(upbeat intro music) >> Good afternoon, fellow tech nerds. My name is Savannah Peterson, coming to you from theCube's Remote Studio here in Motown, Detroit, Michigan where we are at KubeCon. John, this is our 12th interview of the day. How are you feeling? >> I'm feeling fresh as the first interview. (Savannah laughs) As always. >> That delivery really implied a level of freshness. >> Let's go! No, this is only Day 1. In three days, reinvent. We go hardcore. These are great events. We get so much great content. The conversations are amazing. The guests are awesome. They're technical, they're smart, and they're making the difference in the future. So, this next segment about Scale MySQL should be awesome. >> I am very excited to introduce our next guest who actually has a Twitter handle that I think most people, at least of my gender in this industry would love to have. She is @ATechGirl. So you can go ahead and tweet her and tell her how great this interview is while we're live. Please welcome Deepthi Sigireddi. Thank you so much for being here with us. >> Thank you for having me. >> You're feeding us in. You've got two talks you're giving while we're here. >> Yes, yes. So tomorrow we will be talking about VTR, myself and one of the other maintainers of Vitess and on Friday we have the Vitess Maintainer Talk. All graduated projects get a maintainer talk. >> Wow, so you are like KubeCon VIP celebrity. >> Well, I hope so. >> Well, you're a maintainer and technical lead, also software engineer at the PlanetScale. But talk about the graduation process where that means to the project and the people involved. >> So Vitess graduated in 2019 and there are strict criteria for graduation and you don't just have to meet the minimum, you sort of have to over perform on the graduation criteria. Some of which are like there must be at least two large production deploys and people from those companies have to go in front of the CNCF committee that approves these things and say that, "Yes, this project is critical to our business." >> A lot of peer review, a lot of deployment success. >> Yes. >> Good consistency in the code. >> Deepthi: Community diversity. >> All that. >> All those things. >> Talk about the importance of this project. What is the top story that people should know about around the project? Why it exists, why it's important, why it's relevant, why it's cool. How would you answer that? >> So MySQL is now 30 years old and yet they are still- >> Makes me feel a little sidebar. (Deepthi laughs) Yeah. >> And yet even though there are many other newer databases, it continues to be used at many of the largest internet scale companies. And some of them, for example, Slack, GitHub, Square, they have grown to a level where they could not have if they had tried to do it with Vanilla MySQL that they started with, and the only reason they are where they are is Vitess. So that is I think the number one thing people should know about Vitess. >> And the origination story on notes say "Came from YouTube." >> Yes. So the way Vitess started was that YouTube was having problems with their MySQL deployment and they got tired of dealing with the site being down. So the founders of Vitess decided that they had to do something about it and they started building Vitess which started as a pretty small, relatively code-based with limited features, and over time they built charting and all of the other things that we have today. >> Well, this is exciting Savannah because we've seen this industry. Like with Facebook, when they started, everyone built their own stuff. MySQL was a great- >> Oh gosh, and everyone wanted to build it their way, reinventing the wheel. >> And MySQL was great. And then as it kind of broke when it grew, it got retrofitted. So, it was constantly being scaled up to the point where now you guys, if I get this right, said, "Hey, we're going to work on this. We're going to make it next-gen." So it's kind of like next-gen MySQL. Almost. >> Yes, yes. I would say that's pretty accurate, yeah. So there are still large companies which run their own MySQL and they have scaled it in their own way, but Vitess happens to be an open source way of scaling MySQL that people can adopt without having to build all of their own tooling around it. >> Speaking of that and growing, you just announced a new version today. >> Yes, yes. >> Tell us about that. >> The focus in this version was to make Vitess easier to use and to deploy. So in the past, there was one glaring gap in Vitess which was that Vitess did not automatically detect and repair MySQL level failures. With this release, we've actually closed that gap. And what that means for people using Vitess is that they will actually spend less time dealing with outages manually, or less human intervention, More automated recovery is what it means. The other thing we've released today is a new web UI. Vitess had a very old web UI, ugly, hard to maintain. Nobody liked it. But it was functional, except we couldn't add anything new to it because it was so old. So, the backend functionality kept advancing but the front end was kind of frozen. Now we have a next generation UI to which in upcoming releases we can add more and more functionality. >> So, it's extensible. They add things in. >> Deepthi: Oh yes, of course. Yeah. >> Awesome. What's the biggest thing that you like about the new situation? Is it more contributors are on board the UI? What's the fresh new impact that's happening in the community? What's getting you excited about with the current project? And the UI's great 'cause usability is important. >> Deepthi: Right. >> Scalability is important. >> I think Vitess solved the scalability problem way early and only now we are really grappling with the usability problem. So the hope and the desire is to make Vitess autopilot so that you reduce human intervention to a minimum once you deploy it. Obviously, you have to go through the process of deploying it. But once you've deployed it, it should just run itself. >> Runs at scale. So, the scale's huge? >> Deepthi: Yes. >> How many contributors are involved in the project? Can you give some numbers? Do you have any handy that you can speak to? >> Right. So, CNCF actually tracks these statistics for all the projects and we consolidated some numbers for the last two full calendar years, 2020 and 2021. We had over 400 contributors and 200 plus of them contributed code and the others contributed documentation issues, website changes, and things like that. So that gives- >> How about downloads? Download's good? >> Oh, okay. So we started publishing the current official Vitess Docker Image in 2018. And by October of 2020, we had about 3.8 million downloads. And by August of 2021, we had 5.2 million. And today, we have had over 10 million downloads- >> Wow! >> Of the main image. >> Starting to see a minute of that hockey stick that we all like to see. Seems like you're very clearly a community-first leader and it seems like that's in the PlanetScale and the test's DNA. Is that how the whole company culture views it? Would you say it's community-first business? >> PlanetScale is very much committed to Vitess as an open source project and to serving the Vitess community. So as part of my role at PlanetScale, some of the things I do are helping new contributors whether they are from PlanetScale or from outside PlanetScale. A number of PlanetScale engineers who don't work full-time on Vitess still contribute bug fixes and features to Vitess. We spend a significant amount of our energy helping users in our community Slack. The releases we do are mainly for the benefit of the community and PlanetScale is making those releases because for Planet Scale... Within PlanetScale, we actually do separate releases versus the public ones. >> One of the things that's coming up here at the show is deploying on Kubernetes. How does that look like? Everyone wants ease of use. Are you guys easy to use? >> Yes, yes. So PlanetScale also open sourced a Kubernetes operator for Vitess that people outside PlanetScale are using to run their production deployments of Vitess. Prior to that, there were Vitess users who actually built their own Kubernetes deployments of Vitess and they are still running those, but new users and new adopters