we can't wait for you to experience what they've pulled together for you. Another surprise, if you go and visit our Freedom booths and share your stories. So they're like video booths, you share your success stories, your partnerships, your journey that I talked about, you will be entered to win a beautiful Nutanix brand compliant, look at those beautiful colors, bicycle. And it's not just any bicycle. It's a beautiful bicycle made by our beautiful customer Trek. I actually have a Trek bike. I love cycling. Unfortunately, I'm not eligible, but all of you are. So please share your stories in the Freedom Nutanix's booths and put yourself in the running, or in the cycling to get this prize. One more thing I wanted to share here. Yesterday we had a great time. We had our inaugural Nutanix hackathon. This hackathon brought together folks that were in devops practices, many of you that are in this room. We sold out. We thought maybe we'd get four or five teams. We had to shutdown at 14 teams that were paired together with a Nutanix mentor, and you coded. You used our REST APIs. You built new apps that integrated in with Prism and Clam. And it was wonderful to see this. Everyone I talked to had a great time on this. We had three winners. In third place, we had team Copper or team bronze, but team Copper. Silver, Not That Special, they're very humble kind of like one of our key mission statements. And the grand prize winner was We Did It All for the Cookies. And you saw them coming in on our Mardi Gras float here. We Did It All for Cookies, they did this very creative job. They leveraged an Apple Watch. They were lighting up VMs at a moments notice utilizing a lot of their coding skills. Congratulations to all three, first, second, and third all receive $2,500. And then each of them, then were able to choose a charity to deliver another $2,500 including Ronald McDonald House for the winner, we did it all for the McDonald Land cookies, I suppose, to move forward. So look for us to do more of these kinds of events because we want to bring together infrastructure and application development, and this is a great, I think, start for us in this community to be able to do so. With that, who's ready to hear form Dheeraj? You ready to hear from Dheeraj? (audience clapping) I'm ready to hear from Dheeraj, and not just 'cause I work for him. It is my distinct pleasure to welcome on the stage our CEO, cofounder and chairman Dheeraj Pandey. ("Free" by Broods) ♪ Hallelujah, I'm free ♪ >> Thank you Ben and good morning everyone. >> Audience: Good morning. >> Thank you so much for being here. It's just such an elation when I'm thinking about the Mardi Gras crowd that came here, the partners, the customers, the NTCs. I mean there's some great NTCs up there I could relate to because they're on Slack as well. How many of you are in Slack Nutanix internal Slack channel? Probably 5%, would love to actually see this community grow from here 'cause this is not the only even we would love to meet you. We would love to actually do this in a real time bite size communication on our own internal Slack channel itself. Now today, we're going to talk about a lot of things, but a lot of hard things, a lot of things that take time to build and have evolved as the industry itself has evolved. And one of the hard things that I want to talk about is multi-cloud. Multi-cloud is a really hard problem 'cause it's full of paradoxes. It's really about doing things that you believe are opposites of each other. It's about frictionless, but it's also about governance. It's about being simple, and it's also about being secure at the same time. It's about delight, it's about reducing waste, it's about owning, and renting, and finally it's also about core and edge. How do you really make this big at a core data center whether it's public or private? Or how do you really shrink it down to one or two nodes at the edge because that's where your machines are, that's where your people are? So this is a really hard problem. And as you hear from Sunil and the gang there, you'll realize how we've actually evolved our solutions to really cater to some of these. One of the approaches that we have used to really solve some of these hard problems is to have machines do more, and I said a lot of things in those four words, have machines do more. Because if you double-click on that sentence, it really means we're letting design be at the core of this. And how do you really design data centers, how do you really design products for the data center that hush all the escalations, the details, the complexities, use machine-learning and AI and you know figure our anomaly detection and correlations and patter matching? There's a ton of things that you need to do to really have machines do more. But along the way, the important lesson is to make machines invisible because when machines become invisible, it actually makes something else visible. It makes you visible. It makes governance visible. It makes applications visible, and it makes services visible. A lot of things, it makes teams visible, careers visible. So while we're really talking about invisibility of machines, we're talking about visibility of people. And that's how we really brought all of you together in this conference as well because it makes all of us shine including our products, and your careers, and your teams as well. And I try to define the word customer success. You know it's one of the favorite words that I'm actually using. We've just hired a great leader in customer success recently who's really going to focus on this relatively hard problem, yet another hard problem of customer success. We think that customer success, true customer success is possible when we have machines tend towards invisibility. But along the way when we do that, make humans tend towards freedom. So that's the real connection, the yin-yang of machines and humans that Nutanix is really all about. And that's why design is at the core of this company. And when I say design, I mean reducing friction. And it's really about reducing friction. And everything we do, the most mundane of things which could be about migrating applications, spinning up VMs, self-service portals, automatic upgrades, and automatic scale out, and all the things we do is about reducing friction which really makes machines become invisible and humans gain freedom. Now one of the other convictions we have is how all of us are really tied at the hip. You know our success is tied to your success. If we make you successful, and when I say you, I really mean Main Street. Main Street being customers, and partners, and employees. If we make all of you successful, then we automatically become successful. And very coincidentally, Main Street and Wall Street are also tied in that very same relation as well. If we do a great job at Main Street, I think the Wall Street customer, i.e. the investor, will take care of itself. You'll have you know taken care of their success if we took care of Main Street success itself. And that's the narrative that our CFO Dustin Williams actually went and painted to our Wall Street investors two months ago at our investor day conference. We talked about a $3 billion number. We said look as a company, as a software company, we can go and achieve $3 billion in billings three years from now. And it was a telling moment for the company. It was really about talking about where we could be three years from now. But it was not based on a hunch. It was based on what we thought was customer success. Now realize that $3 billion in pure software. There's only 10 to 15 companies in the world that actually have that kind of software billings number itself. But at the core of this confidence was customer success, was the fact that we were doing a really good job of not over promising and under delivering but under promising starting with small systems and growing the trust of the customers over time. And this is one of the statistics we actually talk about is repeat business. The first dollar that a Global 2000 customer spends in Nutanix, and if we go and increase their trust 15 times by year six, and we hope to actually get 17 1/2 and 19 times more trust in the years seven and eight. It's very similar numbers for non Global 2000 as well. Again, we go and really hustle for customer success, start small, have you not worry about paying millions of dollars upfront. You know start with systems that pay as they grow, you pay as they grow, and that's the way we gain trust. We have the same non Global 2000 pay $6 1/2 for the first dollar they've actually spent on us. And with this, I think the most telling moment was when Dustin concluded. And this is key to this audience here as well. Is how the current cohorts which is this audience here and many of them were not here will actually carry the weight of $3 billion, more than 50% of it if we did a great job of customer success. If we were humble and honest and we really figured out what it meant to take care of you, and if we really understood what starting small was and having to gain the trust with you over time, we think that more than 50% of that billings will actually come from this audience here without even looking at new logos outside. So that's the trust of customer success for us, and it takes care of pretty much every customer not just the Main Street customer. It takes care of Wall Street customer. It takes care of employees. It takes care of partners as well. Now before I talk about technology and products, I want to take a step back 'cause many of you are new in this audience. And I think that it behooves us to really talk about the history of this company. Like we've done a lot of things that started out as science projects. In fact, I see some tweets out there and people actually laugh at Nutanix cloud. And this is where we were in 2012. So if you take a step back and think about where the company was almost seven, eight years ago, we were up against giants. There was a $30 billion industry around network attached storage, and storage area networks and blade servers, and hypervisors, and systems management software and so on. So what did we start out with? Very simple premise that we will collapse the architecture of the data center because three tier is wasteful and three tier is not delightful. It was a very simple hunch, we said we'll take rack mount servers, we'll put a layer of software on top of it, and that layer of software back then only did storage. It didn't do networks and security, and it ran on top of a well known hypervisor from VMware. And we said there's one non negotiable thing. The fact that the design must change. The control plane for this data center cannot be the old control plane. It has to be rethought through, and that's why Prism came about. Now we went and hustled hard to add more things to it. We said we need to make this diverse because it can't just be for one application. We need to make it CPU heavy, and memory heavy, and storage heavy, and flash heavy and so on. And we built a highly configurable HCI. Now all of them are actually configurable as you know of today. And this was not just innovation in technologies, it was innovation in business and sizing, capacity planning, quote to cash business processes. A lot of stuff that we had to do to make this highly configurable, so you can really scale capacity and performance independent of each other. Then in 2014, we did something that was very counterintuitive, but we've done this on, and on, and on again. People said why are you disrupting yourself? You know you've been doing a good job of shipping appliances, but we also had the conviction that HCI was not about hardware. It was about a form factor, but it was really about an operating system. And we started to compete with ourselves when we said you know what we'll do arm's length distribution, we'll do arm's length delivery of products when we give our software to our Dell partner, to Dell as a partner, a loyal partner. But at the same time, it was actually seen with a lot of skepticism. You know these guys are wondering how to really make themselves vanish because they're competing with themselves. But we also knew that if we didn't compete with ourselves someone else will. Now one of the most controversial decisions was really going and doing yet another hypervisor. In the year 2015, it was really preposterous to build yet another hypervisor. It was a very mature market. This was coming probably 15 years too late to the market, or at least 10 years too late to market. And most people said it shouldn't be done because hypervisor is a commodity. And that's the word we latched on to. That this commodity should not have to be paid for. It shouldn't have a team of people managing it. It should actually be part of your overall stack, but it should be invisible. Just like storage needs to be invisible, virtualization needs to be invisible. But it was a bold step, and I think you know at least when we look at our current numbers, 1/3rd of our customers are actually using AHV. At least every quarter that we look at it, our new deployments, at least 35% of it is actually being used on AHV itself. And again, a very preposterous thing to have said five years ago, four years ago to where we've actually come. Thank you so much for all of you who've believed in the fact that virtualization software must be invisible and therefore we should actually try out something that is called AHV today. Now we went and added Lenovo to our OEM mix, started to become even more of a software company in the year 2016. Went and added HP and Cisco in some of very large deals that we talk about in earnings call, our HP deals and Cisco deals. And some very large customers who have procured ELAs from us, enterprise license agreements from us where they want to mix and match hardware. They want to mix Dell hardware with HP hardware but have common standard Nutanix entitlements. And finally, I think this was another one of those moments where we say why should HCI be only limited to X86. You know this operating systems deserves to run on a non X86 architecture as well. And that gave birth to this idea of HCI and Power Systems from IBM. And we've done a great job of really innovating with them in the last three, four quarters. Some amazing innovation that has come out where you can now run AIX 7.x on Nutanix. And for the first time in the history of data center, you can actually have a single software not just a data plane but a control plane where you can manage an IBM farm, an Power farm, and open Power farm and an X86 farm from the same control plane and have you know the IBM farm feed storage to an Intel compute farm and vice versa. So really good things that we've actually done. Now along the way, something else was going on while we were really busy building the private cloud, we knew there was a new consumption model on computing itself. People were renting computing using credit cards. This is the era of the millennials. They were like really want to bypass people because at the end of the day, you know why can't computing be consumed the way like eCommerce is? And that devops movement made us realize that we need to add to our stack. That stack will now have other computing clouds that is AWS and Azure and GCP now. So similar to the way we did Prism. You know Prism was really about going and making hypervisors invisible. You know we went ahead and said we'll add Calm to our portfolio because Calm is now going to be what Prism was to us back when we were really dealing with multi hypervisor world. Now it's going to be multi-cloud world. You know it's one of those things we had a gut around, and we really come to expect a lot of feedback and real innovation. I mean yesterday when we had the hackathon. The center, the epicenter of the discussion was Calm, was how do you automate on multiple clouds without having to write a single line of code? So we've come a long way since the acquisition of Calm two years ago. I think it's going to be a strong pillar in our overall product portfolio itself. Now the word multi-cloud is going to be used and over used. In fact, it's going to be blurring its lines with the idea of hyperconvergence of clouds, you know what does it mean. We just hope that hyperconvergence, the way it's called today will morph to become hyperconverged clouds not just hyperconverged boxes which is a software defined infrastructure definition itself. But let's focus on the why of multi-cloud. Why do we think it can't all go into a public cloud itself? The one big reason is just laws of the land. There's data sovereignty and computing sovereignty, regulations and compliance because of which you need to be in where the government with the regulations where the compliance rules want you to be. And by the way, that's just one reason why the cloud will have to disperse itself. It can't just be 10, 20 large data centers around the world itself because you have 200 plus countries and half of computing actually gets done outside the US itself. So it's a really important, very relevant point about the why of multi-cloud. The second one is just simple laws of physics. You know if there're machines at the edge, and they're producing so much data, you can't bring all the data to the compute. You have to take the compute which is stateless, it's an app. You take the app to where the data is because the network is the enemy. The network has always been the enemy. And when we thought we've made fatter networks, you've just produced more data as well. So this just goes without saying that you take something that's stateless that's without gravity, that's lightweight which is compute and the application and push it close to where the data itself is. And the third one which is related is just latency