>> Boston, Massachusetts. It's the queue covering W T G transformed 2019 Accio by Winslow Technology Group. >> Hi, I'm Stew Minutemen And this is the Cubes. Third year at W. T. G. Transform 2019 which is the Window Technologies Group, Their user conference. Longtime compelling customer, of course. Compelling, bought by Del del Body M. C. So it's now the deli emcee user event and to help me kick off a day of content where we're gonna be talking. Toa some of the W T G executive some of their customers and some of their partners is first time guests on the program. Joe Batista, Who's a Creek and easy chief creative, apologised at Del Technologies. Joe Appreciate you making it all the way in from the suburbs to come here to downtown Boston in the shadow of Fenway. >> It was a long haul this morning with no traffic of 5 30 35 minutes in. >> Yeah, a Zeiss safe for the people. Adele. It's about the distant from Boston Towe where we live as it is to go from Austin to Round Rock. So >> there we go, >> you know, similar types of things. So I have to start create apologised. A song. You know, I did a little bit of reading and, you know, having watched Aquino, it's, you know, sparking that creativity. So I love the idea of it. You've had this title for quite a while since before you Riddell just give us a little bit about background of you know what you do, and you know why you're qualified to do it. >> Well, it was quite a fight. It's a fun brand, but literally. It sits at the nexus of business and technology, and my job's simply is to help it re image the business, because now every company's a technology company. So what does that look like? So I get involved Also, it's a really cool problems, opportunities that customers are facing by re imaging it >> well, it's funny that you say re image, because when I did my history, the oldest thing I found some article from the nineties talking about somebody from Polaroid that that title and I was actually talking to some of the young people in the office there, like everybody's using Polaroids. There's these days, it's cool. It's true. They're doing it. So what's old is new again. You know everything come back together. So luckily, you know our industry. I mean, nothing changes, right? You know, it's the same now as it was 10 years ago, 100 years ago. You know, I'll just go into the factory and pumping things out now. >> Still, you know, I've been a referee a long time, and in the old days we had swim lengths, right? You know, you thought about certain vendors. They were in swim lanes. Now, today, with the influx of cash, as I was talking about, and the level of it of even innovation cycle time and how the industry's become more fragmented with lots of products, the complexity index has increased exponentially, and the velocity around that complexity is even more accelerate. So, no, it hasn't gotten easier. It's gotten more difficult. >> Yeah, fascinating. Actually. I just heard a segment on our national public radio station here in Boston talking about that. One of the biggest changes and how people think over the last few decades is we're better at recognizing patterns. Used to be, we could be an expert on something and do our thing, you know. We know the old trope is well, you know. My grandfather, you know, worked at a company for 30 years and did his same thing today. Things are changing constantly. You know, we didn't have, you know, the power of a supercomputer in our pocket, you know, 10 years ago, you know, let alone even older. So, you know, this is a user conference. So you know what air they did do. I mean, if if I understand, if I'm, you know, making a decision today for my business. And oftentimes that decision is something I need to live with for a while. How do I make sure that I'm making the right decisions That's going to keep me, you know, you know, keeping up with the competition and keeping my business moving forward as things constantly change. >> Yeah. So there is no easy answer to that question. There's a couple of thoughts and hasn't said in the presentation. You gotta look at these vectors that impacted trajectory of the thinking. And I love the Peter Drucker coat. Right. If he using yesterday's logic probably gonna get in trouble, you have to rethink the logic. In the example I gave you was the high jumper and how we did high jumping before and after 1960. So? So the question becomes one of those vectors, and I went through some of those vectors to help people think about, Okay, I do. My analysis on technology, that's all good. And, uh, tell technology you got a huge portfolio of technology. But how do you think about the perimeter? About how those things change over depreciation cycle. So is trying to add a little bit more color in there, thought processes. And I got a lot of post questions afterwards and a lot of engagements. So it seemed to resonate with the field. And I'll tell you what. The thing that they like the most was the business conversation off. They're like, you know, we don't do that enough. >> Yeah, right. I mean, you know, when we look at the successful companies today, it is not, You know, we've been talking for years, you know? Does it matter? Is it just a cost center? And it needs to be if it isn't helping the business drive forward and responding to what the business needs, uh, you know, could be replaced. That's where we got. Shadow it. It's It can't be the nowhere the slow needs to be. When the business says we need to go, you know, get on board and drive. I love one of the analogies you used is, you know, in this world of complexity, there's so many things out there, You know, when I've worked with, you know, enterprises and small cos you look at their environments and it's like, Oh my God, it's this Hedorah genius mess, you know? How do we standardize things? How do we make things easier? You had a fun little analogy talking about space. Maybe, maybe. >> Okay, that was good. I always try to use visuals as much as possible. So high, high, high light with challenges. So the challenge was, Oh, actually have it in my pocket. So they pulled this out and basically what it is. If you look at the international space shuttle, that's the only thing that they need to fix anything on Specialist 7/16 inch socket or the millimeter version of it. I can't read. Excited my glasses on to fix anything. So imagine if I had one tool to fix anything that's Nirvana. That's not reality. I have to fatigue. So I need to get to that simplicity. Its glasses law remember, every 25% increase in function shin is 100% increase in complexity. And that's public enemy number one for us. >> All right, so So you hopped on board the Dell family relatively recently, when most people think, Adele, it's well, you know, Delpy sees, you know, talk to my you know, my parents. They're like they know Dell computers. They've used them forever. You're talking most people, you know, Del servant. Like you talked a lot about your presentation software is eating the world. Give give us how you know where Del fits in that software was eating the world picture. >> Well, what I can tell you, though, is I was absolutely amazed when I did my due diligence about all the innovation that happens in this company. Phenomenal not only about the hardware but the soft. And I think actually, Jeff said it best. I think we have more software engineers now that we have heart hardware engineers. So the pivots there, we're pivoting our talent, the software, but it's the innovation that's in this company. And I think I kind of rattled off a couple of statistics by how much we spend the quantity of I p that we have. And I think customers are amazed at that innovation. But the supercharger on is okay. How does the innovation apply to the business mechanics of the company? And what value do you extract from it? And that's where the whole language and conversation usually happens with us. I will tell you, though, I'm really excited that Del Technologies kind of doubling down on business outcomes. They're really trying to change the culture and helping customers understand what the technology >> means. Yeah, one of things that struck me. I've been to this event now for a couple of years, and, you know, there's a lot of product discussion here, you know, when you get down to the channel, it's like, Okay, great. You know, I'm doing a server refresh. I'm looking to things like hyper convert, you know? What am I doing in my network? You know, when you up level things a little bit, You know, when I went to del World, it's like, you know, we hear about the venture, you know, activity that's happening around and things like coyote coming down the pipe. But How does that trickle down to the customers? That talking event here? It's great to talk about innovation, but, you know, I got to run my business. You know what? You know. Where does Del fit in that picture >> for you? Got it? Well, it's a custom you got to do both, right? So this has got to be a shift, because now I have to think differently, right? I know how to do feature analysis and benefit analysis of a point in time product, but what's the periphery of activities that inspecting, impacting that decision? Does that architectures scale? What are the economics around that? So you need to think about all those things. And I think it's just a journey for not only us as a vendor, but also for customers as well. >> Okay, so you're relatively new in today. L I want to ask you You gave a great quote in your presentation from from Jack Welch. Er said if the rate of change outside the company is greater than inside the company, the end is near. >> I would say the post. >> So, you know, explain to us the pace of change inside of del technologies. >> Well, you know, that's That's a That's a big question. I mean, piece of change varies by organization by business unit I really can't comment on your individual business units, but I will say, though there's a definite desire toe. Understand? We're customers interested. He is there. So what's the customer trying to dio? And then how do we satisfy the customer request? It's a matter of fact. I don't know if you know this and it was amazing because that's what the customer the other day, you know, Stevie Awards. Which a customer satisfaction, which we double down