of Vitess tend to use the Kubernetes operator that we are publishing. >> And you guys are the managed service for Vitess for the people that that's the business model for PlanetScale. >> Correct. So PlanetScale has a serverless database on demand which is built on Vitess. So if someone's starting something new and they just need a database, you sign up. It takes 30 seconds to get a database. Connect to it and start doing things with it. Versus if you are a large enterprise and you have a huge database deployment, you can migrate to PlanetScale, import all of your existing data, cut over with minimal downtime and then go, and then PlanetScale manages that. >> And why would they do that? What's the use case for that? Save time new development team or refactoring? >> Save time not being able to hire people with the skills to run it in-house. Not wanting to invest engineering resources in what businesses think is not their core competency. They want to focus on their business value. >> So, this database is a service in their whatever they're doing without adding more costs. >> Right. >> And speed. Okay, cool. How's that going? >> It's going well. >> Any feedback from customers in terms of why that there are any benefit statements you seek popping out? What are the big... What's the big aha when they... When people realize what they have here, what's the aha moment for them? Do they go, "Wow, this is awesome. It's so easy. Push a button. Migrate." Or is it... >> All of those. And people have actually seen cost savings when they've migrated from Amazon RDS to PlanetScale and we have testimonials from people who've said that, "It was so easy to use PlanetScale. Why would we try to do it ourselves?" >> It's the best thing a customer could say, right? We're all about being painkillers and solving some sort of problem. I think that that's a great opportunity to let you show off some of your customers. So, who is receiving this benefit? 'Cause I know PlanetScale specifically is for a certain style of business. >> Hmm. We have a list of customers on the website. >> Savannah: I was going to say you have a really- >> John: She's a software engineer. She's not marketing. >> You did sexy. >> You're doing a great job as much as marketing. >> So the reason I am bringing this up is because it's clear this is a solution for companies like Square, SoundCloud, Etsy, Jordan, and other exciting brands. So when you're talking about companies at scale, these companies are very much at scale, which is awesome. >> Yeah. >> What's next? What do you guys see the future for the project? >> I think we talked about that a little bit already. So, usability is a big thing. We did the new UI. It's not complete, right? Because over the last four years we've built more features into the backend which you can't yet access from the UI. So we want to be able for people to use things like online schema changes which is a big feature of Vitess. Doing schema changes without downtime from the UI. So, schema management from the UI. Vitess has something called VReplication which is the core technology that enables charting. And right now you can from the UI monitor your charting status, but you can't actually start charting from the UI. So more of the administrative functions we want to enable from the UI. >> John: Awesome. >> Last question. What are you personally most excited about this week being here with our wonderful community? >> I always enjoy being at KubeCon. This is my fifth or sixth in-person and I've done a couple of virtual ones. >> Savannah: Awesome. >> Because of the energy, because you get to meet people in person whom previously you've only met in Slack or maybe in a monthly community Zoom calls. We always have people come to our project booth. We have a project booth here for Vitess. People come to the company booth. PlanetScale has a booth. People come to our talks, ask questions. We end up having design discussions, architecture discussions. We get feedback on what is important to the people who show up here. That always informs what we do with the project in future releases. >> Perfect answer. I already mentioned that you can get a hold and in touch with Deepthi through her wonderful Twitter handle. Is there any other website or anything you want to shout out here before I do our close? >> vitess.io. V-I-T-E-S-S dot I-O is the Vitess website and planetscale.com is the PlanetScale website. >> Deepthi Sigireddi, thank you so much for being on the show with us today. John, thanks for keeping me company as always. >> You're welcome. >> And thank all of you for tuning into theCUBE. We will be here in Detroit, Michigan all week live from KubeCon and we hope to see you there. (gentle upbeat music)

>> Narrator: From around the globe. It's the CUBE, with digital coverage of Dell technologies world, digital experience brought to you by Dell technologies. >> Hey, welcome to the CUBE's coverage of Dell technologies, world 2020. The digital experience. I am Lisa Martin, and I've got a cube alum back with me talking about managed services. David Mensing is here the senior director of product management for Dell technology services. David it's great to see you. Thanks for joining me today. >> Thank you. Good to be here. >> So here we are very, very socially distant since the whole event is socially distant this year. Talk to me a little bit about what's going on with managed services with (indistinct), you guys have been in managed services for a long time, but there's some new stuff coming out. Talk to us about that. >> Sure. Yeah. I mean, from a Dell technology services perspective, there's a lot that we do from consulting, support, deployment, education managed services has been one of those other areas that we've been working on for over 15 years. We've been managing a variety of different environments for many large enterprise customers. And so what we're trying to do right now is take a lot of that capability and start making it more widely available to more of our customers. And today what we're focusing on is in the data protection space and offering a standard managed service or data protection that's available with our flex on demand consumption model. >> So flux on demand consumption model was announced last year towards the end of calendar year 2019. Remind us what the flex on demand consumption program is. And then let's dig into why data protection was one of the first managed services launched through it. >> Yeah. So last year when we announced flex on demand, what we wanted to do is come up with a different consumption model where customers don't have to pay anything significant upfront as part of a CapEx investment. They pay for what they consume. And so we offering or offering that today on our power protect data, database products are Avamar networking software, as well as our integrated data protection appliances. And so customers can pay only for what they have to consume and then we'll charge them extra as they consume beyond that minimal commitment. And then now we have managed services. That's one of those options that we can provide as part of that solution. >> Tell me about some of the trends. Oh, go ahead. Sorry. >> No, but I think you asked the question though, as well as, you know, why did we choose managed services for data protection to start with versus doing something else? And, you know, it's an excellent question because you know, there's a lot of different environments that we do manage today. I mean, storage data protection, Hyper-converge, cloud, and we're doing that with a variety of different global customers around the world. Now, what we've seen though, is that these customers are running into a lot of common challenges, particularly around the complexity and growth in their environment. And so that's why we've been doing a lot of research with IDC and with others to focus on what specifically they're seeing in their environment. And so what they found particularly IDC came back and told us that, yeah, you know, one of the number one concerns that customers have with a flexible consumption model is backup and recovery. And so that's why we went with the service essentially from what we were already seeing from our existing customers, but also for what we were hearing from