>> 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

>> Live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Good morning. Welcome to the Cubes coverage. Day three. Odell Technologies, World from Las Vegas. Lisa Martin With student Amanda We're pleased to welcome one of our alumni back to the key. We've got Jay Snyder with us SPP of global alliances, service providers and industries chaebol. Thank >> you so much for having me again. >> Our pleasure. So we have been talking for This is our third day of covering the lots of news, lots of technology conversations We know there's a big global Cartner summit. >> It's been fantastic, actually. >> Abd el Technologies World Thriving partner ecosystem Give us an overview of global alliances and some of the feedback from the last few days of the partners. So >> fantastic. Thank you again for having me. I'll tell you this. The feedback is off the chart eye. Don't even I've lost the ability to find new words to describe how excited are partners seem to be with the messaging that we've had here. But what's been consistent is best l technologies world ever and best global partners. Summer that we've ever had and I think the reason behind that is not just because we've done a great job presenting the content. It's because of the content, right. If you think about the partner ecosystem, it's interesting. We've always worked incredibly well with them and our partners love what we do in the products we make. But our messages have never been perfectly aligned. Think about the messages we have now on the main stage. We have four transformations and delivering outcomes and then we have multi cloud and the multi cloud strategy and then think about what the partners do. They deliver the strategy around designing and defining what a multi cloud architecture is going to look like and or being the providers that actually deliver it. Our messages are perfectly aligned, so they're so excited to see that there now at the epicenter of everything that we go and do, and the fact that I would say probably more exciting is our entire sales force is trained on those messages, understanding those messages and embracing those messages. So they're getting huge lift now from our cellars, as opposed to kind of. I wouldn't say we were never at conflict. But we're Maurin Parallel. And now we're really lock. Step. Well, does that make sense? >> It does, Jay. And and he brought up a really good point, you know? Congratulations. Glad to hear everybody's in lock step. Because I remember we talked about the transformation of the channel. Yeah, and I go back when converge infrastructure first rolled out. They're people. Oh, my gosh. I make millions of dollars racking it, Stacking, shoveling stuff. I need to shift Cloud that there was, you know, at VM wears partner Summit, you know, one of the executive V M. Where you know, every time Amazon winds, you know, we all lose. Sure. So helped us for today. You know, cloud big theme of the message. How Teo his partners fit into those environments. And how have they gotten to over the fear of cloud and to be fully embracing in executing a multi cloud? >> Maybe I should just context to about who my partners are, so that would be helpful. So we representing alliance is the largest global systems integrators. So think about firms like in HCL, Deloitte dating, censure. And I hate to leave anybody out, but there's eighteen of them. And then we represent the clouds of the cloud service provider ecosystem. So a couple of hundred cloud providers that actually do provide manage private clouds off from or public clouds. So they're super excited about the message because they fit in on both ends, right, As I was just describing right there, the ones that are really gonna have to deliver the strategy around what it's going to look like and how they're going to get their customers ask us all the time. Hey, I want to get to the cloud, but they don't really know what it means. So we have to ask them, What do you really trying to accomplish and why? Right, Once we understand that we can engage with these partners, and it's a perfect entree for them to go figure out, articulating design that architecture. And then last time I checked, we're actually not a cloud company, right? We have great products. We have great services. We've rate platforms, but we're not a cloud company, right? We don't provide those types of capabilities. So when you think about being able to leverage >> multi cloud and it started just clever, you're saying you're not a public cloud company because company Private Cloud absolutely se Eun apart >> from Private Cloud, right? But when we want to go off from and create that multi claude environment based on use case now all those partners fit into that play and they have the ability through the capabilities we just announced with Del Technologies clown tow leverage, those hyper scale er's. So where they used to see them as foe. They're now part of the solution, and they can deliver that solution through our new platform that we just brought to market. So again it gets back to we used to fight it. Now we're embracing it and leveraging it and delivered a comprehensive solution. >> So starting Monday, when Michael walked out on stage your hat with Jeff, the message over lying on, of course, with salt from Microsoft was collaboration integration. So really starting to see all the layers of Del technologies and its brands come together in a much more cohesive way than we've seen so far in terms of what the partners are now enabled to deliver. Some of the feedback on that is, do they feel that it's been made more simplified that has been made more streamlined, that it's opening up new market opportunities with, you know, the Del Technologies Cloud and some of the related announcements. >> So So it's a complicated question you're actually asking, because for years the partners have been saying We'd