reasons you know? And it's not just about machine latency and electrons transferring over the speed light, and you can't defy the speed of light. It's also about human latency. It's also about multiple teams saying we need to federate and delegate, and we need to push things down to where the teams are as opposed to having to expect everybody to come to a very large computing power itself. So all the ways, the way they are, there will be at least three different ways of looking at multi-cloud itself. There's a centralized core cloud. We all go and relate to this because we've seen large data centers and so on. And that's the back office workhorse. It will crunch numbers. It will do processing. It will do a ton of things that will go and produce results for you know how we run our businesses, but there's also the dispersal of the cloud, so ROBO cloud. And this is the front office server that's really serving. It's a cloud that's going to serve people. It's going to be closer to people, and that's what a ROBO cloud is. We have a ton of customers out here who actually use Nutanix and the ROBO environments themselves as one node, two node, three node, five node servers, and it just collapses the entire server closet room in these ROBOs into something really, really small and minuscule. And finally, there's going to be another dispersed edge cloud because that's where the machines are, that's where the data is. And there's going to be an IOT machine fog because we need to miniaturize computing to something even smaller, maybe something that can really land in the palm in a mini server which is a PC like server, but you need to run everything that's enterprise grade. You should be able to go and upgrade them and monitor them and analyze them. You know do enough computing up there, maybe event-based processing that can actually happen. In fact, there's some great innovation that we've done at the edge with IOTs that I'd love for all of you to actually attend some sessions around as well. So with that being said, we have a hole in the stack. And that hole is probably one of the hardest problems that we've been trying to solve for the last two years. And Sunil will talk a lot about that. This idea of hybrid. The hybrid of multi-cloud is one of the hardest problems. Why? Because we're talking about really blurring the lines with owning and renting where you have a single-tenant environment which is your data center, and a multi-tenant environment which is the service providers data center, and the two must look like the same. And the two must look like the same is that hard a problem not just for burst out capacity, not just for security, not just for identity but also for networks. Like how do you blur the lines between networks? How do you blur the lines for storage? How do you really blur the lines for a single pane of glass where you can think of availability zones that look highly symmetric even though they're not because one of 'em is owned by you, and it's single-tenant. The other one is not owned by you, that's multi-tenant itself. So there's some really hard problems in hybrid that you'll hear Sunil talk about and the team. And some great strides that we've actually made in the last 12 months of really working on Xi itself. And that completes the picture now in terms of how we believe the state of computing will be going forward. So what are the must haves of a multi-cloud operating system? We talked about marketplace which is catalogs and automation. There's a ton of orchestration that needs to be done for multi-cloud to come together because now you have a self-service portal which is providing an eCommerce view. It's really about you know getting to do a lot of requests and workflows without having people come in the way, without even having tickets. There's no need for tickets if you can really start to think like a self-service portal as if you're just transacting eCommerce with machines and portals themselves. Obviously the next one is networking security. You need to blur the lines between on-prem and off-prem itself. These two play a huge role. And there's going to be a ton of details that you'll see Sunil talk about. But finally, what I want to focus on the rest of the talk itself here is what governance and compliance. This is a hard problem, and it's a hard problem because things have evolved. So I'm going to take a step back. Last 30 years of computing, how have consumption models changed? So think about it. 30 years ago, we were making decisions for 10 plus years, you know? Mainframe, at least 10 years, probably 20 plus years worth of decisions. These were decisions that were extremely waterfall-ish. Make 10s of millions of dollars worth of investment for a device that we'd buy for at least 10 to 20 years. Now as we moved to client-server, that thing actually shrunk. Now you're talking about five years worth of decisions, and these things were smaller. So there's a little bit more velocity in our decisions. We were not making as waterfall-ish decision as we used to with mainframes. But still five years, talk about virtualized, three tier, maybe three to five year decisions. You know they're still relatively big decisions that we were making with computer and storage and SAN fabrics and virtualization software and systems management software and so on. And here comes Nutanix, and we said no, no. We need to make it smaller. It has to become smaller because you know we need to make more agile decisions. We need to add machines every week, every month as opposed to adding you know machines every three to five years. And we need to be able to upgrade them, you know any point in time. You can do the upgrades every month if you had to, every week if you had to and so on. So really about more agility. And yet, we were not complete because there's another evolution going on, off-prem in the public cloud where people are going and doing reserved instances. But more than that, they were doing on demand stuff which no the decision was days to weeks. Some of these things that unitive compute was being rented for days to weeks, not years. And if you needed something more, you'd shift a little to the left and use reserved instances. And then spot pricing, you could do spot pricing for hours and finally lambda functions. Now you could to function as a service where things could actually be running only for minutes not even hours. So as you can see, there's a wide spectrum where when you move to the right, you get more elasticity, and when you move to the left, you're talking about predictable decision making. And in fact, it goes from minutes on one side to 10s of years on the other itself. And we hope to actually go and blur the lines between where NTNX is today where you see Nutanix right now to where we really want to be with reserved instances and on demand. And that's the real ask of Nutanix. How do you take care of this discontinuity? Because when you're owning things, you actually end up here, and when you're renting things, you end up here. What does it mean to really blur the lines between these two because people do want to make decisions that are better than reserved instance in the public cloud. We'll talk about why reserved instances which looks like a proxy for Nutanix it's still very, very wasteful even though you might think it's delightful, it's very, very wasteful. So what does it mean for on-prem and off-prem? You know you talk about cost governance, there's security compliance. These high velocity decisions we're actually making you know where sometimes you could be right with cost but wrong on security, but sometimes you could be right in security but wrong on cost. We need to really figure out how machines make some of these decisions for us, how software helps us decide do we have the right balance between cost, governance, and security compliance itself? And to get it right, we have introduced our first SAS service called Beam. And to talk more about Beam, I want to introduce Vijay Rayapati who's the general manager of Beam engineering to come up on stage and talk about Beam itself. Thank you Vijay. (rock music) So you've been here a couple of months now? >> Yes. >> At the same time, you spent the last seven, eight years really handling AWS. Tell us more about it. >> Yeah so we spent a lot of time trying to understand the last five years at Minjar you know how customers are really consuming in this new world for their workloads. So essentially what we tried to do is understand the consumption models, workload patterns, and also build algorithms and apply intelligence to say how can we lower this cost and you know improve compliance of their workloads.? And now with Nutanix what we're trying to do is how can we converge this consumption, right? Because what happens here is most customers start with on demand kind of consumption thinking it's really easy, but the total cost of ownership is so high as the workload elasticity increases, people go towards spot or a scaling, but then you need a lot more automation that something like Calm can help them. But predictability of the workload increases, then you need to move towards reserved instances, right to lower costs. >> And those are some of the things that you go and advise with some of the software that you folks have actually written. >> But there's a lot of waste even in the reserved instances because what happens it while customers make these commitments for a year or three years, what we see across, like we track a billion dollars in public cloud consumption you know as a Beam, and customers use 20%, 25% of utilization of their commitments, right? So how can you really apply, take the data of consumption you know apply intelligence to essentially reduce their you know overall cost of ownership. >> You said something that's very telling. You said reserved instances even though they're supposed to save are still only 20%, 25% utilized. >> Yes, because the workloads are very dynamic. And the next thing is you can't do hot add CPU or hot add memory because you're buying them for peak capacity. There is no convergence of scaling that apart from the scaling as another node. >> So you actually sized it for peak, but then using 20%, 30%, you're still paying for the peak. >> That's right. >> Dheeraj: That can actually add up. >> That's what we're trying to say. How can we deliver visibility across clouds? You know how can we deliver optimization across clouds and consumption models and bring the control while retaining that agility and demand elasticity? >> That's great. So you want to show us something? >> Yeah absolutely. So this is Beam as just Dheeraj outlined, our first SAS service. And this is my first .Next. And you know glad to be here. So what you see here is a global consumption you know for a business across different clouds. Whether that's in a public cloud like Amazon, or Azure, or Nutanix. We kind of bring the consumption together for the month, the recent month across your accounts and services and apply intelligence to say you know what is your spent efficiency across these clouds? Essentially there's a lot of intelligence that goes in to detect your workloads and consumption model to say if you're spending $100, how efficiently are you spending? How can you increase that? >> So you have a centralized view where you're looking at multiple clouds, and you know you talk about maybe you can take an example of an account and start looking at it? >> Yes, let's go into a cloud provider like you know for this business, let's go and take a loot at what's happening inside an Amazon cloud. Here we get into the deeper details of what's happening with the consumption of a specific services as well as the utilization of both on demand and RI. You know what can you do to lower your cost and detect your spend efficiency of a dollar to see you know are there resources that are provisioned by teams for applications that are not being used, or are there resources that we should go and rightsize because you know we have all this monitoring data, configuration data that we crunch through to basically detect this? >> You think there's billions of events that you look at everyday. You're already looking at a billon dollars worth of AWS spend. >> Right, right. >> So billions of events, billing, metering events every year to really figure out and optimize for them. >> So what we have here is a very popular international government organization. >> Dheeraj: Wow, so it looks like Russians are everywhere, the cloud is everywhere actually. >> Yes, it's quite popular. So when you bring your master account into Beam, we kind of detect all the linked accounts you know under that. Then you can go and take a look at not just at the organization level within it an account level. >> So these are child objects, you know. >> That's right. >> You can think of them as ephemeral accounts that you create because you don't want to be on the record when you're doing spams on Facebook for example. >> Right, let's go and take a look at what's happening inside a Facebook ad spend account. So we have you know consumption of the services. Let's go deeper into compute consumption, and you kind of see a trendline. You can do a lot of computing. As you see, looks like one campaign has ended. They started another campaign. >> Dheeraj: It looks like they're not stopping yet, man. There's a lot of money being made in Facebook right now. (Vijay laughing) >> So not only just get visibility at you know compute as a service inside a cloud provider, you can go deeper inside compute and say you know what is a service that I'm really consuming inside compute along with the CPUs n'stuff, right? What is my data transfer? You know what is my network? What is my load blancers? So essentially you get a very deeper visibility you know as a service right. Because we have three goals for Beam. How can we deliver visibility across clouds? How can we deliver visibility across services? And how can we deliver, then optimization? >> Well I think one thing that I just want to point out is how this SAS application was an extremely teachable moment for me to learn about the different resources that people could use about the public cloud. So all of you who actually have not gone deep enough into the idea of public cloud. This could be a great app for you to learn about things, the resources, you know things that you could do to save and security and things of that nature. >> Yeah. And we really believe in creating the single pane view you know to mange your optimization of a public cloud. You know as Ben spoke about as a business, you need to have freedom to use any cloud. And that's what Beam delivers. How can you make the right decision for the right workload to use any of the cloud of your choice? >> Dheeraj: How 'about databases? You talked about compute as well but are there other things we could look at? >> Vijay: Yes, let's go and take a look at database consumption. What you see here is they're using inside Facebook ad spending, they're using all databases except Oracle. >> Dheeraj: Wow, looks like Oracle sales folks have been active in Russia as well. (Vijay laughing) >> So what we're seeing here is a global view of you know what is your spend efficiency and which is kind of a scorecard for your business for the dollars that you're spending. And the great thing is Beam kind of brings together you know through its intelligence and algorithms to detect you know how can you rightsize resources and how can you eliminate things that you're not using? And we deliver and one click fix, right? Let's go and take a look at resources that are maybe provisioned for storage and not being used. We deliver the seamless one-click philosophy that Nutanix has to eliminate it. >> So one click, you can actually just pick some of these wasteful things that might be looking delightful because using public cloud, using credit cards, you can go in and just say click fix, and it takes care of things. >> Yeah, and not only remove the resources that are unused, but it can go and rightsize resources across your compute databases, load balancers, even past services, right? And this is where the power of it kind of comes for a business whether you're using on-prem and off-prem. You know how can you really converge that consumption across both? >> Dheeraj: So do you have something for Nutanix too? >> Vijay: Yes, so we have basically been working on Nutanix with something that we're going to deliver you know later this year. As you can see here, we're bringing together the consumption for the Nutanix, you know the services that you're using, the licensing and capacity that is available. And how can you also go and optimize within Nutanix environments >> That's great. >> for the next workload. Now let me quickly show you what we have on the compliance side. This is an extremely powerful thing that we've been working on for many years. What we deliver here just like in cost governance, a global view of your compliance across cloud providers. And the most powerful thing is you can go into a cloud provider, get the next level of visibility across cloud regimes for hundreds of policies. Not just policies but those policies across different regulatory compliances like HIPA, PCI, CAS. And that's very powerful because-- >> So you're saying a lot of what you folks have done is codified these compliance checks in software to make sure that people can sleep better at night knowing that it's PCI, and HIPA, and all that compliance actually comes together? >> And you can build this not just by cloud accounts, you can build them across cloud accounts which is what we call security centers. Essentially you can go and take a deeper look at you know the things. We do a whole full body scan for your cloud infrastructure whether it's AWS Amazon or