>>Mhm >>Welcome to the cube where we're celebrating the EC 2/15 birthday anniversary. My name is Dave Volonte and we're joined right now by Sandy carter, Vice President of AWS. Welcome Sandy, it's great to see you again, >>David. So great to see you too. Thanks for having me on the show today. >>Very welcome. We were last physically together. I think it was reinvent 2019. Hopefully I'll see you before 2022. But first happy birthday to EC two. I mean, it's hard to imagine back in 2006, the degree to which EC two would impact our industry. Sandy, >>I totally agree. You know, I joined a W S about 4.5 years ago in EC two and it's, it's even amazing to see what's just happened in the last 4.5 years. So I'm with you. Nobody really expected the momentum, but EC two has really shone brightly in value to our customers. >>You know, we've done the public sector summit, you know, many times. It's a great event. Things are a little different in public sector as you well know. So talk about the public sector momentum with EC two and that journey. What have you seen? >>Yeah, so it's a great question day. So I had to go back in the time vault. You know, public sector was founded in 2010 and we were actually founded by the amazon process writing a paper setting up a two pizza team, which happened to be six people. And that journey really started with a lot of our public sector customers thinking that we don't know about the cloud. So we might want to do a pilot or just look at non mission critical workloads now public sector and I know you know this day but public sector is more than just government, it has education, not for profit healthcare and now space. But everybody at that time was very skeptical. So we had to really work hard to migrate some workloads over. And one of our very first non mission critical workloads was the U. S. Navy. Um and what they did was the Navy Media Services actually moved images over to EC two. Now today that seems like oh that's pretty easy. But back then that was a big monumental reference. Um and we had to spend a lot of time on training and education to win the hearts and souls of our customers. So back then we had half of the floor and Herndon Washington, we just had a few people and that room really became a training room. We trained our reps, we trained our customers um research drive. A lot of our early adopters accounts like Nasa and jpl. And um then when cloud first came out and governments that started with the U. S. A. And we announced Govcloud, you know, things really picked up, we had migration of significant workloads. So if you think back to that S. A. P. And just moving media over um with the Navy, the Navy and S. A. P. Migrated their largest S A P E R P solution to the cloud in that time as well. Um, then we started international. Our journey continued with the UK International was UK and us was us. Then we added a P. J. And latin America and Canada. And then of course the partner team which you know, is very close to my heart. Partners today are about 73% of our overall public sector business. And it started out with some interesting small pro program SVS being very crucial to that, accelerating adoption. And then of course now the journey has continued with Covid. That has really accelerated that movement to the cloud. And we're seeing, you know, use of ec two to really help us drive by the cute power needed for A I N. M. L. And taking all that data in from IOT and computing that data. And are they are. Um, and we're really seeing that journey just continue and we see no end in sight. >>So if we can stay in the infancy and sort of the adolescent years of public sector, I mean, remember, I mean as analysts, we were really excited about, you know, the the the introduction of of of of EC two. But but there was a lot of skepticism in whatever industry, financial services, healthcare concerns about security, I presume it was similar in public sector, but I'm interested in how you you dealt with those challenges, how you you listen to folks, you know, how did you drive that leadership to where it is today? >>Yeah, you're right. The the first questions were what is the cloud? Doesn't amazon sell books? What is this clown thing? Um, what is easy to, what is easy to stand for and then what the heck is an instance? You know, way back when there was one instance, it didn't even have a name. And today of course we have over 400 instant types with different names for each one. Um and the big challenges you asked about challenges, the big challenges that we had to face. Dave were first and foremost, how do we educate? Um we had to educate our employees and then we had to educate our customers. So we created these really innovative hands on training programmes, white boarding um, sessions that we needed. They were wildly popular. So we really have to do that and then also prove security as you know. So you asked how we listen to our customers and of course we followed the amazon way we work backwards from where we were. So at that time, customers needed education. And so we started there um, data was really important. We needed to make customer or data for government more available as well. So for instance, we first started hosting the Census Bureau for instance. Um and that was all on EC two. So we had lots of early adopters and I think the early adopters around EC two really helped us to remember. I said that the UK was our international office for a while. So we had NIH we had a genomes project and the UK Ministry of Justice as well. And we had to prove security out. We had to prove how this drove a structured GovCloud and then we had to also prove it out with our partners with things like helping them get fed ramped or other certifications. I'll for that sort of thing as well. And so we really lead in those early days through that education and training. Um we lead with pilots to show the potential of the possible and we lead with that security setting those security standards and those compliance certifications, always listening to the customer, always listening to the partner, knowing how important the partners we're going to be. So for example, recovery dot gov was the first government wide system that moved to the cloud. Um the recovery transparency board was first overseeing that Recovery act spending, which included stimulus tracking website. I don't know if you remember that, but they hosted the recovery dot gov On amazon.com using EC two. And that site quickly made information available to a million visitors per hour and at that time, that was amazing. And the cost savings were significant. We also launched Govcloud. You'd asked about GovCloud earlier and that federal cloud computing strategy when the U. S. Government came out with cloud first and they had to consider what is really going to compel these federal agencies to consider cloud. They had Public-sector customers had 70 requirements for security and safety of the data that we came out with Govcloud to open up all those great opportunities. And I think Dave we continue to leave because we are customer obsessed uh you know, still supporting more security standards and compliance sort than any other provider. Um You know, now we lead with data not just data for census or images for the US Navy, but we've got now data in space and ground station and data at scale with customers like Finra who's now doing 100 billion financial transactions. Not just that one million from the early days. So it has been a heck of a ride for public sector and I love the way that the public sector team really used and leveraged the leadership principles. Re invent and simplify dive deep. Be obsessed with the customers start where they are. Um and make sure that you're always always always listening to what they need. >>You know, it's interesting just observing public sector. It's not uncommon, especially because of the certifications that some of the services, you know come out after they come out for the commercial sector. And I remember years ago when I was at I. D. C. I was kind of the steward of the public sector business. And that was a time when everybody was trying to focus in public sector on commercial off the shelf software. That was the big thing. And they want to understand, they wanted to look at commercial use cases and how they could apply them to government. And when I dug in a little bit and met with generals and like eight different agencies, I was struck by how many really smart people and the things that they were doing. And I said at the time, you know, a lot of my commercial clients could learn a lot from you. And so the reason I bring that up is because I saw the same thing with Govcloud because there was a lot of skepticism in various industries, particularly regulated industries, financial services, healthcare. And then when Govcloud hit and the CIA deal hit, people said, whoa CIA, they're like the most security conscious industry or organization in the world. And so I feel as though in a way public sector led that that breakthrough. So I'm wondering when you think about EC two today and the momentum that it has in the government, Are there similar things that you see? Where's the momentum today in public sector? >>You are right on target day? I mean that CIA was a monumental moment and that momentum with ever increasing adoption to the cloud has continued in public sector. In fact today, public sector is one of our fastest growing areas. So we've got um, you know, thousands of startups or multiple countries that were helping out today to really ignite that innovation. We have over 4000 government agencies, 9000 education agencies. Um 2000 public sector partners from all over the globe. 24,000 not for profit organizations. And what I see is the way that they're using EC two um is is leading the pack now, especially after Covid, you know, many of these folks accelerated their journey because of Covid. They got to the cloud faster and now they are doing some really things that no one else is doing like sending an outpost postbox into space or leveraging, you know robots and health care for sure. So that momentum continues today and I love that you were the champion of that you know way back when even when you were with I. D. C. >>So I want to ask you, you sort of touched on some interesting use cases, what are some of the more unusual ones and maybe breakthrough use cases that you see? >>Oh so yeah we have a couple. So one is um I mentioned it earlier but there is a robot now that is powered by IOT and EC two and the robot helps to take temperature and and readings for folks that are entering the hospital in latin America really helped during Covid, one of my favorites. It actually blew the socks off of verne or two and you know that's hard to do is a space startup called lunar outpost and they are synthesizing oxygen on mars now that's, that's driven by Ec two. That's crazy. Right? Um, we see state governments like new york, they've got this vision zero traffic and they're leveraging that to prevent accidents all through new york city. I used to live in new york city. So this is really needed. Um, and it continues like with education, we see university of Illinois and Splunk one of our partners, they created a boarding pass for students to get back to school. So I have a daughter in college. Um, and you know, it's really hard for her to prove that she's had the vaccine or that she's tested negative on the covid test. They came out with a past of this little boarding pass, just like you used to get on an airplane to get into different classes and labs and then a couple of my favorites and you guys actually filmed the Cherokee nation. So the Cherokee nation, the chief of the Cherokee nation was on our silicon um show and silicon angles show and the cube featured them And as the chief talked about how he preserves the Cherokee language. And if you remember the Cherokee language has been used to help out the US in many different ways and Presidio. One of our partners helped to create a game, a super cool game that links in with unity To help teach that next generation the language while they're playing a game and then last but not least axle three d out of the UK. Um, they're using easy to, to save lives. They've created a three D imaging process for people getting ready to get kidney transplants and they have just enhanced that taken the time frame down for months. Now today's that they can actually articulate whether the kidney transplant will work. And when I talked to roger their Ceo, they're doing R. O. L return on life's not return on investment. So those are just some of the unusual and breakthrough use cases that we see powered by E. C. To >>Sandy. I'll give you the last word. Your final closing comments. >>Well, my final closing comments are happy birthday to ec two celebrating 15 years. What a game changer and value added. It has been the early days of Ec two. Of course we're about education like what is the cloud? Why is a bookseller doing it. But um, easy to really help to create a new hub of value Now. We've got customers moving so fast with modernization using a I. M and M. L. Containers survivalists. Um, and all of these things are really changing the game and leveling it up as we increased that business connection. So I think the future is really bright. We've only just begun. We've only just begun with EC two and we've only just begun with public sector. You know, our next great moments are still left to come. >>Well, Sandy, thanks so much. Always Great to see you. Really appreciate your time. >>Thank you so much. Dave. I really appreciate it. And happy birthday again to E. C. To keep >>It right there were celebrating Ec 2's 15th birthday right back. >>Mhm.

>>Mhm Yes. Hi lisa Martin here with the cube we are covering Dell technologies world, the digital event experience. I have two guests here with me today that are new to the program. So I would like to welcome David Lowe, the Director of product management for Dell Technologies. David. Welcome to the >>program. Hi, how are you >>doing well? And Catherine Ward is here as well, customer experience strategist at Dell Technologies Catherine, it's great to have you join us. Thanks. Happy to be here lisa. So we're talking about embracing as a service. That was a big announcement at Dell Technologies World as we were talking before we went live just a few months ago in the end of 2020 where the new Dell Technologies cloud console was announced. David start with our audience in terms of describing the apex council, what it is when it was launched and give us some color around that. >>Absolutely. Back in october we announced the Dell Technologies cloud console as part of unveiling the apex vision and this was really uh in response to what we heard from our customers about the need to be able to take advantage of cloud and as a service, operating models, being able to take advantage of our products and services around infrastructure in a way that really uh you know, met their needs in terms of the business results that they were trying to drive the kind of flexibility that they needed about how to get those offerings in place and be able to to run them having simplicity and how they managed those offers while also having just a greater degree of control, of course, that's afforded by having infrastructure running on premises versus uh in the public cloud. So with the apex console today, again, we're just listening to what customers say about being able to double down on that vision and provide even more functionality and capabilities on top of additional services that we're making available in the apex console today, >>Captain, let's get some point of view from the customers. David mentioned them a number of times. Obviously this is why you're doing this, but how does apex designed to help simplify operations? What are some of the things that you're hearing from the customer experience about it being able to simplify ops? >>Yeah, absolutely. So we've we've talked to many customers that's part of my team's job to ensure we're delivering a great experience. We've really heard >>that customers >>appreciate that they can now subscribe to services and and that the Dell offers. Um we've heard a lot from customers and sales folks that tells us that not every project they want to do is funded in a complex way. And so one of the great benefits of Dell clouds offers and the apex console is being able to get things in an op X way so they can pay on a subscription, uh sorry, so they can play on a subscription basis uh to meet, you know, their business needs is one major positive that we've been hearing from customers. >>One of the things that I read when apex launched a few months ago was this really as a way to demonstrate cloud as an operating model rather than a destination and lets you get both of your opinions on that and since launched what you thought, David, we'll start with you. >>Yeah, Well that's it's a great it's a great concept that customers really that really resonates with customers. So I mean, you know, cloud as an operating model has been something that many companies have moved towards over the last, you know, 10, 15 years, where there are fundamental characteristics of cloud that are defined as being on demand, being self service, providing easier access with elastic scale and then also just paying for what you use. And and and these are the things that customers really care about. And so as part of the apex vision and unveiling today in the in the apex console where offering services, for example, like apex storage services, where customers will have the ability to subscribe to that service on demand through the Apex Council in a self service way, they'll be able to take advantage of it in a way they pay for what they use because on top of a a committed storage capacity, it's an on demand usage model, uh and they have the ability to come in at any time and increase as their business demands what storage is available to them. So we really are capitalizing on those cloud characteristics that customers want to be able to take advantage of but doing so, you know, on top of uh, infrastructure products from Dell that customers have trusted for decades. >>Right. So one of the things that we've talked about so many times in the last year is the acceleration that we've seen in every industry with perspective digital transformation and seeing so many businesses in every industry pivot multiple times here. And that speed up, you know, like, you know, here we are using SAS applications to communicate and to reach customers. I'd love to know Katherine, what some of the things are that you've learned since the initial launch. Kind of given the interesting times that we're in, what are some of the things that you've learned from customer feedback that are going to be utilized to help uh, uh, kind of modify the product going forward? >>Yeah, absolutely. So one thing is customers echoing David, really value self serve. They want to be able to do things on their time when they want. And one of the great things that customers can do through the console is build solutions, choose services that best meet their needs, they don't have to involve sales, they obviously can if they want to, but they don't have to. And that is a big selling point key, you know, meets a key need of that. We've heard from customers, I'd say. The second thing that we've heard from folks is that they really like how we have set up our role based access >>and identity >>management capabilities. Uh and I'll give you an example, So there are company very large companies, let's say who may have one finance department and they are the only people who are empowered to sign off on orders, let's say. So maybe a more purchaser type role, you may have an entire separate set of folks who are more technical folks who understand how to configure an offer, how to put it all together and those, but those folks can't buy. Um And so we have built in some workflows um to help support those processes that we've heard from customers that they have, and by doing that they can ensure appropriate separation of duties according to their internal policies as well as help them get a handle on unexpected spend from I. T. Services. >>Catherine is really touching on an incredibly important point there that customers over the last 10 years as they've used cloud services from other providers. We know that the democratization of cloud, that said that anybody can come in off the street with a credit card and start using services. That's a great way for people to get up and running. But that also leads to the problem of shadow I. T. It also leads to uh you know, an unbounded expenses and and you know difficulty in managing costs and unpredictable expenditure. So we've seen over time how even other cloud providers have had to come back laser and based on customer feedback, start adding governance, start adding policies, start adding, you know budget management and spend controls, uh Start ensuring that the kind of workflow that Catherine mentioned is in place around uh you know, ordering And we decided to put that in just from day 1. So when customers come to the apex console, they're going to be coming in the context of a company or an organization where there will be users that have specific roles. And as Catherine mentioned, they'll have specific permissions that might align with their particular job function and there will be governance that an administrator can implement to ensure that only certain people can perform certain tasks, which, you know, we already know from customer feedback is incredibly important to give customers that kind of control that they might not get or that they might have been asking for from other cloud providers in order to ensure that this is truly like an enterprise grade level of servants. >>Yeah. And just to play off that David, you know, I've talked also while I also, I talked to customers a lot also make sure I interact quite a bit with our sales team so to get their views as well. And there's a university customer that we have who has this exact problem of shadow it. And they were, their goal was to unify and get all their main campuses on same system, following same policies, same procedures, same infrastructure. Um And one of the key challenges that they have is people, developers get excited, they want to build stuff and they will go to the public cloud, use a credit card for example and just get up and running. And now this company realizes that a those folks kind of going off and doing some of that on their own are actually spending more than their central it spends. So again I think it's a real world problem that we think we're we're well positioned to solve. >>Yeah, those guardrails seem really outstanding for customers to be able to get that. You both mentioned shadow I. T. And that's one of the things that we know so easy to spin up services. But yet you then disconnect I thi from different business units which is always a challenge for organizations. So having the governance and the role based access controls really provides your customers with more of a chance to, as you said I think a minute ago David consume and only pay for what they're consuming but also have that line of sight that visibility across who's using these services. What are we paying? Are we are we getting what we need and are we ensuring that we're getting more control over our environment? I can't even imagine how much more important that is these days with so many people still scattered and remote. >>Yeah and and and and and and it's it's just really part of the whole customer lifecycle as they work with our services. So after customer is able to subscribe to something like apex data storage services and after it has been deployed at their data center they'll be able to come in to the apex council, they'll be able to see information about that subscription and about the infrastructure that they're running including having health monitoring and alerts and be able to see the capacity usage of that service. Uh And with that telemetry and insight then be able to take action. Uh Perhaps as you say to you know either uh you know put in place additional controls within their teams on on spending or consumption or increase the available storage that they have to ensure that it meets uh their business needs. And and as we build out this end and life cycle within the apex console customers will see more and more features coming to help with you know tagging of expenditure for show back purpose is to simplify the way in which uh you know both I. T. Teams and financial uh personnel within a company are able to ensure that they're being responsible and and have that governance over over what's being consumed and spent. >>Yeah. Absolutely critical. Catherine talked to us about for existing Dell customers, how can they access the apex console? What's the what's the process there that you advise? >>Yeah. Great great question. So the good news is if you already have a Dell account, whether you're an existing premier customer or perhaps you visit us through Dell dot com your credentials will work. All you need to do is talk to your sales team, your sales representative and ask them to be enabled and the process typically goes that they will sales will help enable an administrator and from there the administrator at your company can start giving access and assigning those roles as as as you as you need. >>Just a little bit of a pivot on that. And what are we talking about in terms of time frame when we think of cloud services being able to spend them up knowing that there's still so much remote work going on. How quickly can Adele customer follow that process that you just mentioned and activate these services? >>Yeah, that's a great question. So our goal is to be able to, once, you know, we have your interest, we understand what you want to get you equipment and get you up and running within 14 days is our is our goal and our target. Um It's a lot depends on on what the customer needs and if they can get, you know, if they can accept delivery that quickly and all that. But but that is our that's our goal is get you up and running in 14 days. >>Excellent. That time to values David. Go ahead. >>Oh yeah, the the getting access to the council can be can be can be, you know, certainly a lot faster. But as Catherine said, you know, once you get into the console and you want to be able to consume the services, especially for those infrastructure services that are going to show up and be deployed at your data center. Uh You know, we we include features like integrated site survey that customers are going to see shortly when they're able to go through the subscription process and enter information about their physical data center. Maybe uh you know, physical access characteristics or power or networking configurations that they have So that our deployment services team knows what to expect when they show up. We can get everything wrapped and stacked and ready to go put it on the truck and have it uh you know, to the customer as quickly as possible as Catherine said, with the time to value promise of 14 days. >>Excellent. And that fast access last question David, before we wrap up, talk to us about what's next? This was only announced in the last 67 months so lots of Development and progress, lots of customer feedback helping to tune the services. What can customers expect you know going out the rest of 20 calendar year 2021 >>more. Just I mean you know we'll have access for more customers in more countries to be able to consume more services and more capabilities within the console to provide that richer and to end experience today we already have access Uh for the console within 17 countries around the world with customers from the US and. UK. and France and Germany already able to subscribe to certain services. We have access for apex data storage services and other countries uh Coming very soon. Uh So we'll be adding more countries or languages will be adding more services uh in the coming months. And as we alluded to earlier more capabilities to ensure that the end and experience that customers have crosses all of the different boundaries within their organizations and supports all of the different roles who need to be able to come in and do everything from discover services. Subscribe to them, provision, resources, uh manage, operate support and and and build solutions on on top of what they have. So it really is all about ensuring that it's a single consistent and to end life cycle within the apex console. >>Well, that word more was perfect when I said, what's coming next book? And folks expect more? It's like that. But wait, there's >>more. So I'm sure >>folks will will get a lot more information as the event unfolds in the weeks after David and Catherine. Thank you for joining me talking to me about all of the progress that's happened in such a short amount of time with apex concept. We look forward to seeing what's next. >>Thanks lisa. >>Thanks for having us. >>My pleasure for David Lo and Catherine Ward. I'm lisa martin. You're watching the cubes coverage of Dell technologies world, The virtual event experience. Yeah, yeah.