love to view you as a single company, right? That's kind of the missing ingredient to really a lot unlock the full potential. I think the first big piece big mover in this is the Del Technology Cloud platform. It's really the end, Stan, she ation of what Michael's been talking about for the last three years, which is I'm going to bring all this stuff together and create a force in the industry where we compete in the market together, not against one another. So we're seeing that so the partners are ecstatic right there, seeing the best of all the piece parts come together in that platform, and we've told him that's the first step. But we have been working with them for years to provide what I'LL call an umbrella effect across all the different companies to allow them to tap into all those resource is. So in some degree, we've been doing it already. We've been playing that multi cloud game and working cross strategically aligned business to bring those values to life. But now we put our money where our mouth is, and we have simplified the approach with the product and the platform to make it easier for them to go tomorrow. Way to have a little bit. We do have a little bit a ways to go, though. I want to be clear. >> So, yeah, and Jay really good points there because I I one article recently about hybrid cloud cut a lot of history with it and simplifying a piece of the overall puzzle. But as you said, those hyper scales fit into it. Sergeant Dellape, upstate eight of us, a strong partner on VM where you know, Google announcement. You know, just a few weeks ago, those s eyes that air your partner's There are some of the critical pieces because there's a lot of complexity out there and we need key partners to be a help us to do there. You know, the Del of Technology family is a piece of it, but those s eyes air really thie arms and legs that are going to go help all of the customers understand. Try to get their arms around and, you know, hopefully simplify. And what what I said is they need to turn from a bunch of point pieces in the new overall solution. They do that, help me drive innovation and drive by. Visit forward, not trying to manage all of the pieces >> We had talked about it yesterday. I mean, I D c. Says that sixty two percent of customers will have a multi cloud architecture. But for my partner Rico system, it's more interesting. You know that seventy percent of the customers are going to choose a provider to design, architect and manage that infrastructure. So if you think about that seven ten, customers will use one of those global systems integrators and or cloud service writers or, more likely both to deliver on their vision and their outcomes that they need to achieve to change their business models, which is again great for our business. >> How influential are your is your partner ecosystem in terms of some of the announces that we've heard this week? They're out feet on the street there, talking with customers about the challenges that they're having emerging trends. A. M L. What's that sort of center? Just a partner. Feedback loop like that helps Del Technologies, right thruster >> way Run partner advisory boards in each major theater multiple times a year, and these are the exact things we ask them. What tribe trends are you seeing? We map it against our product portfolio in our solutions to identify where there's gaps. Five g's a great example, right? We're looking at where the market's going happen. Have responsibility for a big chunk of our telco vertical as well within the company. So it's a hot topic and, you know, for a while we were. We were honestly lagging in this particular space. If I think back two years ago, we talked Telco, but we didn't walk Telco. We've made a lot of investments over the last two years to build a product business unit specifically around Telco solutions, and I'm proud to say, especially coming out of Mobile World Congress this year that we have arrived. We have incredible products solutions that really are exactly what are partners are looking for and our end user customers looking for. And it's an interesting dynamic because a lot of our partners, our customers. If you think about the telco community that's really gonna embrace and drive five G, we both sell to them and we sell through them. So we love the fact they'LL consume our underlying technology. But more importantly, I love the fact that we can use them as a route to market to expose hundreds thousands of customers to those capabilities in the broader scale. >> Yeah, J that the networking is such a critical component of that service fighter piece. So how much of that solution that you're talking about? Polls in some of the aspects from GM wear, you know, NSX, the SD win. Those pieces seem natural fit to help drive that overall solution. >> Yeah, I would actually tell you that my opinion is probably the first products that we brought to market that were really crossed Company cross collaboration. You know, even before we got to the Del Technologies cloud were exactly what you're talking about. Some of those networking asked it some security assets that vm where has integrated with some of our products server technology to build some integrated telco specific things for the core and the edge, which is really where they're operating specifically around the edge. Fellow cloud is going to be a huge piece of that SD. When we see the telcos, has a huge route to market again for that particular product and as a massive consumer of that particular product, we understand they have to cannibalize some of their own business. But it's the way the markets going. So the answer is yes. We're seeing great integration, great collaboration between our product business unit under cabin, Kevin Shots Camera in Telco and his V M or counterparts. And I think I said his name right there, too. >> Yeah, I had to interview him once, and absolutely nothing I'm getting