Azure, and you can go and now, again, click to fix things. You know that had been probably provisioned that are violating the security compliance rules that should be there. Again, we have the same one-click philosophy to say how can you really remove things. >> So again, similar to save, you're saying you can go and fix some of these security issues by just doing one click. >> Absolutely. So the idea is how can we give our people the freedom to get visibility and use the right cloud and take the decisions instantly through one click. That's what Beam delivers you know today. And you know get really excited, and it's available at beam.nutanix.com. >> Our first SAS service, ladies and gentleman. Thank you so much for doing this, Vijay. It looks like there's going to be a talk here at 10:30. You'll talk more about the midterm elections there probably? >> Yes, so you can go and write your own security compliances as well. You know within Beam, and a lot of powerful things you can do. >> Awesome, thank you so much, Vijay. I really appreciate it. (audience clapping) So as you see, there's a lot of work that we're doing to really make multi-cloud which is a hard problem. You know think about working the whole body of it and what about cost governance? What about security compliance? Obviously what about hybrid networks, and security, and storage, you know compute, many of the things that you've actually heard from us, but we're taking it to a level where the business users can now understand the implications. A CFO's office can understand the implications of waste and delight. So what does customer success mean to us? You know again, my favorite word in a long, long time is really go and figure out how do you make you, the customer, become operationally efficient. You know there's a lot of stuff that we deliver through software that's completely uncovered. It's so latent, you don't even know you have it, but you've paid for it. So you've got to figure out what does it mean for you to really become operationally efficient, organizationally proficient. And it's really important for training, education, stuff that you know you're people might think it's so awkward to do in Nutanix, but it could've been way simpler if you just told you a place where you can go and read about it. Of course, I can just use one click here as opposed to doing things the old way. But most importantly to make it financially accountable. So the end in all this is, again, one of the things that I think about all the time in building this company because obviously there's a lot of stuff that we want to do to create orphans, you know things above the line and top line and everything else. There's also a bottom line. Delight and waste are two sides of the same coin. You know when we're talking about developers who seek delight with public cloud at the same time you're looking at IT folks who're trying to figure out governance. They're like look you know the CFOs office, the CIOs office, they're trying to figure out how to curb waste. These two things have to go hand in hand in this era of multi-cloud where we're talking about frictionless consumption but also governance that looks invisible. So I think, at the end of the day, this company will do a lot of stuff around one-click delight but also go and figure out how do you reduce waste because there's so much waste including folks there who actually own Nutanix. There's so much software entitlement. There's so much waste in the public cloud itself that if we don't go and put our arms around, it will not lead to customer success. So to talk more about this, the idea of delight and the idea of waste, I'd like to bring on board a person who I think you know many of you actually have talked about it have delightful hair but probably wasted jokes. But I think has wasted hair and delightful jokes. So ladies and gentlemen, you make the call. You're the jury. Sunil R.M.J. Potti. ("Free" by Broods) >> So that was the first time I came out from the bottom of a screen on a stage. I actually now know what it feels to be like a gopher. Who's that laughing loudly at the back? Okay, do we have the... Let's see. Okay, great. We're about 15 minutes late, so that means we're running right on time. That's normally how we roll at this conference. And we have about three customers and four demos. Like I think there's about three plus six, about nine folks coming onstage. So we'll have our own version of the parade as well on the main stage for the next 70 minutes. So let's just jump right into it. I think we've been pretty consistent in terms of our longterm plans since we started the company. And it's become a lot more clearer over the last few years about our plans to essentially make computing invisible as Dheeraj mentioned. We're doing this across multiple acts. We started with HCI. We call it making infrastructure invisible. We extended that to making data centers invisible. And then now we're in this mode of essentially extending it to converging clouds so that you can actually converge your consumption models. And so today's conference and essentially the theme that you're going to be seeing throughout the breakout sessions is about a journey towards invisible clouds, but make sure that you internalize the fact that we're investing heavily in each of the three phases. It's just not about the hybrid cloud with Nutanix, it's about actually finishing the job about making infrastructure invisible, expanding that to kind of go after the full data center, and then of course embark on some real meaningful things around invisible clouds, okay? And to start the session, I think you know the part that I wanted to make sure that we are all on the same page because most of us in the room are still probably in this phase of the journey which is about invisible infrastructure. And there the three key products and especially two of them that most of you guys know are Acropolis and Prism. And they're sort of like the bedrock of our company. You know especially Acropolis which is about the web scale architecture. Prism is about consumer grade design. And with Acropolis now being really mature. It's in the seventh year of innovation. We still have more than half of our company in terms of R and D spend still on Acropolis and Prism. So our core product is still sort of where we think we have a significant differentiation on. We're not going to let our foot off the peddle there. You know every time somebody comes to me and says look there's a new HCI render popping out or an existing HCI render out there, I ask a simple question to our customers saying show me 100 customers with 100 node deployments, and it will be very hard to find any other render out there that does the same thing. And that's the power of Acropolis the code platform. And then it's you know the fact that the velocity associated with Acropolis continues to be on a fast pace. We came out with various new capabilities in 5.5 and 5.6, and one of the most complicated things to get right was the fact to shrink our three node cluster to a one node, two node deployment. Most of you actually had requirements on remote office, branch office, or the edge that actually allowed us to kind of give us you know sort of like the impetus to kind of go design some new capabilities into our core OS to get this out. And associated with Acropolis and expanding into Prism, as you will see, the first couple of years of Prism was all about refactoring the user interface, doing a good job with automation. But more and more of the investments around Prism is going to be based on machine learning. And you've seen some variants of that over the last 12 months, and I can tell you that in the next 12 to 24 months, most of our investments around infrastructure operations are going to be driven by AI techniques starting with most of our R and D spend also going into machine-learning algorithms. So when you talk about all the enhancements that have come on with Prism whether it be formed by you know the management console changing to become much more automated, whether now we give you automatic rightsizing, anomaly detection, or a series of functionality that have gone into it, the real core sort of capabilities that we're putting into Prism and Acropolis are probably best served by looking at the quality of the product. You probably have seen this slide before. We started showing the number of nodes shipped by Nutanix two years ago at this conference. It was about 35,000 plus nodes at that time. And since then, obviously we've you know continued to grow. And we would draw this line which was about enterprise class quality. That for the number of bugs found as a percentage of nodes shipped, there's a certain line that's drawn. World class companies do about probably 2% to 3%, number of CFDs per node shipped. And we were just broken that number two years ago. And to give you guys an idea of how that curve has shown up, it's now currently at .95%. And so along with velocity, you know this focus on being true to our roots of reliability and stability continues to be, you know it's an internal challenge, but it's also some of the things that we keep a real focus on. And so between Acropolis and Prism, that's sort of like our core focus areas to sort of give us the confidence that look we have this really high bar that we're sort of keeping ourselves accountable to which is about being the most advanced enterprise cloud OS on the planet. And we will keep it this way for the next 10 years. And to complement that, over a period of time of course, we've added a series of services. So these are services not just for VMs but also for files, blocks, containers, but all being delivered in that single one-click operations fashion. And to really talk more about it, and actually probably to show you the real deal there it's my great pleasure to call our own version of Moses inside the company, most of you guys know him as Steve Poitras. Come on up, Steve. (audience clapping) (rock music) >> Thanks Sunil. >> You barely fit in that door, man. Okay, so what are we going to talk about today, Steve? >> Absolutely. So when we think about when Nutanix first got started, it was really focused around VDI deployments, smaller workloads. However over time as we've evolved the product, added additional capabilities and features, that's grown from VDI to business critical applications as well as cloud native apps. So let's go ahead and take a look. >> Sunil: And we'll start with like Oracle? >> Yeah, that's one of the key ones. So here we can see our Prism central user interface, and we can see our Thor cluster obviously speaking to the Avengers theme here. We can see this is doing right around 400,000 IOPs at around 360 microseconds latency. Now obviously Prism central allows you to mange all of your Nutanix deployments, but this is just running on one single Nutanix cluster. So if we hop over here to our explore tab, we can see we have a few categories. We have some Kubernetes, some AFS, some Xen desktop as well as Oracle RAC. Now if we hope over to Oracle RAC, we're running a SLOB workload here. So obviously with Oracle enterprise applications performance, consistency, and extremely low latency are very critical. So with this SLOB workload, we're running right around 300 microseconds of latency. >> Sunil: So this is what, how many node Oracle RAC cluster is this? >> Steve: This is a six node Oracle RAC deployment. >> Sunil: Got it. And so what has gone into the product in recent releases to kind of make this happen? >> Yeah so obviously on the hardware front, there's been a lot of evolutions in storage mediums. So with the introduction of NVME, persistent memory technologies like 3D XPoint, that's meant storage media has become a lot faster. Now to allow you to full take advantage of that, that's where we've had to do a lot of optimizations within the storage stack. So with AHV, we have what we call AHV turbo mode which allows you to full take advantage of those faster storage mediums at that much lower latency. And then obviously on the networking front, technologies such as RDMA can be leveraged to optimize that network stack. >> Got it. So that was Oracle RAC running on a you know Nutanix cluster. It used to be a big deal a couple of years ago. Now we've got many customers doing that. On the same environment though, we're going to show you is the advent of actually putting file services in the same scale out environment. And you know many of you in the audience probably know about AFS. We released it about 12 to 14 months ago. It's been one of our most popular new products of all time within Nutanix's history. And we had SMB support was for user file shares, VDI deployments, and it took awhile to bake, to get to scale and reliability. And then in the last release, in the recent release that we just shipped, we now added NFS for support so that we can no go after the full scale file server consolidation. So let's take a look at some of that stuff. >> Yep, let's do it. So hopping back over to Prism, we can see our four cluster here. Overall cluster-wide latency right around 360 microseconds. Now we'll hop down to our file server section. So here we can see we have our Next A File Server hosting right about 16.2 million files. Now if you look at our shares and exports, we can see we have a mix of different shares. So one of the shares that you see there is home directories. This is an SMB share which is actually mapped and being leveraged by our VDI desktops for home folders, user profiles, things of that nature. We can also see this Oracle backup share here which is exposed to our rack host via NFS. So RMAN is actually leveraging this to provide native database backups. >> Got it. So Oracle VMs, backup using files, or for any other file share requirements with AFS. Do we have the cluster also showing, I know, so I saw some Kubernetes as well on it. Let's talk about what we're thinking of doing there. >> Yep, let's do it. So if we think about cloud, cloud's obviously a big buzz word, so is containers in Kubernetes. So with ACS 1.0 what we did is we introduced native support for Docker integration. >> And pause there. And we screwed up. (laughing) So just like the market took a left turn on Kubernetes, obviously we realized that, and now we're working on ACS 2.0 which is what we're going to talk about, right? >> Exactly. So with ACS 2.0, we've introduced native Kubernetes support. Now when I think about Kubernetes, there's really two core areas that come to mind. The first one is around native integration. So with that, we have our Kubernetes volume integration, we're obviously doing a lot of work on the networking front, and we'll continue to push there from an integration point of view. Now the other piece is around the actual deployment of Kubernetes. When we think about a lot of Nutanix administrators or IT admins, they may have never deployed Kubernetes before, so this could be a very daunting task. And true to the Nutanix nature, we not only want to make our platform simple and intuitive, we also want to do this for any ecosystem products. So with ACS 2.0, we've simplified the full Kubernetes deployment and switching over to our ACS two interface, we can see this create cluster button. Now this actually pops up a full wizard. This wizard will actually walk you through the full deployment process, gather the necessary inputs for you, and in a matter of a few clicks and a few minutes, we have a full Kubernetes deployment fully provisioned, the masters, the workers, all the networking fully done for you, very simple and intuitive. Now if we hop back over to Prism, we can see we have this ACS2 Kubernetes category. Clicking on that, we can see we have eight instances of virtual machines. And here are Kubernetes virtual machines which have actually been deployed as part of this ACS2 installer. Now one of the nice things is it makes the IT administrator's job very simple and easy to do. The deployment straightforward monitoring and management very straightforward and simple. Now for the developer, the application architect, or engineers, they interface and interact with Kubernetes just like they would traditionally on any platform. >> Got it. So the goal of ACS is to ensure that the developer ecosystem still uses whatever tools that they are you know preferring while at that same time allowing this consolidation of containers along with VMs all on that same, single runtime, right? So that's ACS. And then if you think about where the OS is going, there's still some open space at the end. And open space has always been look if you just look at a public cloud, you look at blocks, files, containers, the most obvious sort of storage function that's left is objects. And that's the last horizon for us in completing the storage stack. And we're going to show you for the first time a preview of an upcoming product called the Acropolis Object Storage Services Stack. So let's talk a little bit about it and then maybe show the demo. >> Yeah, so just like we provided file services with AFS, block services with ABS, with OSS or Object Storage Services, we provide native object storage, compatibility and capability within the Nutanix platform. Now this provides a very simply common S3 API. So any integrations you've done with S3 especially Kubernetes, you can actually leverage that out of the box when you've deployed this. Now if we hop back over to Prism, I'll go here to my object stores menu. And here we can see we have two existing object storage instances which are running. So you can deploy however many of these as you wanted to. Now just like the Kubernetes deployment, deploying a new object instance is very simple and easy to do. So here I'll actually name this instance Thor's Hammer. >> You do know he loses it, right? He hasn't