on customer satisfaction. We have a customer chief customer officer was Karen, and we just won 15 Stevie Awards, which is about customer satisfaction. So I think there's a slow shift, but there's a real focus on customer Central City. For us, the velocity will get there. But if you put the customer at the center like we do, that's a winning strategy. >> Yeah, well, yeah, we know Karen Kim does quite well, you know, culture and working with customers. You know, quite dio you talked about the portfolio of companies and l We know Del Bhumi quite well. We've done their event in the team were well, and you know, VM wears no slouch in the industry. I've had one of the pleasures of my careers. You know, I started working with him. Where when they were, like, 100 person company. No, watch them grow and pack. El Singer, I think was just named like the number one number two, you know, CEO work for employees by employees from glass doors. So, you know No, no slouch on the the venture family. So congratulations, toe Dale family on all that. >> Thank you very much are exciting. >> Joe Batista. Thank you so much for joining me here at the W T. G. Transformed 2019. Pleasure to catch up with you. Appreciate the opportunity. All right, so we're here with customers, the executives, and digging into all the industry trends. Of course. Check out the cute dot net for where we will be. And, uh, I think it was always 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. >> Welcome on board technologies World. Lisa Martin with Rebecca Night for the first time hosting together. And I have to say this is probably one of my favorite times of del technologies world because we have dogs on the Cube joining us for Michael Angel Pause. We've got Alicia Halloran. She's back. She's a Q. Pietro's here last year. Your Fallen here, Here's OD and Gracie and holding Creasy is Denise Michael's Cox Global Experiential marketing from Del Technologies. Tony's Thank you for joining us as well. Certainly a lot of female power. You right out. He's just letting a male hanging out. Alicia, it's so good to have you back Way have enjoyed being having our set Next. Tio Michael's age. Applause again. This year. It's so great to hear barking. Yeah, when you're talking about, I think I'm at home so true. Talk to us a little bit about Michael's Angel. Pause your experience as a volunteer out. Yeah, D'Oh well, first of all, Michael Angel paused >> is was a static to nonprofit established in Las Vegas, and they have three main programs. They have a community dog program, which really strengthens the bonds between people and their animals. And they have a therapy dog program, which is what these lovelies air part of, and we just love to bring joy and delight everywhere we go. And then they also have a service dog training, which allows people with autism or with their mobility issues or any kind of medical alert. So that's the main process of what Michael Angel paused does way air volunteers with them. We have loved being volunteers with them. Uh, OD is blind, and we managed to get him through the therapy dog program, and we love to come to conferences and just really help people feel better. And Gracie, of course, is just a little beauties. So, >> yeah, so Denise, tell me a little bit about why Dell has partnered with this with this organ, which is a great organization. And why might people need to feel better when they're out of touch? Honor. That's been may be related to this morning's kid note address with the anxiety, sometimes technology way. You do like >> to say we think of everything for Del Technologies world. So what is one more thing? How to surprise and delight our costumers? Air attendees here. And also it's really important for us as Del Technologies to give back to the community. And so it's a great opportunity to give back to great organization like Michael's Angels. Pause and surprise and delight our guests with the with several dogs to pet. Because you know, when you go to a conference when you travel, you miss your pets a lot. A lot of people miss their dogs, and so we're here for them to get a dog fix or maybe just come in for a few minutes. Distress. Er, jetsam dogs come out happy. Everyone who walks in, walks in, smiling and walks out, smiling bigger. So it's a great place. Tio work here, too. >> We were hearing last year that Michael Age, a PAS exhibit exhibit, was one of the most popular places for Get fourteen fifteen thousand people to congregate. Ru. Do you experience the same thing this year? Yes, >> definitely, definitely didn't really. It's been really busy, like these little ebbs and flows like you just catch a breath and then twenty five people are there and they're all like, Oh, it's so great. It's so great to see people relax and be able to kind of sit down and take a breath, which I think is really hard in a conference like this. >> It is, and it's also STD. So you mentioned it's nice to recognize that they're all people. They all have families, a lot of them, whether their pet owners or not. It's just a nice way to just sort of get back to reality, maybe come down from the cloud right on and actually have a little bit of something that just brings a just a smile to your heart. Yes, >> bring some joy even without technology. >> So we know the humans love it. But here, the Toups, how are they doing? Because, as you said, they usually you're going toe spills There. You told each home write and write and how are they handling? They >> handle it. Amazingly, they love to come. You know, the energy is very, very different, so they can be a little bit more rambunctious. They could move a little bit more because they're not working with somebody that is in hospice or you know has an illness. So it's people who are exactly feeling sad that they don't have their animals with them, and they get to get cuddled and squeezed and they love it. So it's a wonderful experience for them. They love to do it. She kind of looks a little sleepy, but that's kind of her way of being like >> he's himself. You're >> yeah, Just loves it. What is some of the reactions elation that you've experience out in the field like, for example, in the hospital or a hospice organization or in firemen's Yeah, that you see patients. Oh, yeah, they light owns, >> they light up. I mean, when you go to a hospital, people are in a hospital, and so everything is very regimented, their way woken up in the middle of the night to do whatever needs to be done. And people are kind of like talking about them, but not actually to them, and that animals don't differentiate there just like we want to sit with you, and that's what we're going to do. We're just going to sit with you, so it gives them a moment to just relax again and not have to think about. When's the next blood draw? When's the next thing that's gonna happen? So it's a really wonderful, relaxing experience for them. It's it's it's and and the joy that it brings. And I think there's a lot of healing in that that when your feel good, you feel good, you have the ability to heal better. And so I think therapy dogs are so important in a in a hospital environment, and >> this is a two step sort of certification program. They become a therapy dog first, and then they would become a service dog. Or can they go into a hospital as a therapy dog to >> go in as a therapy dog? Yes, so that's That's the work that these guys do service dogs or more about if you have something on illness, or that you have some mobility issues that you need balance or you need if you have PTSD that you need to have a dog with you all the time just to kind of keep you keep you together, which I think everybody understands that it feels good to have an animal with you. So these guys are therapy dogs, which is not the service dogs. >> Got it? Yeah. >> Denise, this is your baby. This thing, The show. Congratulations. It was a great show. Fifteen thousand attendees. Eso money partners. So money. A lot of great energy and a great vibe. Can you just talk a little bit? About what? This year's event This this dull world technologies has meant to you. This has >> been a great event every year. It's a great about. But this year, Thea Energy is even higher, so positive it's always really positive. Be here anyway. And so many more people this year, too. It's just a constant Gogo energy all the time. And it's It's wonderful. It's so fun. I love being part of the organization and proud to be able to say that I helped and some a little bit put this together. And so I'm just happy to be here and proud to be a part of Del Technologies to >> Denise before we let you go and get some well deserved. This's also a charity and philanthropy that's close, and Michael Dell's Hart Can you explain a little bit about that? And how he helps veterans in this way? >> Well, how Michael helps veterans or Michael's Angels pause veterans because they both do. >> Michael, let's talk about Michael Dell for since this is kind of his thing, yeah, well, it's, >> um, like for Del itself, a Michael Dell to is very important to him. To give back to the community is is important to us all. And that's a big part of what we dio and this opportunity to that now contribute event. Veterans like these guys go to that veteran homes and help with, um now Del itself. And Michael Dell also contributes Teo many veteran organizations helping veterans with PTSD. And we saw that last year at Del World talking a lot about continue working with veterans, working through PTSD with the art art for veterans. And so there's many organizations like that we work with our Del Technologies and Michael Dell works with, and that give that >> exit was we heard that maybe there was some support financial support for dogs that go through service training to become service dogs for veterans, which is a pretty extensive process and quite expensive. So nice to hear how much it really doesn't mean to the heart of Adele Denise Alicia. Thank you. Someone like you, but I mean, of course, Odeon, Gracie. Humans think they are. Thanks, guys. Really brought a smile to my heart and I got to go home to my dog with first. She's yet, right? Yeah. Like for Rebecca Knight. I'm Lisa Martin. You're watching The Cube live from Dale Technologies World twenty nineteen. Thanks so much for watching.