analysts. >> So since that survey that you did research with IDC, I'm curious in the COVID era, we've seen so much going on with respect to security. Ransomware is way up, I think a ransomware attack right now happens every 11 seconds. We're seeing hospitals as targets. The New Zealand stock exchange was targeted. The department of veterans affairs, social media, is there any additional or one additional data from IDC or others shows that backup and recovery is even more critical since so many people are working from home accessing networks from personal devices, what's the influence been on COVID on really accelerating this data production managed service? >> Well, I think there's two things to it. Number one with COVID we're hearing from a lot of our customers that their it staff are having to focus on more things than they did before. You know, that like you were saying, there's more security, there's more compliance, there's more other issues. And so by offering a managed service in a space like backup and recovery, we're able to reduce some of their workload free up their time so they can focus on other more critical projects. Now, furthermore, when we survey with these customers, you know, we found that most of them say You know, it was a 64% said, they lack the confidence that they can fully recover systems or data from all their platforms in the event of a data loss. And so that's one of the things that we can provide by being able to troubleshoot monitor it 24 by seven, you know, when a backup job fails, you know, there's a lot of different things that may be going on. And so we'll use the expertise that we have and our tools to go ahead and troubleshoot those so that our customers can spend their time in more important areas. >> So as we look at the multi-cloud world, in which so many businesses across industries live, we talk about multi-cloud, we talk about complex in IT, a lot of businesses have multiple data protection solutions within them, some maybe for on prem, some protecting cloud applications. Talk to me about how this managed service would enable a business in any industry to get that centralized management and that visibility into everything they're backing up from physical servers to SAS applications for example. >> That's a great question there. So, you know, going back to one of the things I mentioned earlier, I mean, we're number right now in the marketplace for data, project software and appliances. And so all of our products provide those different flexible options to whether you're managing an on prem environment that you need to do data protection for, or a hybrid or public cloud environment. And so with that, as part of the managed service, we'll run a series of different reports and monitoring, and we'll be able to unify all those different pieces into a couple of different dashboards and reports provide that visibility back to the customers about what's being backed up what they need to go ahead and restore that particular moment, as well as see some of the other trends that are going on with their environment. >> So let's talk about the actual consumption of this. You talked a little bit about when the flux on-demand program was launched towards the calendar end of 2019. So much has changed since then for many, many months, many businesses globally were really in this, how do we survive mode? The pivot were pivots were so quickly, there were a lot of them they're still happening. So talk to us about how this select on demand program I imagine of the facilitator of some businesses being able to get to survival and eventually to being able to thrive in this new era. >> It's a, it's a great point. You know, it'd be the great thing about the option that we now have with flux on demand is, you know, like I said before, customers don't have to pay everything upfront. You know, generally speaking, when we sell a product, you know, we're thinking about a multi-year commitment that a customer has, that they pay all upfront at that point with this they're only paying month to month, and that could be anywhere from 40% consumption of the box or 80% consumption of the box. And then they can pick and choose whether that's over a one year, two year, three year or even a five year term. And so we'll establish a rate so that, Hey, based off that commitment, you know, you'll know exactly what you pay for 40%. If you exceed that, you'll know exactly what you'll be charged for that as well. So that provides not only some predictability in what the customers need to budget for pay every month, but more importantly, they're saving a lot of money from the standpoint of, Hey, they're not having to pay for that all upfront anymore. They can actually spread that out overtime. And so that flexibility particularly in the economic space we are right now is really, really important. >> So no more risk of over provisioning and then having in three to five years to buy more, even if you haven't used that capacity. And that's one of the challenges that we hear often in that space. >> Correct, Correct. I mean, the great thing with data is we're generating more data every single day, but you know, it takes a lot of the guesswork out of it in the fact that, Hey, you can make a commitment, 40% consumption. You can work with that. If you find a couple of months later that, Hey, we need to readjust that to another level. We can absolutely work with you to do that as well. >> So I'm curious what that the kind of split is between what the managed services group does and what the customers can do. Knowing that there's a lot of experts on the managed services team. What actions can customers take? For example, you talked about we'll determine what them, what percentage between 40 and 80 they've paid per month, when things change on their end, how can they adjust that. >> Now? it's a great point. When we talk about managed services, that's always the first question that comes up of, Hey, exactly what are you going to manage for me versus what does my staff need to continue to look at? And so we're going to go ahead and manage the jobs. We'll make sure that they run. And, you know, if there are issues where we need to go in there and troubleshoot and make changes, we'll go ahead and do that. And really what we're designing here is a process to where the customer doesn't have to call us, we're going to call the customer to let them know when, Hey, we see an issue. We need to make a change in their environment and notify them, but we still want to give the customers the flexibility of, Hey, if they need to make a change to their backup policy. Cause their environment has changed. Call us, submit a ticket. Let's talk through it. Let's make those changes together so that you got the right protection strategy. Furthermore, the customer, if they need to restore a file, they can submit a ticket and we'll go ahead and assist to make sure that we can get that data restored back for them with the right version and the right place as part of that. >> Had any interesting stories. I know we talked a minute ago about, you know, when the pandemic hit, there was this massive pivot to work from home. And suddenly you had people that were either taking a desktop. Out of, their physical location, bringing it home, or they were having to use one of their own devices connecting to a corporate network. We think about endpoints as being even absolutely critical. There's a lot of business, critical data on end points. What are some of the restorations that you've seen? For example, if someone deletes an entire mailbox or a calendar or there's corrupt data on a somebody gets hit with ransomware, how quickly can your data protection managing production service, recover data? >> You know, it's a great question. And, you know, we've got a variety of different ways to approach that, you know, depending on the customer environment, it may be something where it's acceptable to wait a few days or longer to restore files. It may not be critical, but certainly if it is very critical data and it is something that you need up and running right away, you know, you've got to look at not just the managed service approach, but you've also got to look at what is the software and the hardware approach to data protection? How