>> from Seattle Washington It's the Q covering AWS Imagine brought to you by Amazon Web service is >> Hey, welcome back there, buddy Geoffrey here with the Cube. We're in downtown Seattle Day Ws Imagine Edie, you event. It's their education event and every education Everything from K through 12. The higher education community College Retraining after service is a really great show. It's a second year. We're happy to be here. We've got somebody has come all the way from Spain to talk about his very special company. It's Ignasi. Nuclear is he is >> the CEO of click dot edu. Yeah, nice. You see? Welcome. >> Thank you are way really pleased to be with you. >> Great. So tell us, kind of what is clicky? Do you What? What is kind of your core value? >> It's ah, platform that makes all the things that the school needs seeing atleast in Spain. So it's a miss system also on elements also the communication with the family that Petra is Ah Wei Tau financial the school and also a lot of things that they are related on >> right? And you've been around for a while. So when did the company started? How was kind of some basic numbers on how many customers do you have? Could you operate in a lot of countries? A lot of schools? >> The as we have schools working with us already in all of Spain, Also in Chile, Colombia, Arneson, UK. On also in a little country in Europe that is called Andorra. So we're really happy because you have more than 1,000,000 off users working with us. >> 1,000,000. Congratulations. And is it mainly do you specialize between, say, K through 12 or higher education? Or we're kind of all over the place? >> Yes, we're focusing K 12 schools. So the one off the important parts are the communication with parents on dhe to follow all the things that the student. That's >> right. So you guys have a very special thing that you're announcing here at the show is really focusing on Alexa for K through 12 which nobody else is doing. That's really something unique that you guys, How did you get in that? What did you see in voice communication and Alexa that you couldn't do in the platform before that? You really saw the opportunity? >> Yes. All the people say is that >> the future or the present Now is the voice on all we will communicate by boys in the future over Internet. You see a lot off young guys doing all the things my boys know, right? Texting, etcetera. So we thought that it could be a nice idea that the communication between parents and also for a students to the school and be on in the other way, could be could be by boys. So we imagine how to do >> it on. We did it. It's really knew. >> When did you start it? When did you start that project? >> This project we began three months ago, >> three months ago. So, >> yeah, it's really, really knew the boy's idea, right? It was in >> a show that I have seen. Ah ah, law. A lot of people were talking about that, but there were, at least in Spain, in the Spanish. Nothing about so with it, we can be the first. So >> we leave. That's >> great. So before we turn the >> cameras on, we're talking about some of the issues that you have in one of the ones is integration to all these systems because, you know, I have kids. I might have multiple kids in a couple different grades. You have kids and a fine looking for access on their homework or their test scores. You know he's got integrate with all those different back ends to keep things private. But you're kind of in a good spot because your system is the one that's on the back end, right? Yeah, so that worked pretty well. And then the other piece, he talked about his two way voice. I don't think a lot of people think in voice communication, yet it's still more of an ask and get a reply asking and get a reply. But you guys are actually pushing notice vacations from the school, out to the families using voice. How's that working out? You know what are some of the use cases? Yeah, >> it's like it's like the parent can ask Toe elixir, for example, What's a home or for tomorrow for one of your son or daughter on DA on The Echo tell you about that. So it's really impressive, because in that moment the system goes to the school system to get that information on our system. Yeah, on Alexa translating voice So it's It's It's funny >> I just think it's funny that I get e mails from all my digital assistants telling me, suggesting things that I should ask them because it's really not native yet as as an interface to work with these machines. But, well, he's mentioned that the young people voices much more natural. So I wonder if there's been some surprises or some things you didn't expect in terms of people comfort level with voice as a way to communicate with me. >> Say, I think it's, ah most natural way also for us that we are not not if but off course. So we communicate better by boys and writing or texting. So, so off course. It's the future because it's another away. So the use off that systems goes up because off that. So I think it's the most the most thing that for for causes more surprising, >> right? And so will you guys supply the Alexa? It's for people's homes. Or is it something they can tap into their existing Alexa Yeah, >> uh, usually, ah, the case for using that is in your home or else on your phone so you can install licks on your phone and you can ask them. I'll see if the UK fun ankle, >> but handle it. But how do I look? How do I hook my existing echo? Yeah, yes, I bought into the school system. >> Yes, because sometimes some universities are They pulled their A coin. I don't know in the university, or but you can use your echo that you are using it for other things. Listen, music me Listen, missing music or whatever >> and you >> can use the >> same. Yeah, you can. You >> only have to, like, download an >> app for >> your phone. There >> is more less is the same us Alexa to >> install, click in the Web or a skill that it's cow. It's called right, and then you >> have it. So what's next? What's on the road? Map on the voice specifically, Where do you see this kind of evolving over the next little while? >> Yes, our our next goal in the parties that they can use the teachers in the school. The boy systems also so for doing what they do every day in ah Maur writing or whatever, we can do it by voice. For example, interview with the parents, a transcript or, for example, to say that somebody hasn't come to the school or toe tell to the Transportacion that something is company. These kind of things is what we are. Imagine it's in our next things that we will do it with voice. >> It'll be Lexa in the classroom, hoping, thinking, Yeah, right. What about privacy? I would imagine knows funny. In the early days of Cloud, security was a was was not good of the show stopper. People were concerned about 10 years later. Now security is a strength of cloud, right? It's probably more secure than most people's data centers or disgruntled employees. I would imagine privacy and security. This is probably pretty top of mind in the school district as well as a lot of personal information. Are they comfortable? Do they kind of get the security of cloud and cloud infrastructure, or is that still sticking point? >> You know that in Europe there are really strict low of our protection off that right, so we are really concerned about that. So we are talking with the school's what kindof systems. They will be comfortable because you want to use it, so we'll have to find >> the clue to do that. But It's really >> important, I think, all over the world, but in the stage or in Europe who are really concerned about that. So we'll see how to find it. But we can create a private skill, right? Yes, because there are birds shown off, Alexa, that is for business. So you can create your provide things on. You don't have to be for that. Somebody's listening. You >> right? All right. So the last last question here at the conference and you come last year? >> No. So what do >> you know? Just your impressions of the conference Has it nice to be with a bunch of like minded, you know, kind of forward thinking educators because because education doesn't always get the best reputation being kind of forward looking. But here you're surrounded. So I just wonder you could share some of your thoughts of the of the event so far. Yeah, >> I think this guy no five ins give you more motivation on you. Increase your you're way t to see that there are a lot of people that is pushing to innovate and do the things different. So really, really interesting to goto some machine learning. Ah, suppose is shown about California. What? They are doing that right? So I'm really interested. >> Good. Get all right. Look Nazi. Thanks for taking a few minutes. And, uh, congratulations on that project. That's really crazy. Thank >> you for your interest in. >> All right, >> Jeff, you're watching the Cube. Where it aws Imagine in downtown Seattle. Thanks for watching. We'll see you next time.

>> from the Silicon Angle Media Office in Boston, Massachusetts. It's the cue. Now, here's your host. Day Volonte. >> Hi, >> everybody. Welcome to this cute conversation. I'm Dave Volonte and Stew Minuteman is here with me. We're gonna break down a w s kind of give you Ah, midyear What's happened so far this year with all the events that we've been covering and what to look forward to? Uh, the N Y C Summit is coming up stew. It's been a big year. Obviously. What we came off a re invent. Amazon's got $30,000,000,000 run rate business growing at 40 plus percent per year. That means they're putting 9,000,000,000 of incremental revenue every year into the cloud business. The marketplace, That growth that's roughly as large is tthe e entire Microsoft cloud business, which is astounding >> day that that that's that's the point Amazon definitely has been making for a couple of years. And you're absolutely right. Microsoft is definitely growing at a faster pace than Amazon, and they're running about 75 87 but off a much smaller number. So the incremental add that Amazon has been throwing off the last couple years. Every year they're adding more than an azure every year. So absolutely Amazon, you know, is the lead horse out there. And while you know, the horses on the track behind them are trying fast to catch up Amazon. If you talk about Infrastructures service, AWS is still the lead. >> Well, the big question is. Will that attenuate? And we were at Remember the Nutanix inaugural Nutanix Stop next? Do you rush Pandey, who's very smart guy, somebody we respect a lot. One of the fundamental assumptions they were making is eventually the law of large numbers will catch up to them and know it very well May. But it hasn't yet. I asked John Lovelock, can a company the size of Amazon $30,000,000,000 company grow it for 42% a year? Is that sustainable? And he said, Absolutely. There's nothing to stop them now. Who knows who has the crystal ball? What are your thoughts? >> Yeah, So, Dave, what we saw is Amazon's not sitting still. You know, they always like to say it's always Day one, and if you look at where they're going, the products that they keep throwing off the innovation that they keep moving on and the flywheel that they've had first of customer acquisition with all of the innovations that they're putting out there and the flight well. But I've been talking about the last couple of years the label of data, which is something we want to be a little concerned about. How much data Amazon actually does have both Amazon AWS and Amazon, with all those intelligent devices that are in your homes and connecting everything together. Some people are a little concerned about that. The government's a little bit concerned about that, but absolutely Amazon is going everywhere. We've seen Amazon going into sub segments of the market, going into verticals and going just really broad, really deep. So absolutely I don't see anything slowing a bit on down. It is a company that continues to impress one of >> the challenges. I think those do that that Amazon does have, and this came out of the reinforced >> conference a couple weeks ago in Boston, which was, Ah, conference for security practitioners, a lot of si SOS chief information security officers. The number one challenge that came out of that when you talk to practitioners was their ability to keep up with the innovations that Amazon is putting forth. So, you know, I wonder if we're gonna talk to some commercial customers. You'll see them down the summit probe to see if, in fact, that's part of their challenge. Just the pace at which Amazon brings out new features. But we've done Gosh, we've covered eight events or will have covered eight events this year. Eight productions. It started in the U. K. Where we covered a public sector health care. And then we did the AWS summit London really all about both public sector in the UK as well as the summit in the UK Innovations in the UK around cloud, etcetera, cloud adoption. 12,000 people at the AWS London summit. Now you covered re Mars, which was not the Cube wasn't there, but you were there. What was that show? >> Yes. So, first of all, it's an Amazon >> show, not a native US show, but absolutely showed underneath where eight of us fits into the fulfillment centers of Amazon. And it was about re Marceau Mars A play of course on space. But it was a machine learning automation, robotics in space. So you had the cool blue origin stuff that actually brought in. Robert Downey Jr talked about how he's going to save the planet with, you know, robotics and intelligence out there to help clean up pollution in the globe on and the like. But it was a phenomenal show, but what I said is actually going to show a little bit underneath the covers of Amazon similar what we've seen from eight of us at the reinvent shows over the years. Because, you know, we all know how many boxes air coming to our, you know, our place of home every day and how fast that's going. And so this is what's happening underneath the robotics and machine learning a lot of those Air AWS Service's that are powering that. So it was a fascinating show, Dave and absolutely showed other relationship between Amazon, the parent company. Eight of us, all those cloud service is that helped feed the bigger business. >> Now, June, the Cube covered the D. C. Public sector summit. This is Teresa Carlson's gig. She's the host. Actually, Andy Jassy was there this time. He wasn't there last year when you and I recovering it. And of course, that's all about bringing cloud to public sector, not just federal but all public sector. It includes AH, non profit and education, which talk about in a minute. The big story. There is a jet. I we're talking about tens of billions of dollars going to ah, contract. Oracle, of course, is fighting it. It's going into the courts. I guess they've been a number of reviews or could won't give up its oracle. Amazon clearly is the front runner. Last I read, it was down to AWS and Microsoft, with AWS being the lead contender there. We'll see what happens. I think the decision is coming down this month, July 2019. But it's really again about bringing cloud innovations to public sector. Public sector tends to take things a little bit later than the commercial like. For instance, last year they announced the the VM wear on AWS was available, so you'll see those kinds of things come maybe a year later. But its again. Another big show there 12. 13,000 people there at the D. C Convention center. >> Yeah, Davey, when you talked about the critique of what's happening in Amazon as Amazon goes deeper into all of these verticals How do they help get that information to the user in a way that they need to run their businesses? So my co host for New York City's Cory Quinn was listen to his podcast this morning and he said, That's where Amazon's got dozens of blog's. They've got so many announcements, they haven't done a really good job, something we've seen many companies do. How do I get to you know that business roll and put it in, you know, verbal that they understand, as opposed to just >> Hey, we had 1000 new features >> come out this year and they're awesome. Then you should use everything s o. You know, that's something that, you know the industry as a whole needs to do better at an Amazon. Just in the nature of how fast they're moving is something that they should be able to do a better job. >> And Jennifer is also gonna be in New York City. And one of things he was stressing at reinforce was the marketplace. We had Dave McCann on the just rocketing. I think it was 100,000 census of security subscriptions. I think it was 1,000,000 subscriptions in total so just an amazing ah momentum in the marketplace. But reinforce was all about security. Deep dives on security, chief information, security officers. What came out of that show the big takeaway was was head of AWS is, uh, security. The chief information security officer, Schmidt said. This narrative in the industry that the sky is falling doesn't do anybody any good. Um, it's not productive. We should be more positive. The state of the cloud union is good, like the president of states is State of the Union is strong. Um, having said that, Amazon talks about the shared security model. The practitioners that we talked to said, Yeah, shared model Amazon's going to secure the the infrastructure of the storage, the compute of the database. We are responsible for our end, and it really is on us to make sure that we are secure. So again, back to that point about the pace of innovation that Amazon is putting forth is a challenge for people. AWS imagine is also going down. I think this week what's that you're >> so it's in Seattle and it's you mentioned the public Sector one in D. C, which is government agencies, nonprofits and education. So imagine is a subset of that. My understanding is the education, a nonprofit piece of that from when you and I were in D. C. Last year for the Public sector summit. It's It is impressive how deep Amazon is going into these spaces, the affinity they have. And really, you know how happy the customers are to be able to move fast. So, you know, when you think about nonprofits and think about education, innovation is not the first thing that usually comes to mind because budgets are tight and I don't have enough people. And usually you've got, you know, whatever's left over. But imagine is them. How do we move these forward? How do we You know, we know we need to help transform education. It's so important to train the next generation. So, you know, imagine there are some great stories that come out of that. Jeffrey loves getting those stories, helping us tell those stories through the Cube platform. And so it's the second year we're doing >> Yes, it would be covering that. And then, of course, reinvent will have two sets again that reinvent this year. The Super >> Bowl of our industry, >> right? Sure. Um, something's going on. So unfortunate incidents in Southern California. Big earthquakes, actually. Multiple earthquakes, Right? You had the physical earthquake, and then you had CO I, leonard going to the Clippers. But so I'm interested in sort of poking at this notion of ground stations. So at reinvent last year, Amazon announced on his own ground station, which essentially was ground station is a service. So if I understand it, one of the challenges okay, You launched the satellites, but you still need a ground station to collect the data and then uploaded and analyze it. That's what AWS is is partnering to put in infrastructure that allows you to essentially rent ground station infrastructure. So, you know, they worry about building it in securing it yourself. Because you think about it. It's got to be a secure location. You gotta have fencing. You got a physical security. You got to get the data in. You gotta upload it to the toe. Where we gonna upload it? So Amazon is basically building this service out, saying Don't worry about the ground station piece. Rent that from us, you know, swipe your credit card. Your ground station as a service, and then we'll ingest that data uploaded to the cloud and then apply all of the tooling that we have to allow you to analyze that data. So if you think about the earthquake of devastation, if you don't have a ground station there, you can, in theory, go to AWS and actually spin up a ground station in jest. You know, on the ground, you know, the ground truth as we like to sometimes talk about and actually get satellite imaging and telemetry in that region, you know, this comes into play things like forest fires and all kinds of of natural disaster. >> Dave, even at the remarks show, I attended a session where one of the Amazon partners was talking about not only just getting the satellite data down, but Justus. They have the snowball edge today, which is, you know, for you know, I ot or some remote sites, but some of these satellites are gonna have the compute and storage at in satellite themselves. So if you think about I'm gonna have these geosynchronous satellites. I'm gonna have all this connectivity. And if I could get a gigabit of Ethernet, you know, traffic going to the satellites and I could do the processing at the edge, which is now up in space. I can process that. And you know, that edge that we talked about get to hold another dimension, you know, off off the terra firma to be able to do those kind of analysis. As you said, earthquakes, you know, all the all the climate discussion that's going on, we should be able to have tap into even more. Resource is, and we'll have to rename Cloud if it even goes beyond the Earth. >> And then, um, outpost is the other story that we've been tracking, attracting a lot of stories, but but outpost is starting to ship in beta form. We've seen instances of >> so, so seeing >> it. We just did a little quick right up. >> I mean, Dave, you know, just a ripple went through the >> industry when they showed Hey, here's Iraq and what they're like. This is the exact same rack that we have in the Amazon data centers and why it's a little surprising because we're allowed to see inside the Amazon Data Center. So it's like, Okay, this is what they're computed awaited to 24 in tracking, supposed to a 19 in track. But that line between the public cloud and my on premises environment absolutely is blurring. So everybody wants to see where Amazon's going. They have the big partnership with VM, where Veum, where is already shipping the solution? That is the same software for that Veum wear on AWS in my data center. So, you know, I can have you know, the Dell hardware with the Veum where code or I can have the Amazon hardware with the VM where code coming later this year without post. So that line between public in private is absolutely blurring. And where to my applications live, You know that that future of how fast is eight of us continue to grow? Absolutely. There are applications and data and things that will stay in my own data center and under my control. But that line is definitely blurring. And there's gonna be some re architectures. It's definitely still gonna take a couple of years to sort some of these things out. But we're at some of those inflection points where we'll see some of >> us. So I wrote a post its upon wicked bond kind of analyzing that video, and there's some interesting things that are unique. There's certainly a lot of goodness in there. Not some of the things they talk about are completely unique. Thio, aws. But things like Nitro and their special virtual ization engine and their special chip on Do you want to get a look at that? You take a look at that video and thence to New York City Summit this week. Um, we mentioned some of the innovations that we've seen up to date this year. A lot of talk I'm sure about the marketplace. >> Yeah, I'm wondering if there'll be any ripples, Dave, because the 1/2 of a chick you, too, was supposed to be in New York City. And now it's not, doesn't mean they don't have a strong presence in New York City like London and believe it's somewhere around 12 to 15,000 people. When I went to New York City two years ago was quite impressive. It is a free show, which means if your customer you get in for free. If you're a partner, of course, you're still paying for everything that goes there. But the regional summits are quite impressive and a great way to get in touch with Amazon and all that they're doing. If you don't want to go to the Super Bowl itself, which is, you know, 50,000 plus now in Las Vegas towards the end of the year. >> Yeah, these air, like many reinvents and they're actually quite good. A lot of a lot of practitioner focused on you're gonna you're gonna see that New York City >> did what I always love about every Amazon show I go to. There are customers that are interested learning new things. How can you do better with what I'm doing? But also, how can I change what I'm doing? How can I move forward? So even if it's not adopting the latest and greatest from AWS, the entire ecosystem is going there to meet with those customers and talk about digital transformation? Modern workforce? All of these hot trends definitely play out. Ground zero is the AWS. >> Yeah, and this is by design. As I said before, the pace of innovation is a challenge for people. It's an adoption blocker and so Amazon wants to educate and share the knowledge so that they can get more adoption. OK, stew. Thanks very much. Good luck. This week. Check out silicon angle dot com For all the news, the cube dot net is where the videos will live and watch. Do on John Ferrier and Corey Quinn. Live and check out the cuban dot com for all the research. Thanks for watching Everybody Day, Volonte and Stupid Event. We'll see you next time.