>> live from Las Vegas. It's the queue covering del Technologies World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners >> Hello and welcome to Day three Live coverage of the Cube here in Las Vegas Fridel Technologies World twenty nineteen I'm jut forward, David Lot They Davis del Technologies world. This is our tenth year If you count DMC World twenty ten first ever Cube event where we go out to the events and extract the signal from the noise. Now we're the number one and tech coverage. Howard Elias has been with us the entire way. Our next guest. Keep alumni Howard allies who is currently the President of Services and Digital for Del Technologies. Howard, great to see you. >> Great to see you, John. Dave. Always great to be back with you. Thank you. >> You've been with us throughout our entire cube jury. It's our tenth year has been great ride and one of the benefits of doing the queue besides learning a lot and having great conversations is as the industry of balls from true private private cloud to, you know, big day that meets technology, all the different iterations of the business. We're gonna have the conversation and look back and see who's right. You >> get to go back and see what we said and holds you >> accountable. Not that you guys said anything crazy, but you were unique because we've had many conversations and most notably during the acquisition of the M. C. You're on the team leading the effort with your partner in crime from the del side to make sure the acquisition goes smoothly. And, you know, a lot of people were saying, Oh my God, icebergs ahead. We're pretty positive. So history treats us fairly in the queue way. Tend to got it right. But you said some bold things. That was pretty much the guiding principle of the acquisition, and I just I just tweeted it out this morning. So you got it right. You said some things. Looking back two years later, almost two, three years later. >> Well, look, you know John first, I appreciate that. Appreciate the opportunity to be back with with you, and it's amazing. It's been ten years, but yeah, so, you know, over the last couple of years, I did help Kohli the integration, and we said, Look, first and foremost, we're going to do no harm the way customers transact with us byproducts. The way we service them, that's not going to change. But then, that's not enough, right? It's not just about doing no harm. It's how do we add value? Over time, we talked about aligning our teams in front of our customers. Then we talked about unifying the approach not just in the go to market, but in services and in technology and ultimately delivering Mohr integrated solutions. And we've accepted here down that a CZ you rightly say so thank you for pointing that out. And you know, this week was a great embodiment of that. Because not only are we listening, Tio, what our customers want we're delivering on it were actually delivering these integrated solutions the Del Technologies Cloud unified workspace for client, these air things that we've delivered over time, you know, we stitch it together, and now we're unifying it, integrating it, actually now even embedding services into it. So that's the journey we've been on. And we've been very pleased with the reception, >> and Michael to also was very bull. But the key on all the conversations we had on this was and we'LL get to the current situation now because that's important is that you guys saw the growth opportunities on the synergies we did, and we kind of had those conversations. So a line you align the team's unify and integrate you're the integration phase. Now we're starting to see some of the fruit come off the tree with business performance significant. Well, we appreciate >> that we're gaining market share across the board, and we had a hypothesis with, you know, coming together. We had a complementary product, portfolios, complimentary customer segments way. We're very thoughtful and how we organized our go to market, and we're seeing that we're seeing that and market share games. But more importantly, we're seeing the customer conversation saying Thank you for that. Now I want more. How do you deliver more value faster? So I think we're past the integration stays. Now we're into the accelerating the value stage. >> Howard, you've been through and seen a lot of acquisitions, large acquisitions. I mean, I think of the compact digital, you know, not a lot of not a lot of overlap. HP with compact, much more overlap maybe didn't go so as well. Or maybe a smoothly massive acquisition here. Why do you think it worked so well here? Because there was a failure. A fair amount of overlap, you know, definitely some shared values, but maybe some different cultures. You've been on both sides. It's just seems to be working quite well. You seem to be through that knothole of maybe some of that uncomfortable early days. Why do you think it works so well? What was kind of the secret sauce there? >> I think a couple of reasons. First, the hypothesis of coming together was all very customer centric. Customers wanted fewer more strategic partners. They ultimately from infrastructure, want Mohr integration. Mohr automation. They wanted a CZ. Pat said yesterday on states they wantto look upto absent data and somebody else worry about looking down and taking care of the infrastructure. So the hypothesis was very strong. Michael had a bold vision, but the boldness of actually execute on that vision as well, I would say second we have. Yeah, while the cultures, in terms of how things got done were a bit different, the values were frankly not just similar. They were identical. We may have talked about this before, but When we did the integration planning, we actually surveyed half the population of about Delanie emcee. The top five values in order were the same from both team members. Focus on customers Act with integrity. Collaborate When is a team results? Orientation? It was phenomenal. I would say. You know, third, it's just the moment in time. Uh, and it's really a continuation. You think about the ten year partnership that Dell and GMC had back in the two thousands that actually helped us get to know each other, how we worked and helped form those shared values. So and then, finally, approximate one hundred fifty thousand team members signed up to the mission. You know, the tech industry is starved for star for tech talent. On the fact of the matter would that we have approximately one hundred fifty thousand team members of prostate all technologies signed up to our vision, signed upto our strategy, executing every day on behalf of customers. It's just awesome to see >> So digital transformation, of course, is the big buzz word. So we're gonna put on you guys what do you do it for your own digital transformation? You know, proof of the pudding. What gives you the right to even talk about that? What do you doing? Internal? >> Yeah, you know, it's a great question. And to your point, we talked with customers all the time. In addition to looking after our services businesses worldwide, I also am responsible for Del Digital inside of Del Technologies. That's our organization. We purposely named Adele Digital because we are on our digital journey as well. And so we are transforming everything that we do the way we do. We actually call it the Del Digital Way. We've had a couple of nice breakouts. Our booth in the showcase has got Ted talk style conversations around this, and it's really embracing this notion of agile, balanced team's getting close to the business, actually, the business in the dojo, with our developers moving more to a product orientation versus a project orientation, and it's really focused on outcomes on T. You hear us talk about this all the time. Technology strategy is now business strategy, and whether it's in sales or marketing or services. Doug's doing great work and support assist using telemetry and artificial intelligence and machine learning recommendation engines in our dotcom. The on boarding within hours. Now with what we used to take weeks with our business customers in our premier portal, Wei are looking at every opportunity everything from the introduction of bots and our p a all the way through machine learning. Aye aye and true digital transformation. We are walking that talk. >> Really? You're going hard after our p A. That's what Do Yu result. We've >> actually been doing arpa for many, many years and for you know, especially when you have a complex system complex ecosystem As you're rewriting and developing either re platform, every factoring or cloud native, you still got to get work done. So I'll give you a great example. You know, in a online world of today, it's amazing to know that we still get millions of orders by email and facts. And instead of outsourcing that and having humans retyped the order, we just have robotics, read it automatically translated. And >> so the narrative in the media you hear a lot of coordination is going to kill jobs. But I've talked to several our customers and they've all said the opposite. We love this because it's replacing mundane tasks it allows us to do other things. What's your experience you are >> spot on? I'm a technology optimist, and I believe that a machine learning robotics will do the task that humans are either not good at or don't want to do or don't like to do and allow humans to be more human. Creative thinking, creative problem solving, human empathy, human compassion. That's what humans are good at. And we need more people focused on those things and not row test. >> One of the things that Michael Dell on key themes in The Kino Day one and Day two in some day. Three lot of societal impacts of I Love That's kind of touchy feely. But the reality is of Reese killing people. The skills gap is still a huge thing. Culture in the Enterprise is moving to a cloud operation was his favors your strategy of end to end consistent operational excellence as well as you know, data driven, you know, value of the AP player. Great straight, but we've been seeing in the queue with same thing for years. Horizontally, scaleable, vertically specialized in all industries. Yeah, with data center so good. Good strategy, gaps in culture and skills are coming up How are you guys doing services? You mean you've got a lot of people on them on the streets? A lot of people that need to learn more about a I dashboards taking the automation, flipping a new opportunity to create a value for people in the workplace. We >> have this conversation continuously inside of our teams and inside of our company. Look, we have a responsibility to make sure that we bring everybody along this journey. It starts by painting the vision being that technology optimist. Technology is a force for good on how do we apply the technology and the digitization and, you know, creating our digital future, bringing our team members along. So setting that vision, it is about culture behavior. Set the tone from the top. But we also have a responsibility and retraining and re skilling and bringing you know, team members. New opportunities, new ways to learn our education services team, for example. You see it here, the certifications, the accreditations. We do the hands on labs that we do. It's all about allowing opportunities for people to up skill, learn new skills, learn new opportunities that are available, and customers need this higher value. Helping support? What >> about the transformation that's been impacting the workflow on work streams of your services group with customers as they are? Maybe not as far ahead as you guys are on the transformation. Maybe they're They're cloud native in one area kind of legacy in the other. How was the impact of delivering services? One. Constructing them services, formulating the right products and service mix to delivering the value. How is technology change that you mentioned Rp? What if some of the highlights in your mind >> Well, it's It's a journey and you know it. Mileage varies here, right? Depends on what you're trying to accomplish, but we never do wrong by focusing on what's right for the customers. So what our customers looking for? What are their business outcomes they're looking for? Uh, here's a great example in the unified workspace. You know, we've been doing PC has a service for a while even before PC has a service. We're delivering outcomes, delivering Peces, doing some factory into get gration Cem image management, lifecycle management deployment services. But now what we've done is really taken not just the end and view, but we packaged it and integrated it into a single solution offering across the life cycles. So now, once we understand the the customer and users personas weaken factory, image the configuration, ship it to the team members deaths not just to a doctor the place but right to the team members desk have auto deployment auto support telemetry back and manage that life cycle, we package