many copies do you have? How closely, located is some of that equipment. And more importantly, have we looked at the networking latency impact of, Hey, if we did have to do a critical restore, how long would that take? And so that is part of what we can do for managed services is address. Hey, is the policy and the strategy we have in place is it actually meeting our customer needs? Is that the outcome that they're looking for? And so at that time, you know, we may find that, Hey, this may not be the right size solution. There may be some adjustments we need to make. Furthermore, it may be just simply making some changes in the configuration, in the policy to make sure that, Hey, we've got multiple copies that we're doing backups maybe a little bit more frequently, but that's always a really good discussion point with our customers to make sure do we have the right data protection strategy in place with not just the hardware and software, but with the service strategy we're applying against it. >> You mentioned in the beginning of our conversation that a survey that I forget if it was IDC or a different one you mentioned that 64% of the IT folks surveyed said, we don't have confidence that we can fully recover. Given what you are talking about here, data protection is a managed service offered through the flux on demand program. Ideal technologies world, those folks in the 64% of we don't have that confidence, what can they learn? What can they expect? and how can this new managed service help move them over the line to getting that confidence that they can recover anything they need? >> Yeah, the confidence that we can help them with on that is transparency. You know, like I'd mentioned, you know, we want to change the paradigm to where customers not having to call us, we're calling them. But even from that standpoint, you know, it's really important for us to be able to demonstrate through the reports through the other work that we're doing, that we are doing the backups that we are restoring and we're meeting the service level objectives that we defined with those customers. And so as part of that, we have a service delivery manager that will work with the customer on a scheduled meeting every month to go through those reports, check with them about their expectations to make sure that we're doing everything that they need us to answer any questions. And then if we need to meet with them more frequently than once a month, we absolutely can. But we want to ensure that the service is totally addressing what the customer is looking for and that they're seeing the right amount of information and data to give them confidence that we're delivering the services they need them to. >> Sounds to me like proactive support. Is that something that you think the customers in that majority who don't feel confident have they not had data protection services. that were proactively saying, Hey guys, here's what's going on in your environment? >> Yeah so, you know, certainly in the, in the industry, I mean, there's a lot that we provide from proactive services We' ll practically notify you when we see a hardware error in your environment. But in the absence of managed services, the customer is in charge, the customer is the one that is running the environment. They're having to monitor all the different events, have a backup job fails they need to figure out well, did it fail because I had a networking issue or because the system had too much IOPS at that point, or was it just, we had two conflicting jobs trying to ride, run at the same time, means the customer takes on all that complexity themselves when they go ahead and manage it. And for a lot of customers that may be the right solution. They may have the right expertise in house. They may have the right requirements or require that, but there's a lot of other customers we're finding, particularly in the state we are right now with COVID that they want to go ahead and move some of that complexity over another partner, which is what we're offering with the managed services. >> Last question at Dell technologies world, the digital experience this year. Tell me about what you're going to be talking about. what can folks expect to learn from you? (laughs) >> We're going to talk a lot more about the managed services for data protection. We're going to talk about how that aligns very, very cleanly with the flux on demand and talk about the benefits you get from both of those different models. >> Excellent. David, thanks so much for joining us on the cube today. Sharing what's going on with flux on demand program, managed services for data protection and how you can help customers navigate their complex data protection needs in a very strange world. We appreciate your time. (chuckles) >> Thank you >> For David Mensing, I'm Lisa Martin. You're watching the cubes coverage with Dell technologies world 2020. (gentle music)

so at the starting at the Google level we have data centers in four continents so we're in North America South America Asia and Europe of course we have a probably one of the world's largest global private networks with you know 13 undersea cables that are our own and hundreds of thousands of miles of dark fiber and and lit fiber that we you know we operate like I said probably one of the world's largest networks we have in in Europe were in five countries in Europe we're in two countries in Asia were in one country in South America and that's at the Google and in North America of course we have many many many sites across all of North America that's at the Google level now cloud has 19 regions that they operate in and 58 zones so each region of course has multiple zones in it you know we cover Google has presence in over 200 countries worldwide so really it is truly global operations so AccuWeather has been running an API service for the past ten years and we have lots of enterprise clients but we started to realize we are missing a whole business opportunity so we partnered with a eg and we created a new self-serve API developer portal that allows developers to go in there sign up on their own and get started and it's been great for us as far as like basically unlocking new revenue opportunities with api's because as you said everything is api's we also say everything is impacted by the weather so why not have everyone use a cue other api's to fulfill their weather needs I think if you look at what's going on and I talk to a lot of customers and developers and IT teams and clearly I think they are overwhelmed with the different things which are going on in this space so how do you make it simple how do you make it open how do you make it hybrid so you have flexibility of choices becoming top of the mind for many of the users now the lock in which many vendors currently provide it becomes very difficult for many of this users people moving around and meet the business requirements so I think having a solution and technology stack which is really understanding that complexity around that and making it simple in after dock I think is important so the focus well there's a theme in a couple different levels the broad theme is a cloud like no other because we've introduced a lot of new different features and products and programs we introduced anthos this morning which was really revolutionary way of using containers broadly Multi cloud hybrid cloud so it's from a product standpoint but it's also a cloud like no other because it's about the community that's here and it's truly a partnership with our customers and our partners about building this cloud together and we see the community as a really key part of that it's really core to Google's values around openness open-source technology and really embracing the broader community to build the cloud together well you know I think it continues to be continues to cooperate in the technical community very well and a couple of data points right one is around kubernetes that started what four or five years ago and that's going really strong but more importantly you know as the industry matures there are what I would call special interest groups that are starting to emerge in the kubernetes community one thing that we are playing very close attention to is the storage sake which is the