seen the movies yet. >> Yeah, I don't want any spoilers yet. So once we specified the name, we can choose our capacity. So here we'll just specify a large instance or type. Obviously this could be any amount or storage. So if you have a 200 node Nutanix cluster with petabytes worth of data, you could do that as well. Once we've selected that, we'll select our expected performance. And this is going to be the number of concurrent gets and puts. So essentially how many operations per second we want this instance to be able to facilitate. Once we've done that, the platform will actually automatically determine how many virtual machines it needs to deploy as well as the resources and specs for those. And once we've done that, we'll go ahead and click save. Now here we can see it's actually going through doing the deployment of the virtual machines, applying any necessary configuration, and in the matter of a few clicks and a few seconds, we actually have this Thor's Hammer object storage instance which is up and running. Now if we hop over to one of our existing object storage instances, we can see this has three buckets. So one for Kafka-queue, I'm actually using this for my Kafka cluster where I have right around 62 million objects all storing ProtoBus. The second one there is Spark. So I actually have a Spark cluster running on our Kubernetes deployed instance via ACS 2.0. Now this is doing analytics on top of this data using S3 as a storage backend. Now for these objects, we support native versioning, native object encryption as well as worm compliancy. So if you want to have expiry periods, retention intervals, that sort of thing, we can do all that. >> Got it. So essentially what we've just shown you is with upcoming objects as well that the same OS can now support VMs, files, objects, containers, all on the same one click operational fabric. And so that's in some way the real power of Nutanix is to still keep that consistency, scalability in place as we're covering each and every workload inside the enterprise. So before Steve gets off stage though, I wanted to talk to you guys a little bit about something that you know how many of you been to our Nutanix headquarters in San Jose, California? A few. I know there's like, I don't know, 4,000 or 5,000 people here. If you do come to the office, you know when you land in San Jose Airport on the way to longterm parking, you'll pass our office. It's that close. And if you come to the fourth floor, you know one of the cubes that's where I sit. In the cube beside me is Steve. Steve sits in the cube beside me. And when I first joined the company, three or four years ago, and Steve's if you go to his cube, it no longer looks like this, but it used to have a lot of this stuff. It was like big containers of this. I remember the first time. Since I started joking about it, he started reducing it. And then Steve eventually got married much to our surprise. (audience laughing) Much to his wife's surprise. And then he also had a baby as a bigger surprise. And if you come over to our office, and we welcome you, and you come to the fourth floor, find my cube or you'll find Steve's Cube, it now looks like this. Okay, so thanks a lot, my man. >> Cool, thank you. >> Thanks so much. (audience clapping) >> So single OS, any workload. And like Steve who's been with us for awhile, it's my great pleasure to invite one of our favorite customers, CSC Karen who's also been with us for three to four years. And I'll share some fond memories about how she's been with the company for awhile, how as partners we've really done a lot together. So without any further ado, let me bring up Karen. Come on up, Karen. (rock music) >> Thank you for having me. >> Yeah, thank you. So I remember, so how many of you guys were with Nutanix first .Next in Miami? I know there was a question like that asked last time. Not too many. You missed it. We wished we could go back to that. We wouldn't fit 3/4s of this crowd. But Karen was our first customer in the keynote in 2015. And we had just talked about that story at that time where you're just become a customer. Do you want to give us some recap of that? >> Sure. So when we made the decision to move to hyperconverged infrastructure and chose Nutanix as our partner, we rapidly started to deploy. And what I mean by that is Sunil and some of the Nutanix executives had come out to visit with us and talk about their product on a Tuesday. And on a Wednesday after making the decision, I picked up the phone and said you know what I've got to deploy for my VDI cluster. So four nodes showed up on Thursday. And from the time it was plugged in to moving over 300 VDIs and 50 terabytes of storage and turning it over for the business for use was less than three days. So it was really excellent testament to how simple it is to start, and deploy, and utilize the Nutanix infrastructure. Now part of that was the delight that we experienced from our customers after that deployment. So we got phone calls where people were saying this report it used to take so long that I'd got out and get a cup of coffee and come back, and read an article, and do some email, and then finally it would finish. Those reports are running in milliseconds now. It's one click. It's very, very simple, and we've delighted our customers. Now across that journey, we have gone from the simple workloads like VDIs to the much more complex workloads around Splunk and Hadoop. And what's really interesting about our Splunk deployment is we're handling over a billion events being logged everyday. And the deployment is smaller than what we had with a three tiered infrastructure. So when you hear people talk about waste and getting that out and getting to an invisible environment where you're just able to run it, that's what we were able to achieve both with everything that we're running from our public facing websites to the back office operations that we're using which include Splunk and even most recently our Cloudera and Hadoop infrastructure. What it does is it's got 30 crawlers that go out on the internet and start bringing data back. So it comes back with over two terabytes of data everyday. And then that environment, ingests that data, does work against it, and responds to the business. And that again is something that's smaller than what we had on traditional infrastructure, and it's faster and more stable. >> Got it. And it covers a lot of use cases as well. You want to speak a few words on that? >> So the use cases, we're 90%, 95% deployed on Nutanix, and we're covering all of our use cases. So whether that's a customer facing app or a back office application. And what are business is doing is it's handling large portfolios of data for fortune 500 companies and law firms. And these applications are all running with improved stability, reliability, and performance on the Nutanix infrastructure. >> And the plan going forward? >> So the plan going forward, you actually asked me that in Miami, and it's go global. So when we started in Miami and that first deployment, we had four nodes. We now have 283 nodes around the world, and we started with about 50 terabytes of data. We've now got 3.8 petabytes of data. And we're deployed across four data centers and six remote offices. And people ask me often what is the value that we achieved? So simplification. It's all just easier, and it's all less expensive. Being able to scale with the business. So our Cloudera environment ended up with one day where it spiked to 1,000 times more load, 1,000 times, and it just responded. We had rally cries around improved productivity by six times. So 600% improved productivity, and we were able to actually achieve that. The numbers you just saw on the slide that was very, very fast was we calculated a 40% reduction in total cost of ownership. We've exceeded that. And when we talk about waste, that other number on the board there is when I saved the company one hour of maintenance activity or unplanned downtime in a month which we're now able to do the majority of our maintenance activities without disrupting any of our business solutions, I'm saving $750,000 each time I save that one hour. >> Wow. All right, Karen from CSE. Thank you so much. That was great. Thank you. I mean you know some of these data points frankly as I started talking to Karen as well as some other customers are pretty amazing in terms of the genuine value beyond financial value. Kind of like the emotional sort of benefits that good products deliver to some of our customers. And I think that's one of the core things that we take back into engineering is to keep ourselves honest on either velocity or quality even hiring people and so forth. Is to actually the more we touch customers lives, the more we touch our partner's lives, the more it allows us to ensure that we can put ourselves in their shoes to kind of make sure that we're doing the right thing in terms of the product. So that was the first part, invisible infrastructure. And our goal, as we've always talked about, our true North is to make sure that this single OS can be an exact replica, a truly modern, thoughtful but original design that brings the power of public cloud this AWS or GCP like architectures into your mainstream enterprises. And so when we take that to the next level which is about expanding the scope to go beyond invisible infrastructure to invisible data centers, it starts with a few things. Obviously, it starts with virtualization and a level of intelligent management, extends to automation, and then as we'll talk about, we have to embark on encompassing the network. And that's what we'll talk about with Flow. But to start this, let me again go back to one of our core products which is the bedrock of our you know opinionated design inside this company which is Prism and Acropolis. And Prism provides, I mentioned, comes with a ton of machine-learning based intelligence built into the product in 5.6 we've done a ton of work. In fact, a lot of features are coming out now because now that PC, Prism Central that you know has been decoupled from our mainstream release strain and will continue to release on its own cadence. And the same thing when you actually flip it to AHV on its own train. Now AHV, two years ago it was all about can I use AHV for VDI? Can I use AHV for ROBO? Now I'm pretty clear about where you cannot use AHV. If you need memory overcome it, stay with VMware or something. If you need, you know Metro, stay with another technology, else it's game on, right? And if you really look at the adoption of AHV in the mainstream enterprise, the customers now speak for themselves. These are all examples of large global enterprises with multimillion dollar ELAs in play that have now been switched over. Like I'll give you a simple example here, and there's lots of these that I'm sure many of you who are in the audience that are in this camp, but when you look at the breakout sessions in the pods, you'll get a sense of this. But I'll give you one simple example. If you look at the online payment company. I'm pretty sure everybody's used this at one time or the other. They had the world's largest private cloud on open stack, 21,000 nodes. And they were actually public about it three or four years ago. And in the last year and a half, they put us through a rigorous VOC testing scale, hardening, and it's a full blown AHV only stack. And they've started cutting over. Obviously they're not there yet completely, but they're now literally in hundreds of nodes of deployment of Nutanix with AHV as their primary operating system. So it is primetime from a deployment perspective. And with that as the base, no cloud is complete without actually having self-service provisioning that truly drives one-click automation, and can you do that in this consumer grade design? And Calm was acquired, as you guys know, in 2016. We had a choice of taking Calm. It was reasonably feature complete. It supported multiple clouds. It supported ESX, it supported Brownfield, It supported AHV. I mean they'd already done the integration with Nutanix even before the acquisition. And we had a choice. The choice was go down the path of dynamic ops or some other products where you took it for revenue or for acceleration, you plopped it into the ecosystem and sold it at this power sucking alien on top of our stack, right? Or we took a step back, re-engineered the product, kept some of the core essence like the workflow engine which was good, the automation, the object model and all, but refactored it to make it look like a natural extension of our operating system. And that's what we did with Calm. And we just launched it in December, and it's been one of our most popular new products now that's flying off the shelves. If you saw the number of registrants, I got a notification of this for the breakout sessions, the number one session that has been preregistered with over 500 people, the first two sessions are around Calm. And justifiably so because it just as it lives up to its promise, and it'll take its time to kind of get to all the bells and whistles, all the capabilities that have come through with AHV or Acropolis in the past. But the feature functionality, the product market fit associated with Calm is dead on from what the feedback that we can receive. And so Calm itself is on its own rapid cadence. We had AWS and AHV in the first release. Three or four months later, we now added ESX support. We added GCP support and a whole bunch of other capabilities, and I think the essence of Calm is if you can combine Calm and along with private cloud automation but also extend it to multi-cloud automation, it really sets Nutanix on its first genuine path towards multi-cloud. But then, as I said, if you really fixate on a software defined data center message, we're not complete as a full blown AWS or GCP like IA stack until we do the last horizon of networking. And you probably heard me say this before. You heard Dheeraj and others talk about it before is our problem in networking isn't the same in storage. Because the data plane in networking works. Good L2 switches from Cisco, Arista, and so forth, but the real problem networking is in the control plane. When something goes wrong at a VM level in Nutanix, you're able to identify whether it's a storage problem or a compute problem, but we don't know whether it's a VLAN that's mis-configured, or there've been some packets dropped at the top of the rack. Well that all ends now with Flow. And with Flow, essentially what we've now done is take the work that we've been working on to create built-in visibility, put some network automation so that you can actually provision VLANs when you provision VMs. And then augment it with micro segmentation policies all built in this easy to use, consume fashion. But we didn't stop there because we've been talking about Flow, at least the capabilities, over the last year. We spent significant resources building it. But we realized that we needed an additional thing to augment its value because the world of applications especially discovering application topologies is a heady problem. And if we didn't address that, we wouldn't be fulfilling on this ambition of providing one-click network segmentation. And so that's where Netsil comes in. Netsil might seem on the surface yet another next generation application performance management tool. But the innovations that came from Netsil started off at the research project at the University of Pennsylvania. And in fact, most of the team right now that's at Nutanix is from the U Penn research group. And they took a really original, fresh look at how do you sit in a network in a scale out fashion but still reverse engineer the packets, the flow through you, and then recreate this application topology. And recreate this not just on Nutanix, but do it seamlessly across multiple clouds. And to talk about the power of Flow augmented with Netsil, let's bring Rajiv back on stage, Rajiv. >> How you doing? >> Okay so we're going to start with some Netsil stuff, right? >> Yeah, let's talk about Netsil and some of the amazing capabilities this acquisition's bringing to Nutanix. First of all as you mentioned, Netsil's completely non invasive. So it installs on the network, it does all its magic from there. There're no host agents, non of the complexity and compatibility issues that entails. It's also monitoring the network at layer seven. So it's actually doing a deep packet inspection on all your application data, and can give you insights into services and APIs which is very important for modern applications and the way they behave. To do all this of course performance is key. So Netsil's built around a completely distributed architecture scaled to really large workloads. Very exciting technology. We're going to use it in many different ways at Nutanix. And to give you a flavor of that, let me show you how we're thinking of integrating Flow and Nestil together, so micro segmentation and Netsil. So to do that, we install Netsil in one of our Google accounts. And that's what's up here now. It went out there. It discovered all the VMs we're running on that account. It created a map essentially of all their interactions, and you can see it's like a Google Maps view. I can zoom into it. I can look at various things running. I can see lots of HTTP servers over here, some databases. >> Sunil: And it also has stats, right? You can go, it actually-- >> It does. We can take a look at that for a second. There are some stats you can look at right away here. Things like transactions per second and latencies and so on. But if I wanted to micro segment this application, it's not really clear how to do so. There's no real pattern over here. Taking the Google Maps analogy a little further, this kind of looks like the backstreets