that up now. End to end this a new capability that customers are really looking for >> before I know. Do you have a question? I want to get your reaction to a quote I'm reading from an analyst. Bigtime firm New Solutions launched at Del. World Show that worked to align seven businesses for the last eighteen months is starting to pay off. We just talked about that. Cross Family Solutions minimizes time on configurations and maintenance, which opens up incremental, total addressable market and reduces complexity. Michael Dell yesterday said that there's a huge swath of market opportunity revenue wise in kind of these white space gap areas that were servicing, whether its image on PCs and you kind of mentioned peces of service analysts. E this is tam expansion, your common reaction. >> I couldn't say it better myself and look. The to integrate solutions we announced this week is a great example of that of the seams. It's workspace won its security from SecureWorks. It's the you know, del Endpoint management capabilities. It's the PC hardware itself. It's the services life cycle from Pro support Pro Deploy Pro Manage, all integrated in the end and easily Mohr consumable were even Do any are consulting business with our new pro consult advisory offer offer. But look at the Del Technologies Cloud del Technology infrastructure. With VM wear we'LL be adding PC after as a service. On top of that, this is exactly what customers >> So what's your marching orders to the team? Take that hill. Is it a new hills? The same hill? What's the marching orders down to the >> teaching orders is Get out and visit customers every single day. Make sure we understand how our technology and services are being utilized, consumed and impacted. And where do we add more value over time? >> So I wantto askyou for from a customer standpoint, we were talking about digital transformation earlier, and, you know the customer's always right is the bromide. You guys are very customer focused However, when it comes to digital, a lot of customers is somewhat complacent about obviously technology companies like yours embrace digital transformation. But I hear from a lot of companies. Well, we're doing really well. You know, I'm gonna be long gone, but before this really disrupts my industry, it's somewhat of a concern. Now, do you see that? And and how do you I mean, I think one of the reasons just so successful in your careers you take on hard problems and you don't freak out about it. You just have a nice even keel. What do you do when Because you reached you encounter that complex, Eddie, do you coach them through it? You just say okay. Customer's always right. But there's a concern that they'LL get disrupted in there. Your customer, they're spending money with you today. So how do you get through breakthrough? That complacence >> adds a great question and you know, one of the other marching orders I give tow my team is that things were going so well is time to change. And so this is what we have to take to our customers as well. And, uh, look, way have to be respectful about it. But we also have to be true telling, and so we will meet with our customers, hear them out and where they're doing well, well pointed up. But where they're not or where we've got different examples, we'LL just lead by example our own internal example, other customer examples in a very respectful way, but in a very direct way, especially at the senior levels where that's what they need to hear sometimes. >> So you have a question, because I got I wantto sort of switch topics like >> one of us falls on the one problem statement I heard it was really announces a problem statement, but it was a theme throughout all the breakout sessions in the keynotes, and you guys are aware of it. So it's not a surprise to the Del senior people. You guys recognize that as things are going well on the acquisition and the integration tell technologies there's still a focus on still working better with customers taking away the friction of doing business with del technologies. It's a hard problem statement. You guys are working the problem. What's your view on that? Because we hear that from your customers and partners we'd love work with. Kelly's going to get easier. We >> still have more work to do. Actually, Karen Contos and I are partnered up our chief customer officer on easy doing business and look it it. We are a complex company. We have a lot of different business units. Technologies brands were working toe, bring them together, and Mohr integrate solutions like we saw this week. But we still can be complex, sometimes in front of our customers, and we're working on that. It's a balance because on the one hand, customers want Maura line coordinated, sometimes single hand to shake. We get that. But the balance is they also want access to the right subject matter experts at the right time. And we don't want Teo inhibit that either. Either way, so whether it's with our customers directly with our partners were on that journey, we will find the right balance here. We've got new commercial contract mechanisms in place now to unify our Cordelia, AMC as we're packaging Mohr VM were content more security content into the offer and be able to delivered is a package solution. In one quote one order one service dogs doing some great thing and in the back end of services connecting our service request systems are CR M systems, actually, even with VM wear and Cordelia emcee technicians co locating and support centers to solve the custom of customers problem in one call, not in three calls. We still have a ways to go, but we are making progress. >> So I wanted to switch gears a little bit, and you and I, Howard have known each other for decades, and you've never wanted to talk about yourself. You always wanna talk about the team, your customers, your company. But I wanted to talk about your career a little bit because John Ferrier did an interview with John Chambers, and it was an amazing interview. We talked about when he was, you know, Wang and one one twenty eight. There is no entitlement, and you've seen a lot of the waves. You started out your career, your electrical engineer back when, you know that was like *** physics assembly language. It was sort of the early days of computer science, awesome, and then you had a number of different roles. You as I mentioned there was digital, there was compact. It was h p and then you'LL Forget RadioShack Radio second. Alright, That's right, Theo PC days on. And then you joined the emcee in two thousand three, which which marked the next era. We were coming out of the dot com boom, and You and Joe Tucci and a number of other executives built, you know, and the amazing next chapter of AMC powerhouse. And then now you're building the next new chapter with Del. You've really seen a lot of major industry shift you see have been on the wave. I wonder if you could reflect on that. Reflect on your career a little bit for our audience. >> I'm just amazed and blessed to be where I am. I couldn't be more pleased. Sometimes I wonder how even got here. But when I do reflect back, it is my love of the technology. It's my love of what technology Khun do for businesses, for customers, for consumers and, frankly, my love of the customer interaction. This is, you know, from that first time in the Radio Shack retail store and you know, the parent coming in and learning about this new TRS eighty and I've heard about this and what does this really mean and being able to help that person understand the use of the technology? How Teo, you make it happen for them, it has always given me great satisfaction. And so, you know, from those early days and I've worked with a lot of great people that I just, you know, listen and learn from over the time. But, you know, when I mentor, you know, people coming up in their career, I always say, Look, you know, it's not at work. If you get up every morning, you love what you do, you see the impact that you make you'LL like the people you're working with. You're making a little money and having some fun on DH. Those things have always been true for me. I have been so lucky and so blessed in life to be able to have that be the case >> and your operational to you understand, make operations work, solve problems, Day pointed out. It's been great for my first basic program I wrote was on a TRS eighty in high school. So thank you for getting those out here and then I've actually bought a Tandy, not an IBM with a ten Meg Hard drive. I bought my motive. Peces Unlimited. Some small company that was selling modems at the time. Michael, remember those date Howard? Great to have you on The key was the Distinguished Cube alumni. Great career and always we got We got it all documented. We have all the history. There you go, calling the shots. Howard Elias calling the future, predicting it and executing it Living is living the dream here in the Cube More keep coverage here, del technology world after >> this short break

>> 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 the cubes Live coverage of Del World Technologies Here in Las Vegas. I'm your host, Rebecca Night, along with my co host Stew Minutemen. We have two guests on the seven, both both Cube veterans. So we have Varun Cabra. He is the VP product Marketing Cloud Delhi Emcee and Moeneeb unit. Minute Soudan VP Solutions Product marketing at VM. Where. Thank you so much for coming on the show. >> Thanks for having >> thanks for having us. So we just had the keynote address we heard from Michael Dell Satya Nadella Pack Girl Singer It's a real who's who of this of this ecosystem. Break it down for us. What? What did we hear? What is what is sort of the most exciting thing from your perspective? >> So, Rebecca, what? What we hear from customers again and again is it's a multi cloud world, right? Everybody has multiple cloud deployments, but we saw that mentioned five on average cloud architectures in customer environments and what we keep hearing from them is they There are operational silos that developed as part of the to set the fellas that are different. The machine formats. All of these things just lied a lot of lead to a lot of operational silos in complexity, and the customers are overwhelming or willingly asking William C. As well as being Where is that? How do we reduce this complexity? How do we we'll be able to move, were close together? How do we manage all of this in a common framework and reduce some of the complexity? So there's really they could take advantage off the promise of Monte Club. >> Yeah, so many. The Cube goes to all the big industry shows. I feel like everywhere I go used to be, you know, it's like intel and in video, up on stage for the next generation. Well, for the last year, it felt like, you know, patent Sanjay, or, you know, somebody like that, you know, up on stage with Google Cloud of a couple of years ago, there was Sanjay up on St Come here. They're searching Adela up on stage. So let's talk about that public cloud piece China. We know you know the relationship with a wsbn were clad in a ws sent ripples through the industry on you know, the guru cloud piece. So tell us what's new and different peace when it comes to come up to public clouded. How does that fit with in relation to all the other clouds? >> Sure, no, I'll amplify. You know what Aaron said, Right? We think about customer choice first. Andrea Lee, customer choice. As you know, you got multiple cloud providers. We've seen customers make this choice off. I need to make this, you know, a multi cloud world. Why're they going towards the multi clothing world? It's because applications air going there on really well, where strategy has bean to say, How do we empower customers without choice? Are you know, eight of us partnership is as strong as ever, but we continue to eat away there, and that was their first going to choice a platform. And Patty alluded to this on the stage. We have four thousand cloud provider partners right on the four thousand block provider partners we've built over the years, and that includes, you know, not small names. They include IBM. They, like, you know, they've got in Iraq space. Some of the biggest cloud providers. So our strategy is always being. How do we take our stack and and lighted and as many public laws? It's possible. So we took the first step off IBM. Then you know, about four thousand. You know, other plot providers being Rackspace, Fujitsu, it's Archie. Then came Amazon. I'm is on being the choice of destination for a lot of public clouds. Today we kind of further extend that with Microsoft and, you know, a few weeks ago with Google, right? So there's really about customer choice and customers when they want the hybrid multi Claude fees his abdomen right. You got two worlds, you couldn't existing application and you're looking Just get some scale out of that existing application and you're building a lot of, you know, native