that right was tough. You know, one of things always at the show is just the feedback that you get from from customers and from from your partners. So gives the mood, you know, Where are they? What are some of, you know, key opportunities, challenges? What? What's top of mind issues for? >> I'm telling you like I can't make this up. The mood is off the chart, right? They've said consistently best sessions ever. I was talking to one particular partner last night. I won't say his name, but he's worked in this industry for thirty years. He's worked for major companies ASAP. Adobe, Microsoft. This is his first time Adele Technologies world working as a partner of ours, he said. Hands down. This is the best partner driven partner content partner event I've ever seen in the industry. So excited about the focus Del Technologies has as a company on our ecosystem and the types of conversations we're having to actually not just sell to us, but sell through us, right? We're really, I think we've really worked hard to view our partners not as customers, but truly as partners. It's all about the business. We build together, not about the business we do together. If that makes sense, right >> well, that trust trusting relationship is absolutely table stakes. It is for an organization. It sounds like you guys have really done a tremendous amount of work in the last few years to get that to the highest level that it's ever been on. >> I would agree. I think we've come a long way from where we were. We have a lot more work to do it .'LL never end, but I'm super excited with what achieved. I think our partners are, too, because the results they're getting are fantastic. I talked about the profitability of our business and their business together, which means what we're selling has value, which is fantastic as well. So it's good to know that we're not just winning in the market, but we're winning with high value, and again it gets back to where this conversation started, which is everyone talking about transformation and outcomes. It's hard to deliver value if you're not delivering an outcome or vice versa, right >> J. One of the areas that I I think your partner's and the solutions that your help bringing to market what would have some good opinion on is this move from kind of the Catholics, the optics model, you know, one of things. We look at the cloud announcements and it's like, Okay, wait, which of these air as a service? Which one of these he's, you know, can I do financing on and which one of these you know are mostly built on hardware? We're just that fit in the overall discussion, and it's what what do you get feedback from your partners and to cultivate that >> users? It's literally in every single conversation we have. So I can't think of a particular partner conversation that doesn't send around a variety of things. One is always our technology. One is our go to market engine and how we can leverage that and the other is commercials. And it's not the price. It's the consumption, right? How are we going to consume your technology, CAF, ex office and everything in between? And that everything in between used to be one or two things. Now it's ten or fifteen things right. The models have got very complex and very dynamic, so it's top of mind. And the beautiful thing is, you know, a few years ago the only way to get a consumption model on as a service model. It was through my partner Rico system. Now Dell's done a good job to catch up to some degree. But to truly deliver what a lot of the customers air accident for, which is pure op X, no caf X pays you grow. Models were still leveraging heavily our partner ecosystem to Babel. Deliver that, and the challenge for us is to be able to keep up with them, right? They're moving at such a rapid pace and the dynamics of those models Archangel. We have to evolve too quickly to be able to offer what our competitors aire doing. I'm excited to say, so far, so good, but we're doing a great job of that. But I would I would agree with you, right? The commercial model, The consumption models are top of mind, and every conversation had to today right on how we're going to structure these things. And it's really exciting, right? Because when we do it right, it tends to be not only great for Dell and great for the partner, but great for the customer. So it really is. It's the classic win win win. >> Are you know, one of the things that it seems that Dell has been technologies working to Dio for awhile now has become this sort of one stop shop for all things partners. Are they looking to have that single trusted source Do they appreciate now that they've got that, that they can really go today l technologies and enable their customers and your customers to transform security work for us? We heard a lot about work first. Urination, >> very common, >> are they now seeing Dallas? This Hey, this is this really a one stop shop. We can actually deliver everything that our customers are looking for. >> They're definitely seeing because we're telling it to him all the time, right? But yes, the answers without question, I think one of the big drivers for our business has been the ability to aggregate the breath of Del Technologies and bring the full portfolio to beer to them. I'd love to see them all standardised on us exclusively. That's my job, right? That's what we do. We try to eliminate white space and own all marketshare. We'LL never get there one hundred percent. But we've seen, you know, we look out of right of metrics in our business. We look at revenue, growth, probability, growth way. Also, look at white space, which is what you're talking about. Have we consume the white space where competitors used to be with inside our partners, and we've seen massive growth there in the last two years significant growth across the board. And the reason is because of what you just described. We now have an economies of scale advantage in a