of Cairo or something. So let's do this step by step. Let me first filter down to one application. Right now I'm looking at about three or four different applications. And Netsil integrates with the metadata. So this is that the clouds provide. So I can search all the tags that I have. So by doing that, I can zoom in on just the financial application. And when I do this, the view gets a little bit simpler, but there's still no real pattern. It's not clear how to micro segment this, right? And this is where the power of Netsil comes in. This is a fairly naive view. This is what tool operating at layer four just looking at ports and TCP traffic would give you. But by doing deep packet inspection, Netsil can get into the services layer. So instead of grouping these interactions by hostname, let's group them by service. So you go service tier. And now you can see this is a much simpler picture. Now I have some patterns. I have a couple of load balancers, an HA proxy and an Nginx. I have a web application front end. I have some application servers running authentication services, search services, et cetera, a database, and a database replica. I could go ahead and micro segment at this point. It's quite possible to do it at this point. But this is almost too granular a view. We actually don't usually want to micro segment at individual service level. You think more in terms of application tiers, the tiers that different services belong to. So let me go ahead and group this differently. Let me group this by app tier. And when I do that, a really simple picture emerges. I have a load balancing tier talking to a web application front end tier, an API tier, and a database tier. Four tiers in my application. And this is something I can work with. This is something that I can micro segment fairly easily. So let's switch over to-- >> Before we dot that though, do you guys see how he gave himself the pseudonym called Dom Toretto? >> Focus Sunil, focus. >> Yeah, for those guys, you know that's not the Avengers theme, man, that's the Fast and Furious theme. >> Rajiv: I think a year ahead. This is next years theme. >> Got it, okay. So before we cut over from Netsil to Flow, do we want to talk a few words about the power of Flow, and what's available in 5.6? >> Sure so Flow's been around since the 5.6 release. Actually some of the functionality came in before that. So it's got invisibility into the network. It helps you debug problems with WLANs and so on. We had a lot of orchestration with other third party vendors with load balancers, with switches to make publishing much simpler. And then of course with our most recent release, we GA'ed our micro segmentation capabilities. And that of course is the most important feature we have in Flow right now. And if you look at how Flow policy is set up, it looks very similar to what we just saw with Netsil. So we have load blancer talking to a web app, API, database. It's almost identical to what we saw just a moment ago. So while this policy was created manually, it is something that we can automate. And it is something that we will do in future releases. Right now, it's of course not been integrated at that level yet. So this was created manually. So one thing you'll notice over here is that the database tier doesn't get any direct traffic from the internet. All internet traffic goes to the load balancer, only specific services then talk to the database. So this policy right now is in monitoring mode. It's not actually being enforced. So let's see what happens if I try to attack the database, I start a hack against the database. And I have my trusty brute force password script over here. It's trying the most common passwords against the database. And if I happen to choose a dictionary word or left the default passwords on, eventually it will log into the database. And when I go back over here in Flow what happens is it actually detects there's now an ongoing a flow, a flow that's outside of policy that's shown up. And it shows this in yellow. So right alongside the policy, I can visualize all the noncompliant flows. This makes it really easy for me now to make decisions, does this flow should it be part of the policy, should it not? In this particular case, obviously it should not be part of the policy. So let me just switch from monitoring mode to enforcement mode. I'll apply the policy, give it a second to propagate. The flow goes away. And if I go back to my script, you can see now the socket's timing out. I can no longer connect to the database. >> Sunil: Got it. So that's like one click segmentation and play right now? >> Absolutely. It's really, really simple. You can compare it to other products in the space. You can't get simpler than this. >> Got it. Why don't we got back and talk a little bit more about, so that's Flow. It's shipping now in 5.6 obviously. It'll come integrated with Netsil functionality as well as a variety of other enhancements in that next few releases. But Netsil does more than just simple topology discovery, right? >> Absolutely. So Netsil's actually gathering a lot of metrics from your network, from your host, all this goes through a data pipeline. It gets processed over there and then gets captured in a time series database. And then we can slice and dice that in various different ways. It can be used for all kinds of insights. So let's see how our application's behaving. So let me say I want to go into the API layer over here. And I instantly get a variety of metrics on how the application's behaving. I get the most requested endpoints. I get the average latency. It looks reasonably good. I get the average latency of the slowest endpoints. If I was having a performance problem, I would know exactly where to go focus on. Right now, things look very good, so we won't focus on that. But scrolling back up, I notice that we have a fairly high error rate happening. We have like 11.35% of our HTTP requests are generating errors, and that deserves some attention. And if I scroll down again, and I see the top five status codes I'm getting, almost 10% of my requests are generating 500 errors, HTTP 500 errors which are internal server errors. So there's something going on that's wrong with this application. So let's dig a little bit deeper into that. Let me go into my analytics workbench over here. And what I've plotted over here is how my HTTP requests are behaving over time. Let me filter down to just the 500 ones. That will make it easier. And I want the 500s. And I'll also group this by the service tier so that I can see which services are causing the problem. And the better view for this would be a bar graph. Yes, so once I do this, you can see that all the errors, all the 500 errors that we're seeing have been caused by the authentication service. So something's obviously wrong with that part of my application. I can go look at whether Active Directory is misbehaving and so on. So very quickly from a broad problem that I was getting a high HTTP error rate. In fact, usually you will discover there's this customer complaining about a lot of errors happening in your application. You can quickly narrow down to exactly what the cause was. >> Got it. This is what we mean by hyperconvergence of the network which is if you can truly isolate network related problems and associate them with the rest of the hyperconvergence infrastructure, then we've essentially started making real progress towards the next level of hyperconvergence. Anyway, thanks a lot, man. Great job. >> Thanks, man. (audience clapping) >> So to talk about this evolution from invisible infrastructure to invisible data centers is another customer of ours that has embarked on this journey. And you know it's not just using Nutanix but a variety of other tools to actually fulfill sort of like the ambition of a full blown cloud stack within a financial organization. And to talk more about that, let me call Vijay onstage. Come on up, Vijay. (rock music) >> Hey. >> Thank you, sir. So Vijay looks way better in real life than in a picture by the way. >> Except a little bit of gray. >> Unlike me. So tell me a little bit about this cloud initiative. >> Yeah. So we've won the best cloud initiative twice now hosted by Incisive media a large magazine. It's basically they host a bunch of you know various buy side, sell side, and you can submit projects in various categories. So we've won the best cloud twice now, 2015 and 2017. The 2017 award is when you know as part of our private cloud journey we were laying the foundation for our private cloud which is 100% based on hyperconverged infrastructure. So that was that award. And then 2017, we've kind of built on that foundation and built more developer-centric next gen app services like PAS, CAS, SDN, SDS, CICD, et cetera. So we've built a lot of those services on, and the second award was really related to that. >> Got it. And a lot of this was obviously based on an infrastructure strategy with some guiding principles that you guys had about three or four years ago if I remember. >> Yeah, this is a great slide. I use it very often. At the core of our infrastructure strategy is how do we run IT as a business? I talk about this with my teams, they were very familiar with this. That's the mindset that I instill within the teams. The mission, the challenge is the same which is how do we scale infrastructure while reducing total cost of ownership, improving time to market, improving client experience and while we're doing that not lose sight of reliability, stability, and security? That's the mission. Those are some of our guiding principles. Whenever we take on some large technology investments, we take 'em through those lenses. Obviously Nutanix went through those lenses when we invested in you guys many, many years ago. And you guys checked all the boxes. And you know initiatives change year on year, the mission remains the same. And more recently, the last few years, we've been focused on converged platforms, converged teams. We've actually reorganized our teams and aligned them closer to the platforms moving closer to an SRE like concept. >> And then you've built out a full stack now across computer storage, networking, all the way with various use cases in play? >> Yeah, and we're aggressively moving towards PAS, CAS as our method of either developing brand new cloud native applications or even containerizing existing applications. So the stack you know obviously built on Nutanix, SDS for software fine storage, compute and networking we've got SDN turned on. We've got, again, PAS and CAS built on this platform. And then finally, we've hooked our CICD tooling onto this. And again, the big picture was always frictionless infrastructure which we're very close to now. You know 100% of our code deployments into this environment are automated. >> Got it. And so what's the net, net in terms of obviously the business takeaway here? >> Yeah so at Northern we don't do tech for tech. It has to be some business benefits, client benefits. There has to be some outcomes that we measure ourselves against, and these are some great metrics or great ways to look at if we're getting the outcomes from the investments we're making. So for example, infrastructure scale while reducing total cost of ownership. We're very focused on total cost of ownership. We, for example, there was a build team that was very focus on building servers, deploying applications. That team's gone down from I think 40, 45 people to about 15 people as one example, one metric. Another metric for reducing TCO is we've been able to absorb additional capacity without increasing operating expenses. So you're actually building capacity in scale within your operating model. So that's another example. Another example, right here you see on the screen. Faster time to market. We've got various types of applications at any given point that we're deploying. There's a next gen cloud native which go directly on PAS. But then a majority of the applications still need the traditional IS components. The time to market to deploy a complex multi environment, multi data center application, we've taken that down by 60%. So we can deliver server same day, but we can deliver entire environments, you know add it to backup, add it to DNS, and fully compliant within a couple of weeks which is you know something we measure very closely. >> Great job, man. I mean that's a compelling I think results. And in the journey obviously you got promoted a few times. >> Yep. >> All right, congratulations again. >> Thank you. >> Thanks Vijay. >> Hey Vijay, come back here. Actually we forgot our joke. So razzled by his data points there. So you're supposed to wear some shoes, right? >> I know my inner glitch. I was going to wear those sneakers, but I forgot them at the office maybe for the right reasons. But the story behind those florescent sneakers, I see they're focused on my shoes. But I picked those up two years ago at a Next event, and not my style. I took 'em to my office. They've been sitting in my office for the last couple years. >> Who's received shoes like these by the way? I'm sure you guys have received shoes like these. There's some real fans there. >> So again, I'm sure many of you liked them. I had 'em in my office. I've offered it to so many of my engineers. Are you size 11? Do you want these? And they're unclaimed? >> So that's the only feature of Nutanix that you-- >> That's the only thing that hasn't worked, other than that things are going extremely well. >> Good job, man. Thanks a lot. >> Thanks. >> Thanks Vijay. So as we get to the final phase which is obviously as we embark on this multi-cloud journey and the complexity that comes with it which Dheeraj hinted towards in his session. You know we have to take a cautious, thoughtful approach here because we don't want to over set expectations because this will take us five, 10 years to really do a good job like we've done in the first act. And the good news is that the market is also really, really early here. It's just a fact. And so we've taken a tiered approach to it as we'll start the discussion with multi-cloud operations, and we've talked about the stack in the prior session which is about look across new clouds. So it's no longer Nutanix, Dell, Lenova, HP, Cisco as the new quote, unquote platforms. It's Nutanix, Xi, GCP, AWS, Azure as the new platforms. That's how we're designing the fabric going forward. On top of that, you obviously have the hybrid OS both on the data plane side and control plane side. Then what you're seeing with the advent of Calm doing a marketplace and automation as well as Beam doing governance and compliance is the fact that you'll see more and more such capabilities of multi-cloud operations burnt into the platform. And example of that is Calm with the new 5.7 release that they had. Launch supports multiple clouds both inside and outside, but the fundamental premise of Calm in the multi-cloud use case is to enable you to choose the right cloud for the right workload. That's the automation part. On the governance part, and this we kind of went through in the last half an hour with Dheeraj and Vijay on stage is something that's even more, if I can call it, you know first order because you get the provisioning and operations second. The first order is to say look whatever my developers have consumed off public cloud, I just need to first get our arm around to make sure that you know what am I spending, am I secure, and then when I get comfortable, then I am able to actually expand on it. And that's the power of Beam. And both Beam and Calm will be the yin and yang for us in our multi-cloud portfolio. And we'll have new products to complement that down the road, right? But along the way, that's the whole private cloud, public cloud. They're the two ends of the barbell, and over time, and we've been working on Xi for awhile, is this conviction that we've built talking to many customers that there needs to be another type of cloud. And this type of a cloud has to feel like a public cloud. It has to be architected like a public cloud, be consumed like a public cloud, but it needs to be an extension of my data center. It should not require any changes to my tooling. It should not require and changes to my operational infrastructure, and it should not require lift and shift, and that's a super hard problem. And this problem is something that a chunk of our R and D team has been burning the midnight wick on for the last year and a half. Because look this is not about taking our current OS which does a good job of scaling and plopping it into a Equinix or a third party data center and calling it a hybrid cloud. This is about rebuilding things in the OS so that we can deliver a true hybrid cloud, but at the same time, give those functionality back on premises so that even if you don't have a hybrid cloud, if you just have your own data centers, you'll still need new services like DR. And if you think about it, what are we doing? We're building a full blown multi-tenant virtual network designed in a modern way. Think about this SDN 2.0 because we have 10 years worth of looking backwards on how GCP has done it, or how Amazon has done it, and now sort of embodying some of that so that we can actually give it as part of this cloud, but do it in a way that's a seamless extension of the data center, and then at the same time, provide new services that have never been delivered before. Everyone obviously does failover and failback in DR it just takes months to do it. Our goal is to do it in hours or minutes. But even things such as test. Imagine doing a DR test on demand for you business needs in the middle of the day. And that's the real bar that we've set for Xi that we are working towards in early access later this summer with GA later in the year. And