ability to federated storage across multiple clouds and how do you do it seamlessly within the framework of googan IDs as opposed to trying to create a hack or a one-off that some vendors attempted to do so we try to take a very holistic view of it and make sure I mean the industry we are in it's time to drive volumes and volumes drive standards so I think we play very very close I think one of the biggest things that I'm seeing in this entire conference to date has been almost a mind shift change I mean this is conferences called Google Next and for a long time that's been one of their biggest problems they're focusing on what's next rather than what is today and they're inventing the future - almost at the expense of the present I think the big messaging today was both about reassuring enterprises that they're serious about this and also building a narrative where they're now talking about coming at this from a position of being able to embrace customers where they are and speak their language I think that that's transformative for Google and it's something I don't think that we've seen them do seriously at least not for very long I think that there's no question that this is a data game and we said early on John and the cube that big data war was going to be one in the cloud the data was going to reside in the cloud and having now machine intelligence applied to that data is what's giving companies competitive advantage and scale and economics I was struck by the stats that Google gave at the beginning of the keynote today Google in the last three years has spent 47 billion dollars on capital expenditures this year to date alone they've spent 13 billion dollars in capex and data centers 13 billion it would take IBM three and a half years to spend that much in capex it would take Oracle six years so from an economic standpoint in a scale standpoint Google Microsoft and Amazon are gonna win that game there's no question in my mind I am a student of AI I did my masters and PhD in that and I went through that change in my career because we had to collect the data match it and now analyze it and actually make a decision about it and we had a lot of false positives in some cases know something of which you don't want that either and what happened is our modeling capabilities became much better and we with this rich data and you actually tap into that data like you can go in there the data is there and disparate data we can pull in data from different sources and actually remove the outliers and make our decision real time right there we didn't have the processing capability we didn't have a place like pops up where global can scan and bring in data at hundreds of gigabytes of data that's messaging that you want to deal with at scale no matter where it is and process that that wasn't available for us now it's a real it's like a candy shop for technologists all the technologies in our hands and we want all these things so if you look at that category of that repetitive work AI can play a really amazing role in helping alleviate that mundane repetitive work and so you know great example of that as smart composed which hopefully you've used yep and so what we look at is things like say a salutation in an email where you have to think about who are you addressing how do you want to address them how do you spell their name we can alleviate that and make your composition much faster so the exciting announcement that we had today was that we are leveraging the Google assistant so the assistant that you're used to using at home via your home devices or on your phone and we're connecting that to your Google Calendar and so you'll be able to ask your assistant what you have on your schedule you know know what's ahead of you during your day and be able to do that on the go so you know I think in general one of the unique opportunities that we have with G suite is not only AI for taking these products that consumers know in love and bringing them into the enterprise and so we see that that helps people adopt and understand the products if it also just brings that like consumer grade simplicity and elegance in the design into the enterprise which brings joy to the workplace yeah so we've been working we've been hard at work over the last eight months since our last next can you believe that it's only been eight months and we last last year we were here announcing gk on prem this year we've rebranded CSP to anthos and enlarged it and we've moved it to GA so that's the big announcements in our spotlight we actually walk through all the pieces and gave three live demos as well as had two customers on stage and really the big difference in the eight months is while we're moving to GA now we've been working throughout this time with a set of customers we saw unprecedented demand for what we announced last year and we've had that privilege of working with customers to build a product which is what's unique really yeah and so we had two of those folks up on stage talking about the transformation that anthos is creating in their companies yeah absolutely I think particularly most of the larger enterprise accounts tend to have a multi vendor strategy for almost every category right including cloud which typically is one of the largest pens and you know it's it's typically what we see is people looking at certain classes or workloads running on particular clouds so it may be transactional systems running on AWS you know a lot of their more traditional enterprise workloads that were running on Windows servers potentially running on this year we see a lot of interest in data intensive sorts of analytics workloads potentially running on GCP and so I think larger companies tend to kind of look at it in terms of what's the best platform for the use case that they have in mind but in general you know I they are looking at multiple cloud vendors [Music] you

Locke from Las Vegas X the cube covering AWS reinvent 2019 brought to you by Amazon Web Services and Vinum care along with its ecosystem partners we're back in Las Vegas everybody this is day one of AWS reinvent 2019 and you're watching the cube the leader in live tech coverage we go out to the events we extract the signal from the noise hump day Volante with my co-host Justin Warren Linden Lucas is here as the CMO of cohesively great to see you again Joe's rockin it's hoppin your boots packed we were just over there bright green as always so we stand out amongst to see if what is it 65,000 folks here this year 5,000 yeah so give us the update what's happening with a kahin City you guys are rocking how's business this is great we have fully transitioned to be a software company we've had a hundred percent year-over-year growth in our software business customers are looking to cohesively for data management and especially customers here at reinvent we're doing a lot with the cloud AWS has grown 20x for us here over year in terms of our our growth with them and we have an exciting new announcement here around how cohesive a is now validated to protect and backup workloads on AWS outposts one of the announcements this morning great so that mean that to me that's I always ask how you gonna back this up you know and it really didn't have a good answer so congratulations on that but also they're gonna bring outposts to the edge we saw the 5g announcement and so that's something that people have been side I think struggling with it because they know a lot of data is going to remain at the edge you've got to protect it act on it in real time so so talk about the engineering that went into that it's you know usually these things require some intense engineering on both sides unless it's a Barney deal this is a Barney deal no all right so yeah a lot of engineers we have a fine fine group of engineers at cohesively collaborating with AWS but it really starts at the heart of it with what our founder mode Aaron the distributed file system we call it span FS and it spans from core to cloud to edge and so you brought up the outpost edge and I'm sure that we'll be able to span that way but we also span today and I think in this world and it was talked about in the keynote is so important hybrid from core to the AWS cloud right because so many organizations have a lot on