breath of portfolio advantage where it just makes sense for them to bet on us to get what they need, right, whether it's a pivotal capability or of'em were capability or Bhumi capability. When we have that, everybody pointed in the same direction. This story is just so much more powerful and there, and I'm not going to say they're buying it. They're believing it and they're seeing it in the field. So again, I talked about it earlier. If weaken transact at that level at Adele Technologies level, it means more value to our partners. But ultimately they can provide more value to their customers. So they're more profitable or customers get better solutions. So yes, yes, and yes, >> everybody went well. Jay, thank you so much for joining student May assuring the tremendous momentum that you guys have achieved. We look forward to hearing next year. >> I do to >> even better news will be Thanks. Thank you again for joining us. >> Thanks for having me. >> Great to meet you. Thanks, Tio for student a man. I'm Lisa Martin. You're watching us on the Cube. Live from jail technology World twenty nineteen day three of the cubes to set coverage continues after this

>> live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Welcome back to Deal Technologies, World twenty nineteen. I'm stupid and my co host Dave Volante. Two sets, three days wall to wall coverage. Everything going on in Del Technologies really happen? A. Welcome back to the program. Same grow Cotton. Who's the senior vice president of product marketing at Delhi Emcee Sam so much that >> I am psyched to be here. I'm so excited. >> So you know you know, David, I will talk. You know, we come to these shows and back in the M C World days. It was like, Okay, let's walk through this massive portfolio and all the different areas. Last year we talked. There's a lot of simplification going on on DH Boy. This year it felt like, you know, massive infusion of cloud and talked to a lot of your team about how what's really happening now. It's not cloud walking. We're well past that. You know, Emcee and Dell both, you know, road through a lot of that today. But, you know, take us inside the keynote, putting these things together, and it's still quite a massive portfolio. >> It is, it is, and I get the honor of being the kind of the marketing front for the entire Delhi in C portfolio. So whether it's stored server networking, data protection and now hyper convert conversion now cloud our newest member of kind of the family, so to speak, Um, I get the opportunity kind of represent that which the earlier point creates a challenge as well, because it's such a broad portfolio of technology. So any time we get the opportunity to come. Teo Adult Technologies World of'em world rather a big event. We want to make sure we we shined the brightest light on the products that air >> both >> new and innovative, as walls continue to grow at a high rate. >> Alright, So Sam challenge. I wonder if I'm seeing a little bit of trend in there. So year ago, power Max was unveiled. We talk to the data protection team. It's power. Protect the the networking stuff got re branded with power and they've got the shirt with the lift switch power switch on there. So, you know, am I sensing a trend? Here is the When we simplify the portfolio. Power is the brand that lives up there. Are you the father of power? >> I am. To some degree. Yes, it was. It was kind of the genesis of an idea that we built on the original power edge brand which predate predated my arrival here. But we do. Look, we look, we look at the portfolio from a strategic lens and we're looking at the various different solutions we have across all the storage high end, mid range on structured as to the server product lines. Now, we powered up the data protection with power. Protect your point. Power switch is now on. So we turned. That went on, and we will continue to power up the rest of portfolio. So you're definitely on to something. There is a trend here, multiple points on that trend line. And I think you should be excited to know there's a lot more to come there too. >> So what? People talk about large portfolios. There was talk about integration and sort of threads across the architecture that maybe brings them together from a marketing standpoint and messaging standpoint. What are some of those threads that you're weaving through the portfolio, >> right? So one of the unique opportunities we have with such a broad portfolios, we want to make sure we have very strong, hard hitting product messaging. So of course, you've got the typical storage and data protection server messaging that talk about the he customer dynamics and trends that are going on at the individual product level. Now, what's what's newer this year and what you'LL start to see? More of us. We go for it is right now taking that product approach now, going vertical with that, talking about solutions and workloads and applications. So the big opportunity we have. And you saw that with the introduction of Del Technology Cloud as well as the Del Technologies Unified workspace, because we're now telling a broader solution story that includes, frankly, many products within delancy and many products across the broader del technology family that provide more of a business outcome solution, outcome discussion for our customers, complimenting the strong kind of individual piece part discussions which we have >> you and Sam, you know, we've looked at some of those solutions for a number of years, you know, VM wear and pivotal, and the storage products have been put together for a lot. Something I saw more than ever is you know, they're they're baked together. If you know VCF on top of it, the whole SPDC snack, you know, big day. One key note was a lot about the talk of, you know the better. Together as the pieces gives a little bit of insight, as you know how closely you know Del and the other logo's on the banner are