>> Hello, everyone. This is a special presentation of the Cube. We're here in London at eight of us, one of eight of US locations in London. My name is Dave Volante and the Q We go, we'd like to go out to the events. We extract a signal from the noise and we've been following the ascendancy of a ws public sector from its early days. If you go back to two thousand thirteen, there was a significant moment in the history of eight of us where it won CIA contract a very large contract. CIA. It was contested by idea. My bm was used to kind of the what sometimes called the old guard the legacy companies used to selling into the government big, big contracts. And here comes this start up essentially eight of us taking away government business with CIA no less huge, huge contract. Well, IBM contested it. Judge Wheeler ruled against IBM for eight of us. And when reading that ruling, it was clear that the eight of US platform was superior to the IBM platform. He laid out the essentially the components of the R F P and the line by line and showed that a ws was the winner and virtually all of the line items. I think there was parody and won the reason why that was so important. It was that there were several factors there. One, It was a major milestone event. No, only Frito. Eight of us. But for cloud in general, if you think about security Ah, CIA, obviously very security conscious. It was the recognition that cloud actually could be more secure than on premises infrastructure. So the government was actually one of the first to kind of realise that and lean into that as a side effect, IBM had to go out and spend two billion dollars on soft layer toe actually compete in the cloud market Plys. So you had all these ripple effects Fast forward today to two thousand nineteen. You have the jet icon to contract a joint enterprise defense initiative. It's a ten billion dollar contract. A ws is in the lead for that contract. Oracle again another old Guard company has contested. And when you look through when when a company contests these bids, a whole lot of public information comes out. What? What the information suggested was that a single cloud the D o d determine that a single cloud was more secure, less complex and more cost effective. And so Oracle contested the the likelihood of an award to a single company because government contracts usually are awarded to multiple vendors. But in this case, because it's so critical tohave the data in one place so that they can serve the field better and responded the field better, the D o. D decided to use a single cloud. So oracles, you know, throwing off all rights of muck into the ring. Ah, basically asking the General Accountability Office to look at it. They did, Ggo said. If we're going to go with the D. O. D s decision, the D. O. D itself did an internal investigation. Now it's narrowed down to two vendors eight of us and Microsoft, and we believe that eight of us is the leading contender. Why is that? It's because eight of us says the most services. It's the most advanced, the highest levels of security and certifications within the government that are necessary to win these types of contracts. Why don't I spend so much time on these things? There's a two milestone events, the CIA contract in two thousand thirteen and what will soon to be the Jet I contract in two thousand nineteen. And what we're seeing is Amazon Web services, a thirty billion dollars run rate company growing at forty plus percent per annum. It's just a massive flywheel effect that we always talk about on the Cube. So we're here in London because we wanted to see how the public sector activities of Amazon are translating into the European markets. So we're here at a special public sector mini summit, if you will. There's a healthcare predate going on. This is ahead of the eight of US London summit, and we're siphoning off a number of the practitioners in and and startups software companies. Eight of US partners in the health care industry, as well as a WS executives particularly focused on the public sector today. So we're doing this sort of. We followed the career of Teresa Carlson for a number of years, seen the ascendancy of a ws public sector. We've covered ah, public sector summit in D. C. We flew to Bahrain last year. John Fairy of my business partner did the Bahrain summit. Bahrain was the first country in the Middle East to declare cloud first. So ah, critical location in the Middle East and you're seeing it now. Europe across a number of industries, obviously n hs than Ethan's. National Health Service is a very prominent in in the UK in a in a big consumer of services all kinds of startups and other software companies trying to sell and helped transform The N H s N hs has ah put forth a half a billion dollars nearly a half a billion dollar pound initiative on modernization. Ah, lot of that modernization is evolving the cloud. So the cube is here. We're trying to peel back the onion, understand what's going on here. Who were the winners? Who was going to get affected? Practitioners of startups, CEOs, nonprofit organizations, NGOs, executives from a ws and across the industry. So we'LL be here. We have three events this week in Ah in London here today at eight of US headquarters in London. Ah, tonight we have an impact investor event and then tomorrow we're at the eight of us Summit in AA in London at the XL Center. So keep it right here. Watch this channel. Check out silicon angle dot com For all the news, check out the cube dot net, which is where we host all these videos. And of course, we could bond downward for all the research. So thank you for watching and keep it right there. And you're watching the Cube this day, Volante.

>> live from London, England. It's the queue covering a ws summat. London twenty nineteen, brought to you by Amazon Web services. >> Welcome back to London, Everybody. This is David Lamont and you watch the Cube. The leader and live tech coverage has been a incredible week for the Cube. Three events this week in London that we had six events worldwide. We started out yesterday with a public sector session. Special mini session We did for Teresa Carlson at eight of US headquarters. And we did it impact investor event last night, Of course. All day here at the eight of US Summit in London at Excel Centre. Twelve thousand people. We're going to wrap up now. My good friend Kim Myers here is the managing director of M. C. I experience Kim. Thanks for coming on. My pleasure. First time on the Cube You got to give you a sticker. >> Thank you. Make you know, great to see you is also great to be here >> to have you. So you are branding expert. We've had a lot of conversations about this. You and I go way back. Do you brand Is everything every touch point? I mean, you would tell me a story last night and I let you pick it up from here of Apple. You see the apple logo, but so why is Brandon so important? What's M. C I experience and how are you helping brands? >> Yeah, Well, Dave, I think it's really amazing, like this event today. You know, we have a lot of technology out there today. We're really digitally enabled, and that's great. I mean, it's amazing what we can do now with technology, but, you know, it also is a little distracting. And and some in fact, there was a recent study that said that kids air haven't developed social skills because there is, they feel more comfortable communicating online, you know? So I think the technology is really great and it's important. But that human human connection is really the thing that makes the difference. And I think brands are starting to recognize that that actually live experiences do cut through the clutter, the digital clutter and getting people together with common interests, getting them engaged. Letting them participate really makes a difference in terms of their affinity and loyalty and even advocacy for your brand. >> So M. C. I experience does that. >> Yeah, that's were essentially work with companies across a lot of industries, but certainly the tech industry. But helping companies, um, developed ways of engaging with their audiences and more meaningful ways. And actually, it's a very human centric approach. So basically the way we look at it is it's not so much about logistics. That's important. Of course, right. You gotta register people. You're gonna have so many breakout rooms got over that gotta, gotta thank you guys. But it's really more about understanding your audience on DH, where they drive benefit and making sure that you're meeting that need. And that's really where your band, your brand, starts to benefit. So we use a design thinking methodology. We're really very focused on the audience using empathy and ideation and you know, just really, really getting to know who those guys are like this crowd and making sure that every touch point of the experience, how it smells the temperature, the lighting, everything smells house. No, seventy percent of your memory is from smell, you know, and yet we never even think about >> it. It's weird when you run a defense, >> you don't even think about it. really. It's just like Exactly. So it's, uh, that sort of multi sensory, engaging aspect of what we do is what m. C. A Experienced specializes in and working with clients to help them sort of look at new ways of creating experiences that really engaged their audiences and really create community around those audiences in terms of loyal fans and customers. >> So we hear it at Amazon. You see this audience? Obviously a developer crowd? Yeah. Um what, do your thoughts here just walking around? >> Well, as I was saying, I think you know, we were talking about this earlier. You know, developer crowd doesn't like flashy marketing because they're suspicious of it, right? You think I like you? David Tyree? Exactly. Uh, Mrs Perfect Tone. I think the tone created here is great. It's a little rough and ready, and that's great. And that's how it should be because that's ah, developers and warranted in the content than the show. And I think it's got the audience bang on. >> So how do you use data to inform this brand experience? >> Yeah, so date is becoming obviously really important, and event technology is you know, it's amazing today the kinds of things we can do. I mean, we can track people and monitor them and take their temperature. I mean, if we want to, you know, you could do an amazing number of things, see >> how they smell >> exactly. And the thing about it is, that date is important. Of course it is. But insights even more important. And that means using data in the right way the right analytics asking the right questions, not just relying on demographics, but really getting to know people on building personas and understanding who your audience is. And I think it's the two things need to fit hand in hand in hand. >> Data is plentiful, actionable insights, you're saying are not necessary, >> not necessarily, not necessarily, and that that that, I think, is really, really important. You know, we call an empathy planning, but it's kind of like walking in the shoes of your audience like, would you like this? Would you be happy with this, or would you find this long queue to register annoying? You know, you have to sort of, you know, actually get in there, get in their shoes and and feel it just like you're going to feel it. >> Well, it's sometimes it's hard to predict it. It is. This is a pretty large venue. But it was packed today, but I don't think they could hold many more people. So I guess you have to say sorry. We've got to cut it off of this because of the experience. I mean, making hard decisions like that. Is that what you recommend? Yeah, >> I think of you. Well, the other thing, too, is, you know, our our attention span time. Someone told me recently that our attention spans like less than a gold fish. I don't know, I don't know anymore, but, you know, it's ah, you know what I want. One thing about the audience now is that they don't need to be polite, and they don't need to pay attention to boring content. And they don't need to do any of that because they're in power, right? Exactly. You know how many bent So I've been to where the entire audience is like looking at their phones with their ipads or the computers on DH checking out on the content, you know. So if you really want to engage people, you need to make sure that the experience really resonates with them. And having said that, you need to use technology because we live in this kind of on live world and people say to me like What's on line like you ever drive was sat Now you know you're driving, but you're being instructed by an application and a lot of what we do today, whether you're finding the bank on your phone, your dentist or your phone or you're doing this or that, we're connected in both ways. And so I think that's really important that we recognize that you can't tell people to turn their phones off. You can't necessarily, you know, use technology and interruptive way. It needs to be part of how people live their lives around this. >> So I have observed that we do a lot of these events and that's it becomes like rock concerts, and sometimes you say, Wow, this is a little over the top Now that's not from inferring right. That's not necessarily a bad thing. If your audience is into it, if your audience is, you know, some guy who provisions lungs, you know every day and gets out to Las Vegas once a year. Maybe that's an OK thing. I think it is. It's really understanding the audience. >> It is understanding the audience. And I think it is a good okay thing. And, you know, you want to have your audience entertained, engaged and, you know, have fun. And I want to tell people about it. Like I'm in Las Vegas. You're not, You know, they're like, you want people to get really fired up about what you're doing. And and and by the way, they're going to give your brand credit for that. They're going to say, you know, bam. I was at this event. Was it rocked? It was amazing. There was great entertainment. There is also a great content. There was great networking, you know, And the beer wasn't all that cheap. So, you know, you get all that stuff together and you have a really great time. >> So you're built your now building out a team? Yeah. Yeah. Tell me about tell me about the team and your vision. >> Okay, So, m c. I is a big company. We're in sixty three countries around the world, so we're not small fry. But the truth is, you know, the A big part of our business had been P. C. A. Is PCO professional. Congress organizes a lot of association events, and that's something and meetings, planning. And that's one thing. And of course, today experiences. They're changing. And it's not about just the logistics. It's really about again. Understand your audience, using strategy and creative to create compelling experiences. And that's what I'm CIA experience is doing. And we're doing it here in the UK we're getting set up, and it's going really, really well, and we're going to roll it out, you know, it's going to It's going to go around the world. So, um, we're working with some Fantastic brand's doing some fantastic project so we're all really excited. >> So what? Follow up question. But other than that, you're awesome. You are. You really have been an expert at this. You've You've worked. You know, I'd G worked G p j worked at Freeman, and I'm not on. Yeah, yeah. You've seen it around too much. You've seen the good, the bad and the ugly. And now you've taken that experience and you're bringing it to M. C. I experience no pun intended and you're trying to build out a sort of a next generation experience from Butt. But other than the fact that you're awesome, why should I work with you? >> Well, I tell you, you know, I think that the most of the clients that we work with come to us saying, You know, we don't know. We don't know And I think that's really, really important. I always tell this story. It's called the It's called the Drunkards Paradox, where a drunk man is underneath the lamppost pounding the ground and another man walks by. And so So what do you doing? And he says, I'm looking for my keys. And so the other guy gets down on his hands and knees. He's padding around. And then he said, Did you drop your keys right here under the lamppost? Because no, I dropped them across the street in the dark. Well, then why are you looking here? Because the light is much better here. And I have I tell you that I have a lot of experience in this business and events professionals on DH. Even some experience agencies tend to look where the light is better not where the breakthrough ideas are, and I think we are committed to making sure that we were really closely replying to really understand their brand, really understand who they're trying to build relationships with and and beg, borrow and steal from other disciplines, you know, in an intersectional way to create new kinds of opportunities for engagement. >> One of the things that mantra inside one of the many monsters inside of Amazon has raised the bar. I was at their UK headquarters yesterday, and she raised the bar signs all over the place. It's not a rinse and repeat culture. That's really what you're saying here that is easy to rinse and repeat. It's easy to look for the keys where the light the light is better, right? But that's not transformational. That's not transformation. It's really awesome. Having I'LL give you the last word the conference >> are Well, I think the conference was It was a great day here, and I think, you know, just just testimony to that is how long people stayed and stayed till the very end. You know, they were they were engaged and lots of great conversations were going on, you know, so fantastic. Well done. A WS and Amazon Web services and, um, yeah. More to come. >> Pleasure having you. Thanks for coming. All right. Thank you for watching everybody. That's a wrap here from London. Check out silicon angle dot com for all the news. The cube dot net is where all you find all these videos. Wicked bond dot com for the research Is David Dante signing out from London? Thanks for watching.