to talk more about this, let me invite some of our core architects working on it, Melina and Rajiv. (rock music) Good to see you guys. >> You're messing up the names again. >> Oh Rajiv, Vinny, same thing, man. >> You need to back up your memory from Xi. >> Yeah, we should. Okay, so what are we going to talk about, Vinny? >> Yeah, exactly. So today we're going to talk about how Xi is pushing the envelope and beyond the state of the art as you were saying in the industry. As part of that, there's a whole bunch of things that we have done starting with taking a private cloud, seamlessly extending it to the public cloud, and then creating a hybrid cloud experience with one-click delight. We're going to show that. We've done a whole bunch of engineering work on making sure the operations and the tooling is identical on both sides. When you graduate from a private cloud to a hybrid cloud environment, you don't want the environments to be different. So we've copied the environment for you with zero manual intervention. And finally, building on top of that, we are delivering DR as a service with unprecedented simplicity with one-click failover, one-click failback. We're going to show you one click test today. So Melina, why don't we start with showing how you go from a private cloud, seamlessly extend it to consume Xi. >> Sounds good, thanks Vinny. Right now, you're looking at my Prism interface for my on premises cluster. In one-click, I'm going to be able to extend that to my Xi cloud services account. I'm doing this using my my Nutanix credential and a password manager. >> Vinny: So here as you notice all the Nutanix customers we have today, we have created an account for them in Xi by default. So you don't have to log in somewhere and create an account. It's there by default. >> Melina: And just like that we've gone ahead and extended my data center. But let's go take a look at the Xi side and log in again with my my Nutanix credentials. We'll see what we have over here. We're going to be able to see two availability zones, one for on premises and one for Xi right here. >> Vinny: Yeah as you see, using a log in account that you already knew mynutanix.com and 30 seconds in, you can see that you have a hybrid cloud view already. You have a private cloud availability zone that's your own Prism central data center view, and then a Xi availability zone. >> Sunil: Got it. >> Melina: Exactly. But of course we want to extend my network connection from on premises to my Xi networks as well. So let's take a look at our options there. We have two ways of doing this. Both are one-click experience. With direct connect, you can create a dedicated network connection between both environments, or VPN you can use a public internet and a VPN service. Let's go ahead and enable VPN in this environment. Here we have two options for how we want to enable our VPN. We can bring our own VPN and connect it, or we will deploy a VPN for you on premises. We'll do the option where we deploy the VPN in one-click. >> And this is another small sign or feature that we're building net new as part of Xi, but will be burned into our core Acropolis OS so that we can also be delivering this as a stand alone product for on premises deployment as well, right? So that's one of the other things to note as you guys look at the Xi functionality. The goal is to keep the OS capabilities the same on both sides. So even if I'm building a quote, unquote multi data center cloud, but it's just a private cloud, you'll still get all the benefits of Xi but in house. >> Exactly. And on this second step of the wizard, there's a few inputs around how you want the gateway configured, your VLAN information and routing and protocol configuration details. Let's go ahead and save it. >> Vinny: So right now, you know what's happening is we're taking the private network that our customers have on premises and extending it to a multi-tenant public cloud such that our customers can use their IP addresses, the subnets, and bring their own IP. And that is another step towards making sure the operation and tooling is kept consistent on both sides. >> Melina: Exactly. And just while you guys were talking, the VPN was successfully created on premises. And we can see the details right here. You can track details like the status of the connection, the gateway, as well as bandwidth information right in the same UI. >> Vinny: And networking is just tip of the iceberg of what we've had to work on to make sure that you get a consistent experience on both sides. So Melina, why don't we show some of the other things we've done? >> Melina: Sure, to talk about how we preserve entities from my on-premises to Xi, it's better to use my production environment. And first thing you might notice is the log in screen's a little bit different. But that's because I'm logging in using my ADFS credentials. The first thing we preserved was our users. In production, I'm running AD obviously on-prem. And now we can log in here with the same set of credentials. Let me just refresh this. >> And this is the Active Directory credential that our customers would have. They use it on-premises. And we allow the setting to be set on the Xi cloud services as well, so it's the same set of users that can access both sides. >> Got it. There's always going to be some networking problem onstage. It's meant to happen. >> There you go. >> Just launching it again here. I think it maybe timed out. This is a good sign that we're running on time with this presentation. >> Yeah, yeah, we're running ahead of time. >> Move the demos quicker, then we'll time out. So essentially when you log into Xi, you'll be able to see what are the environment capabilities that we have copied to the Xi environment. So for example, you just saw that the same user is being used to log in. But after the use logs in, you'll be able to see their images, for example, copied to the Xi side. You'll be able to see their policies and categories. You know when you define these policies on premises, you spend a lot of effort and create them. And now when you're extending to the public cloud, you don't want to do it again, right? So we've done a whole lot of syncing mechanisms making sure that the two sides are consistent. >> Got it. And on top of these policies, the next step is to also show capabilities to actually do failover and failback, but also do integrated testing as part of this compatibility. >> So one is you know just the basic job of making the environments consistent on two sides, but then it's also now talking about the data part, and that's what DR is about. So if you have a workload running on premises, we can take the data and replicate it using your policies that we've already synced. Once the data is available on the Xi side, at that point, you have to define a run book. And the run book essentially it's a recovery plan. And that says okay I already have the backups of my VMs in case of disaster. I can take my recovery plan and hit you know either failover or maybe a test. And then my application comes up. First of all, you'll talk about the boot order for your VMs to come up. You'll talk about networking mapping. Like when I'm running on-prem, you're using a particular subnet. You have an option of using the same subnet on the Xi side. >> Melina: There you go. >> What happened? >> Sunil: It's finally working.? >> Melina: Yeah. >> Vinny, you can stop talking. (audience clapping) By the way, this is logging into a live Xi data center. We have two regions West Coat, two data centers East Coast, two data centers. So everything that you're seeing is essentially coming off the mainstream Xi profile. >> Vinny: Melina, why don't we show the recovery plan. That's the most interesting piece here. >> Sure. The recovery plan is set up to help you specify how you want to recover your applications in the event of a failover or a test failover. And it specifies all sorts of details like the boot sequence for the VMs as well as network mappings. Some of the network mappings are things like the production network I have running on premises and how it maps to my production network on Xi or the test network to the test network. What's really cool here though is we're actually automatically creating your subnets on Xi from your on premises subnets. All that's part of the recovery plan. While we're on the screen, take a note of the .100 IP address. That's a floating IP address that I have set up to ensure that I'm going to be able to access my three tier web app that I have protected with this plan after a failover. So I'll be able to access it from the public internet really easily from my phone or check that it's all running. >> Right, so given how we make the environment consistent on both sides, now we're able to create a very simple DR experience including failover in one-click, failback. But we're going to show you test now. So Melina, let's talk about test because that's one of the most common operations you would do. Like some of our customers do it every month. But usually it's very hard. So let's see how the experience looks like in what we built. >> Sure. Test and failover are both one-click experiences as you know and come to expect from Nutanix. You can see it's failing over from my primary location to my recovery location. Now what we're doing right now is we're running a series of validation checks because we want to make sure that you have your network configured properly, and there's other configuration details in place for the test to be successful. Looks like the failover was initiated successfully. Now while that failover's happening though, let's make sure that I'm going to be able to access my three tier web app once it fails over. We'll do that by looking at my network policies that I've configured on my test network. Because I want to access the application from the public internet but only port 80. And if we look here under our policies, you can see I have port 80 open to permit. So that's good. And if I needed to create a new one, I could in one click. But it looks like we're good to go. Let's go back and check the status of my recovery plan. We click in, and what's really cool here is you can actually see the individual tasks as they're being completed from that initial validation test to individual VMs being powered on as part of the recovery plan. >> And to give you guys an idea behind the scenes, the entire recovery plan is actually a set of workflows that are built on Calm's automation engine. So this is an example of where we're taking some of power of workflow and automation that Clam has come to be really strong at and burning that into how we actually operationalize many of these workflows for Xi. >> And so great, while you were explaining that, my three tier web app has restarted here on Xi right in front of you. And you can see here there's a floating IP that I mentioned early that .100 IP address. But let's go ahead and launch the console and make sure the application started up correctly. >> Vinny: Yeah, so that .100 IP address is a floating IP that's a publicly visible IP. So it's listed here, 206.80.146.100. And that's essentially anybody in the audience here can go use your laptop or your cell phone and hit that and start to work. >> Yeah so by the way, just to give you guys an idea while you guys maybe use the IP to kind of hit it, is a real set of VMs that we've just failed over from Nutanix's corporate data center into our West region. >> And this is running live on the Xi cloud. >> Yeah, you guys should all go and vote. I'm a little biased towards Xi, so vote for Xi. But all of them are really good features. >> Scroll up a little bit. Let's see where Xi is. >> Oh Xi's here. I'll scroll down a little bit, but keep the... >> Vinny: Yes. >> Sunil: You guys written a block or something? >> Melina: Oh good, it looks like Xi's winning. >> Sunil: Okay, great job, Melina. Thank you so much. >> Thank you, Melina. >> Melina: Thanks. >> Thank you, great job. Cool and calm under pressure. That's good. So that was Xi. What's something that you know we've been doing around you know in addition to taking say our own extended enterprise public cloud with Xi. You know we do recognize that there are a ton of workloads that are going to be residing on AWS, GCP, Azure. And to sort of really assist in the try and call it transformation of enterprises to choose the right cloud for the right workload. If you guys remember, we actually invested in a tool over last year which became actually quite like one of those products that took off based on you know groundswell movement. Most of you guys started using it. It's essentially extract for VMs. And it was this product that's obviously free. It's a tool. But it enables customers to really save tons of time to actually migrate from legacy environments to Nutanix. So we took that same framework, obviously re-platformed it for the multi-cloud world to kind of solve the problem of migrating from AWS or GCP to Nutanix or vice versa. >> Right, so you know, Sunil as you said, moving from a private cloud to the public cloud is a lift and shift, and it's a hard you know operation. But moving back is not only expensive, it's a very hard problem. None of the cloud vendors provide change block tracking capability. And what that means is when you have to move back from the cloud, you have an extended period of downtime because there's now way of figuring out what's changing while you're moving. So you have to keep it down. So what we've done with our app mobility product is we have made sure that, one, it's extremely simple to move back. Two, that the downtime that you'll have is as small as possible. So let me show you what we've done. >> Got it. >> So here is our app mobility capability. As you can see, on the left hand side we have a source environment and target environment. So I'm calling my AWS environment Asgard. And I can add more environments. It's very simple. I can select AWS and then put in my credentials for AWS. It essentially goes and discovers all the VMs that are running and all the regions that they're running. Target environment, this is my Nutanix environment. I call it Earth. And I can add target environment similarly, IP address and credentials, and we do the rest. Right, okay. Now migration plans. I have Bifrost one as my migration plan, and this is how migration works. First you create a plan and then say start seeding. And what it does is takes a snapshot of what's running in the cloud and starts migrating it to on-prem. Once it is an on-prem and the difference between the two sides is minimal, it says I'm ready to cutover. At that time, you move it. But let me show you how you'd create a new migration plan. So let me name it, Bifrost 2. Okay so what I have to do is select a region, so US West 1, and target Earth as my cluster. This is my storage container there. And very quickly you can see these are the VMs that are running in US West 1 in AWS. I can select SQL server one and two, go to next. Right now it's looking at the target Nutanix environment and seeing it had enough space or not. Once that's good, it gives me an option. And this is the step where it enables the Nutanix service of change block tracking overlaid on top of the cloud. There are two options one is automatic where you'll give us the credentials for your VMs, and we'll inject our capability there. Or manually you could do. You could copy the command either in a windows VM or Linux VM and run it once on the VM. And change block tracking since then in enabled. Everything is seamless after that. Hit next. >> And while Vinny's setting it up, he said a few things there. I don't know if you guys caught it. One of the hardest problems in enabling seamless migration from public cloud to on-prem which makes it harder than the other way around is the fact that public cloud doesn't have things like change block tracking. You can't get delta copies. So one of the core innovations being built in this app mobility product is to provide that overlay capability across multiple clouds. >> Yeah, and the last step here was to select the target network where the VMs will come up on the Nutanix environment, and this is a summary of the migration plan. You can start it or just save it. I'm saving it because it takes time to do the seeding. I have the other plan which I'll actually show the cutover with. Okay so now this is Bifrost 1. It's ready to cutover. We started it four hours ago. And here you can see there's a SQL server 003. Okay, now I would like to show the AWS environment. As you can see, SQL server 003. This VM is actually running in AWS right now. And if you go to the Prism environment, and if my login works, right? So we can go into the virtual machine view, tables, and you see the VM is not there. Okay, so we go back to this, and we can hit cutover. So this is essentially telling our system, okay now it the time. Quiesce the VM running in AWS, take the last bit of changes that you have to the database, ship it to on-prem, and in on-prem now start you know configure the target VM and start bringing it up. So let's go and look at AWS and refresh that screen. And you should see, okay so the SQL server is now stopping. So that means it has quiesced and stopping the VM there. If you go back and look at the migration plan that we had, it says it's completed. So it has actually migrated all the data to the on-prem side. Go here on-prem, you see the production SQL server is running already. I can click launch console, and let's see. The Windows VM is already booting up. >> So essentially what Vinny just showed was a live cutover of an AWS VM to Nutanix on-premises. >> Yeah, and what we have done. (audience clapping) So essentially, this is about making two things possible, making it simple to migrate from cloud to on-prem, and