working together. >> Yeah, if you think about over the last few years, Better together has been a big focus of ours is, especially as we've come together as one large company. But I would say we lived in the same neighborhood, you know. Now we live in the same house and and it's it's about how do we have the best integration between one product line or one room of the house with our neighboring room of the house for another product line? And you've seen that most recently with VX rail with the V C and technology and the delicacy of a structure. But now you're seeing it even broader than that. Del Technology Cloud is my favorite one to talk about, of course, and that is that bringing together the VM where Cloud Foundation suite of software This amazing set of software combined with this market leading segment leading delicacy infrastructure to provide that end and Turkey on premise Hybrid cloud which now could goto azure or Amazon >> Dave gives a whole another meaning to the noisy neighbor problem like >> All right, I'm gonna ask you So when you were >> living, it's a fun house. It's a very fun house. >> So when you were with Isil on, you had a relationship obviously with GM, where you got the S d. K. And you would do it then because you get acquired by CMC. VM wears sort of a sister company. Um law. Oftentimes the emcee would argue, Well, our integration is better than net APS or whoever else is. And, you know, maybe it was. Maybe it wasn't fine compete. But today there seems to be a conscious effort to really drive integration across the portfolio using VM. Where is the linchpin? I wonder if you could talk about that in terms of the strategy and what it means in terms of product marketing. >> Yeah, so it really depends on the case or work loader solution. Certainly in the cloud, I think, Dave, you're dead. On the VM are Virtual Cloud Foundation suite is the linchpin is the operating hub for our hybrid crowd saggy sitting on top of our infrastructure? So So that is absolutely the case. But if you look at other solutions there, maybe there's another member of this extended family that should be the point, or should be the lead of of kind of charge into a specific work. Hillary's case. We'LL evaluate those on a case by case basis. I think the important thing, though, is the strategy stops start from the top with Patton Jeff really working with both of'Em were and l N c teams. It is super clear the prioritization, the focus in the alignment to go build these combined solutions Together, we may not have had that alignment in the past, So if you look back historically, way probably didn't execute a CZ well or as fast as we wanted were now operating in absolute alignment and synchronization on the strategy, which makes it really easy for the teams to operate. Whether it's a marketing team, an engineering team, a services team, we're absolutely in locks >> up fascinated by this. Why? What's changed? What is it that Dell has brought to this culture that has enabled that catalyzed that? >> I think, you know, starting at the top with Michael, but certainly patent. Jeff spent the time, I think, Jeff, over a year and a half ago, they sat down and said, Here are key strategic tenants. Here's what we need to go do as better Together, we think we can move faster in the market. We aligned on those priorities, and we execute on those every single day. So I think that day one alignment has really helped to make the change >> very, very quick. Sounds >> so simple. But if if the assumptions that they make it the top don't pan out, then you have to pivot and you see it all the time in the tech business. All right, We're going to take that hill. Okay, Right. Way took that hill, but nobody's buying that hill. So now we got to go over here and we gotta Is Johnston shifting? Yeah. So is that the secret sauce? At least part of it is that they got it right early on. Fast course correction. >> Yeah, So I think the hero example that we've had the most run time with is the VX rail, which I definitely think we've hit a grand slam right with that one. Now we're trying to replicate that. Any more complex solution is something that's not just in an appliance. It's more broader. It's more strategic. You're now extending into, uh, partners like public cloud players, so it's much more. It's very, very important to have a plan have a strategy aligned to that execute. But by no means are we heads down and just going to take the hill if if the environment changes if the facts change. Jeff Pat the extended teams we constantly reevaluate and way were nimble and agile. We'LL shift if we have to. >> So, Sam, we've spent a lot of time digging in with the storage team here. I went through three Expo Hall, lots of gear you can touch, let two demos you can do. There's some people you know, went to the keynote, and they're like, Oh my gosh, this is not M c world. There's not that much storage. It kind of got glossed over when you talk about cloud and converged in all these things, they're talking about how you balance that internally and from out from a messaging standpoint, you know, Where is the message in the state of storage? You know, today in twenty nineteen? >> Yes. Oh, So yesterday we really focused on the Del technology solutions. Don't that cloud they'LL take unified workspace. Today's Kino we really pivoted back to the infrastructure conversation. This is where you saw the new enhancements with the unity x t. The ice salon continued to advance data protection with the new power protect announcements. So I would say day to probably felt more familiar for the traditional end SeaWorld teams. We had great demos showcasing The new capabilities were able tio have great customer examples how they're taking advantage of these capabilities. But with a portfolio so broad at Delta at the Del technologies level, never mind the deli in sea level, you have to pick and choose. And how you message to your