cloud native applications. They want this, you know, in multiple places. >> All right, so if I could just drilled down one level deep, you know? So if I'm in as your customer today, my understanding it's Veum or STD. Sea Stack. What does that mean? You know what I use, You know? How is that? You can feel compare? Do I use the Microsoft? You know System Center. Am I using V Center? You know, >> shark now, and this is really again in an abdomen. Calm conversation, right where they were multiple announcements in here just to unpack them there. It's like, Hey, we had the Del Technologies Cloud platform. The Del Technologies clock platform is powered by, you know, Delhi emcee infrastructure and be aware Cloud Foundation on top, where slicing your full computer network storage with the sphere of visa and a sex and management. Right. And the second part was really We've got being where cloud on a deli emcee. The system brings a lot of the workloads which stood in public clouds. We're seeing this repatriation off workloads back on. You know, on the data center are the edge. This is really driven by a lot of customers and who have built native I pee in the public cloud beyond Amazon beat ashore who want to now bring some of those workloads closer to the, you know, data center or the edge. Now this comes to how do I take my azure workloads and bring it closer to the edge or my data center? Why's that? I need you know, we have large customers, you know. You know, large customers multinational. They have, you know, five hundred thousand employees, ninety locations will wide. Who built to I p or when I say I p applications natively in cloud suddenly for five thousand employees and ninety locations, they're going ingress egress. Traffic to the cloud public cloud is huge. How do I bring it closer to my data centers? Right. And this is where taking us your workloads. Bringing them, you know, on prime closer salts. That big problem for them. Now, how do I take that workloads and bring them closer? Is that where we landed in the Veum wear on Del, you know AMC Infrastructure? Because this big sea closer to the data center gives me either Lowell agency data governance and you know, control as well as flexibility to bring these work clothes back on. Right? So the two tangent that you're driving both your cloud growth and back to the edge The second tangent of growth or explosion is cloud native workloads. We're able to bring them closer. Your data center is freely though the value proposition, right? >> Well, we heard so much about that on the main stage this morning about just how differently with modern workforce works in terms of the number of devices that used the different locations they are when they are doing the tasks of their job. >> You talk a little bit about the >> specifics in terms of customers you're working with. You don't need a name names. But just how you are enabling the >> way get feedback from customers in all industries, right? So you don't even share a few as well Way have large banks that are, you know, they're standardized their workloads on VM where today, right as as have many Morgan is ations, and they're looking for the flexibility to be able to move stuff to the cloud or moving back on premises and not have to reformat, not have to change that machine formats and just make it a little easy. They want the flexibility to be able to run applications in their bank branches right in the cloud, right? But then they don't they don't necessarily want adopt a new machine format for a new standardized platform. That's really what Thie azure announcement helps them do, Just like with eight of us, can now move workloads seamlessly to azure USVI center. Use your other you know, tools that you're familiar with today. Already to be ableto provision in your work clothes. All >> right, so for and what? Wonder if we could drill into the stack a little bit here? You know, I went to the Microsoft show last year, and it was like, Oh, WSSD is very different than Azure Stack even if you look at the box and it's very much the same underneath the covers, there was a lot of discussion of the ex rail. We know how fast that's been growing. Can you believe there's two pieces? This there's the VCF on Vieques rail and then, you know, just help. Help explain >> s o for the Del Technologies Cloud Platform announcement, which is, as you said, VX rail in first hcea infrastructure with Mia McLeod foundations tightly integrated, right, so that the storage compute and networking capabilities of off the immortal foundation are all incorporated and taken advantage off it. In the end structure. This is all about making things easier to consume, right, producing the complexity for customers. When they get the X trail, they overwhelmingly tell us they want to use the metal foundations to be able to manage and automate those workloads. So we're packaging this up out of the box. So when customers get it, they have That's cloud experience on premises without the complexity of having to deploy it because it's already integrated, cited the engineering teams have actually worked together. And then you can then, as we mentioned, extend those workloads to public loud, using the same tools, the same, the MSR foundation tools. >> And, you know, uh, we built on Cloud Foundation for a while, and I'm sure you followed us on the Cloud Foundation. And that has bean when you know yes, we talk about consistent infrastructure, consistent operations, this hybrid cloud world and what we really mean. Is that really where? Cloud foundation stack, right? So when we talk about the emcee on eight of us, is that Cloud foundation stack running inside of Amazon? When we talk about you know, our partnership with the shore, he's not being where Cloud Foundation stack running on a shore. We talk about this four thousand partners. Cloud certified IBM. It is the Cloud Foundation stack and the key components being pulled. Stack the Sphere v. Santana Sex and there's a critical part in Cloud Foundation called lifecycle management. It's, you know, it's missed quite easily, right? The benefit of running a public cloud. The key through the attributes you get is you know, you get everything as a service, you get all your infrastructure of software. And the third part is you don't spend any time maintaining the interoperability between you compete network storage. And that is a huge deal for customers. They spent a lot of time just maintaining this interrupt and, you know, view Marie Claude Foundation has this life cycle manager which solves that problem. Not not just Kee. >> Thank you for bringing it up because, right, one of the big differences you talk about Public Cloud, go talk to your customer and say, Hey, what version of Microsoft Azure are you running and the laughter you and say like, Well, Microsoft takes care of that. Well, when I differentiate and I say Okay, well, I want to run the the same stack in my environment. How do I keep that up today? We know the VM where you know customers like there's lots of incentives to get them there, but oftentimes they're n minus one two or something like that. So how do we manage and make sure that it's more cloud like enough today? >> Yeah, absolutely. So. So there's two ways to do that to one of them is because the V m. A and L E M C team during working on engineering closely together, we're going to have the latest word in supported right right out the gate. So you have an update, you know that it's gonna work on your your hardware or vice versa. So that's one level and then with via MacLeod and L E M C. We're also providing the ability to basically have hands off management and have that infrastructure running your data center or your eyes locations, but at the same time not have to manage it. You leave that management to tell technologies into somewhere. To be able to manage that solution for you is really, as Moody said, bringing that public loud experience to your own premise. Locations is long, >> and I think that's one of the big, different trainers that's going to come right. People want to get that consumption model, and they're trying to say, Hey, how do I build my own data center, maintain it, but the same time I want to rely on, you know, dull and beyond Where to come and help us build it together. Right? And the second part of announcement was really heavy and wear dull on the d l E M C. Is that Manager's offered the demo you saw from June. Yang was being able to have a consumption interface where you could connect click of a button, roll it back into a data center as well. It's an edge because you have real Italy. Very little skill sets where night in the edge environment and as EJ Compute needs become more prolific with five g i ot devices, you need that same kind of data governance model and data center model. There is well and not really the beauty off, you know, coming to be aware. And Delta, you know Del DMC del. Technology's power is to maintain that everywhere, right? I >> won't ask you about >> innovation. One of the things that's really striking during American executive, Even though I obviously have my own customers, >> I think it really comes down to listening to customers. Write as as Del Technologies is Liam, where we have the advantage of working with so many customers, hundreds of thousand customers around the world we get to hear and listen and understand what are the cutting edge things that customers are looking for? And then we can not take that back to customers like Bank of America who may have taught about certain scenarios right that we will learn from. But they may not have thought about other industries where things could be applicable to their street, so that drives a lot of our innovation. Very. We are very proud about the fact that we're customer focused. Our invasion is really driven by listening to customers on. And, you know, having smart people just work on this one to work on this problems. And, >> you know, customer wise is a big deal customer choice. That's why we're doing what we're doing with multiple cloud providers, right? And I think this is really a key, too. If you just look at being where's innovation were already talking about this multi claude world where it was like, Hey, you've got workloads natively. So we How do you manage? Those were already ahead and thinking about, you know come in eighties with acquisition of Hip Tio and you if you think about it, you know, we've done this innovation in the cloud space established this hybrid credibility on we've launched with Del Technology. Now we're already ahead in this multi cloud operational model. We're already ahead in this coop in eighties. Evolution will bring it back with the family and listen to the customers for choice. Because of the end of the day, we're here to South customer problems. I >> think that's another dimension of choice that we offer, which is both traditional applications as well as applications of the future that will increasingly, because container based, >> yeah, I just wonder if you could spend on a little bit. You know what? One of the things I said via Moore is great. It really simplified and by environment, I go back. Fifteen years ago, one of things that did is let me take my old application that was probably long in the tooth. Begin with my heart was out of date, my operating system at eight, sticking in of'em and leave it for another five years, and the users that are like, Oh my gosh, I'd need an update. How do we get beyond that and allow this joint solution to be an accelerant for applications? >> Yeah, and I think you know the application is probably the crux of the business, right? >> We'Ll call in the tent from >> change applications of Evolve. This is actually the evolution journey of itself is where they used to be, like support systems. Now they become actually translate to business dollars because, you know, the first thing that your customer awful customer touches is an application and you can drive business value from it. And customers are thinking about this old applications and new applications. And they have to start thinking about where do I take my applications? Where do they need to line and then make a choice off? What infrastructures? The best black mom for it. So really can't flip the thing on. Don't think infrastructure first and then retrospect APS to it. I think at first and then make a charge on infrastructure based on the application need and and really look like you said being where kind of took the abstraction layer away from infrastructure and make sure that you'll be EMS could run everywhere. We're taking the same for applications to say. Doesn't matter if it's of'Em based. It's a cloud native will give you the same, you know, inconsistent infrastructure in operations. >> Okay, we're in that last thing. Could you just tell us of the announcements that were made? What's available today? What's coming later this year? >> Absolutely So Del Technologies Cloud Platform that's based on the X Trail and via MacLeod Foundation is available now as an integrated solution via MacLeod and Daddy and see the fully managed offer is available in >> the second half of this >> year. It's invader right now. And as you saw, we have really good feedback >> from our customers. And then I think >> the, uh, the Azure BMR Solutions offer will be available soon as well. >> All right, well, Varun and many Congratulations on the progress. We look forward to talking to the customers as they roll this out, and Rebecca and I will be back with lots more coverage here. Del Technologies World twenty nineteen. Little coverage to sets three days, tenth year, The Cube at M. C and L World. I'm still many men. And thanks so much for watching