making it painless so that the downtime you have is very minimal. >> Got it, great job, Vinny. I won't forget your name again. So last step. So to really talk about this, one of our favorite partners and customers has been in the cloud environment for a long time. And you know Jason who's the CTO of Cyxtera. And he'll introduce who Cyxtera is. Most of you guys are probably either using their assets or not without knowing their you know the new name. But is someone that was in the cloud before it was called cloud as one of the original founders and technologists behind Terremark, and then later as one of the chief architects of VMware's cloud. And then they started this new company about a year or so ago which I'll let Jason talk about. This journey that he's going to talk about is how a partner, slash customer is working with us to deliver net new transformations around the traditional industry of colo. Okay, to talk more about it, Jason, why don't you come up on stage, man? (rock music) Thank you, sir. All right so Cyxtera obviously a lot of people don't know the name. Maybe just give a 10 second summary of why you're so big already. >> Sure, so Cyxtera was formed, as you said, about a year ago through the acquisition of the CenturyLink data centers. >> Sunil: Which includes Savvis and a whole bunch of other assets. >> Yeah, there's a long history of those data centers, but we have all of them now as well as the software companies owned by Medina capital. So we're like the world's biggest startup now. So we have over 50 data centers around the world, about 3,500 customers, and a portfolio of security and analytics software. >> Sunil: Got it, and so you have this strategy of what we're calling revolutionizing colo deliver a cloud based-- >> Yeah so, colo hasn't really changed a lot in the last 20 years. And to be fair, a lot of what happens in data centers has to have a person physically go and do it. But there are some things that we can simplify and automate. So we want to make things more software driven, so that's what we're doing with the Cyxtera extensible data center or CXD. And to do that, we're deploying software defined networks in our facilities and developing automations so customers can go and provision data center services and the network connectivity through a portal or through REST APIs. >> Got it, and what's different now? I know there's a whole bunch of benefits with the integrated platform that one would not get in the traditional kind of on demand data center environment. >> Sure. So one of the first services we're launching on CXD is compute on demand, and it's powered by Nutanix. And we had to pick an HCI partner to launch with. And we looked at players in the space. And as you mentioned, there's actually a lot of them, more than I thought. And we had a lot of conversations, did a lot of testing in the lab, and Nutanix really stood out as the best choice. You know Nutanix has a lot of focus on things like ease of deployment. So it's very simple for us to automate deploying compute for customers. So we can use foundation APIs to go configure the servers, and then we turn those over to the customer which they can then manage through Prism. And something important to keep in mind here is that you know this isn't a manged service. This isn't infrastructure as a service. The customer has complete control over the Nutanix platform. So we're turning that over to them. It's connected to their network. They're using their IP addresses, you know their tools and processes to operate this. So it was really important for the platform we picked to have a really good self-service story for things like you know lifecycle management. So with one-click upgrade, customers have total control over patches and upgrades. They don't have to call us to do it. You know they can drive that themselves. >> Got it. Any other final words around like what do you see of the partnership going forward? >> Well you know I think this would be a great platform for Xi, so I think we should probably talk about that. >> Yeah, yeah, we should talk about that separately. Thanks a lot, Jason. >> Thanks. >> All right, man. (audience clapping) So as we look at the full journey now between obviously from invisible infrastructure to invisible clouds, you know there is one thing though to take away beyond many updates that we've had so far. And the fact is that everything that I've talked about so far is about completing a full blown true IA stack from all the way from compute to storage, to vitualization, containers to network services, and so forth. But every public cloud, a true cloud in that sense, has a full blown layer of services that's set on top either for traditional workloads or for new workloads, whether it be machine-learning, whether it be big data, you know name it, right? And in the enterprise, if you think about it, many of these services are being provisioned or provided through a bunch of our partners. Like we have partnerships with Cloudera for big data and so forth. But then based on some customer feedback and a lot of attention from what we've seen in the industry go out, just like AWS, and GCP, and Azure, it's time for Nutanix to have an opinionated view of the past stack. It's time for us to kind of move up the stack with our own offering that obviously adds value but provides some of our core competencies in data and takes it to the next level. And it's in that sense that we're actually launching Nutanix Era to simplify one of the hardest problems in enterprise IT and short of saving you from true Oracle licensing, it solves various other Oracle problems which is about truly simplifying databases much like what RDS did on AWS, imagine enterprise RDS on demand where you can provision, lifecycle manage your database with one-click. And to talk about this powerful new functionality, let me invite Bala and John on stage to give you one final demo. (rock music) Good to see you guys. >> Yep, thank you. >> All right, so we've got lots of folks here. They're all anxious to get to the next level. So this demo, really rock it. So what are we going to talk about? We're going to start with say maybe some database provisioning? Do you want to set it up? >> We have one dream, Sunil, one single dream to pass you off, that is what Nutanix is today for IT apps, we want to recreate that magic for devops and get back those weekends and freedom to DBAs. >> Got it. Let's start with, what, provisioning? >> Bala: Yep, John. >> Yeah, we're going to get in provisioning. So provisioning databases inside the enterprise is a significant undertaking that usually involves a myriad of resources and could take days. It doesn't get any easier after that for the longterm maintence with things like upgrades and environment refreshes and so on. Bala and team have been working on this challenge for quite awhile now. So we've architected Nutanix Era to cater to these enterprise use cases and make it one-click like you said. And Bala and I are so excited to finally show this to the world. We think it's actually Nutanix's best kept secrets. >> Got it, all right man, let's take a look at it. >> So we're going to be provisioning a sales database today. It's a four-step workflow. The first part is choosing our database engine. And since it's our sales database, we want it to be highly available. So we'll do a two node rack configuration. From there, it asks us where we want to land this service. We can either land it on an existing service that's already been provisioned, or if we're starting net new or for whatever reason, we can create a new service for it. The key thing here is we're not asking anybody how to do the work, we're asking what work you want done. And the other key thing here is we've architected this concept called profiles. So you tell us how much resources you need as well as what network type you want and what software revision you want. This is actually controlled by the DBAs. So DBAs, and compute administrators, and network administrators, so they can set their standards without having a DBA. >> Sunil: Got it, okay, let's take a look. >> John: So if we go to the next piece here, it's going to personalize their database. The key thing here, again, is that we're not asking you how many data files you want or anything in that regard. So we're going to be provisioning this to Nutanix's best practices. And the key thing there is just like these past services you don't have to read dozens of pages of best practice guides, it just does what's best for the platform. >> Sunil: Got it. And so these are a multitude of provisioning steps that normally one would take I guess hours if not days to provision and Oracle RAC data. >> John: Yeah, across multiple teams too. So if you think about the lifecycle especially if you have onshore and offshore resources, I mean this might even be longer than days. >> Sunil: Got it. And then there are a few steps here, and we'll lead into potentially the Time Machine construct too? >> John: Yeah, so since this is a critical database, we want data protection. So we're going to be delivering that through a feature called Time Machines. We'll leave this at the defaults for now, but the key thing to not here is we've got SLAs that deliver both continuous data protection as well as telescoping checkpoints for historical recovery. >> Sunil: Got it. So that's provisioning. We've kicked off Oracle, what, two node database and so forth? >> John: Yep, two node database. So we've got a handful of tasks that this is going to automate. We'll check back in in a few minutes. >> Got it. Why don't we talk about the other aspects then, Bala, maybe around, one of the things that, you know and I know many of you guys have seen this, is the fact that if you look at database especially Oracle but in general even SQL and so forth is the fact that look if you really simplified it to a developer, it should be as simple as I copy my production database, and I paste it to create my own dev instance. And whenever I need it, I need to obviously do it the opposite way, right? So that was the goal that we set ahead for us to actually deliver this new past service around Era for our customers. So you want to talk a little bit more about it? >> Sure Sunil. If you look at most of the data management functionality, they're pretty much like flavors of copy paste operations on database entities. But the trouble is the seemingly simple, innocuous operations of our daily lives becomes the most dreaded, complex, long running, error prone operations in data center. So we actually planned to tame this complexity and bring consumer grade simplicity to these operations, also make these clones extremely efficient without compromising the quality of service. And the best part is, the customers can enjoy these services not only for databases running on Nutanix, but also for databases running on third party systems. >> Got it. So let's take a look at this functionality of I guess snapshoting, clone and recovery that you've now built into the product. >> Right. So now if you see the core feature of this whole product is something we call Time Machine. Time Machine lets the database administrators actually capture the database tape to the granularity of seconds and also lets them create clones, refresh them to any point in time, and also recover the databases if the databases are running on the same Nutanix platform. Let's take a look at the demo with the Time Machine. So here is our customer relationship database management database which is about 2.3 terabytes. If you see, the Time Machine has been active about four months, and SLA has been set for continuously code revision of 30 days and then slowly tapers off 30 days of daily backup and weekly backups and so on, so forth. On the right hand side, you will see different colors. The green color is pretty much your continuously code revision, what we call them. That lets you to go back to any point in time to the granularity of seconds within those 30 days. And then the discreet code revision lets you go back to any snapshot of the backup that is maintained there kind of stuff. In a way, you see this Time Machine is pretty much like your modern day car with self driving ability. All you need to do is set the goals, and the Time Machine will do whatever is needed to reach up to the goal kind of stuff. >> Sunil: So why don't we quickly do a snapshot? >> Bala: Yeah, some of these times you need to create a snapshot for backup purposes, Time Machine has manual controls. All you need to do is give it a snapshot name. And then you have the ability to actually persist this snapshot data into a third party or object store so that your durability and that global data access requirements are met kind of stuff. So we kick off a snapshot operation. Let's look at what it is doing. If you see what is the snapshot operation that this is going through, there is a step called quiescing the databases. Basically, we're using application-centric APIs, and here it's actually RMAN of Oracle. We are using the RMan of Oracle to quiesce the database and performing application consistent storage snapshots with Nutanix technology. Basically we are fusing application-centric and then Nutanix platform and quiescing it. Just for a data point, if you have to use traditional technology and create a backup for this kind of size, it takes over four to six hours, whereas on Nutanix it's going to be a matter of seconds. So it almost looks like snapshot is done. This is full sensitive backup. You can pretty much use it for database restore kind of stuff. Maybe we'll do a clone demo and see how it goes. >> John: Yeah, let's go check it out. >> Bala: So for clone, again through the simplicity of command Z command, all you need to do is pick the time of your choice maybe around three o'clock in the morning today. >> John: Yeah, let's go with 3:02. >> Bala: 3:02, okay. >> John: Yeah, why not? >> Bala: You select the time, all you need to do is click on the clone. And most of the inputs that are needed for the clone process will be defaulted intelligently by us, right? And you have to make two choices that is where do you want this clone to be created with a brand new VM database server, or do you want to place that in your existing server? So we'll go with a brand new server, and then all you need to do is just give the password for you new clone database, and then clone it kind of stuff. >> Sunil: And this is an example of personalizing the database so a developer can do that. >> Bala: Right. So here is the clone kicking in. And what this is trying to do is actually it's creating a database VM and then registering the database, restoring the snapshot, and then recoding the logs up to three o'clock in the morning like what we just saw that, and then actually giving back the database to the requester kind of stuff. >> Maybe one finally thing, John. Do you want to show us the provision database that we kicked off? >> Yeah, it looks like it just finished a few seconds ago. So you can see all the tasks that we were talking about here before from creating the virtual infrastructure, and provisioning the database infrastructure, and configuring data protection. So I can go access this database now. >> Again, just to highlight this, guys. What we just showed you is an Oracle two node instance provisioned live in a few minutes on Nutanix. And this is something that even in a public cloud when you go to RDS on AWS or anything like that, you still can't provision Oracle RAC by the way, right? But that's what you've seen now, and that's what the power of Nutanix Era is. Okay, all right? >> Thank you. >> Thanks. (audience clapping) >> And one final thing around, obviously when we're building this, it's built as a past service. It's not meant just for operational benefits. And so one of the core design principles has been around being API first. You want to show that a little bit? >> Absolutely, Sunil, this whole product is built on API fist architecture. Pretty much what we have seen today and all the functionality that we've been able to show today, everything is built on Rest APIs, and you can pretty much integrate with service now architecture and give you your devops experience for your customers. We do have a plan for full fledged self-service portal eventually, and then make it as a proper service. >> Got it, great job, Bala. >> Thank you. >> Thanks, John. Good stuff, man. >> Thanks. >> All right. (audience clapping) So with Nutanix Era being this one-click provisioning, lifecycle management powered by APIs, I think what we're going to see is the fact that a lot of the products that we've talked about so far while you know I've talked about things like Calm, Flow, AHV functionality that have all been released in 5.5, 5.6, a bunch of the other stuff are also coming shortly. So I would strongly encourage you guys to kind of space 'em, you know most of these products that we've talked about, in fact, all of the products that we've talked about are going to be in the breakout sessions. We're going to go deep into them in the demos as well as in the pods. So spend some quality time not just on the stuff that's been shipping but also stuff that's coming out. And so one thing to keep in mind to sort of takeaway is that we're doing this all obviously with freedom as the goal. But from the products side, it has to be driven by choice whether the choice is based on platforms, it's based on hypervisors, whether it's based on consumption models and eventually even though we're starting with the management plane, eventually we'll go with the data plane of how do I actually provide a multi-cloud choice as well. And so when we wrap things up, and we look at the five freedoms that Ben talked about. Don't forget the sixth freedom especially after six to seven p.m. where the whole goal as a Nutanix family and extended family make sure we mix it up. Okay, thank you so much, and we'll see you around. (audience clapping) >> PA Announcer: Ladies and gentlemen, this concludes our morning keynote session. Breakouts will begin in 15 minutes. ♪ To do what I want ♪