>> fly from San Francisco. It's the Cube covering Google Club next nineteen Tio by Google Cloud and its ecosystem partners. >> Hey, welcome back. Everyone live here in San Francisco, California is the cubes coverage of Google Cloud Next twenty nineteen star Third day of three days of wall to wall coverage. John for a maiko stupid demon devil on things out around the floor. Getting stories, getting scoops. Of course, we're here with Sadeer has Bay. Who's the director of product management? Google Cloud. So great to see you again. Go on Back on last year, I'LL see Big Query was a big product that we love. We thought the fifty many times about database with geek out on the databases. But it's not just about the databases. We talked about this yesterday, all morning on our kickoff. There is going to be database explosion everywhere. Okay, it's not. There's no one database anymore. It's a lot of databases, so that means data in whatever database format document relational, Unstructured. What you want to call it is gonna be coming into analytical tools. Yes, this's really important. It's also complex. Yeah, these be made easier. You guys have made their seers announcements Let's get to the hard news. What's the big news from your group around Big Queria Mail Auto ml Some of the news share >> the news. Perfect, I think not. Just databases are growing, but also applications. There's an explosion off different applications. Every organization is using hundreds of them, right from sales force to work today. So many of them, and so having a centralized place where you can bring all the data together, analyze it and make decisions. It's critical. So in that realm to break the data silos, we have announced a few important things that they went. One is clouded effusion, making it easy for customers to bring in data from different sources on Prum Ices in Cloud so that you can go out and as you bring the data and transform and visually just go out and move the data into Big query for for analysis, the whole idea is the board and have Dragon drop called free environment for customers to easily bring daytime. So we have, like, you know, a lot of customers, just bringing in all the data from their compromise. The system's oracle, my sequel whatever and then moving that into into big Query as they analyze. So that's one big thing. Super excited about it. A lot of attraction, lot of good feedback from our customers that they went. The second thing is Big Query, which is our Cloud Skill Data warehouse. We have customers from few terabytes to hundreds of terabytes with it. Way also have an inline experience for customers, like a data analyst who want to analyze data, Let's say from sales force work, they are from some other tools like that if you want to do that. Three. I have made hundred less connectors to all these different sense applications available to our partners. Like five Grand Super Metrics in Macquarie five four Barrel Box out of the box for two five clicks, >> you'LL be able to cloud but not above, but I guess that's afraid. But it's important. Connectors. Integration points are critical table stakes. Now you guys are making that a table stakes, not an ad on service the paid. You >> just basically go in and do five clicks. You can get the data, and you can use one of the partners connectors for making all the decisions. And also that's there. and we also announced Migration Service to migrate from candidate that shift those things. So just making it easy to get data into recipe so that you can unlock the value of the data is the first thing >> this has become the big story here. From the Cube standpoint on DH student, I've been talking about day all week. Data migration has been a pain in the butt, and it's critical linchpin that some say it could be the tell sign of how well Google Cloud will do in the Enterprise because it's not an easy solution. It's not just, oh, just move stuff over And the prizes have unique requirements. There's all kinds of governance, all kinds of weird deal things going on. So how are you guys making it easy? I guess that's the question. How you gonna make migrating in good for the enterprise? >> I think the one thing I'll tell you just before I had a customer tell me one pain. You have the best highways, but you're on grams to the highway. Is that a challenge? Can you pick that on? I'm like here are afraid. Analogy. Yeah, it's great. And so last year or so we have been focused on making the migration really easy for customers. We know a lot of customers want to move to cloud. And as they moved to cloud, we want to make sure that it's easy drag, drop, click and go for migration. So we're making that >> holding the on ramps basically get to get the data in the big challenge. What's the big learnings? What's the big accomplishment? >> I think the biggest thing has Bean in past. People have to write a lot ofthe court to go ahead and do these kind of activities. Now it is becoming Click and go, make it really cold free environment for customers. Make it highly reliable. And so that's one area. But that's just the first part of the process, right? What customers want is not just to get data into cloud into the query. They want to go out and get a lot of value out off it. And within that context, what we have done is way made some announcements and, uh, in the in that area. One big thing is the B I engine, because he'd be a engine. It's basically an acceleration on top of the query you get, like subsequently, agency response times for interactive dash boarding, interactive now reporting. So that's their butt in with that. What we're also announced is connected sheets, so connected sheets is basically going to give you spreadsheet experience on top ofthe big credit data sets. You can analyze two hundred ten billion rose off data and macquarie directly with drag drop weakened upriver tables again. Do visualizations customers love spreadsheets in general? >> Yeah, City area. I'm glad you brought it out. We run a lot of our business on sheep's way of so many of the pieces there and write if those the highways, we're using our data. You know what's the first step out of the starts? What are some of the big use cases that you see with that? >> So I think Andy, she is a good example of so air. Isha has a lot of their users operational users. You needed to have access to data on DH, so they basically first challenge was they really have ah subsequently agency so that they can actually do interact with access to the data and also be an engine is helping with that. They used their story on top. Off half now Big Quit it, Gordon. Make it accessible. Be engine will vote with all the other partner tooling too. But on the other side, they also needed to have spread sheet like really complex analysis of the business that they can improve operation. Last year we announced they have saved almost five to ten percent on operational costs, and in the airline, that's pretty massive. So basically they were able to go out and use our connective sheets experience. They have bean early Alfa customer to go out and use it to go in and analyse the business, optimize it and also so that's what customers are able to do with connected sheets. Take massive amounts of data off the business and analyze it and make better. How >> do we use that? So, for a cost, pretend way want to be a customer? We have so many tweets and data points from our media. I think fifty million people are in our kind of Twitter network that we've thought indexed over the years I tried to download on the C S V. It's horrible. So we use sheets, but also this They've had limitations on the han that client. So do we just go to Big Query? How would we work >> that you can use data fusion with you? Clicks move later into Big Query wants you now have it in big query in sheets. You will have an option from data connectors Macquarie. And once you go there, if you're in extended al far, you should get infection. Alfa. And then when you click on that, it will allow you to pick any table in bickering. And once you link the sheets to be query table, it's literally the spreadsheet is a >> run in >> front and got through the whole big query. So when you're doing a favour tables when you're saying Hey, aggregate, by this and all, it actually is internally calling big credit to do those activities. So you remove the barrier off doing something in the in the presentation layer and move that to the engine that actually can do the lot skill. >> Is this shipping? Now you mention it. Extended beta. What's the product? >> It's an extended out far for connected sheets. Okay, so it's like we're working with few customers early on board and >> make sure guys doing lighthouse accounts classic classic Early. >> If customers are already G sweet customer, we would love to get get >> more criteria on the connected sheets of Alfa sending bait after Now What's what's the criteria? >> I think nothing. If customers are ready to go ahead and give us feedback, that's what we care of. Okay, so you want to start with, like, twenty twenty five customers and then expanded over this year and expand it, >> maybe making available to people watching. Let us let us know what the hell what do they go? >> Throw it to me and then I can go with that. Folks, >> sit here. One of the other announcements saw this week I'm curious. How it connects into your pieces is a lot of the open source databases and Google offering those service maybe even expand as because we know, as John said in the open there, the proliferation of databases is only gonna increase. >> I think open source way announced lot of partnerships on the databases. Customers need different types of operational databases on. This is a great, great opportunity for us to partner with some of our partners and providing that, and it's not just data basis. We also announced announced Partnership with Confident. I've been working with the confident team for last one place here, working on the relationship, making sure our customers haven't. I believe customers should always have choice. And we have our native service with Cloud pops up. A lot of customers liked after they're familiar with CAFTA. So with our relationship with Khan fluent and what we announced now, customers will get native experience with CAFTA on Jessie P. I'm looking forward to that, making sure our customers are happy and especially in the streaming analytic space where you can get real time streams of data you want to be, Oh, directly analytics on top of it. That is a really high value add for us, So that's great. And so so that's the That's what I'm looking forward to his customers being able to go out and use all of these open source databases as well as messaging systems to go ahead and and do newer scenarios for with us. >> Okay, so you got big Big query. ML was announced in G. A big query also has auto support Auto ml tables. What does that mean? What's going what's going on today? >> So we announced aquarium L at Kew Blast next invader. So we're going Ta be that because PML is basically a sequel interface to creating machine learning models at scale. So if you have all your data and query, you can write two lines ofthe sequel and go ahead and create a model tow with, Let's say, clustering. We announced plastering. Now we announced Matrix factory ization. One great example I will give you is booking dot com booking dot com, one of the largest travel portals in the in the world. They have a challenge where all the hotel rooms have different kinds off criteria which says they have a TV. I have a ll the different things available and their problem was data quality. There was a lot of challenges with the quality of data they were getting. They were able to use clustering algorithm in sequel in Macquarie so that they could say, Hey, what are the anomalies in this data? Sets and identify their hotel rooms. That would say I'm a satellite TV, but no TV available. So those claims direct Lansing stuff. They were easily able to do with a data analyst sequel experience so that's that. >> That's a great example of automation. Yeah, humans would have to come in, clean the data that manually and or write scripts, >> so that's there. But on the other side, we also have, Ah, amazing technology in Auto Emma. So we had our primal table are normal vision off thermal available for customers to use on different technologies. But we realized a lot of problems in enterprise. Customers are structured data problems, So I have attained equerry. I want to be able to go in and use the same technology like neural networks. It will create models on top of that data. So with auto Emel tables, what we're enabling is customers can literally go in auto Emel Table Portal say, Here is a big query table. I want to be able to go out and create a model on. Here is the column that I want to predict from. Based on that data, and just three click a button will create an automated the best model possible. You'LL get really high accuracy with it, and then you will be able to go out and do predictions through an FBI or U can do bulk predictions out and started back into Aquarian also. So that's the whole thing when making machine learning accessible to everyone in the organization. That's our goal on with that, with a better product to exactly it should be in built into the product. >> So we know you've got a lot of great tech. But you also talk to a lot of customers. Wonder if you might have any good, you know, one example toe to really highlight. Thie updates that you >> think booking dot com is a good example. Our scent. Twentieth Century Fox last year shared their experience off how they could do segmentation of customers and target customers based on their past movies, that they're watched and now they could go out and protect. We have customers like News UK. They're doing subscription prediction like which customers are more likely to subscribe to their newspapers. Which ones are trying may turn out s o those He examples off how machine learning is helping customers like basically to go out and target better customers and make better decisions. >> So, do you talk about the ecosystem? Because one of things we were riffing on yesterday and I was giving a monologue, Dave, about we had a little argument, but I was saying that the old way was a lot of people are seeing an opportunity to make more margin as a system integrated or global less I, for instance. So if you're in the ecosystem dealing with Google, there's a margin opportunity because you guys lower the cost and increase the capability on the analytic side. Mention streaming analytics. So there's a business model moneymaking opportunity for partners that have to be kind of figured out. >> I was the >> equation there. Can you share that? Because there's actually an opportunity, because if you don't spend a lot of time analyzing the content from the data, talk aboutthe >> money means that there's a huge opportunity that, like global system integrators, to come in and help our customers. I think the big challenges more than the margin, there is lot of value in data that customers can get out off. There's a lot of interesting insights, not a good decision making they can do, and a lot of customers do need help in ramping up and making sure they can get value out of that. And it's a great opportunity for our global Asai partners and I've been meeting a lot of them at the show to come in and help organizations accelerate the whole process off, getting insights from from their data, making better decisions, do no more machine learning, leverage all of that. And I think there is a huge opportunity for them to come in. Help accelerate. What's the >> play about what some other low hanging fruit opportunities I'LL see that on ramping or the data ingestion is one >> one loving fruit? Yes, I think no hanging is just moving migration. Earlier, he said. Break the data silos. Get the data into DCP. There's a huge opportunity for customers to be like, you know, get a lot of value. By that migration is a huge opportunity. A lot of customers want to move to cloud, then they don't want to invest more and more and infrastructure on them so that they can begin level Is the benefits off loud? And I think helping customers my great migrations is going to be a huge Obviously, we actually announced the migration program also like a weak back also way. We will give training credits to our customers. We will fund some of the initial input, initial investment and migration activities without a side partners and all, so that that should help there. So I think that's one area. And the second area, I would say, is once the data is in the platform getting value out ofit with aquarium in auto ml, how do you help us? It must be done. I think that would be a huge opportunity. >> So you feel good too, dear. But, you know, build an ecosystem. Yeah. You feel good about that? >> Yeah, way feel very strongly about our technology partners, which are like folks like looker like tableau like, uh, talent confluence, tri factor for data prep All of those that partner ecosystem is there great and also the side partner ecosystem but for delivery so that we can provide great service to our customers >> will be given good logos on that slide. I got to say, Try facts and all the other ones were pretty good etcetera. Okay, so what's the top story for you in the show here, besides your crew out on the date aside for your area was a top story. And then generally, in your opinion, what's the most important story here in Google Cloud next. >> I think two things in general. The biggest news, I think, is open source partnership that we have announced. I'm looking forward to that. It's a great thing. It's a good thing both for the organizations as well as us on DH. Then generally, you'LL see lot off examples of enterprise customers betting on us from HSBC ends at bank that was there with mean in the session. They talked about how they're getting value out ofthe outof our data platform in general, it's amazing to see a lot more enterprises adopting and coming here telling their stories, sharing it with force. >> Okay, thanks so much for joining us. Look, you appreciate it. Good to see you again. Congratulations. Perfect fusion ingesting on ramps into the into the superhighway of Big Query Big engine. They're they're large scale data. Whereas I'm Jeffers dipping them in. We'LL stay with you for more coverage after this short break

>> fly from San Francisco. It's the Cube covering Google Club next nineteen, right Tio by Google Cloud and its ecosystem partners. >> Welcome back to San Francisco, everybody. You watching the Cube, the leader in live tech coverage. And we're here at the new improved Mosconi Center covering Google next twenty nineteen. I'm Dave along with my co hosts. Two minutes to get to see you. Russell Warming is here. He's the head of infrastructure at AutoTrader UK. Russell, Thanks for coming on the Cube. You very welcome. AUTOTRADER uk not to be confused with the U. S. Not a lot of you guys. They're separate cos >> yet completely separate. So way operate the largest automotive marketplace in the UK something like the sixteenth busiest website in the UK around fifty five million cross platform visits each month on average. Probably about five hundred thousand vehicles that were advertising out. Tio consumers >> are traitors. Awesome website If your eyes are second biggest purchase typically behind the home and and so Stew was asking you earlier if you if digital transformation meant anything to you and you said Well, we kind of went through a ten years ago yet, and it's kind of true You guys were like born in the Internet company would talk about >> that. So our heritage is that we've been around for forty forty years. We started producing magazines back in nineteen seventy seven. And then in ninety six, we would launched our first website on DH. We've basically just migrated those revenues from our print business online. And then about two thousand thirteen. We stop printing magazines all together. So we're truly digital business now, >> and people talk about digital transformation oftentimes in the context of data. So maybe talk about some of the things that you're doing in your business, some of the challenges that you face, where data fits in and we'Ll really get into it. >> Okay, so I'm we've got a couple of areas where we've been on premise for our data centers. Wave had that strategy for probably about fifteen years, and we've started to reach limits in terms of how we manage capacity within their on what we found is using cloud services as really enables so unlock capabilities, particularly around things like data on their. More recently, when we're thinking about using Cuban eaters and SDO, we've been able to take advantage of things like some of the security features, mutual tear less and service discovery. >> All right, so they also bring us inside your organization a little bit. You're head of infrastructure? Yeah. What does that mean to your business today? >> So way basically run the platform that runs auto trader dot co dot uk on were responsible for making sure that's available twenty four seven three six five So way. Want to make sure that we're able to give our internal customers the ability to release new applications new features as quickly as they want, but also that we're ensuring that our consumers are retailers get a great experience that it's fast performance secure. >> Yeah, and it could give us tease out a little bit, just kind of the scope, how many people you have and how do you balance the stuff that kind of is under your purview and the stuff that you manage that is outside of your four walls. >> So there's about twenty five people within the team. There's probably about ten people building the infrastructure and about fifteen people that are responsible for monitor in it. So we're not a big organization in terms of operations in infrastructure on. We have to work very closely with our product squads because we manage some elements of it. But we're dependent on them managing other elements as well. So we're trying to unlock platform capabilities so that we've got consistency that we're trying to provide those those capabilities rather than going off on finding something else. >> You've got infrastructure on Prem and you've got infrastructure in the cloud to cloud services, right? Yes. So oftentimes those aren't the same. But talk about your situation and you're on a journey, I presume. >> Way started about forty months ago, building out our cloud services on DH. Probably in the last four months, we've really started accelerating that that migration plan of applications moving it up into into Google Cloud on DH. Our ambition is to get that done in eighteen months because the complexity of managing multiple environments is something that we want to try and avoid. Minimize that. >> So is the aspiration to go all in >> waiting absolutely way. We've taken a view that for services that we can we'll take money services and then everything else will be cloud first >> believe I heard you say Cooper Netease is in the mix now. Can you explain where that fits? How you're using it? >> So that see, that's the platform that we're using. Teo. Build out all our applications in the clouds so that that's that's That's a lot of important >> air using any communities in your data center today? No, not all from a cloud. That's the platform layer that using the >> public? Absolutely so when we talked about should we use Cuban? It is way did discussed. Should we do it on Prem or do it in the cloud? And we just figured that we didn't want the overhead of managing it ourselves on prime, we thought it be better just to take it as a service almost and manage up in the cloud. >> Most of the shows we go too many of them, anyway. It's too, and I and the Cube they talk about multi cloud, and we often say multi cloud as a function of multi vendor. But certainly way heard today from Google. A multi cloud. What's your cloud strategy? Because there there's another camp that says, Well, if you do, multi cloud is more complex, it's less secure, it's more expensive. Are you trying to be kind of unit cloud or is that horses for courses? >> So we're three clouds today. So our data platforms, it's partly in G C P. But then partly in another cloud provider on then we're also for our enterprise applications were using another cloud provided because it makes sense to do so. So we want to use the right cloud for the right applications. I think that most of our customer facing applications will end up in G C. P. But some of the back end services my end up in of the cloud provide us >> Okay, so it's strategic fit based on the application? Absolutely. So what is the wheelhouse of of of? Of Google, in your view, from a customer's perspective. >> Um, so the fact that Cuban eighties was developed by Google is a really strong play there. It gives you confidence that they know Teo to look after it. Things like SDO have made a massive difference to our organization as well. We part of the reason why we've ended up using GDP was based on using SDO, and that was around solving a specific problem that we had so that those of the sort to to solve areas that we focused on. >> Just when you look at you know, you've got that hybrid, multi cloud environment that we find is pretty much the standard today. Can you speak a little bit of the management layer? How you look at that, you know, Is it good enough today? And what what? What could the industry do to make it even better? >> It's good enough for our needs. I think that the challenge that you've always got is data ingress and egress between between clouds as you want to move data or query data, making sure that you could do that in a secure way. That's probably the biggest challenge that you'd have on also around the cost of doing so. Those you know, those are probably the bigger challenges >> in the challenges. The cost in time of moving data is its security or the above. Maybe you could dig into that little bit. >> It's probably a little bit of all the above. If I'm honest, I think you could do so much to security plight. Private VP ends Between Between the cloud providers It's I guess that's the time and actually moving some of that data between the clouds is that there's a challenge, and then they cost. Like I say, it's difficult to predict how much it might cost you two to move some of that >> big challenges and from a business perspective that a driving your technology strategy, obviously you want consumers coming to your site. You want to make that as rich as possible for them. You've gotta monetization strategy as well. But you talk a little bit about the business drivers that are affecting your technology. >> Okay, so consumer demand is constantly changing. Technology is massively disrupting how people think about search for cars. We can see that there's a demanding in the in the marketplace for people just to be ableto choose it, choose a car on DH, have that customizing delivered. They want tohave complexity around how they look for finance on their cars. They want all that sort of taken away. They don't wanna have to turn up tio a car showroom and then go through the same conversation that live with salesperson that they've just gone through online. They want that journey to be seamless, so there's some challenges that the industry facing trying to do that where we're trying to help our retailers, providing those services that customers want. So to be able to understand what the part ex valuation is on their car before they turned up to the dealership and know that it's going to get honored because they've got to trust in it so they can understand what, what making spend on a monthly faith on what cars are available. So we're trying to change what we provide to our consumers on also to support our retailers. Manage that changes well, >> Russell thinks a really great point. You make way. No many industries, and especially your industry, is changing really fast. So what are those stresses and strains mean to the infrastructure team in Oak and maybe talk a little bit about the relationship of kind of business? Tow it how that's changed in the last few years. >> So probably over the last ten years, it has always been seen as the sort of the blocker in terms of making sure that new products and features become become available quickly on our role is really to make sure that we're providing the infrastructure at the right time for people so that they can basically just dial it in when they need it. So if they want to release a new application, they don't need to come and speak to somebody in ops to stop provisional server. They just create a pipeline, deploy their application and then the service provisioned at the same time. On we do things like checking for a Wasp Bonham abilities at the same time and making sure that the application and the infrastructure is working hand in hand. So we've taken a lot of that dependency away from people, sort of with handoff points and everything. >> You're a business that has obviously transformed over the years. I think you said you started in the sixties seventies seventies is a publisher basically, paper printing presses and the like. Nineteen ninety six is when you went online. Is that right? So that early days pretty much of the Internet. So the heart, uh, and so you've proven that you could transform forward thinking. I'm wondering what the conversation might be like inside the company about things like autonomous vehicles. Is there a day that comes where owning your own vehicle is the exception rather than the norm? What implications that might have for your business. It's very hard to predict, obviously, But are you having those kind of conversations? You have other lines of business that you're launching toe >> say you're absolutely right. Those those things are area of concern on wave people, constantly looking at new and emerging changes in threats across the whole industry. On DH, they are absolutely looking at how that might impact our business. What we're actually seeing, though, through research that we've done is people still aspire to own car. So car ownership is still something that people want to want to look at with regards to the second part of your question. We are ultimately focus, that is, that's where we are. We don't operate outside of the UK and Ireland. We absolutely focus on our core on making sure that the services that we offer around that really support our customers need, whether that be consumer or retailer. >> Well, it's interesting that the auto industry really has it been wildly disrupted. I mean, you certainly see Tesla and people talk about autonomous vehicles, but still, the big car makers, they're still doing quite well. They dominate the market so and so it's going to take some time, you know, and there's some skeptics out there, but it's very interesting to see how you guys evolve, what other opportunities you go after. I want to ask you. So Google next is coming to tow London in November. How important is it for you? As somebody is based in the UK tohave, Google have local events like that? I mean obviously a traveling a far distance to come to this event. How important is that to you as a customer? >> It's important for us to be able Teo, get more people involved in the conversation. There's obviously a cost on time effort in terms of coming out tio something here. But it's in The scale of this is enormous in comparison to what we see in the UK, but it just means that having that presence in the U. K. Means that we can just get more of our engineers in front of the right people tohave a better conversation, understand more about what's coming and how we might be able to use that within our business >> things that so you just sort of near early on in your cloud journey. But knowing what you know, and you get it early on, I think you might do differently if you had a mulligan, you want to do over again our advice you give to your colleagues and piers. >> So I think the big thing that we found is modest modernizing applications Before you start moving them into the cloud, I think there is a tendency, Probably way we're in the in the cloud, probably about nine years ten years ago and we bought those workloads back on prime. And the reason why we did that is because we didn't treat them differently way manage those instances in the same way that we managed on prime, which is completely do a wrong way to do it, in my opinion. So we needed to change our mind set in terms of how we manage the infrastructure. You need to make sure that you re architect your applications, that you are taking advantage off the features and functionalities things like auto scaling, that you plan for failure. All those things that you typically control on Prem. You have to think about differently in the clouds. >> We will talk about this a lots to changing, the operator >> said that the long pole in the tent is, you know, modernized those applications. Any change? Migrations is really tough. So but do you have a time for him? How long would take you to get to that? All in that you're planning on >> eighteen months, Cesar, that's >> not just a lift, Did Shift >> S O. That is a modernization. But the approach that we've taken and is to try and give the people the confidence and courage really to go at it is we've picked ofsome easier applications. So this journey about being cloud native, we started six or seven years ago, and we've started getting people building their applications on our private cloud. And those ones have been really easy to move on to the public cloud and some of the applications that I've been a little bit trickier that I've been on our short traditional virtual ization platform. We're trying to pick those off in parallel, so you do one that's really easier one that's a bit harder. So you give people confidence and then you're trying to solve some tricky problems alongside it, and I think that just incrementally gives you more confidence that you're moving in the right direction. >> Right straight. Just like skiing on the then the blacks. And they go into the greens and they're making your moves. >> Just just a little bit. A little bit harder each time you got it, but yeah. >> Russell, thanks so much for coming in. The queue was great. Thank you very much. Okay. Thank you for watching. We'll be right back from Google next in San Francisco.