>> live from Las Vegas. It's the queue covering del Technologies. World twenty nineteen. Brought to you by Del Technologies and its ecosystem partners. >> Hello and welcome to Del >> Technologies with Cubes Coverage Our tenth year covering DMC World del World Here >> Pat Kelsey who test Not your time yet, but you're going to be coming on later. >> Great key note. Thanks for coming by. >> I appreciate it. Explored back tomorrow. You later. All right. >> Not Kelson. You're kicking off the cube coverage. Three days. The wall, the wall colors. Got two sets. Shotgun of content. We got to cube cannons blowing out the content. I'm John Force to minimum David. Want a key note? Uh, really kind of the tectonic plates in the industry. Kind of coming together you had on stage is something. The Tele CEO of Microsoft, Michael Dell, CEO of Down, founder of Del Technology and Pat Gayle Sr. Legends in the industry Captains of the industry. Really a critical juncture for Del technology worlds and a slew of other announcements. But the Del Cloud unified workspace but showing Microsoft on stage. This is a game changing move for Del technology world sure del del Technologies. But also of'Em. Where. Bm where in bed with eight of us. We know that cover that relationship now, going multi cloud all the way with Azure and seeing the CEO on stage Pretty incredible days. >> I think you nailed it. It's a V m wear story, John, and the numbers tell it. VM wears market value's eighty three billion Del owns eighty percent of it. That's sixty >> six billion. What's left. Dell's market value is forty seven billion. That says, the Del Cores worth negative nineteen billion. If it weren't for VM, where Satya Nadella wouldn't be here and you're seeing Michael Dell really drive the integration? He said that several times on stage today. How much collaboration? I love the collaboration across the divisions. You saw Jeff Clarke with Pack yell Sigur talking about new desktop management, talking about VM wear Cloud on del. It's of'Em were story You're right on >> and pack. Kelsey is to really key message up their simplicity, simplifying I t. The Common operate. I felt like we were in a Cube interview four years ago because that's was the basis of hybrid cloud now kind of coming to fruition. Clear visibility, at least on the tech stack side on the operating side, this is an operator world in a developer world, and simplicity and ease of operations is going to be the critical differentiated for the winners. >> Yeah, so So, John. First of all, I think we're getting some clarity on this multi cloud world. Look, one of the things that Veum where did so? Well, not just that wave, A virtual ization, but V Centre was the centre of I t management. And the question is, can they extend that into multi cloud world? When Veum where made the partnership with a W s. It's like, Oh my gosh, what does that mean to Del We got the answer today. What? That means Adele Veum were cloud on Del AMC hardware for me personally. That relationship between VM Rendell I think it's closer from the top executive all the way on down to the field go to market than it ever was. I was one of the first people working with VM where a DMC I watched that relationship emcee always kept them is kind of the way own you, But you're gonna be independent work across the board across the board. You hear. You know V s right. V X, Ray Allen and XX and P. K s and all these wonderful products Dell and VM work developing together, going to market together. It has ripples, but Amazon likes it. Microsoft like that big deal to see Veum wear and Microsoft partnered together. There are some challenges with some other partners Visa vi, Cisco And you know, some of some of the others, like IBM and HB that, if historically partner a lot with the anywhere but a lot of exciting news and definitely on >> and cha gi ve m were knocked down Google last month. >> So, guys, this is the theme we're seeing. We see Zoom went public. That was a videoconferencing disrupting an existing industry people thought would never be disrupted. You heard something and tell a stay on stage. Say on stage here that the new generation of new APS need new infrastructure. So a re vamp, a reset revitalisation of infrastructure to power APS via cloud. It's kind. The same game computing resource is software APS but with a whole new distributor architecture. A boom is coming. We see the stock market is up huge. You see the tech earnings last week across the board. Solid results. This is now a game change. This is not a bad business to be in. You know what was once could be. A declining business sees more remote workers, people working from multiple locations, mobile unification with cloud computing, a complete renaissance across the board game. I mean, this is a big revenue opportunity. >> Well, Mike Michael Dell's Kino wasn't just about products. It was about innovation. He talked about solving world problems, a big picture stuff on. Then he let Pat and Jeff get down a little bit more into the product. Weeds and you'LL hear more of that. But Michael is laying out a huge vision. What a juxtaposition between that's what, four, five years ago, you had sort of Joe Tucci, the chairman, up on stage. Michael was there. You had. You had John Chambers there. Now Michael owns the whole kit and caboodle. He's calling the shots, and people want to do business with them. Veum, where again, As you pointed >> out to me and Lucia question, you've been following the emcee for a long time. When we interviewed Michael Dell years ago, when he was in private that he bought AMC one of things. He said a lot. People were pooh poohing the whole deal. Why they want to buy that boat anchor. He said, scale matters. So are we seeing a new generations do elected to weigh in on this too, of competitive strategy where scale matters because you look at what Del Technologies has done and is doing there essentially rolled up the global I t business and are competing at scale with synergies not even looked at before early on when we talked about it. But we started see from fruit off that scale Amazon prove scale cloud Uh, Microsoft moves of the clouds scale up now the earnings air up Thoughts >> Well, what strikes me, John, is that, you know, they always talk about end end cos talk about synergy. Synergy is a code word for cutting what you heard today. You had be ave up there, you know, talking about a video and talking about the end end capabilities that Del technology brings Del by acquiring the emcee. And of course, VM. Where is a much way more strategic partner for corporations way more than many of these startups? Khun B. so that is their linchpin. You could maybe criticize him on innovation and, oh, maybe they don't have the hottest product, but and end throw in financial services and other services. People want to do business with this company because they trust >> to scale clouds scale, delle scale, scale. >> So we heard Tom suite this morning. Talk about that, Del. Maybe I missed a couple of turns in the marketplace and they needed to go private to kind of rearrange things When they bought emcee. We knew that there are a couple of tail winds that they could arrive hyper converge infrastructure. Absolutely one. We've been watching that trend since day one that their outpacing the industry there. The leader. If you talk from a software standpoint, VM wears their. If you talk from a hardware standpoint, Dell's there who's number two in the space nutanix, which also is a complicated relationship. But Del sells that in Vienna, where still is the primary hyper visor on that environment, so they're still beating the market growth. But they're doing that by gaining market share on DH taking it. Michael always loves to talk about when he's taking market from the business So the question is the overall macro, you know, how long can they keep that double digit growth going? And Dave, I know you're looking to begin with Tom Sweet. A >> ninety billion dollar business grew fourteen percent last year. So this company, in order to grow it has to gain share because the market is not. You're not going that fast. You can't rely on repatriation. I'm sorry that people are going to just disappear from the cloud and come back. So you've got to gain share the other thing, I think, to their favours. Let's face it, they really did have their act together in storage. They were kind of missing the boat there and took their eye off the ball. PC stayed strong. They got their act together in storage, which helped with the product. Mitch mixed higher margins. So last year was a very, very strong year. Twenty twenties going to be a tougher compare, but it seems like they still have some knobs to turn >> just about competition. But, um, Nutanix, what do they do? VM where relationship with a W s. I'm sure. Andy Jackson looking distant, healing words like chaotic, complex, the bane of our existence. Kind of talking about cloud in general and you deal with multiple clouds were packed. Nelson, you say that, um kind of public cloud losing babe flavor here means to you got the public cloud dominating. Now, all this talk about on premise and you got nutanix out there. What? What happens in Nutanix here? >> Yes. Oh, look, Nutanix astute. Doing well on Dell is a very important O am. But way just on nutanix made a big partnership with Hewlett Packard Enterprise. Which, of course, I'm sure Michael doesn't like that happening. You know, Nutanix needs to keep growing their rice software company. It's interesting to talk about the other competitors I mentioned Cisco. Cisco is transforming themselves into a software company. Del Del Technology is the core business wants to be the leading infrastructure company they have VM wear. Bumi and Pivotal are their software branch with the core. Business is really around that scale that that that whole you know, infrastructure piece and it's a different chuck it the Mark >> Chuck Robbins that Cisco CEO Cisco's not yet made a big, bold move like a red at move. Well, could nutanix be that move game? >> Well, I don't know. I don't know. I think I play is an I o T. But But But to your point about your question about the cloud Cloud is not attenuating Amazons, with thirty billion dollar company growing forty one percent a year throwing off twenty five thirty percent operating margins. I mean, that's where the innovation is. That's where the scale is. Everybody wants to do multi cloud because they don't have a cloud. It's your only path if you don't have a cloud. So So I think Cloud's got a long walk >> look and they talk to you know, I tell you, you know, my community got all excited when Michael got up on stage and said, We're all in on Corin eh? Teas and what we're doing with multi cloud you're going to hear under the covers here. Everything is going from VM wear V M as that unit down to container ization, you know, talking about at that application modernization. That's where they're going to lean on VM wear modernizing some what they're doing. And you know, of course, pivotal in Bhumi are the ones that are the tip of the spear in that area. >> I don't think David, it's a suit point there. The Amazon growth will continue because if you look at what Del Technologies has rolled out today, certainly that Microsoft thing is well shot across the bow. Multi cloud, Nice checkbox. Great to see the committee of the CEO there. But everything benefits with sass in the clouds. SAS is a cloud game And if scale on the clouds gonna be there, I only see the public cloud getting stronger because the scales they're the economics cannot be ignored. Certainly the data equation will be interesting, but anon a premise infrastructure that's set up operating like a cloud. I think we'LL ultimately benefit because Amazons weak link, if there is one, is that they really don't have a sass business, right? So they have a series of customers that deuce ***. But that's going to be an opportunity for all those workloads to run on the clouds. And the question is >> going to be >> how how >> cloud like is what we here today. And I I'm a skeptic. I want to see it first, you know, Show me. >> Yeah. No, I