>> Announcer: Live, from Las Vegas, it's the Cube. Covering I.B.M. Think 2018. Brought to you by I.B.M. >> Welcome back to the Cube. We are live at I.B.M. Think 2018, our inaugural event. I'm Lisa Martin with Dave Vellante. We're joined by another Vegas veteran, as we all are. First time guest to the Cube, Bret Greenstein, the V.P. of Watson I.o.T. Offerings. Bret, welcome to the Cube. >> Thank you very much, exciting to be here. >> This is the inaugural Think 2018 event. >> Yes. >> 40,000 plus attendees, expected over 10 keynotes, lots of cool stuff. Speaking of cool stuff, I.o.T. What is happening in I.o.T. this year? >> Yeah, so we've been here in Vegas several times over the last several years talking about the Internet of Things, but what's really pivoted, what's really changed, is people talking about applied I.o.T. How are they using it to get business outcomes. Something different happening. And I think when we all started with the Internet of Things we talked a lot about, connecting stuff and devices. But really, it was always about the data and the effect that data had on changing business, changing user engagement, changing outcomes. And so here, on stage, you're going to see people talking about how their businesses have been changed, how their customers are changing as a result of I.o.T. >> Yeah so, I've always felt like I.o.T. is the intersection of devices, data, and machine intelligence. >> Bret: Yeah. >> How are those sort of three things coming together and what's the data model look like? >> Data model is every type of data. I think what people really didn't expect was it wasn't just machine data coming off sensors, temperatures, vibrations. It's all this unstructured data coming in from connected things that are everywhere in our lives. So sensors with cameras for example, being able to see. It's not just recorded images, but it's information. Tons of information that you need A.I. systems and other systems to interpret. So we're able to take all that data, structured data, numeric stuff coming off of devices and sensors, but images and sound and vibration. Even emotional content in people's dialogue. All of that is relevant to the Internet of Things. >> What's the conversation like with customers? For example, when we say, what physical assets do we have that we can instrument. >> Bret: Right. >> Parking meters or whatever, okay. >> Bret: Right. >> What physical assets don't we have that we should have? How can we leverage our existing data? What's the conversation like in terms of transformations that are going on? >> I think the conversations have shifted a lot. Over the couple years people were talking about we want to connect our thing, whatever the thing is, whether it's an elevator or car or whatever. We want to connect it, what does that mean? And that's shifted very quickly to customers who are coming in talking about information data and insights and they want to know, what should I do to get more of those insights? So I'm seeing customers now with Chief Data Officers or heads of digital transformation. Totally new roles that didn't exist before. And they're coming in with a data centric view. They're saying, we're going to be a digital business. We need to understand all of these live data about our customers and our things and our business process. Help us do that. And so that's much more than just instrumenting the individual devices now. And I find that conversation is really, really focused on the value of the data. >> What about the industry impact in this context? Do you see, does I.B.M.'s perspective, is I.o.T., it's certainly transformative. >> Bret: Right. >> But is it disruptive or it is sort of the guys with infrastructure are going to evolve to it? Is it more evolutionary, is it more disruptive? How do you see it? >> I think there's room for both. Obviously traditional players are going to instrument their business process. They're bringing in connected cars and all that. But you could also look at those same industries and say there's new players emerging who are coming in with software defined products that are digital by design. And they can come in and suddenly become leaders in their field. I don't think people would've expected companies like Tesla to be so disruptive in automotive, but coming in as electric changes the game without having to build on a hundred years of mechanical design. You're building on some new principles. And now we see some new players coming in to automotive who've never built cars at all before. Like Dyson for example, that recently announced they were working on electric cars. So I think a digital platform, a digital way of thinking, also creates opportunities for new entrance in every market. >> I think automobiles is a great example because it's an industry that hasn't been largely disrupted. But then you use an example of Tesla which is extremely innovative, you could actually pretend disruptions coming out. And you see whole ecosystems form around that. >> Right, right. And I think what was so powerful about the effect they had was it's a software defined product. The software in it is upgraded constantly. Sometimes you buy the car, the next day you get a new feature you didn't even expect. And this is the way we've come to appreciate, experience through mobile and everything else. Software that continues to improve products that get more valuable over time. Not less valuable over time. >> So let's talk about Watson and I.o.T. I'd also love to maybe take a slice on how I.B.M. is helping customers that maybe have been around maybe the flip side of a Tesla. They've been around a long time. How are they leveraging Watson and I.o.T. to transform their businesses? So kind of start with, what's new with Watson and I.o.T. >> Sure, so I mentioned before that there's a whole part of many data types now that previously were very hard to interpret through traditional analytics. But A.I. and machine learning give you the ability to absorb and consume some of that data. Unstructured sound, images, video, vibration, all of that stuff is now able to become part of a business process. So even traditional companies that have been around a long time can start to look at the data coming off of cameras, visual inspection in manufacturing, sound and voice for example. We work with Jefferson Hospital where they brought Watson into patients rooms so you could ask questions like visiting hours, or set the temperature. Put the patients in control of their experience in a hospital. That takes a traditional experience, like a hospital recovery room, and turns it into something A.I. driven, I.o.T. powered and puts the patient at the center. So very big changes can occur when you do that. >> How far do you see us being able to take A.I. in this whole world of I.o.T.? How far should we take it? >> I think we have to start become more appreciative of the power of machine learning to drive outcomes that are not as easily prescribed with code. So all of us, all of our business processes, all of our businesses will be enhanced with A.I. And we shouldn't look at that in any other way as a better tool to understand data in a way that's different than the way you interpret data. And so it wasn't long ago when big data just meant writing an algorithm across large volumes of data. And now we literally have algorithms whose job is to find patterns. Whose job is to understand data from training. And deliver an outcome that you couldn't have prescribed before. And so those type of problems, it just opens up a class of problems we can all solve now that we couldn't before. >> You're seeing a whole set of digital services emerge. The lingua franca is changing. It's sense, hear, see, respond. >> Bret: Right. >> Optimize. >> Right. >> Fix. (chuckles) >> And all that comes from comprehending. So having a system that can look. For example, I have a camera outside the window of my house and every once in a while I feed the images into Watson to see what it sees. When I first did it, it would say truck. But later, as we make Watson better, now it says FedEx truck or U.P.S. truck. It can read the writing, it can see the patterns. Every camera should know what it sees. Whether it's in a car or a home or somewhere else. Because it's much more valuable than just taking a picture and letting a human being interpret it later. So cameras should know what they see. Machines should know what they hear. Machines should tell us when they're about to break based on vibration or sound. And so this is possible with machine learning. >> So you're saying machines actually take on a whole new set of human-like activities. Digital twins is an example. >> Bret: Okay. >> What's your perspective on, let's start there, digital twins? >> Digital twins, for me, represents sort of the evolution of I.o.T. and that it's digitalizing things. And so, a thing that has no connectivity and very few sensors, is just a thing, it's just a box, it's a block. But as you start to put sensors on it and start to understand it's behavior, it's motion, it's vibration, it's location. Any of the mechanisms, the angels, all this stuff. Then you add a virtual representation of that thing. And if you can do that with all the things in your business, you can start to look for patterns. You can start to assess what's working and what's not working. So I think it just represents a true digitization of a business, of a class of objects in your business. >> Does I.o.T. make security a do-over in your opinion? >> No, but it certainly raises the bar. And so, when we all started connecting our computers to the internet, I remember everyone being panicked. It you put a disc in your machine, you might get a virus. Then we connected them to the internet, we all panicked, but the tools evolved and we start to get things that can help detect zero day problems. In the case of I.o.T. we've got these software defined products that are connected. That are inherently vulnerable cause they're in the real world. They can be touched by other things. So it raises the bar in the expectation of monitoring normal behavior for things. Monitoring all kinds of different threats and stuff, So companies like I.B.M. they focus so much on security and security services, we build that right into our platform so we can keep an eye on that. And also, when things occur, be able to push out new software that is protected. So for more updates, keeping the products live and current is a huge security protection. >> Bret, how would you describe the ecosystem. I.B.M.'s point of view on the ecosystem that you've got to form and catalog in order to succeed in I.o.T.? What does that look like? >> Yeah so, there are so many things for people to do in the world of I.o.T. That I.B.M. doesn't prescribe to do all of them, at all. There's certain things that we're really, really good at. We're certainly good at our cloud infrastructure and analytics and the platforms that enable this and deep industry knowledge. But the ability to apply that in businesses, to take on machine learning algorithms and make it work on the thousands of classes of machines in manufacturing, requires a huge partner ecosystem. So we work very openly on contributions to standards and open source. We certainly work with partners to build a lot of value around our stuff. So for example, on stage this week, we have several partners who are going to be up there. One of them is Harmen, who builds all kinds of things that's including info-tainment units in cars and the professional equipment that goes into hotels and buildings. So we work with them to build great innovative value together and they do things that they're experts in and we do what we're experts in. >> So, from an I.o.T. perspective, what are some of the cool things that are here at I.B.M. Think 2018, that those that are attending are going to get to see and feel and touch and smell? >> Well there are some things I can talk about, things that I can't. Tomorrow we have some very exciting announcements coming up. Going to talk a lot more about Watson and I.o.T. coming together, that's all I can say about that. You'll also see physical representations of things. There's a Jaguar Land Rover out here on the floor. To look at where we have contributed significantly to the engineering and the software development inside these kinds of products like J.L.R. So they're going to be up on stage talking about some of the things we're doing together. You'll hear A.B.B. here talking about some of the work we're doing around manufacturing techniques and helping manage wind turbines. So all kinds of really cool, industrial use cases. It's really exciting and I think working in I.o.T. is great because not only do you get to talk about the technology and the analytics and the data, but you actually get to see things. So it makes all of this feel very real when you walk up to and see a thing that's infused with I.o.T. and made better because of I.B.M. >> What inning are we in? >> What's that? >> What inning are we in? >> Oh it's still early, still early. Third inning still, mostly because so much of the market is still working to figure out how to take advantage of the data and the insights about this to transform their business. I think if you thought of the dot com era and how long it took for companies to emerge to be truly digital e-businesses, on demand businesses. The I.o.T. businesses, the A.I. driven businesses of the future, still very early. Some of them, you probably don't even know their names yet. But they're going to be the leaders that's coming. >> Do you think it'll happen faster because there is an internet? Or not so much because of the physical infrastructure that has to get built out? >> The infrastructure is actually not the gate at all. >> Dave: Okay. >> The real gate is the cultural difference of having people who are data driven, data thinkers. Having a leadership role in our clients. If you can think about it, mechanical things have dominated for a hundred years. Software engineers are still not even the most senior people in most of the companies that build physical things. But to have the data scientists, have the data leaders have a strong enough role to define business process. It's really the readiness and maturity of those data leaders. >> Yeah so the culture of a mechanical engineering culture that says "don't touch my things," >> Right. >> I'm not going to let a software engineer come in and mess with it because it works, it's secure, I trust it. >> Right. >> So that's the cultural one of the cultural dimensions. >> It's to look at what the data might mean. Just understand how your users use your things or if you want to understand what they're doing with those things somewhere else. Or even with the value of your insights of your users are and building entirely new ecosystems of the data of I.o.T. >> Alright, so we're in the third inning. We'll say the top of the third. >> Okay. >> But one of the things that you shared with us is that you're excited about is this is about applied I.o.T. To get business outcomes. >> Yes. >> Shared some examples that attendees of the event are going to hear from A.B.B., you mentioned, you mentioned the >> Bret: J.L.R. >> Land Rover that's here. Harman as well. And maybe some best practices for how to advise companies to get through some of those cultural hurdles, we'll say, to start embracing the opportunities that are within the I.o.T. space. >> I think the best thing people could do is to start to really, I'm going to say it again, put value on data science. It doesn't mean everyone has to be a data geek. But it does mean you have to have a certain value on the skills and the insights that come from a data driven business. What does it mean to make decisions in real time based on your customers? For a hundred years when companies shipped a washing machine it went into someone's house and sat for 10 years and they never heard from the person ever again until they bought another one 10 years later. But now when you ship a washing machine, you want people to connect it to the wi-fi. You want to know the features that are used. Suddenly as a manufacturer of things, you have to respect the data coming off those things because they inform you on how to design better. How to deliver better service and value. Which means those engineers who were the experts in washing machines, now have to be the experts in the data of washing machines and the data of their users. So, I would say, focus on the education, the recruitment, the enablement, the empowerment of people who are data centric by nature and who are looking for the transformation of a digital business from a physical business. >> Awesome, Bret thank you so much for stopping by the Cube and sharing your insights. >> You're very welcome. >> Good luck tomorrow with your presentations and we are going to be waiting on the edge of our seats for those lots of I.o.T. announcements. >> Very exciting. >> Very exciting. >> Okay. >> Alright you heard it here. >> Thank you so much. >> You can watch all of our good stuff on thecube.net live, of course, as we are now as well as the interviews that we've already done and those that we'll be doing for the next two days as our coverage continues of I.B.M. Think 2018. Also check out siliconangle.com our media site for all of your real time coverage of this event and others. For Dave Vellante and Bret, two Vegas Veterans, I'm Lisa Martin. Stick around, Dave and I are going to be right back after a short break. (upbeat music)