>> from our studios in the heart of Silicon Valley, Palo Alto, California It is a cute conversation >> universe. And welcome to another cube conversation from our wonderful Palo Alta Studios in beautiful Palo Alto, California. As we do with every cute conversation, we're gonna talk about an important topic with smart people that can provide some good clues and guidance as to how the industry's gonna be forward. We're gonna do that today, too. Specifically, what we're gonna talk about is that there has been an enormous amount of interest in kubernetes is a technology for making possible the whole micro service's approached application development. But one of the challenges that kubernetes has been specifically built to be stateless, which means that it's not necessarily aware of its underlying data. Now that is okay for certain classes of application. But the typical enterprise does want to ensure that its data can remain state full. That does have a level of protection required, et cetera, which creates a new need within the industry for how do we marry state full capabilities, staple storage capabilities with kubernetes and have that conversation? We've got great guests here. Part of Ayatollah is a co founder and C t o of robin dot io and radish men on is the CMO Robin. I owe partner Radish. Welcome to the Cube. >> Great to be here. >> All right, so, reddish one, we start with you. Why don't you give us a quick update on Robin Donna? >> Sure. Robin. Daughter, You, as you were alluding to, is addressing super important problem that is in front of us, which is that you've got cloud. Native technologies, especially containers. And community is becoming the default way in which enterprises are choosing to innovate. But at the same time, there's a >> whole swath >> of applications which were architected just five years ago, which all need to get the same benefits off agility, portability and efficiency of cloud native technologies. Robin helps bridge that, and I hope to talk more about that. >> Excellent. So part of let's start with you and talk about this problem this impedance mismatch between applications that require some state full assurance about the data and kubernetes, which tends to be stateless. How does that How does that impact the way applications get built and deployed? >> Sure. So if you look at me as you mentioned that communities is a platform that has started our originated for stateless workloads, and people have adopted the fastest growing open source project. We know about that, but when you look at a stateless work lord, it actually depends on state from somewhere. It's basically computing something right. It's computing state that's coming either, for the network ordered. Is computing on state that store brother inside, big data data, data leak or inside a database? Now, if you look at the problem itself, developers have gotten used to the agility benefits that communities has to offer the mostly infrastructure as a court kind of construct centered offers, however, the agility is not complete if you do not bring the state full workload workloads also into the communities for so as an example, think about somebody who's trying to build on entire pipeline right across the in. Just process so visualized by plane. If you're saying that you know what, in order to put this entire stock together, our entire pipeline together are to still do something that is non agile by going out sorry communities and then marry that with something inside communities. That's not true, actually. So more and more we're seeing developers and the develops teams basically saying that. Okay, I want to have the entire stock developed on deployed on a child platform, like open these. And of course, that comes with a bunch of challenges that need to be addressed and hoping you talk about that today. >> Well, if we have a zoo said the state has to be maintained somewhere, state may be maintained somewhere up in the cloud, But there are gonna be circumstances where because of data locality issues on, you know you want local control. You have ah, Leighton. See, considerations a number of other issues that you want to be ableto locate state in the closer close to the kubernetes. Is that really what we're talking about here? >> That's one aspect of it which is essentially around the performance and maybe you in governance reasons why you want to call a Kate State and stateless, Right? But the other reason I was saying is, if you want to deploy a stack, stack is comprised of many too many competent, stateless as well estate full. And you're talking about the birth of an entire application that the developer is gonna push under this platform right, so there. It's not about just the data locality and all that. It's also that just enabling the entire stock to be deployed in one shot. >> So you just you just you want a simpler, more manageable stats at all, right? So what's the solution? What people, what people have to do to get access to both those performance more more performance state Full application. Cubans clusters that record, have some degree of day locality concerns or to sustain that dream of increasingly simple stacks. What has to happen differently? >> Sure, and there are two aspects to this. The 1st 1 I would say, is that a the platform that is going to offer this on top of communities has to guarantee the persistency needs, whether it is in terms of reliability, dumps of performances. Selous, it has to guarantee does so you have to get those onto the platform first. But beyond that, if you look at other issues talking about many, there are many, many data platforms or data applications of workloads that predict board docker and communities. Now, if you don't really bring them into the Ford, you really are not solving the real business challenges that people have today, right? So beyond just providing persistency layer to communities pods, you need to have a way in which you can take complex platforms such as Mongol, Cassandra Elastic, such article rack. Cloudera these kind of workload and bring them onto a platform that has architected for Microsoft. Just communities, right? Because these platforms are not. These workers are not designed for micro service's workloads. So how do you marry them onto a platform such as communities that is designed as a micro service's platform? So you go to solve that, and that is exactly what Robin has done. So we have taken this approach where you can take complex workloads, rear platforms and then make them run on on a Microsoft this platform like abilities, starting with the storage subsystem, which is where one of our course fences. >> So I could conceivably imagine an Oracle database being rendered as a container with inside a cougar and he's cluster and position as a service have been orchestrated by by that kubernetes instance. What >> if I could jump in? You don't have to imagine we have customers in production there. They have Oracle Rack as a service offered on robin right now. One thing I want to contextualize is that our roots are in problem solving this hard problem off applications that I haven't been designed for containers contain arising them and being able to manage that gracefully in carbonated right. It just gave the example off Oracle Rack as a service. Or we also have customers with, let's say, multiple petabytes of data with her new bastard service, um, covering big large enterprises as well. Now from that lineage. Now, what've you also offering is that there is a set of customers who, already picked, Committed is already right might be open shift. It might be P K, as it might be g k to do its customers. We also have an offering called Robbins Storage, which brings powerful data management capabilities right. So to offering the platform offering, which is communities plus storage plus networking. Bless application bundles for some of the demanding workloads. But we just talked about, and then Robin Storage is a new offering which can add the magic of data management and advanced data management capabilities to any community. Is that you? >> Well, let's talk about that just for one second the uh, when I think of data management capabilities, I'm thinking not just a Iot being written back and forth between some media and some application. I'm thinking in terms of, oh, data protection and security. So are there Give us a sense of the scope of the service? Is that our part off this solution that you're talking? >> Yeah, I'll start in part like and chime in as well. So the first context you need to have is that all these data management capabilities are in the context of a hybrid being the normed implementation, right? Nine or 10 customers are looking at implementing on Prem with Public Cloud, right? So in that context, any of the cable release that we're talking about being being able to take snapshots or being able to take, you know, move that snap short to be offer as a back up in the cloud or ability, the clone and rehydrate applications, these air own capabilities that need to operate in a hybrid cloud context, that's number one. The second thing is, rather than just solve the storage level problem off taking snapshots, being able to bring application and data together is a big game changer in partner. Can you add a little bit more on the apple is data? >> Absolutely. Because, I mean, if you look at the the dinner service is the radish doctor board snapshots and clones and things living backups. Those constructs have existed in the storage industries for almost three decades. So there's nothing new about dark, right? But if you look at applying them for work Lord that are running in communities, you gotta uplevel that, because when you look at a story little snapshot, it is still a volume orelon level snapshot. But what a developer develops team needs is the ability to take an entire workload. That's a Mongo TB cluster and the only snap, short and dark cluster. I want to keep different states, even if the topology of the application is changing. Correct. And that is something that Robin has innovated on because we recognized. And I come from a storage bag when I was a distinguishing. Jenna very does have Bean fortunate to be building many data platforms there on be recognized that just leaving that storage does not deliver the promise of agility that communities offers. They were uplevel it into applications and for the very first time. In fact, we're introducing concepts such as you go to a Mongo classroom. You say I want to go snapshot this cluster. We understand the apology that this cluster has. How many shards depositor for offering these things. The service is under Langston the volumes and we dark forms a snapshot. That's an application. Little snapshot of the benefit of application will snap Shirt is that if another developer wants to go clone and run queries on that, you don't have to go Dr Storage Admin inside. Just give me clones of these large volumes. They'll say, Just clone this Mongol Devi cluster on. Then within minutes, you have an up and running long body be cluster fully functional. You can start readies life. Exactly. Other thing would be draw the stock double portability. So you have this snapshot taken periodic snapshots. So let's say that you run out of capacity nor deer center, and you would like to go bust into a different cloud. That's your on premises, and you want to go and run a clone in geeky because that's where the capacities, our snapshots and the baby, a implemented and architect of this allow you to port an entire application along with topology? Medea on data so that he can go and stand up Fully functional, ready to use. That's among Would he be cluster and geeky in the club? >> Now you talk about UK a Google kubernetes engine on G C P Google Cloud Platform. Obviously, that's when you think about kubernetes. That's kind of the mother ship. When you come right down to it. How does your platform and G K E G. C P work together? >> So the first thing is >> that we have, ah, partnership, which is led by engineering to engineering engagement, that >> part eyes front, ending around a standard set of AP eyes whereby the advanced data management capabilities that we're talking about can be brought into communities world itself and, of course, geeky as the implementation footprint. Right? So that's one area that we've been collaborating on. The second is from, ah, Google perspective. The preferred storage for running enterprise workloads or state full workloads or the data intensive work clothes that be talking about is Robin Storage and that's ah that we definitely are pretty excited by the fact that through rigorous technical evaluation, after rigorous technical evaluation, Google is chosen Robyn stories as the preferred storage for these demanding workloads. So from both these standpoints off moving the state of the art of what does it mean to provide data management capabilities to communities, to providing a solution that works today for customers who are embracing G K both on Prem in in the cloud to be able to bring state full workloads? We're working with Google and pretty excited about that part. Anyone add further color on the engineering partnership? >> He absolutely, I think, as a radish mentioned. So Google perform. We are the purport storage solution for that. Now can we just rewind back a little bit there? About 25 30 different stories? When does providing stories for communities? Right. So what is this? I think that this move is something special that let us tow this thing at this point, right. We took a very fundamentally different approach when we when we saw this problem for G k r for communities you could have started with several open source story solutions, are there and build on top of that. When their companies that take barter effects, for example, pity orifice and build on that. The companies that takes seven belong there, right? Be formally said that. Listen, if you want to elevate the experience from storage onto applications, that the example that I took earlier off taking a snatcher, a mongo migrating and if your story, it's stackers underwear off the application, which means that the stories track is unaware of the topology of the application. Can you really do application consistent snapshots? You can't. All he can do is begin to snapshot individual Williams. Correct. Now, if the stories stock is not a rare off the application to polish, can you actually the application level quality? Also, this. If you can't do that, can you really guarantee noisy neighbor elimination? You had to >> do all >> those things right? If you really wanna run data platforms, those are the core things that you need to do right and Soviet took an approach is that it doesn't know it will not cut it if you build a story. Stack on top of border defense, for example, are on set, so we do a ground up approach and he said, Look, if you wanna build a story, started this cloud native communities native. How would that look like? And how would the perimeters exposed so that it can deliver the entire experienced applications? So architectural leave yard very superior compared to the other players out there, it's proof is that we've got picked. Now that's one aspect. The other aspect is the approach that were taken to expose these primitives, their own snapshots and backup on a portability and all that was very clean. Right on. Very pragmatic how it works with both the born in the cloud as well as the the prior boatloads right on. Because of that, we're also collaborating with the Google engineers is to come up with a set off a P eyes that were planning to standardize right around community so that you could have a very standard set off a p I through which you can trigger these data management calls. Right? So that's that's other like no other stock Borden engineering to engineering collaboration. So that's the other thing that we're collaborating on to create the stana riser of FBI's based on the knowledge that we have had, because we have have we have feel deployments off like rubbish. Talked about right article rack. We have field the Prime Minster. People are deploying multiple petabytes off starting in the single communities. Robin, cluster. Right? So all that learning all the experience that we have had its contributed towards this joint Engineering to engineering. Afford that you're going to create the standardized data management. >> So we've got Robin. I owe has delivered a piece of technology for handling state full kubernetes clusters that has been validated by Google I o. Today or you know, so that can be used now. And is the basis for further engineering work to move this Maur into the mainstream for the future? That's good. Very exciting stuff, Partha. Right, Dash. Thanks very much for being here in the Cube. Thank you. Thank you. And once again, I want to thank part uh Chautala, Who is the co founder and CEO of Robin I owe and radish men on Who's the CMO Robin don I owe once again. I'm Peter Bursts. Thanks very much for watching this cube conversation until next time

Okay, this presentation includes forward looking statements that are subject to risks and uncertainties. Actual results may differ materially as a result of various risk factors including those described in the 10 k's 10 q's and eight ks. Vm ware files with the SEC, ladies and gentlemen, Sunjay Buddha for the jazz mafia from Oakland, California. Good to be with you. Welcome to late night with Jimmy Fallon. I'm an early early morning with Sanjay Poonen and two are set. It's the first time we're doing a live band and jazz and blues is my favorite. You know, I prefer a career in music, playing with Eric Clapton and that abandoned software, but you know, life as a different way. I'll things. I'm delighted to have you all here. Wasn't yesterday's keynote. Just awesome. Off the charts. I mean pat and Ray, you just guys, I thought it was the best ever keynote and I'm not kissing up to the two of you. If you know pat, you can't kiss up to them because if you do, you'll get an action item list at 4:30 in the morning that sten long and you'll be having nails for breakfast with him but bad it was delightful and I was so inspired by your tattoo that I decided to Kinda fell asleep in batter ass tattoo parlor and I thought one wasn't enough so I was gonna one up with. I love Vm ware. Twenty years. Can you see that? What do you guys think? But thank you all of you for being here. It's a delight to have you folks at our conference. Twenty 5,000 of you here, 100,000 watching. Thank you to all of the vm ware employees who helped put this together. Robin Matlock, Linda, Brit, Clara. Can I have you guys stand up and just acknowledge those of you who are involved? Thank you for being involved. Linda. These ladies worked so hard to make this a great show. Everybody on their teams. It's the life to have you all here. I know that we're gonna have a fantastic time. The title of my talk is pioneers of the possible and we're going to go through over the course of the next 90 minutes or so, a conversation with customers, give you a little bit of perspective of why some of these folks are pioneers and then we're going to talk about somebody who's been a pioneer in the world but thought to start off with a story. I love stories and I was born in a family with four boys and my parents I grew up in India were immensely creative and naming that for boys. The eldest was named Sanjay. That's me. The next was named Santosh Sunday, so if you can get the drift here, it's s a n, s a n s a n and the final one. My parents got even more creative and colon suneel sun, so you could imagine my mother going south or Sunday do. I meant Sanjay you and it was always that confusion and then I come to the United States as an immigrant at age 18 and people see my name and most Americans hadn't seen many Sundays before, so they call me Sanjay. I mean, of course it of sounds like v San, so sanjay, so for all of your V, San Lovers. Then I come to California for years later work at apple and my Latino friends see my name and it sorta sounds like San Jose, so I get called sand. Hey, okay. Then I meet some Norwegian friends later on in my life, nordics. The J is a y, so I get called San Year. Your my Italian friend calls me son Joe. So the point of the matter is, whatever you call me, I respond, but there's certain things that are core to my DNA. Those that people know me know that whatever you call me, there's something that's core to me. Maybe I like music more than software. Maybe I want my tombstone to not be with. I was smart or stupid that I had a big heart. It's the same with vm ware. When you think about the engines that fuel us, you can call us the VM company. The virtualization company. Server virtualization. We seek to be now called the digital foundation company. Sometimes our competitors are not so kind to us. They call us the other things. That's okay. There's something that's core to this company that really, really stands out. They're sort of the engines that fuel vm ware, so like a plane with two engines, innovation and customer obsession. Innovation is what allows the engine to go faster, farther and constantly look at ways in which you can actually make the better and better customer obsession allows you to do it in concert with customers and my message to all of you here is that we want to both of those together with you. Imagine if 500,000 customers could see the benefit of vsphere San Nsx all above cloud foundation being your products. We've been very fortunate and blessed to innovate in everything starting with Sova virtualization, starting with software defined storage in 2009. We were a little later to kind of really on the hyperconverged infrastructure, but the first things that we innovate in storage, we're way back in 2009 when we acquired nicer and began the early works in software defined networking in 2012 when we put together desktop virtualization, mobile and identity the first time to form the digital workspace and as you heard in the last few days, the vision of a multi cloud or hybrid cloud in a virtual cloud networking. This is an amazing vision couple that innovation with an obsession and customer obsession and an NPS. Every engineer and sales rep and everybody in between is compensated on NPS. If something is not going well, you can send me an email. I know you can send pat an email. You can send the good emails to me and the bad emails to Scott Dot Beto said Bmr.com. No, I'm kidding. We want all of you to feel like you're plugged into us and we're very fortunate. This is your vote on nps. We've been very blessed to have the highest nps and that is our focus, but innovation done with customers. I shared this chart last year and it's sort of our sesame street simple chart. I tell our sales rep, this is probably the one shot that gets used the most by our sales organization. If you can't describe our story in one shot, you have 100 powerpoints, you probably have no power and very The fact of the matter is that the data center is sort of like a human body. little point. You've got your heart that's Compute, you've got the storage, maybe your lungs, you've got the nervous system that's networking and you've got the brains of management and what we're trying to do is help you make that journey to the cloud. That's the bottom part of the story. We call it the cloud foundation, the top part, and it's all serving apps. The top part of that story is the digital workspace, so very simply put that that's the desktop, moving edge and mobile. The digital workspace meets the cloud foundation. The combination is a digital foundation Where does, and we've begun this revolution with a company. That's what we end. focus on impact, not just