customers, your partners to all of you. Of course. Well, so what? We're trying to kind of a line a solution story that's then complimented by great best of breed individual piece parts. And I think he saw that balance over day one and Day two today. How >> do >> you measure your success from A from a marketing standpoint? I mean, is it just revenue? I mean that, obviously one, but it's removed. But I mean, what other metrics do you use to sort of inform your strategy? >> Yes. Oh, again, I I had the pleasure of working both for Jeff Clark and Ellison do so. I actually have two bosses, which is a lot of fun, at times, literally. Seriously. Report dual report to both them. And what's great about that is there is no air gap between the marketing accountability, the marketing goals and objectives with the business within De Liam Si eso look, the ultimate factor that we look at in additional revenue, its market share. Are we competing in the markets that we select to compete in? And are we taking share? We've had a great last day, uh, great run over last year and a half on that front. So that goal is the same goal that we drive within marketing. Yes, there's things like share, voice and pipeline. You know, traditional marketing factors that we count within marketing to evaluate how things are working but were absolutely focused on the on ly goal. No legal that matters is hitting the plan hidden in the revenue growth and taking chair from our >> competitive. And so the cheese market share, I presume. Use I d see data as least in part. Maybe, maybe garden data. It's a combination of Yes. Okay, how's the market data? Because markets so huge we heard today with Pat Kelsey was talking today about two trillion dollar market, you know, And I say to myself, Well, how do you even measure? You know, the various segments in such a big market where there's been such consolidation, But what have you found in terms of the consistency and the accuracy, the data in terms of how it's translated to mean? Ultimately you can you can tell by your revenue growth, comparing it to others, revenue growth. So there's that measure, but is it pretty much stable and you're able tto? Is >> it reasonably predictable? You know, I won't get into the specifics, but we have a very detailed process on how we measure our success or not way Do use various resource is in terms of I. D. C and others to kind of measure in judge how the market's going. I would say it's an input. It's not the exact science that we would certainly certainly follow, but to your earlier discussion on Do things change? Obviously, market predictions, if I ever tell you three years from now with the market, is you know I would be a genius and Nostra Thomas and I would be predicting a lot of other things. It changes constantly. What we do know is the overall market is growing very quickly. It's in an unpredictable state of growth because of the amount of data that is growing. We think from a deli in C infrastructure standpoint, there is going to require a lot more infrastructure. So we feel very good about where the market is going in our role within this data era that we talked about today. But whether it's us or the market predictors, everybody is constantly adjusting because you just don't know >> what you have. Other sources you have obviously the channel you have. You you talk to customers. I mean, okay, Tom suite was selling us. That, I think is I. D. C. Was saying that it is going to grow it spendings and go to ex uh GDP, which I'm intrigued by on I believe it. I just Historically, it's such a big market. It's been aligned with GDP, but it does feel like it's it's accelerating faster. >> Look at the gross. I mean, look at that. The tech trends five g The emergence of the eye ot Internet of things at the edge Thie advancements within the modernizing of infrastructure. The move Teo hyper converge these new cloud solutions as we look to provide a non Prem cloud. You look at the public, Claude vendors are now have taken notice and said, Hey, you know what? It's not all one way or the other way. We've got to get into that game as well. So you're seeing a tremendous amount of growth, a tremendous amount of opportunity. At the end of the day, how are we helping our customers digitally transform is our goal in our mission, and I think we've got a great track record doing that in the >> world. Nothing in your size, a little bit of growth. There's a lot of >> cash, Sam, I don't want to give you the final word. You talk about the digital transformation. Give us a little bit of insight to the customers you're talking about. Where they are in their journeys has come the biggest challenges and opportunities that they're facing today. >> Look, we've been talking about digital digital transformation for a few years now. I would say we're still in the early innings. You certainly have a lot more customers that are taking advantage of digital transformation in typically lines of business, but not necessarily wholesale transformation. So I would say we're seeing a lot more customers seeing a lot more success in line of business conversion to digitally transform. But the next wave a transformation is hold hold, wholesale business transformation. You got a few highlights here and there. But for companies that are not born in this world that are more of a traditional business, it's the early early innings. So I think it's crazy, tremendous opportunity for everyone. Alright, >> well, Sam, first off, congratulations. We know it's not just the event, but all the different pieces that come through take more than a year for all these pieces together. So congratulations so >> much that they love the partnership. Looking forward to seeing you guys at the next big event. >> All right, for David, Dante, I'm Stew Minutemen. Be back with more coverage here from Del Technologies, World twenty nineteen in Las Vegas. Thank you for watching the cue.