mean, what do we hear? What are you know Veum works, you know, services on Azure. It's the STD sea stack. So we understand what that is. It is more than just virtualization. But we used to say Private Cloud just can't be virtual ization plus plus. So Veum wears, you know, expanding and changing that model. But, you know, is it cloud enough? I mean the David, you know? Oh, you want to finance it with an effects we could totally have That affects affects the two. It's great. But, you know, >> at the end of the day, innovation and economics winds and the cloud guys have the scale. I mean, look at the amount of money we heard from Google last month. They spent what, twelve billion dollars in Cap Ex through April. It would take Oracle six years to spend that much in Cap Exit would take IBM three and a half four years to spend that much in CAF X. They're cost structure is going to be so much lower. And ultimately, I believe that's going to win. >> Talk about the winners and losers because we heard at the Bank of America you mentioned also what you just said. They're the future has redefined not how you got here, how you move forward. What's the competitive positioning posture for a winning supplier in the modern era of Iranian Cloud? >> I think it's really smart that Adele is forcing these integrations and getting out ahead of this multi cloud thing, I guess said before. If you don't have a public cloud, you've gotto get into that multi cloud management business. VM wears their their their obvious linchpin. They're early in the game. This is Guest is going to play over the next five to seven years. But VM wear has knocked down eight of us. Google, now Azure. They've got a relationship with Alibaba. It's just a matter of time before you see that one happening. So they are in the pole position. The other one is IBM Red Hat. I mean, those are the two favorites in my >> and by the way, red hats here. And if you want to run, you know the latest greatest red hat solution on the Del Ready notes. You know, of course you can do that. So you know, we'd love to talk about competition, but at the end of the day, it's what's good for customers and can they pick and choose the option of their choice. How much do I get? A full stack. That's the same. And how much is their choice? And I didn't hear the word choice. Ah, lot because, you know, they were focusing on certain announcement day. But absolutely, Adele has done a good job in the space in the cloud space of laying out the top choices that customers want. >> The choice wasn't used because the choices del they'LL ship you VX rails. I'm not sure they'll be shipping other things in there. Maybe they will, too. Thanks for the analysis. Degraded. Al says, man, It's gonna be a great show. Three days of wall to wall comes to cube sets two cannons of content coming your way here A Dell Technology world. The Cube cannons stay with us for three days. I'm jumpers Do Minimum day Volonte Lisa Martin, Rebecca Knight All here in Las Vegas for Delta No stay with us We'LL be right back

>> from the Silicon Angle Media Office in Boston, Massachusetts. It's the cue. Here's your host. Still Minutemen. >> Hi, I'm Stew Minutemen. And welcome to a special cute conversation here in our Boston Areas studio where in spring 2019 whole lot of shows where the cubes gonna be on going to lots of events so many different technologies were covering on one of the areas we always love to be able to dig into is what's happening with the users. Many of these shows, we go to our user conferences as well as the community. Really happy to Boca Burger. Believe first time on the program. Steve Methodists famous. Who is the newly elected president of the mug s. So I think most of Ronan should know the V mug organization to the VM where User group. We've done cube events at, you know, the most related events. Absolute talked about the mug we've had, you know, the CEO of the mug on the program. And of course, the VM were Community 2019 will be the 10th year of the Cube at VM World. Still figuring out if we should do a party and stuff like that. We know all the ins and outs of what happened at that show. But you know the V mugs itself? I've attended many. Your Boston V mug is one that I've been, too. But before we get into the mug stuff, Steve could just give us a little bit of your back, because you are. You're practicing your user yourself. >> Yeah, well, first thanks for having me. You know what? I've been watching the cube for years, and it's ah, it's great to be on this side of the of the screen, right? So, yes. So I'm Steve. I think I, you know, show up every day as the associate chief information officer of the University of Massachusetts. Little just for 95 here, and that's my day job. That's my career, right? But what? You know what? I'm excited to be here to talk about what I'm excited in general with the mug is it's a community organization. And so it's a volunteer gig, and that's true of all of our leadership, right? So the from the president of the board of directors to our local leaders around the world, they're all volunteers, and that's I think, what makes it special is We're doing this because we're excited about it. We're passionate about it. >> Yeah, you know the mugs, It's, you know, created by users for user's. You go to them, talk a little bit. It's evolved a lot, you know, It started as just a bunch of independent little events. Is now you know, my Twitter feed. I feel like constantly every day. It's like, Oh, wait, who is at the St Louis? The Wisconsin one? I'll get like ads for like, it's like a weight is the Northeast one. I'm like, Oh, is that here in New England that I don't know about? No, no, no. It's in the UK on things like that. So I get ads and friends around the world and I love seeing the community. So, boy, how do you guys keep it all straight? Man, is that allow both the organic nature as well as some of the coordination and understanding of what's going on. How do you balance that? >> Yeah, that's a great question. And you know, So I was a V mug member for many, many years before I ever got interested in becoming a leader, and you're right it when it started, it was 10 of us would get around with a six pack of beer and a box of pizza, right? And we'd be talking shop and that, you know, that was awesome. And that's what would that was, how it started. But you get to a certain scale when you start talking about having 50,000 now, over 125,000 members around the world. You gotta coordinate that somehow you're right on the money with that. And so that's why you know, we have, you know, a strong, um, coordination effort that is our offices down in Nashville, Tennessee, and their their role is to enable our leaders to give back to their community and take the burden out of running these things. You know, sourcing venues and, you know, working with hotels and stuff. That is effort that not everybody wants to do all the time. And so to do that for them lets them focus on the really cool stuff which is the tech and connecting users. >> Yeah. Can you speak a little bit too? You know what were some of the speeds and feed to the event? How many do you have How much growing, you know, Like I'm signed up. I get the newsletter for activities as well as you know, lots of weapons. I've spoken on some of the webinars too. >> Yeah, well, first thanks for that s o. We have over 30 user cons around the world on three continents. >> In fact, what's the user cough? >> Great questions. So user kind is user conference, you know, consolidated into user Connery. And those are hundreds of end users getting together around the world were on three continents. In fact, I was fortunate enough in March, I went to Australia and I spoke at Sydney and Melbourne on That was awesome, getting to meet users literally, almost a sw far away from Boston. As you can get having the same challenges in the office day today, solving the same business problems with technology. So that was exciting. And so we've got those all over. We also have local meetings which are, you know, smaller in scope and often more focused on content. We've got 235 or Maur local chapters around the world. They're talking about this, and so we're really engaged at multiple levels with this and like you talk about. We have the online events which are global in scope. And we do those, you know, we time so that people in our time zone here in the States could get to them as well as folks in, you know, e m b A and a factory. >> Yeah, and I have to imagine the attendees have to vary. I mean, is it primarily for, you know, Sylvie, um, where admin is the primary title there up to, you know, people that are CEOs or one of the CEOs? >> Yes. So that actually we've seen that change over the past couple years, which is exciting for me being in the role that I'm in is you're right historically was vey Sphere admits, right? And we're all getting together. We're talking about how do we partition our lungs appropriately, right? And now it has switched. We see a lot more architect titles. We Seymour director titles coming in because, you know, I said the other day I was in Charlotte talking and I said, You know, business is being written in code, right? And so there's a lot more emphasis on what it's happening with V m wearing his VM worth portfolio expands. We've got a lot of new type of members coming into the group, which is exciting. >> Yeah, And what about the contents out? How much of it is user generated content versus VM were content and then, you know, I understand sponsorships or part of it vendors. The vendor ecosystem, which vm where has a robust ecosystem? Yes, you know, help make sure that it's financially viable for things to happen and as well as participate in the contest. >> Yes, I feel like I almost planted that question because it's such a good one. So, you know, in 2018 we started putting a strong emphasis on community content because we were, you know, we heard from remembers that awesome VM were content, awesome partner content. But we're starting to miss some of the user to user from the trenches, battle war stories, right? And so we put an emphasis on getting that back in and 2018 we've doubled down in 2019 in a big way, so if you've been to a user kind yet in 2019 but we've limited the number of sponsors sessions that we have, right so that we have more room for community content. We're actually able to get people from around the world to these events. So again, me and a couple folks from the States went toe Australia to share our story and then user story, right? And at the end of the day, we used to have sponsored sessions to sort of close it out. Now we have a community, our right, and Sophie Mug provides food and beverages and a chance to get together a network. And so that is a great community. Our and you know, I was at one recently and I was able to watch Ah, couple folks get to them. We're talking about different problems. They're having this and let me get your card so we can touch base on this later, which at the end of the day, that's what gets me motivated. That's what >> it's about. It's Steve. I won't touch on that for a second. You know what? Get you motivated. You've been doing this for years. You're, you know, putting your time in your president. I know. When I attended your Boston V mark the end of the day, it was a good community member talking about career and got some real good, you know, somebody we both know and it really gets you pumped up in something very, a little bit different from there. So talk a little bit without kind of your goals. For a CZ president of Emma, >> Sure eso I get excited about Vima because it's a community organization, right? And because, you know, I've said this a bunch of times. But for me, what excites me is it's a community of people with similar interests growing together right and reinforcing each other. I know for a fact that I can call ah whole bunch of people around the world and say, Hey, I'm having a problem technically or hey, I'm looking for some career advice or hey, one of my buddies is looking for work. Do you know of any opening somewhere? And that's really powerful, right? Because of the end of the day, I think the mug is about names and people and not logos, right? And so that's what it motivates me is seeing the change and the transformation of people and their career growth that V mug can provide. In fact, I know ah ton of people from Boston. In fact, several of them have. You know, they were administrators at a local organization. Maybe they moved into partners. Maybe they moved into vendors. Maybe they stay where they are, and they kept accelerating their growth. But I've seen tons of career growth and that that gets me excited watching people take the next step to be ableto to build a >> career, I tell you, most conferences, I go to the kind of jobs take boards, especially if you're kind of in the hot, cool new space they're all