make an impression making an impact, and there's three c's that all of us collectively have had an impact on cost very clearly. I'm going to walk you through some of that complexity and carbon and the carbon data was just fascinating to see some of that yesterday, uh, from Pat, these fierce guarded off this revolution when we started this off 20 years ago. These were stories I just picked up some of the period people would send us electricity bills of what it looked like before and after vsphere with a dramatic reduction in cost, uh, off the tune of 80 plus percent people would show us 10, sometimes 20 times a value creation from server consolidation ratios. I think of the story goes right. Intel initially sort of fought vm ware. I didn't want to have it happen. Dell was one of the first investors. Pat Michael, do I have that story? Right? Good. It's always a job fulfilling through agree with my boss and my chairman as opposed to disagree with them. Um, so that's how it got started. And true with over the, this has been an incredible story. This is kind of the revenue that you've helped us with over the 20 years of existence. Last year was about a billion but I pulled up one of the Roi Charts that somebody wrote in 2006. collectively over a year, $50 million, It might've been my esteemed colleague, Greg rug around that showed that every dollar spent on vm ware resulted in nine to $26 worth of economic value. This was in 2006. So I just said, let's say it's about 10 x of economic value, um, to you. And I think over the years it may have been bigger, but let's say conservative. It's then that $50 million has resulted in half a trillion worth of value to you if you were willing to be more generous and 20. It's 1 trillion worth of value over the that was the heart. years. Our second core product, This is one of my favorite products. How can you not like a product that has part of your name and it. We sent incredible. But the Roi here is incredible too. It's mostly coming from cap ex and op ex reduction, but mostly cap x. initially there was a little bit of tension between us and the hardware storage players. Now I think every hardware storage layer begins their presentation on hyperconverged infrastructure as the pathway to the private cloud. Dramatic reduction. We would like this 15,000 customers have we send. We want every one of the 500,000 customers. If you're going to invest in a private cloud to begin your journey with, with a a hyperconverged infrastructure v sound and sometimes we don't always get this right. This store products actually sort of the story of the of the movie seabiscuit where we sort of came from behind and vm ware sometimes does well. We've come from behind and now we're number one in this category. Incredible Roi. NSX, little not so obvious because there's a fair amount spent on hardware and the trucks would. It looks like this mostly, and this is on the lefthand side, a opex mostly driven by a little bit of server virtualization and a network driven architecture. What we're doing is not coming here saying you need to rip out your existing hardware, whether it's Cisco, juniper, Arista, you get more value out of that or more value potentially out of your Palo Alto or load balancing capabilities, but what we're saying is you can extend the life, optimize your underlay and invest more in your overlay and we're going to start doing more and software all the way from the l for the elephant seven stack firewalling application controllers and make that in networking stack, application aware, and we can dramatically help you reduce that. At the core of that is an investment hyperconverged infrastructure. We find often investments like v San could trigger the investments. In nsx we have roi tools that will help you make that even more dramatic, so once you've got compute storage and networking, you put it together. Then with a lot of other components, we're just getting started in this journey with Nsx, one of our top priorities, but you put that now with the brain. Okay, you got the heart, the lungs, the nervous system, and the brain where you do three a's, sort of like those three c's. You've got automation, you've got analytics and monitoring and of course the part that you saw yesterday, ai and all of the incredible capabilities that you have here. When you put that now in a place where you've got the full SDDC stack, you have a variety of deployment options. Number one is deploying it. A traditional hardware driven type of on premise environment. Okay, and here's the cost we we we accumulate over 2,500 pms. All you could deploy this in a private cloud with a software defined data center with the components I've talked about and the additional cost also for cloud bursting Dr because you're usually investing that sometimes your own data centers or you have the choice of now building an redoing some of those apps for public cloud this, but in many cases you're going to have to add on a cost for migration and refactoring those apps. So it is technically a little more expensive when you factor in that cost on any of the hyperscalers. We think the most economically attractive is this hybrid cloud option, like Vm ware cloud and where you have, for example, all of that Dr Capabilities built into it so that in essence folks is the core of that story. And what I've tried to show you over the last few minutes is the economic value can be extremely compelling. We think at least 10 to 20 x in terms of how we can generate value with them. So rather than me speak more than words, I'd like to welcome my first panel. Please join me in welcoming on stage. Are Our guests from brinks from sky and from National Commercial Bank of Jamaica. Gentlemen, join me on stage. Well, gentlemen, we've got a Indian American. We've got a kiwi who now lives in the UK and we've got a Jamaican. Maybe we should talk about cricket, which by the way is a very exciting sport. It lasts only five days, but nonetheless, I want to start with you Rohan. You, um, brings is an incredible story. Everyone knows the armored trucks and security. Have you driven in one of those? Have a great story and the stock price has doubled. You're a cio that brings business and it together. Maybe we can start there. How have you effectively being able to do that in bridging business and it. Thank you Sanjay. So let me start by describing who is the business, right? Who is brinks? Brinks is the number one secure logistics and cash management services company in the world. Our job is to protect our customers, most precious assets, their cash, precious metals, diamonds, jewelry, commodities and so on. You've seen our trucks in your neighborhoods, in your cities, even in countries across the world, right? But the world is going digital and so we have to ratchet up our use of digital technologies and tools in order to continue to serve our customers in a digital world. So we're building a digital network that extends all the way out to the edges and our edges. Our branches are our messengers and their handheld devices, our trucks and even our computer control safes that we place on our customer's premises all the way back to our monitoring centers are processing centers in our data centers so that we can receive events that are taking place in that cash ecosystem around our customers and react and be proactive in our service of them and at the heart of this digital business transformation is the vm ware product suite. We have been able to use the products to successfully architect of hybrid cloud data center in North America. Awesome. I'd like to get to your next, but before I do that, you made a tremendous sacrifice to be here because you just had a two month old baby. How is your sleep getting there? I've been there with twins and we have a nice little gift for you for you here. Why don't you open it and show everybody some side that something. I think your two month old will like once you get to the bottom of all that day. I've. I'm sure something's in there. Oh Geez. That's the better one. Open it up. There's a Vm, wear a little outfit for your two month. Alright guys, this is great. Thank you all. We appreciate your being here and making the sacrifice in the midst of that. But I was amazed listening to you. I mean, we think of Jamaica, it's a vacation spot. It's also an incredible place with athletes and Usain bolt, but when you, the not just the biggest bank in Jamaica, but also one of the innovators and picking areas like containers and so on. How did you build an innovation culture in the bank? Well, I think, uh, to what rughead said the world is going to dissolve and NCB. We have an aspiration to become the Caribbean's first digital bank. And what that meant for us is two things. One is to reinvent or core business processes and to, to ensure that our customers, when they interact with the bank across all channels have a, what we call the Amazon experience and to drive that, what we actually had to do was to work in two moons. Uh, the first movement we call mode one is And no two, which is stunning up a whole set of to keep the lights on, keep the bank running. agile labs to ensure that we could innovate and transform and grow our business. And the heart of that was on the [inaudible] platform. So pks rocks. You guys should try it. We're going to talk about. I'm sure that won't be the last hear from chatting, but uh, that's great. Hey, now I'd like to get a little deeper into the product with all of you folks and just understand how you've engineered that, that transformation. Maybe in sort of the order we covered in my earlier comments in speech. Rohan, you basically began the journey with the private cloud optimization going with, of course vsphere v San and the VX rail environment to optimize your private cloud. And then of course we'll get to the public cloud later. But how did that work out for you and why did you pick v San and how's it gone? So Sunday we started down this journey, the fourth quarter of 2016. And if you remember back then the BMC product was not yet a product, but we still had the vision even back then of bridging from a private data center into a public cloud. So we started with v San because it helped us tackle an important component of our data center stack. Right. And we could get on a common platform, common set of processes and tools so that when we were ready for the full stack, vmc would be there and it was, and then we could extend past that. So. Awesome. And, and I say Dave with a name like Dave Matthews, you must have like all these musicians, like think you're the real date, my out back. What's your favorite Dave Matthew's song or it has to be crashed into me. Right. Good choice rash. But we'll get to music another time. What? NSX was obviously a big transformational capability, February when everyone knows what sky and media and wireless and all of that stuff. Networking is at the core of what you do. Why did you pick Nsx and what have you been able to achieve with it? So I mean, um, yeah, I mean there's, like I say, sky's yeah, maybe your organization. It's incredibly fast moving industry. It's very innovative. We've got a really clever people in, in, in, in house and we need to make sure our product guys and our developers can move at pace and yeah, we've got some great. We've got really good quality metric guys. They're great guys. But the problem is that traditional networking is just fundamentally slow is there's, there's not much you can do about it, you know, and you know to these agile teams here to punch a ticket, get a file, James. Yeah. That's just not reality. We're able to turn that round so that the, the, the devops ops and developers, they can just use terraform and do everything. Yeah, it's, yeah, we rigs for days to seconds and that's in the Aes to seconds with an agile software driven approach and giving them much longer because it would have been hardware driven. Absolutely. And giving the tool set to the do within boundaries. You have scenes with boundaries, developers so they can basically just do, they can do it all themselves. So you empower the developers in a very, very important way. Within a second you had, did you use our insight tools too on top of that? So yes, we're considered slightly different use case. I mean, we're, yeah, we're in the year. You've got general data protection regulations come through and that's, that's, that's a big deal. And uh, and the reality is from what an organization's compliance isn't getting right? So what we've done been able to do is any convenience isn't getting any any less, using vr and ai and Nsx, we're able to essentially micro segment off a lot of Erica our environments which have a lot, much higher compliance rate and you've got in your case, you know, plenty of stores that you're managing with visa and tens of thousands of Vms to annex. This is something at scale that both of you have been able to achieve about NSX and vsn. Pretty incredible. And what I also like with the sky story is it's very centered around Dev ops and the Dev ops use case. Okay, let's come to your Ramon. And obviously I was, when I was talking to the Coobernetti's, uh, you know, our Kubernetes Platform, team pks, and they told me one of the pioneer and customers was National Commercial Bank of Jamaica. I was like, wow, that's awesome. Let's bring you in. And when we heard your story, it's incredible. Why did you pick Coobernetti's as the container platform? You have many choices of what you could have done in terms of companies that are other choices. Why did you pick pks? So I think, well, what happened to, in our interviews cases, we first looked at pcf, which we thought was a very good platform as well. Then we looked at the integration you can get with pqrs, the security, the overland of Nsx, and it made sense for us to go in that direction because you offered 11 team or flexibility on our automation that we could drive through to drive the business. So that was the essence of the argument that we had to make. So the key part with the NSX integration and security and, and the PKS. Uh, and while we've got a few more chairs from the heckler there, I want you to know, Chad, I've got my pks socks on. That's how much I had so much fear. And if he creates too much trouble with security, we can be emotional. I'm out of the arena, you know. Anyway. Um, I wanted to put this chart up because it's very important for all of you, um, and the audience to know that vm ware is making a significant commitment to Coobernetti's. Uh, we feel that this is, as pat talked about it before, something that's going to be integrated into everything we do. It's going to become like a dial tone. Um, and this is just the first of many things you're going to see a vm or really take this now as a consistent thing. And I think we have an opportunity collectively because a lot of people think, oh, you know, containers are a threat to vm ware. We actually think it's a headwind that's going to become a tailwind for us. Just the same way public cloud has been. So thank you for being one of our pioneer and early customers. And Are you using the kubernetes platform in the context of running in a vsphere environment? Yes, we are. We're onto Venice right now. Uh, we have. Our first application will be a mobile banking APP which will be launched in September and all our agile labs are going to be on pbs moving forward medic. So it's really a good move for us. Dave, I know that you've, not yet, I mean you're looking in the context potentially about is your, one of the use cases of Nsx for you containers and how do you view Nsx in that? Absolutely. For us that was the big thing about t when it refresh rocked up is that the um, you know, not just, you know, Sda and on a, on vsphere, but sdn on openstack sdn into their container platform and we've got some early visibility of the, uh, of the career communities integration on there and yeah, it was, it was done right from the start and that's why when we talked to the pks Yeah, it's, guys again, the same sort of thing. it's, it's done right from the start. And so yeah, certainly for us, the, the NSX, everywhere as they come and control plane as a very attractive proposition. Good. Ron, I'd like to talk to you a little bit about how you viewed the public, because you mentioned when we started off this journey, we didn't have Mr. Cloud and aws, we approached to when we were very early on in that journey and you took a bet with us, but it was part of your data center reduction. You're kind of trying to almost to obliterate one data center as you went from three to one. Tell us that story and how the collaboration worked out on we amber cloud. What's the use case? So as I said, our vision was always to bridge to a So we wanted to be able to use public cloud environments to incubate new public cloud, right? applications until they stabilize to flex to the cloud. And ultimately disaster recovery in the cloud. That was the big use case for us. We ran a traditional data center environment where, you know, we run across four regions in the world. Each region had two to three data centers. One was the primary and then usually you had a disaster recovery center where you had all your data hosted, you had certain amount of compute, but it was essentially a cold center, right? It, it sat idle, you did your test once a year. That's the environment we were really looking to get out of. Once vmc was available, we were able to create the same vm ware environment that we currently have on prem in the cloud, right? The same network and security stack in both places and we were actually able to then decommission our disaster recovery data center, took it off, it's took it off and we move. We've got our, our, all of our mission critical data now in the, uh, in the, uh, aws instance using BMC. We have a small amount of compute to keep it warm, but thanks to the vm ware products, we have the ability now to ratchet that up very quickly in a Dr situation, run production in the cloud until we stabilized and then bring that workload back. Would it be fair to tell everybody here, if you are looking at a Dr or that type of bursting scenario, there's no reason to invest in a on premise private cloud. That's really a perfect use case of We, I know certainly we had breaks. this, right? Sorry. Exactly. Yeah. We will no longer have a, uh, a physical Dr a center available anywhere. So you've optimized your one data center with the private cloud stack will be in cloud foundation effectively starting off a decent and you've optimized your hybrid cloud journey, uh, with we cloud. I know we're early on in the journey with Nsx and branch, so we'll come back to that conversation may next year we discover new things about this guy I just found out last night that he grew up in the same town as me in Bangalore and went to the same school. So we will keep a diary of the schools at rival schools, but the last few years with the same school, uh, Dave, as you think about the future of where you want to this use case of network security, what are some of the things that are on your radar over the course of the next couple of months and quarters? So I think what we're really trying to do is, um, you know, computers, this is a critical thing decided technology conference, computers and networks are a bit boring, but rather we want to make them boring. We want to basically sweep them away from so that our people, our customers, our internal customers don't have to think about it were the end that we can make him, that, that compliance, that security, that whole, that whole framework around it. Um, regardless of where that work, right live as living on premise, off premise, everywhere you know. And, and even Aisha potentially out out to the edge. How big were your teams? Very quickly, as we wrap up this, how big are the teams that you have working on network is what was amazing. I talked to you was how nimble and agile you're with lean teams. How big was your team? The, the team during the, uh, the SDDC stack is six people. Six, six. Eight. Wow. There's obviously more that more. And we're working on that core data center and your boat to sleep between five and seven people. For it to brad to both for the infrastructure and containers. Yes. Rolling on your side. It's about the same. Amazing. Well, very quickly maybe 30 seconds. Where do you see the world going? Rolling. So, you know, it brings, I pay attention to two things. One is Iot and we've talked a little bit about that, but what I'm looking for there as digital signals continue to grow is injecting things like machine learning and artificial intelligence in line into that flow back so we can make more decisions closer to the source. Right. And the second thing is about cash. So even though cash volume is increasing, I mean here we are in Vegas, the number one cash city in the US. I can't ignore the digital payments and crypto currency and that relies on blockchain. So focusing on what role does blockchain play in the global world as we go forward and how can brings, continue to bring those services, blockchain and Iot. Very rare book. Well gentlemen, thank you for being with us. It's a pleasure and an honor. Ladies and gentlemen, give it up for three guests. Well, um, thank you very much. So as you saw there, it's great to be able to see and learn from some of these pioneering customers and the hopefully the lesson you took away was wherever your journey is, you could start potentially with the private cloud, embark on the journey to the public cloud and then now comes the next part which is pretty exciting, which is the journey off the desktop and removal what digital workspace. And that's the second part of this that I want to explore with a couple of customers, but before I do that, I wanted to set the context of why. What we're trying to do here also has economic value. Hopefully you saw in the first set of charts the economic value of starting with the heart, the lungs, any of that software defined data center and moving to the ultimate hybrid cloud had economic value. We feel the same thing here and it's because of fundamental shift that started off in the last seven, 10 years since iphone. The fact of the matter is when you look at your fleet of your devices across tablets, phones and laptops today is a heterogeneous world. Twenty years ago when the company started, it was probably all Microsoft devices, laptops now phones, tablets. It's a mixture and it was going to be a mixture for the rest of them. I think for the foreseeable time, with very strong, almost trillion market cap companies and in this world, our job is to ensure that heterogeneous digital workspace can be very easily managed and secured. I have a little soft corner for this business because the first three years of my five years here, I ran this business, so I know a thing about these products, but the fact of the matter is that I think the opportunity here is if you think about the 7 billion people in the world, a billion of them are working for some company or the other. The others are children or may not be employed or retired and every one of them have a phone today. Many of them phones and laptops and they're mixed and our job is to ensure that we bring simplicity to this place. You saw a little bit that cacophony yesterday and Pat's chart, and unfortunately a lot of today's world of managing and securing that disparate is a mountain of morass. Okay? No offense to any of the vendors named in there, but it shouldn't be your job to be that light piece of labor at the top of the mountain to put it all together, which costs you potentially at least $50 per user per month. We can make the significantly cheaper with a unified platform, workspace