premises still and they are working to figure out how to get it to AWS easily and simply and then keep the whole thing protected so you guys are pretty aligned with AWS on definitions I think but let me just test that so Andy Jesse would say and I think he said this publicly we consider multi-cloud multiple public clouds I'm not sure he used that word multi cloud but you know what he's talking about and then we consider anything on Prem has to be hybrid and I think you guys use that same sort of and I think for where cohesively serves which is mid-sized enterprise on up to some of the largest global companies and public sector organizations we see a lot of use of hybrid cohesive a also runs natively in the cloud so we run natively in AWS and there's a lot of new cloud native applications but we also want to support what customers are doing and that's hybrid for sure so the other follow-up I have on that is the notion of data management you guys you don't it's not just back up its data management I want to understand how much of that is good marketing talking to the CMO versus sort of substance that the customers actually take advantage of so what do you mean by data management it's a great question and I'm going to say yes to the good marketing too but in all seriousness so what is what is data management and we have the you know the red spot is say we're redefining it and and how do we back that up we think of data management of course as you've got a store protect manage that data but now in today's world that is simply not enough it has to be recoverable and available when you want because backup as an insurance policy that doesn't work doesn't do anyone good but more than that we went beyond that and we're looking at how do customers both protect against cyber risks as well as gain insights from their data and when we talk about redefining data management we're talking about rethinking how you get those insights out of your data or protect against risks on the platform in place so applications run in place on the cohesive edata platform and I think Andy talked about that this morning too right it's difficult in these today's ever increasing amounts of data how do you have customers ship petabytes of data around easily it's not scalable for them or operationally cost-effective so we're talking about letting them gain those insights or protect against those risks in place yeah you did mention that bringing the compute to the data instead of the other way around which has been a long a problem for a long long time and that's that's something that I'm keen to understand a bit about how Co he said he's doing something differently because this has been a promise for quite some time where we've been backing up systems and putting all of this data into it into a big backup pool that sort of just sits there and getting a bit annoyed that we're spending all this money for something which is sitting there just being an insurance policy so we want to do more with this data and that's always been the promise and people have had a go at it a few times but no one's really been very successful but it sounds like cohesive is actually finally maybe cracked it so what is it that you're doing that allows us to finally happen well we like to think so so MOA Daren our founder was formerly the CTO of new tonics often called the father of hyperconvergence as well as at Google invented one of the first web scale file systems out there so underpinning all of this and how do we do this is a true web-scale file system it's his third generation web-scale file system which has a number of really unique properties so in terms of your specific question around reusing that data is providing zero cost clones and copies that enable that reuse of that data whether that be for developers or whether that be for someone doing some analytics so and that of course just like because we're Software Defined is running on white box hardware from us but also certified units from Cisco Dell also HPE and others to come so I was gonna mention that the advantage of software is that you can have that same experience wherever you can deploy the software so I don't just have to buy an appliance and have it sit in my datacenter I can actually well I like that but I would actually like to have that run in AWS and as you mentioned you can now run that both in AWS and I could run it on side on an AWS outpost so I can get both the on-site experience and the AWS experience at the same time as well as the cohesive experience yes a lot of experiences all the one well we want the customer of course to look at it from their their vantage point but yes so two points their software platform so it's a software-defined platform and part of this from not just a technology point of view but from that customer experience point of view is yes you can run that software on-premises in a cloud in a virtual environment and from a business model point of view one license we don't care you choose how you want a deployment from it a view point of view we provide one manageable one management view helios of it but that's one way to view everything managed under cohesively of course it's not going to get in the way of the Amazon tools so simple to manage and also simple to consume from the transaction perspective but but so simplicity big theme what what else that customers really excited about what do they tell you well a big theme here for us and one of the ways that we see customers getting more value out of their data and their Amazon investment we introduced an application running on the cohesive platform called run book and run book allows very simple migrations from your on-premise environment to AWS ec2 and so that's been something that's been really popular in fact surprised us a little bit it's the first step right now it's a migration but we'll be adding capability to it for full orchestration for either dr scenarios or true dr and it's so simple it's dragon top drop so that engineering team has made this really simple to do so teams can easily figure out how am I going to move my applications to the cloud and in what order am I going to bring them up again in a really simple drag-and-drop way what about tearing you know when I go by your booth I see it's got some capabilities there I'm interested in how you were you pick up or where where you pick up where Amazon leaves off with what they've announced help us understand that great question and we did thank you for for mentioning bring new support in for deep glacier so cohesive these support steering to all the different Amazon tiers so we've always had automated policies that you can set it as an administrator and decide hey I've done a backup on Prem and after 30 days or whatever your time frame is I'm going to move that up to AWS got a lot of customers doing that our customer AutoNation that's one of their use cases we also support the ability for you to use cohesively to change which tier you want to store in on Amazon in an intelligent way and so that's an area that I think we complement Amazon so essentially if I understand it you'll you'll manager this near the superset if the customer wants that and then Amazon you plug into what Amazon does and they'll optimize on their end you could take advantage of that that's transparent to the customer that's right possible because we're a modern architecture with native s3 and so we can plug right in to what customers want to do with Amazon so okay let's dig it to that what means modern well how do you guys define mod we define modern as design principles and philosophy born in the cloud native world right so unlike some of the legacy architectures that literally were invented ten or so years ago with before we had reinvent Co he city was built with native s3 and uniquely that support for the enterprise modalities of NFS and SMB and allowing at that file system level people to move their data back and forth between those two environments but with a very simple user interface on top of that that provides the backup the archive dr the types of capabilities or use cases that customers want with their most important asset their data yeah go ahead please transformations been a bit of a theme of the show certainly two of day one and Co hazily is