trying to hire. But especially when you go to a local on the smaller events, it's so much about the networking and the people. When I go to a local user, event it. Hey, what kind of jobs you hiring for who you're looking for and who do I know that's looking for those kind of things and trying to help connect? You know, people in cos cause I mean, you know, we all sometime in our career, you know we'll need help alone those lines that I have, something that's personally that you know, I always love to help >> you. I have a friend who said it. I think best, and I can't take credit for this, right? But it's It can be easy to get dismissed from your day job, right? One errant click could be the career limiting click. It is nigh impossible to be fired from the community, right? And that that, to me, is a powerful differentiator for folks that are plugged into a community versus those that are trying to go it >> alone. Yeah, there are some community guidelines that if you don't follow, you might be checking for sure, but no, if if we're there in good faith and we're doing everything like out, tell me it's speaking. You know, this is such, you know, change. Is this the constant in our world? You know, I've been around in the interview long enough. That's like, you know, I remember what the, um where was this tiny little company that had, you know, once a week, they had a barbecue for everybody in the company because they were, like, 100 of them. And, you know, you know, desktop was what they started working on first. And, you know, we also hear stories about when we first heard about the emotion and the like. But, you know, today you know Veum world is so many different aspects. The community is, you know, in many ways fragmented through so many different pieces. What are some of the hot, interesting things? How does seem a deal with the Oh, hey, I want the Aye Aye or the Dev Ops or the you know where where's the vmc cloud versus all these various flavors? How do you balance all that out? All these different pieces of the community? >> Yeah, it's an interesting question. And to be fair with you, I think that's an area that were still getting better at. And we're still adapting to write. You know, if you look at V mug Five years ago, we were the V's fear, sort of first, last and always right. And now you know, especially is VM. Where's portfolio keeps increasing and they keep moving into new areas. That's new areas for us, too. And so, you know, we've got a big, uh, initiative over the next year to really reach out and and see where we can connect with, you know, the kubernetes environment, right? Cause that the hefty oh acquisition is a really big deal. and I think fundamentally changes or potential community, right? And so you know, we've launched a bunch of special interest groups over the span of the past couple years, and I think that's a big piece of it, which is, if you're really interested in networking and security, here's an area that you can connect in and folks that are like minded. If you're really interested in and user computing, here's what you can connect into. And so I think, you know, as we continue to grow and you know, we're, you know, hundreds of thousands of people now around the world so that you can be a challenge. But I think it's It's also a huge opportunity for us to be ableto keep building that connection with folks and saying, Hey, you know, as you continue to move through your career, it's not always gonna be this. You're right. Change is constant. So hey, what's on the horizon for >> you? When I look at like the field organization for being where boy, I wonder when we're gonna have the sand and NSX user groups just because there's such a strong emphasis on the pieces, the business right now? Yeah, All right, Steve, let's change that for a second. Sure said, You know, you're you got CEO is part of your title, their eyes, what you're doing. Tell me about your life these days and you know the stresses and strains And what what's changing these days and what's exciting? You >> sure? So you know, it's exciting to have moved for my career because I'm an old school admin, right? I mean, that's my background. Uh, so, you know, as I've progressed, you know, I keep getting different things in my portfolio, right? So it started out as I was, you know, I was the admin, and then I was managing the systems engineering team. And then they added desktop support that was out of necessity was like, I'm not really a dustup person, right? So something new you need to learn. But then you start seeing where these synergies are, right? Not to hate, like the words energies. But the reality is that's where we launched our VD. I project at U Mass. Lowell, and that has been transformative for how we deliver education. And it has been a lot of ways. Reduced barriers to students to get access to things they couldn't before. So we had engineering students that would have to go out and finance a 3 $4000 laptop to get the horsepower to do their work. Now, that can use a chromebook, right? They don't have to have that because we do that for them and just they have to have any device t get access via via where horizon. Right, So that happened, and then, you know, then they moved in. Our service is operation, right? So what I'm interested now is how do we deliver applications seamlessly to users to give them the best possible experience without needing to think about it? Because if you and I have been around long enough that it used to be a hassle to figure out okay, I need to get this done. That means they need to get this new applications I have to go to I t there and I have my laptop. Now it's the expectation is just like you and I really want to pull out my phone now and go to the APP store and get it right. So how do we enable that to make it very seamless and remove any friction to people getting their work >> done? Yeah, absolutely. That the enterprise app store is something we've talked about is not just the Amazon marketplace these days. >> In some ways, it is so not all applications rate. Some applications are more specific to platforms. And so that's a challenge, which is, you know, I'm a professor. I really like my iPad. Well, how do I get S P ss on that? Okay, well, let me come up with some solutions. >> Yeah, it's interesting. I'm curious if you have any thoughts just from the education standpoint, how that ties into i t. Personally myself, I think I was in my second job out of school before I realized I was in the i t industry because I studied engineering they didn't teach us about. Oh, well, here's the industry's You're working. I knew tech, and I knew various pieces of it and, you know, was learning networking and all these various pieces there. But, you know, the industry viewpoint as a technology person wasn't something. I spend a lot of time. I was just in a conference this week and they were talking about, you know, some of the machine learning pieces. There was an analyst got up on stage is like here I have a life hack for you, he said. What you need to do is get a summer intern that's been at least a junior in college that studied this stuff, and they can educate you on all these cool new things because those of us have been here a while that there's only tools and they're teaching them at the universities. And therefore that's one of those areas that even if you have years, well, if you need to get that retraining and they can help with that >> no, that's that to me is one of most exciting parts about working in education is that our faculty are constantly pushing us in new directions that we haven't even contemplated yet. So we were buying GPU raise in order to start doing a I. Before I even knew why we were doing and there was like, Hey, I need this and I was like, Are you doing like a quake server? Like they were mining Bitcoins? I don't think so, but it was, you know, that was that was that was an area for us and now we're old. Had it this stuff, right? And so that is a exciting thing to be able to partner with people that are on the bleeding edge of innovation and hear about the work that they're doing and not just in in the tech field, but how technology is enabling Other drew some groundbreaking research in, you know, the life sciences space that the technology is enabling in a way that it wasn't possible before. In fact, I had one faculty member tell me, Geez, maybe six months ago. That said, the laboratory of the past is beakers and Silla scopes, right? The laboratory of the future is how many cores can you get? >> Yeah, all right, So next week is Del Technologies world. So you know the show. The combination of what used to be A M, C World and Del World put together a big show expecting around 15,000 people in Las Vegas to be the 10th year actually of what used to be M. C world. We actually did a bunch of dead worlds together. For me personally, it's like 17 or 18 of the M C world that I've been, too, just because disclaimer former emcee employees. So V mugs there on dhe, Maybe explain. You know, the mugs roll there. What you're looking to accomplish what you get out of a show like that. >> Sure. So V mug is a part of the affiliation of del Technologies user communities. Right? And what I love about user communities is they're not mutually exclusive, right? You absolutely can. Being a converged and Avi mug and a data protection user group. It's all about what fits your needs and what you're doing back in the office. And, you know, we're excited to be there because there's a ton of the move members that are coming to Deltek World, right? And so we're there to support our community and be a resource for them. And that's exciting for us because, you know, Del Del Technologies World is a whole bunch of really cool attack that were that were seeing people run vm were on Ray. We're seeing via more partner with, and so that's exciting for us. >> Yeah, and it's a try. Hadn't realized because, like, I've been to one of the converted user group events before, didn't realize that there was kind of an affiliation between those but makes all the sense in the world. >> Yeah, right. And it's, you know, again, it's an open hand thing, right? Beaten and one being the other. You realize them both. For what? They're what They're great at connecting with people that are doing the same thing. There's a ton of people running VM wear on. Ah, myriad. Like you talked about earlier VM Where's partner? Ecosystem is massive, right? But many, many, many in fact, I would say a huge majority of converged folks are running VM we're >> on it. All right. So, Steve want to give you the final word? What's the call to action? Understand? A lot of people in the community, but always looking from or always, ways for people to get involved. So where do they go? What? What would you recommend? >> Yeah, thanks. So if if you are not plugged into user community now, when you're in the tech field, I would strongly encourage you to do so. Right? V mug, obviously, is the one that's closest to my heart, right? If you're in that space, we'd love to have you as part of our community. And it's really easy. Go to V mug. dot com and sign up and see where the next meet up is and go there, right? If you're not into the VM where space and I know you have lots of folks that air, they're doing different things. Go check out your community, right? But I tell you, the career advantages to being in a user community are immense, and I frankly was able to track my career growth from admin to manager to director to associate CEO, right alongside my community involvement. And so it's something I'm passionate about, and I would encourage everybody to check out. >> Yeah, it's Steve. Thank you so much for joining us. Yeah, I give a personal plug on this. There are a lot of communities out there, the virtual ization community, especially the VM. One specifically is, you know, a little bit special from the rest. You know, I've seen it's not the only one, but is definitely Maur of. It's definitely welcoming. They're always looking for feedback, and it's a good collaborative environment. I've done surveys in the group that you get way better feedback than I do in certain other sectors in just so many people that are looking to get involved. So it's one that you know, I'm not only interviewing, but, you know, I can personally vouch for its steeple. Thank you. Thank you so much. Always a pleasure to see you. >> Thanks for having me. >> Alright. And be sure to check out the cube dot net. Of course, we've got dealt technologies world in the immediate future. Not that long until we get to the end of summer. And vm World 2019 back in San Francisco, the Q will be there. Double set. So for both del world del Technologies world and VM World. So come find us in Las Vegas. If you're Adele or Mosconi West in the lobby is where will be for the emerald 2019 and lots and lots of other shows. So thank you so much for watching. Thank you.