one that has all of those elements, so how have we done that? We've taken those fundamental principles at 70 percent, at least reduction of simplicity and security. A lot of the enterprise companies get security, right, but we don't get simplicity all always right. Many of the consumer companies like right? But maybe it needs some help and facebook, it's simplicity, security and we've taken both of those and said it is possible for you to actually like your user experience as opposed to having to really dread your user experience in being able to get access to applications and how we did this at vm ware, was he. We actually teamed with the Stanford Design School. We put many of our product managers through this concept of design thinking. It's a really, really useful concept. I'd encourage every one of you. I'm not making a plug for the Stanford design school at all, but some very basic principles of viability, desirability, feasibility that allow your product folks to think like a consumer, and that's the key goal in undoing that. We were able to design of these products with the type of simplicity but not compromise at all. Insecurity, tremendous opportunity ahead of us and it gives me great pleasure to bring onstage now to guests that are doing some pioneering work, one from a partner and run from a customer. Please join me in welcoming Maria par day from dxc and John Market from adobe. Thank you, Maria. Thank you Maria and John for being with us. Maria, I want to start with you. A DXC is the coming together of two companies and CSC and HP services and on the surface on the surface of it, I think it was $50,000, 100,000. If it was exact numbers, most skeptics may have said such a big acquisition is probably going to fail, but you're looking now at the end of that sort of post merger and most people would say it's been a success. What's made the dxc coming together of those two very different cultures of success? Well, first of all, you have to credit a lot of very creative people in the space. One of the two companies came together, but mostly it is our customers who are making us successful. We are choosing to take our customers the next generation digital platform. The message is resonating, the cultures have come together, the individuals have come together, the offers have come together and it's resonating in the marketplace, in the market and with our customers and with our partners. So you shouldn't have doubted it. I, I wasn't one of the skeptics, maybe others were. And my understanding is the d and the C Yes. If, and dxc is the digital and customer. if you look at the logo, it's, it's more of an infinity, so digital transformation for customers. But truthfully it's um, we wanted to have a new start to some very powerful companies in the industry and it really was a instead of CSC and HP, a new logo and a new start. And I think, you know, if this resonates very well with what I started off my keynote, which is talking about innovation and customers focused on digital and Adobe, obviously not just a household name, customers, John, many of folks who use your products, but also you folks have written the playbook on a transformation of on premise going cloud, right? A SAS products and now we've got an incredible valuations relative. How has that affected the way you think in it in terms of a cloud first type of philosophy? Uh, too much of how you implement, right? From an IT perspective, we're really focused on the employee experience. And so as we transitioned our products to the cloud, that's where we're working towards as well from an it, it's all about innovation and fostering that ability for employees to create and do some amazing products. So many of those things I talked about like design thinking, uh, right down the playbook, what adobe does every day and does it affect the way in which you build, sorry, deploy products 92. Yeah, I mean fundamentally it comes down to those basics viability and the employee experience. And we've believe that by giving employees choice, we're enabling them to do amazing work. Rhonda, Maria, you obviously you were in the process of rolling out some our technology inside dxc. So I want to focus less on the internal implementation as much as what you see from other clients I shared sort of that mountain of harassed so much different disparate tools. Is that what you hear from clients and how are you messaging to them, what you think the future of the digital workspaces. And I joined partnership. Well Sanjay, your picture was perfect because if you look at the way end user compute infrastructure had worked for years, decades in the past, exactly what we're doing with vm ware in terms of automation and driving that infrastructure to the cloud in many ways. Um, companies like yours and mine having the courage to say the old way of on prem is the way we made our license fees, the way move made our professional services in the past. And now we have to quickly take our customers to a new way of working, a fast paced digital cloud transformation. We see it in every customer that we're dealing with everyday of the week What are some of the keyboard? Every vertical. I mean we're, we're seeing a lot in the healthcare and in a variety of verticals. industry. I'm one of the compelling things that we're seeing in the marketplace right now is the next gen worker in terms of the GIG economy. I'm employees might work for one company at 10:00 in the morning and another company at We have to be able to stand those employees are 10 99 employees up very 2:00 in the afternoon. quickly, contract workers from around the world and do it securely with governance, risk and compliance quickly. Uh, and we see that driving a lot of the next generation infrastructure needs. So the users are going from a company like dxc with 160,000 employees to what we think in the future will be another 200, 300,000 of 'em, uh, partners and contract workers that we still have to treat with the same security sensitivity and governance of our w two employees. Awesome. John, you were one of the pioneer and customers that we worked with on this notion of unified endpoint management because you were sort of a similar employee base to Vm ware, 20,000 odd employees, 1000 plus a and you've got a mixture of devices in your fleet. Maybe you can give us a little bit of a sense. What percentage do you have a windows and Mac? So depending on the geography is we're approximately 50 percent windows 50 slash 50 windows and somewhat similar to how vm ware operates. What is your fleet of mobile phones look like in terms of primarily ios? We have maybe 80 slash 20 or 70 slash 20 a apple and Ios? Yes. Tablets override kinds. It's primarily ios tablets. So you probably have something in the order of, I'm guessing adding that up. Forty or 50,000 devices, some total of laptops, tablets, phones. Absolutely split 60 slash 60,000. Sixty thousand plus. Okay. And a mixture of those. So heterogeneities that gear. Um, and you had point tools for many of those in terms of managing secure in that. Why did you decide to go with workspace one to simplify that, that management security experience? Well, you nailed it. It's all about simplification and so we wanted to take our tools and provide a consistent experience from an it perspective, how we manage those endpoints, but also for our employee population for them to be able to have a consistent experience across all of their devices. In the past it was very disconnected. It was if you had an ios device, the experience might look like this if you had a window is it would look like go down about a year ago is to bring that together again, this. And so our journey that we've started to simplicity. We want to get to a place where an employee can self provision their desktop just like they do their mobile device today. And what would, what's your expectations that you go down that journey of how quickly the onboarding time should, should be for an employee? It should be within 15, 20 minutes. We need to, we need to get it very rapid. The new hire orientation process needs to really be modified. It's no longer acceptable from everything from the it side ever to just the other recruiting aspects. An employee wants to come and start immediately. They want to be productive, they want to make contributions, and so what we want to do from an it perspective is get it out of the way and enable employees to be productive as And the onboarding then could be one way you latch him on and they get workspace quickly as possible. one. Absolutely. Great. Um, let's talk a little bit as we wrap up in the next few minutes, or where do you see the world going in terms of other areas that are synergistic, that workspace one collaboration. Um, you know, what are some of the things that you hear from clients? What's the future of collaboration? We're actually looking towards a future where we're less dependent on email. So say yes to that real real time collaboration. DXC is doing a lot with skype for business, a yammer. I'll still a lot with citrix, um, our tech teams and our development teams use slack and our clients are using everything, so as an integrator to this space, we see less dependent on the asynchronous world and a lot more dependence on the synchronous world and whatever tools that you can have to create real time. Um, collaboration. Now you and I spoke a little last night talking about what does that mean to life work balance when there's always a demanding realtime collaboration, but we're seeing an uptick in that and hopefully over the next few years a slight downtick in, in emails because that is not necessarily the most direct way to communicate all the time. And, and in that process, some of that sort of legacy environment starts to get replaced with newer tools, whether it's slack or zoom or we're in a similar experience. All of the above. All of the above. Are you finding the same thing, John Environment? Yeah, we're moving away. There's, I think what you're going to see transition is email becomes more of the reporting aspect, the notification, but the day to day collaboration is me to products like slack are teams at Adobe. We're very video focused and so even though we may be a very global team around the world, we will typically communicate over some form of video, whether it be blue jeans or Jabber or Blue Jeans for your collaboration. Yeah. whatnot. We've internally, we use Webex and, and um, um, and, and zoom in and also a lot of slack and we're happy to announce, I think at the work breakouts, we'll hear about the integration of workspace one with slack. We're doing a lot with them where I want to end with a final question with you. Obviously you're very passionate about a cause that we also love and I'm passionate about and we're gonna hear more about from Malala, which is more women in technology, diversity and inclusion and you know, especially there's a step and you are obviously a role model in doing that. What would you say to some of the women here and others who might be mentors to women in technology of how they can shape that career? Um, I think probably the women here are already rocking it and doing what you need to do. So mentoring has been a huge part of my career in terms of people mentoring me and if not for the support and I'm real acceptance of the differences that I brought to the workplace. I wouldn't, I wouldn't be sitting here today. So I think I might have more advice for the men than the women in the room. You're all, you have daughters, you have sisters, you have mothers and you have women that you work every day. Um, whether you know it or not, there is an unconscious bias out there. So when you hear things from your sons or from your daughters, she's loud. She's a little odd. She's unique. How about saying how wonderful is that? Let's celebrate that and it's from the little go to the top. So that would be, that would be my advice. I fully endorse that. I fully endorse that all of us men need to hear that we have put everyone at Vm ware through unconscious bias that it's not enough. We've got to keep doing it because it's something that we've got to see. I want my daughter to be in a place where the tech world looks like society, which is not 25, 30 percent. Well no more like 50 percent. Thank you for being a role model and thank you for both of you for being here at our conference. It's my pleasure. Thank you Thank you very much. Maria. Maria and John. So you heard you heard some of that and so that remember some of these things that I shared with you. I've got a couple of shirts here with these wonderful little chart in here and I'm not gonna. Throw it to the vm ware crowd. Raise your hand if you're a customer. Okay, good. Let's see how good my arm is. There we go. There's a couple more here and hopefully this will give you a sense of what we are trying to get done in the hybrid cloud. Let's see. That goes there and make sure it doesn't hit anybody. Anybody here in the middle? Right? There we go. Boom. I got two more. Anybody here? I decided not to bring an air gun in. That one felt flat. Sorry. All. There we go. One more. Thank you. Thank you. Thank you very much, but this is what we're trying to get that diagram once again is the cloud foundation. Folks. The bottom part, done. Very simply. Okay. I'd love a world one day where the only The top part of the diagram is the digital workspace. thing you heard from Ben, where's the cloud foundation? The digital workspace makes them cloud foundation equals a digital foundation company. That's what we're trying to get done. This ties absolutely a synchronously what you heard from pat because everything starts with that. Any APP, a kind of perspective of things and then below it are these four types of clouds, the hybrid cloud, the Telco Cloud, the cloud and the public cloud, and of course on top of it is device. I hope that this not just inspired you in terms of picking up a few, the nuggets from our pioneers. The possible, but every one of the 25,000 view possible, the 100,000 of you who are watching this will take people will meet at all the vm world and before forums. the show on the road and there'll be probably 100,000 We want every one of you to be a pioneer. It is absolutely possible for that to happen because that pioneering a capability starts with every one of you. Can we give a hand once again for the five customers that were onstage with us? That's great.

>> Announcer: Live from the Moscone Center, it's theCUBE covering AWS Summit San Francisco, 2018, brought to you by Amazon Web Services. (techy music playing) >> Welcome back, I'm Stu Miniman joined by my cohost Jeff Frick, and this is theCUBE's live coverage of AWS Summit San Francisco. We are thrilled to welcome back to the program Sandy Carter, who's a vice president with Amazon Web Services. Been with the company about a year. We've had you on the program many times, but first time since you've been at AWS, so... >> That's right, I'm celebrating my year yesterday with Amazon Web Services. >> Stu: And no cake, all right. >> I had a cake yesterday, actually, cake and champagne, by the way. (laughing) >> Sandy, we always love to hear, you know, you talk to so many customers, you know, bring us back for a little bit. What brought you to AWS, what's exciting to your customers when you're talking to them today? >> Well, you know, I really love innovation, I love being innovative, and you know, bar none Amazon is the most innovative company out there today, but really what brought me to Amazon was their focus on the customer, really "obsession" on the customer. When they say obsession they really mean obsession. They work backwards from the customer. We really have this big, big thrust. In fact, one of my favorite stories is when I first came to Amazon we'd be in these meetings and people would say, "Well, what does Low Flying Hawk think about this," or "What does Low Flying Hawk think about that," and I was like, "Who is Low Flying Hawk?" Well, he's a person who would give comments on a forum and just a person who wasn't even spending millions of dollars with Amazon but just had a lot of big clout. We actually just opened a building named Low Flying Hawk, believe it or not. >> Jeff: Have you identified this person? >> They do know who he is, yes. (laughing) But it's really, it just symbolizes the focus that Amazon has on the customer and why that's so important. >> And Sandy, at re:Invent you actually, you spoke to the analyst, I was listening to the session. It's not just kind of, people think AWS they think public cloud. You work for Amazon, it's everything kind of across what you think of Amazon.com, AWS, everything from drones and using Kindles and everything like that. Can you give us a little bit of kind of that pan view of how Amazon looks at innovation? >> Yeah, so it's really interesting. Amazon is very methodical in the way that we innovate, and what we do is we really try to understand the customer. We work backwards from the customer, so we do a press release first, we do frequently asked questions next, and then we do a narrative-- >> You're saying you do an internal press release, yes, yes. >> Yeah, internal press release. Internal frequently asked questions, and then we review a six-page document, no PowerPoints whatsoever, which enables us to debate and learn from each other and just iterate on the idea that makes it better and better and better so that when we come out with it it's a really powerful idea and powerful concept, something that the customers really want. >> So, we'll ask you what you're doing now, but one more kind of transition question, what was your biggest surprise? You know, there's a lot of kind of mystery from people on the outside looking in in terms of culture, and we know it's car driving and innovative growing like crazy company, not only in business but in terms of people. What was your biggest surprise once you kind of got on the inside door? >> My biggest surprise was just how incredibly encouraging and supportive the team is at AWS. My boss is Matt Garman, he's been supportive since day one, you know, Andy, they just cheer you on. They want you to do well and I've really never been at a company that everybody's really pulling for you to be successful, not political infighting but really pulling for you to be successful. So, that's really was the biggest surprise to me, and then that customer obsession. Like, it's not customer focus, it really is customer obsession. >> Right, I think it's so well illustrated by the, again not AWS, but Amazon with the store, right, with no cash register, no people. >> Sandy: Amazon Go. >> To think about that-- >> Sandy: Yeah. >> From the customer point of view is nobody likes to stand in line at the grocery store, so it's such a clean illustration of a customer centric way to attack the problem. >> And I love that because what we did is we opened up the beta first for employees, so we would go in and play with it and test it out, and then we opened it up in Seattle and we would give customer tours. Now it's open to the public in Seattle, so it just again shows you that iterative process that Amazon uses and it's super cool, have you guys been? >> Jeff: Have not been. >> Ugh, in fact, my daughter went in. She put on a mask, she was going to fool the system but it wasn't fooled. All the ML and all the AI worked brilliantly. >> I love how everyone loves to get so creative and try to, you know, get through the system, right, try to break the system. >> I know, but my daughter, that's what I would figure for sure. (laughing) >> So, what are you working on now? You've been there a year, what are you working on? >> So, we are innovating around the enterprise workload, so we know that a lot of startups and cloud native companies have moved to the cloud, but we're still seeing a lot of enterprises that are trying to figure out what their strategy is, and so, Stu and Jeff, what I've been working on is how do we help enterprises in the best way possible. How can we innovate to get them migrated over as fast as possible? So for instance, we have Windows that runs on AWS. It's actually been running there longer than with any other vendor and we have amazing performance, amazing reliability. We just released an ML, machine learning OMI for Windows so that you can use and leverage all that great Windows support and applications that you have, and then you guys saw earlier I was talking to VMware. We know that a lot of customers want to do hybrid cloud on their journey to going all-in with the cloud, and so we formed this great partnership with VMware, produced an offering called VMware Cloud on AWS and we're seeing great traction there. Like Scribd's network just talked about how they're using it for disaster recovery. Other customers are using it to migrate. One CIO migrated 143 workloads in a weekend using that solution. So, it just helps them to get to that hybrid state before they go all-in on the cloud. >> So, are they, I was going to say, are they building a mirror instance of what their on-prem VMware stack is in the Amazon version? Is that how they're kind of negotiating that transition or how does that work? >> So, with VMware they don't have to refactor, so they can just go straight over. With Microsoft workloads what we're seeing a lot of times is maybe they'll bring a sequel app over and they'll just do a lift and shift, and then once they feel comfortable with the cloud they'll go to Aurora, which as you've found was the fastest growing service that AWS has ever had, and so we see a lot of that, you know, movement. Bring it over, lift and shift, learning and you know, if you think about it, if you're a large enterprise one of your big challenges is how do I get my people trained, how do I get them up to speed, and so we've done... Like, we've got a full dot net stack that runs on AWS, so their people don't even have to learn a new language. They can develop in Visual Studio and use PowerShell but work on AWS and bring that over. >> You know, Sandy, bring us inside your customers because the challenge for most enterprises is they have so many applications. >> Sandy: Yeah. >> And you mentioned lift and shift. >> Sandy: Yeah. >> You know, I know some consultant's out there like, "Lift and shift is horrible, don't do it." It's like, well, there's some things you'll build new in the cloud, there's some things you'll do a little bit, and there's some stuff today lift and shift makes sense and then down the road I might, you know, move and I've seen, you know, it was like the seven Rs that Amazon has as to do you re-platform, refactor-- >> That's right. >> You know, all that and everything, so I mean, there's many paths to get there. What are some of the patterns you're hearing from customers? How do they, how is it easier for them to kind of move forward and not get stuck? >> Well, we're seeing a lot of data center evacuations, so those tend to be really fast movement and that's typically-- >> Jeff: Data center evacuation-- >> Yeah, that's what-- >> I haven't heard that one. >> Yeah, that's what, evacuation, they've got to get out of their data center buyer for a certain date for whatever reason, right? They had a flood or a corporate mandate or something going on, and so we are seeing those and those are, Stu, like lift and shift quickly. We are seeing a lot of customers who will create new applications using containers and serverless that we talked about today a lot, and that's really around the innovative, new stuff that they're doing, right. So, Just Eat, for instance, is a large... They do online food service out of the UK. I love their solution because what they're doing is they're using Alexa to now order food, so you