transformed itself into a purely software company as you've mentioned what what's next what do you see happening for Co hey city and with customers how are they going to be both transforming themselves together into the future yeah great question and I like to use that word carefully because I think as a marketer it can be little over you know used yeah but if it's seriously what I see I think we're on a 10 15 year journey all of us to transform our businesses to take advantage of data because it's clear now I think to most if you don't you will be left behind and it's only a matter of time and so the hard part is I talked to CIOs and other IT leaders is well how do I get a handle on that data right and cohesive provides an incredible platform to simplify that management storage protection of that data so you can take advantage of some of the other really cool applications and vendors that are here how we continue to transform and how I see customers transforming is that promise of bringing compute to the data I think we're in the super early days but if I've got all of my data accessible and visible to me now what kinds of insights can I gain from it Splunk runs on the cohesive a platform as another exhibitor here but also how can I prevent risk how can I ensure that I'm compliant with regulations and I think there's a lot of work to be done both at cohesively and developing out those new applications as well as with our customers taking advantage of it we could actually pushing around the just at being an Amazon partner so you seem pretty happy business is growing you're the leading if not one of the leading growth partners of Amazon that's cool but a lot of people question Amazon in terms of you know them being fearful that Amazon's gonna eat their lunch we asked and Jesse about that and the in the analyst session and basically his answer was look at these markets are so huge and and I think as well I'd add to that you've got to keep innovating now my specific question is Amazon does some backup stuff it's not nearly as functional as your and other you know backup software data management suppliers but what's your perspective on that obviously it's it's good its growth now you guys think about that you just kind of keep putting the pedal to the metal actually I think I'd agree with him I've never had the pleasure of meeting him in person but you know I think all businesses have to keep their pedal to the metal very innovation and we certainly do but this is a massive market and a massive transformation and cohesive helps enterprise customers of all sizes and types and most of them are struggling with today in the early stages how to get control of their data how to manage it know what they have and I think they feel that that is both a problem within the cloud but also on-premises and that's a very large market for us and I think for Amazon as well so we're super happy to be partners with Amazon a rising tide lifts all boats as I often like to say and I think that's going to remain true for a long time yeah I mean I think you know a lot of ways you just got to create in this market and the competition will take care of itself if you pay attention to customers and they tell you what they're interested in and you respond to that you tend to do pretty well despite the disruptions that might be going around view in the market at least that's what I think a big part of our philosophy is when asked a question about from a CML perspective in this data world he talked about there we run this decade-long transformation to put data at the core of our business how do you as a CMO put data at the core of of your business oh my gosh so the first thing I do is I'm asking and working with our engineering team because any modern business and modern CMO should be getting data about their customers and what they're doing with their product directly into the marketing intelligence and so that's an area that I'm really interested in and I press so as an internal customer to our head of engineering I am trying my best because the technology around me and marketing is changing so rapidly to absorb that and understand that and I think pay attention to my own advice and try not to date my customer for the first time 50 times as maybe many of us have experienced as consumers and use that data as best as I can to know how to address a customer's issue or problem when they're ready and the technology around it is continually improving and so it makes it really exciting to be in marketing and to be a marketing leader right now you actually pulling metadata out of your software to understand how customers are using your product is that right you can see some and there I have a long list into engineering on Oh imagine if we could I would like to know and hopefully not in a creepy way but in a way of serving the customer and making them aware of new capabilities I'll tell you one of the common things between cohesively and Amazon customers that I hear is that the pace of innovation is very high we put out four hundred plus new features last calendar year so more than they feature a day and that's the that's the God's honest truth I've heard the same thing from Amazon customers they struggle with understanding all the rich capability that's coming so with data if we can hone in a little bit and say you may be interested in this based on what we know similar to perhaps the shopping experience that we have I think that's helpful to customers because if I can narrow it in I don't have time as a consumer to search through everything and I think in business and in IT the same holds true so yes we're trying to do more of that yeah if you can use data to match my needs as a customer and it maybe even recommend things that are going to help my business I'm going to be appreciative of that as long as we you don't recommend that I start a couch collection because I brought happen to buy one couch which I'm sure we've all had that experience so it is important to get it right and I like that you brought up that not to do it in a creepy way but understanding that customers do find this valuable we find with our own consulting clients and our analyst clients talking to them that a lot of them trust vendors like cohesively with their data and you've built that trust because you you you've been able to show that you can be trusted over a long period of time so I think as long as you continue to do that customers are quite happy for you to start exploring this because they know that they're going to get a better result at the end of it as you mentioned I was like I'll get a good recommendation if you're actually serving me and making my business work better of course I'm going to want to do that and I think you earned that trust every day yes so what should we be looking for 2024 he city milestones things you want to share with us well we look forward to continued you know significant growth we're over 1,300 customers now globally and we see continued massive growth in the cloud I'm sure as many here are experiencing and just really continuing to serve our customers I think that's what we keep our eye focused on be humble keep learning it's a mantra from mowett and that's what we're gonna keep doing and and growing the business and helping our customers with that well it's been fun watching you guys grow the ascendancy of cohesive you kind of matching in with cloud and in hybrid Lynne thanks so much for coming on the Qubo as a pleasure thank you guys it's been great to be here as always all right keep it right there everybody look back with our next guest Dave Volante for Justin Warren you're watching the cube from reinvent 2019 we'll be right back [Music]