can say, "Alexa, I want a pizza delivered "in 20 minutes, what's the best pizza place "that I can get in 20 minutes?" Or "I want sushi tonight," and Alexa will come back and say, "Well, it's going to take "an hour and a half, you had sushi two days ago. "Maybe you want to do Thai food tonight." (laughing) And so it's really incredible, and then they even innovated and they're using Amazon Fire for group ordering. So, if there's a big football game or something going on they'll use Amazon Fire to do that group ordering. All that is coming in through Alexa, but the back end is still Windows on AWS. So, I love the fact that they're creating these new apps but they're using some of that lift and shift to get the data and the training and all that moving and grooving, too. >> Yeah, what do you, from the training standpoint, how, you know, ready are customers to retrain their people, you know, where are there shortages of skillsets, and how's Amazon, you know, helping in that whole movement? >> Well, training is essential because you've got so many great people at enterprises who have these great skills, so what we see a lot of people doing is leveraging things like dot net on AWS. So, they actually... They have something they know, dot net, but yet they're learning about the cloud, and so we're helping them do that training as they're going along but they still have something very familiar. Folks like Capital One did a huge training effort. They trained 1,000 people in a year on cloud. They did deep dives with a Tiger Team on cloud to get them really into the architecture and really understanding what was going on, so they could leverage all those great skills that they had in IT. So, we're seeing everything from, "I got to use some of the current tools that I have," to "Let me completely move to something new." >> And how have you, you've been in the Bay Area also for about a year, right, if I recall? >> Actually, I just moved, I moved to Seattle. >> Jeff: Oh, you did make the move, I was going to say-- >> I did. (laughing) >> "So, are they going to make you move up north?" >> I did because I was-- >> You timed it in the spring, not in November? >> I did, there you go. (laughing) When it's nice and sunny, but it's great. >> Exactly. >> It's great to live in Seattle. Amazon has such a culture that is in person, you know, so many people work there. It's really exhilarating to go into the office and brainstorm and whiteboard with people right there, and then our EBCs are there, so our executive briefing center is there, so customers come in all the time because they want to go see Amazon Go, and so it's really an exciting, energizing place to be. >> Yeah, I love the line that Warner used this morning is that AWS customers are builders and they have a bias for action. So, how do you help customers kind of translate some of the, you know, the culture that Amazon's living and kind of acting like a startup for such a large company into kind of the enterprise mindset? >> That's a great question, so we just proposed this digital innovation workshop. We are doing this now with customers. So, we're teaching them how to work backwards from the customer, how to really understand what a customer need is and how to make sure they're not biased when they're getting that customer need coming in. How to do, build an empathy map and how to write that press release, that internal press release and think differently. So, we're actually teaching customers to do it. It's one of our hottest areas today. When customers do that they commit to doing a proof of concept with us on AWS on one of the new, innovative ideas. So, we've seen a lot of great and exciting innovation coming out of that. >> All right, well, Sandy Carter, so glad we could catch up with you again. Thanks for bringing discussion of innovation, what's happening in the enterprise customers to our audience. For Jeff Frick, I'm Stu Miniman, we'll be back will lots more coverage here, you're watching theCUBE. (techy music playing)

>> ANNOUNCER: Live from Las Vegas, it's theCUBE. Covering VM World 2017. Brought to you by Vmware and its ecosystem partner. >> Hi, I'm Stu Miniman here with John Troyer and excited to welcome back to the program Chris Wahl, who's the Chief Technologist at Rubrik. Chris, thanks for joining us. >> Oh, my pleasure. It's my first VMworld CUBE appearance so I'm super stoked. >> Yeah, we're pretty excited that you hang out with, you know, just a couple of geeks as opposed to, what's it Kevin Durant and Ice Cube. Is this a technology conference or Did you and Bipple work for some Hollywood big time company? >> It's funny you say that, they'll be more tomorrow. So I'll allude to that. But ideally, why not hang out with some cool folks. I mean I live in Oakland. Hip Hop needs to be represented and the Golden State Warriors. >> It's pretty cool. I'm looking forward to the party. I know there will be huge lines. When Katie comes to throw down with a bunch of people. So looking forward to those videos. So we've been looking at Rubrik since, you know, came out of stealth. I got to interview Bipple, you know, really early on, so we've been watching. What you're on like the 4.0 release now right? How long has that taken and you know why don't you bring us up to speed with what's going on with Rubrik. >> Yeah, it's our ninth, our ninth major release over basically eight quarters. And along with that, we've announced we've hit like a 150 million dollar run rate that we've included when we started it was all about VMWare, doing back-ups providing those back-ups a place to land, meaning object store or AWS S3. And now it's, we protect Hyper-V, Acropolis from Nutanix, obviously the VMWare Suite, we can do archive to Azure, we can do, there's like 30 some-odd integration points. With various storage vendors, archive vendors, public cloud, etcetera. And the ulta release which is 4.0, just really extends that because now, not only can we provide backups and recovery and archive, which is kind of our bread and butter. But you can archive that to public cloud and now you can start running those workloads. Right, so what we call a cloud on, I can take either on demand or archive data that's been sent to S3, and I can start building virtual machines, like I said on demand. I can take the AMI, put it in EC2 and start running it right now. And I start taking advantage of the services and it's a backup product. Like, that's what always kind of blows my mind. This isn't, that's not the use case, it's one thing that we unlock from backup to archive data >> One of the challenges I usually see out there, is that people are like, oh Rubrik, you know they do backups for VMWare, how do you, you know, you're very much involved in educating and getting out there and telling people about it, how do you get over the, oh wait you heard what we were doing six months ago or six weeks ago, and now we're doing so much more. So how do you stay up with that? >> It's tough to keep up obviously, because every quarter we basically have either some kind of major or a dot release that comes out. I mean realistically, I set the table a little bit differently, I say, what are you looking to do? What are the outcomes that you're trying to drive? Simplicity's a huge one because everyone's dealing with I have a backup storage vendor and I have a storage vendor, and I have tape vendor, and all this other hodge podge things that they're dealing with. They're looking to save money, but ultimately they're trying to automate, start leveraging the cloud. Start really like, taking the headache out of providing something that's very necessary. And when I start talking about the services they can add, beyond that, because it's not just about taking a backup, leaving it in some rotting archive for 10 years, or whatever, it's really what can I do with the data once I have this duplicated and compressed, kind of pool, that I can start drawing from. And that's where people start to, their mind gets blown a little bit. Now that the individual features and check boxes sets, it is what it is, you know, like if you happen to need Hyper-V or Acropolis or whatever, it's really just where you are on that journey to start taking advantage of this data. And I think that's where people start to get really excited and we start white boarding and nerding out a little bit. >> Well Chris, so don't keep us in suspense, what kinds of things can you do once you have a copy of this data? It's still, it's all live, it's either on solid state or spinning disk or in the cloud somewhere. That's very different than just putting it on tape, so what do I do now, that I have all this data pool? >> So probably the most common use case is, I have VBC and a security group in Amazon. That exists today. I'm archiving to S3 in some way, shape, or form. Either IA or whatever flavor vessel you want. And then you're thinking, well I have these applications, what else can I do with them? What if I put it to a query service or a relational data base service, or what if I sped up 10 different copies because I need to for lode testing or some type of testing. I mean it all falls under the funnel of dev test, but I hate just capping it that way, because I think it's unimaginative. Realistically, we're saying here you have this giant pile of compute, that you're already leveraging the storage part of it, you the object store that is S3. What if you could unlock all the other services with no heavy lift? And the workload is actually built as an AMI. Right, so an ami, it's actually running an EC2, so there's no, you don't necessarily have to extend the Hyper Visor layer or anything like that. And it's essentially S3 questions, from the product perspective. It's you know, what security group, BCP, and shape of the format you want it to be. Like large, small, Xlarge, et cetera. That's it. So think about unlocking cloud potentials for less technical people or people that are dipping their toe in a public cloud. It really unlocks that ability and we control the data plane across it. >> Just one thing on that, because it's interesting, dev tests a lot of times, used to get shoved to the back. And it was like, oh you can run on that old gear, you know you don't have any money for it. We've actually found that it can increase, kind of the companies agility and development is a big part of creating big cool things out of a company, so you don't under sell what improving dev tests can do. So did you have some customer stories or great things that customers have done with what this capability has. >> Yeah, but to be fair, at first when I saw that we were going to start, basically taking VMWare backups and pushing that in archive and then turning those into EC2 instances of any shape or quantity. I was like, that's kind of crazy, who has really wanted that Then I started talking to customers and it was a huge request. And a lot of times, my architectural background would think, lift and shift, oh no, don't necessarily do that. I'm not a huge fan of that process. But while that is certainly something you can do, what they're really looking to do is, well, I have this binary package or application suite that's running on Elk Stack or some Linux distro, or whatever, and I can't do anything with that because it's in production and it's making me money, but I'd really like to see what could be done with that? Or potentially can I just eliminate it completely and turn it into a service. And so I've got some customers that completely what they're doing, they're archiving already and what they have the product doing is every time a new snapshot is taken and is sent to the cloud, it builds automatically that EC2 instance, and it starts running it. So they have a collection of various state points that they can start playing with. The actual backup is immutable, but then they're saying, alright, what if exactly what I kind of alluded to a little, what if I start using a native service in the cloud. Or potentially just discard that workload completely. And start turning it into a service, or refactor it, re platform it et cetera. And they're not having to provision, usually you have to buy infrastructure to do that. Like you're talking about the waterfall of Chinese stuff, that turns into dev stuff three years later. They don't have to do that, they can literally start taking advantage of this cloud resource. Run it for an hour or so, because devs are great at CDIC pipelines, let's just automate the whole stack, let's answer our question by running queries through jenkins or something like that. And then throw it away and it cost a couple of bucks. I think that's pretty huge. >> Well Chris, can you also use this capability for DR, for disaster recovery? Can you re hydrate your AMI's up there if everything goes South in your data center? >> Absolutely. I mean it's a journey and this is for dot zero. So I'm not going to wave my hands and say that it's an amazing DR solution. But the third kind of use case that we highlight with our product is that absolutely. You can take the work loads either as a planned event, and say I'm actually putting it here and this is a permanent thing. Or an unplanned event, which is what we all are trying to avoid. Where you're running the work loads in the cloud, for some deterministic period of time, and either the application layer or the file system layer, or even, like a data base layer, you're then protecting it, using our cloud cluster technology, which is Rubrik running in the cloud. Right there, it has access to S3 and EC2, you know, adjacently, there is not net fee and then you start protecting that and sending the data the other way. Because Rubriks software can talk to any other Rubrik's software. We don't care what format or package it's in. In the future we'd like to add more to that. I don't want to over sell it, but certainly that's the journey. >> Chris tell us about how your customers are feeling about the cloud in general. You know you've lived with the VM community for a lot of years, like many of us, and that journey to cloud and you know, what is Hybrid and multi-cloud mean to them, and you know, what you've been seeing at Rubrik over the last year. >> Yeah it's ahh, everybody has a different definition between hybrid, public, private-- >> Stu: Every customer I ever talked to will have a different answer to that. >> I just say multi cloud, because it feels the most safe And the technically correct version of that definition. It's certainly something that, everyone's looking to do. I think kind of the I want to build a private cloud phase of the journey is somewhat expired in some cases. >> Stu: Did you see Pat's keynote this morning? >> Yeah, the I want to build a private cloud using open stack and you know, build all my widgets. I feel that era of marketing or whatnot, that was kind of like 2008 or 2010. So that kind of era of marketing message has died a little bit. It's really just more I have on prem stuff, I'm trying to modernize it, using hyper-converge, or using software to find X, you know, networking et cetera But ultimately I have to start leveraging the places where my paths, my iya's and my sas are going to start running. How do I then cobble all that together. I mean at the sea level, I need visibility, I need control, I need to make executable decisions. That are financially impactful. And so having something they can look across to those different ecosystems, and give you actionable data, like here's where it's running, here's where it could run, you know, it's all still just a business decision, based on SLA. It's powerful. But then as you go kind of down message for maybe a director or someone's who's managing IT, that's really, someone's breathing down their neck, saying, we've got to have a strategy. But they're technically savvy, they don't want to just put stuff in the cloud and get that huge bill. Then they have to like explain that as well. So it kind of sits in a nice place where we can protect the modern apps, or kind of, I guess you can call them, modern slash legacy in the data center. But also start providing protection at a landing pad for the cloud native to use as an over watch term The stuff that's built for cloud that runs there, that's distributed and very sensitive to the fact that it charges per iota of use at the same time. >> Well Chris, originally Rubrik was deploying to customers as an appliance, right? So can you talk a little bit about that, right, you have many different options now, the customer, right? You can get open source, you can get commercial software, or you can get appliances, you can get SAS, and now it sounds like you're, there's also a piece that can run in the cloud, right? That it's not just a box that sits in a did center somewhere So can you talk about, again, what do customers want? What's the advantage of some of those different deployment mechanisms, what do you see? >> I'm not saying this as a stalling tactic, but I love that question. Because yes, when we started it made sense, build a turnkey appliance, make sure that it's simple. Like in deployment, we used to say it can deploy in an hour and that includes the time to take it out of the box and that only goes so far because that's one use case. So certainly, for the first year or so, the product that was where we were driving it, as a scale out node based solution then we added Rubrik edge as a virtual appliance. And really it was meant to, I have a data center and I'm covering those remote offices, type use cases. And we required that folks kind of tether the two, because it's a single node that's really just a suggesting data and bringing it back using policy. Then we introduced cloud cluster in 3.2 which is a couple of releases ago. And that allows you to literally build a four plus node cluster as your AWS, basically you give us your account info and we share the EMI with you or the VM in case of Azure and then you can just build it, right? And that's totally independent, like you can just be a customer. We have a couple of customers that are public, that's all they do, they deploy cloud cluster they backup things in that environment. And then they replicate or archive to various clouds or various regions within clouds. And there's no requirement to buy the appliance because that would be kind of no bueno to do that. >> Sure. >> So right, there's various packages or we have the idea now where you can bring your own hardware to the table. And we'll sell you the software, so like Lenovo and Cisco and things like that. It can be your choice based on the relationships you have. >> Wow Chris your teams are gone a lot, not just your personal team but the Rubrik team I walked by the booth and wait, I saw five more people that I know from various companies. Talk about the growth of like, you know Rubrik. You joined a year ago and it felt like a small company then. Now you guys are there, I get the report from this financial analyst firms and like, have you seen the latest unicorn, Rubrik and I'm like, Rubrik, I know those guys. And gals. So yeah absolutely, talk about the growth of the company. What's the company hiring for? Tell us a little bit about the culture inside. >> Sure, I mean, it's actually been a little over two years now that I've been there, it's kind of flying. I was in the first 50 hires for the company. So at the time I felt like the FNG, but I guess now, I'm kind like the old, old man. I think we're approaching or have crossed the 500 employee threshold and we're talking eight quarters essentially. A lot of investment, across the world, right, so we decided very early on to invest in Europe as a market. We had offices in Utruck in the Netherlands. And in London, the UK, we've got a bunch of engineering folks in India. So we've got two different engineering teams. As well as, we have an excellent, center of excellence, I think in Kansas City. So there's a whole bunch of different roots that we're planting as a company. As well as a global kind of effort to make sales, support, product, engineering, marketing obviously, something that scales everywhere. It's not like all the engineers are in Palo Alto and Silicone Valley and everyone else is just in sales. But we're kind of driving across everywhere. My team went from one to six. Over the last eight or nine months. So everything is growing. Which I guess is good. >> As part of that you also moved to Silicone Valley and so how does it compare to the TV show. >> Chris: It's in Oakland. >> Well it's close enough to Silicone Valley. >> It's Silicone Valley adjacent. I will say I used to visit all the time, you know. For various events and things like that. Or for VM World or whatnot. I always got the impression that I liked being there for about a week and then I wanted to leave before I really started drinking the kool aid a little heavily so it's nice being just slightly on the east bay area. At the same time, I go to events and things now. More as a local and it's kind of awesome to hear oh I invented whatever technology, I invented bootstrap or MPM or something like that. And they're just available to chat with. I tried it at that the, the sunscreen song, where he says, you know, move to california, but leave before you turn soft. So at some point I might have to go back to Texas or something to just to keep the scaley rigidity to my persona intact. >> Yeah, so you missed the barbecue? >> Well I don't know if you saw Franklin's barbecue actually burned down during the hurricane, so. >> No >> Yeah, if you're a, a huge barbecue fan in Austin, weep a tear, it might be a bad mojo for a little bit. >> Wow. Alright, we were alluding at the very beginning of the interview, you've got some VIP guests, we don't talk too much about, like, oh we're doing this tomorrow and everything, but you got some cool activities, the all stars, you know some of the things. Give us a little viewpoint, what's the goal coming into VM World this year and what are some of the cool things that you're team and the extended team are doing. >> Yeah, so kind of more on the nerdy fun side, we've actually built up, one of my team, Rebecca Fitzhughes build out this V all stars card deck so we picked a bunch of infuencers, and people that, you know friends and family kind of thing built them some trading cards and based on what you turn in you can win prizes and things like that. It was just a lot of other vendors have done things that I really respect. Like Solid Fire has the socks and the cards against humanity as an example. I wanted to do something similar and Rebecca had a great idea. She executed on that. Beyond that though, we obviously have Ice Cube coming in. He's going to be partying at the Marquis on Tuesday evening so he'll be, he'll be hanging around, you know the king of hip hop there. And on a more like fun, charitable note, we actually have Kevin Durant coming in tomorrow. We are shooting hoops for his charity fund. So everybody that sinks a goal, or ahh, I'm obviously not a basket ball person, but whoever sinks the ball into the hoop gets two dollars donated to his charity fund and you build it to win a jersey and things like that. So kind of spreading it across sports, music, and various digital transformation type things. To make sure that everyone who comes in, has a good time. VMWare's our roots, right? 1.0, the product was focused on that environment. It's been my roots for a long time. And we want to pay that back to the community. You can't forget where you came from, right? >> Alright, Chris Wahl, great to catch up with you. Thanks for joining us sporting your Alta t-shirt your Rubrik... >> I'm very branded. >> John Troyer and I will be back with lots more coverage here at VM World 2017, you're watching theCUBE.