>>Live from Denver, Colorado. It's the cube covering comm vault. Go 2019 brought to you by Combolt. >>Welcome to the cube Lisa Martin, the stupid a man live on day one of Combalt go 19 we're in Colorado this year and we're excited to welcome to the Cape for the first time we have Matt Shai, VP of strategic pricing at Combalt. Matt, welcome. Thanks for having me here. So lots of news coming out yesterday and today. You know in the last student, I've had a number of conversations today already about just how much evolution has happened with Convault in this calendar year alone and list came in, you know when Sanjay took over con ball, you've got to upgrade your sales force. We've seen the sales leadership changes, I said enhance your marketing. We've seen new routes to market partner focus expansion into, you know, really expanding the Tamworth Hedvig acquisition. Talk to us a little bit about from a pricing perspective, a strategic perspective. What are you guys doing? What's new this year that you guys are really saying, Hey, we're listening to our customers, we're listening to our partners. >>So there's two parts to it. The first is really just making things simpler and easier for everybody. So we started that journey last year. Sanjay came in and said keep it going, so we need to continue to go to market simplification, make it easier for people. So we've tried to do that as much as possible. We're going to continue to do that. Whether it's packaging related pricing related, make it quicker for customers and partners to get access to the software. The second part to that is when we release new products like activate, we've talked a lot about activate over the last couple of days. We have new packaging for that, which is exciting, but we need to make sure that's accessible. So making that easy for our partners to get to it, cross selling and upselling, that kind of thing for everybody to have access to. So that's really the direction that we've gotten from Sanjay and as we get into the future, it's continuing that with things like vague and metallic and and all that. >>Anything particular about activate a, you know, what differentiates, how that pricing package versus how come might've done to that stuff in the back. It's the granularity of it is what it is. So come fall. One of the great things that we can do here is we can be flexible and Sanjay talked a lot about that in his main stage presentation this morning. And we can give a customer the ability to do what they want, when they want and how they want. So they've purchased from comm vault in the past. Likely they have different routes that they bought from and activate gives them the ability to buy in that same manner. So it's granular, it gives them the ability to get software when they need it, the type of software they need, but in the manner they want to buy it as well. So that's the exciting parts of it. >>So we had a chat with Rob earlier talking about metallic and your how, how that sass product was put together. Well customers have a lot of experience now with, with sass. So tell us from a pricing and packaging standpoint, your involvement and what customers they're going to see when it comes to metallic. Yes, we're directly involved with the pricing. We wanted to make sure that it aligns with everything we stand for as a pricing organization at con vault. And I'm excited about it because we've never really had a straight SAS product that's like go to the website, get the price, download it, good to go. Right. It's exciting. I'm, I'm, I can't wait to have it out there. I can't wait for customers to go get it and download it. The booth has been really, really slammed today from what I've heard. So I'm excited about the pricing. >>All right. And there's a couple of different pricing models depending on how they're doing. Maybe you could walk us through that. Yeah, sure. So you have three different options that you can buy. Each one gives you a different use case. So you have backup endpoint, mailbox, all that O three 65 different things you can buy. They all start at one particular price point and they're tiered. So the bigger you get, the more of a discount you get. The other cool thing that we can do here, because we do different use cases, which is sometimes different than competitors, is that you get a family discount with Convault. So if you buy one and you get to a high enough level, you can go into another one and into another one and get that same discount. So we're really trying to get customers to use as much as they can, get them accessible and we hope they like it. >>Where were customers in terms of when this was being conceived? You know, just not just metallic from a product and a technology perspective, but from a consumption subscription perspective where they actively, I would imagine certain customers like maybe part of an advisory board helping you guys determine this is kind of a new direction for calm ball, where they talked to us about the influence that some of these key customers had and really enabling this pricing to be so transparent. >>We had, it was, it wasn't even just customers. There was a lot of people who had influence into that. So industry, influencers, financial and flood, a lot of people had a lot of influence and a lot of input into how we do it because obviously everybody has a way that they like to buy. Customers had a big input cause as we started this, one of the first things we came through was how do we make sure that the packaging looks good. And that was one of the first core deliverables cause everything sort of runs off that. Make sure that it looks right, make sure it's accessible to customers and easy. So that was one of the first things we did was go out surveys, customer surveys, input data points, all that really started the process. And Matt metallic is 100% through the channels. So tell us a little bit about how that works for a SAS offering. >>Yeah. So through the channel for us is going to be fantastic because we want to make sure that our partners can sell it to folks. That was one of the biggest things our customers came back with was we like to buy through our, our partner. Like, we don't have to go do all bunch of different things, so great, you should go out and buy from your partner. They have access to it. It's easy to understand. It's easy to price, easy to package, and there really shouldn't be a whole lot of worrying about it from a customer standpoint. Quicken, painless. Yeah. And the other thing I understand if it's core, it's by capacity. If it's the O three 65 for endpoint on, it's based on your number of users. There's that piece in there that if I have my own cloud storage, I can leverage that. >>So is that just a different pricing, cause I didn't see that piece on the website. How does that impact thing? Yeah, so it really is about flexibility. Like if you want to use ours, you can and that's fine. If you have your own and you want to go use that, that's fine too. Like we're not really, we don't want to lock anybody into something that they may not need or want. So if you already have a contract with one of the cloud providers, you're free to go and use that. And we're not gonna worry about it. If you want to go do it through us and that's great, we'll, we'll work with you on that. So metallic focused on the mid market, but combo has a really good percentage of revenue that comes from a large global enterprise accounts. You guys had made some leadership changes there, new initiatives on these large global enterprises and some that are going to be fulfilled and delivered exclusively through I think global systems integrators. >>We do have a GSI program that from a, from a strategic perspective, knowing so much business comes through the channel for those really large enterprise accounts. What's that strategic pricing conversation concept all about? Yes, so that one's a little bit different. That's, we have so many different things that we do. We have metallic, we have Hedvig obviously that we just acquired. We have Comvalt complete and all the different things we do. So from an enterprise standpoint, it's how do we get the right go to market for them, which is potentially a systems integrator if they, if they go that route. Larger partners, potentially. Some of our Alliance partners are key to that as well. And then there's the, how do we make it easy for them to buy all that technology in one so that they don't have to have five different things that they're buying from comm vault. >>So that is the roadmap discussion. So how do we get from here to there and make sure that they have easy access to that. So that's part of the conversation we're having now. But it's the first thing that's on my mind every morning and my team works on it every day. So as we, as we integrate Hedvig, as Metalla comes into market, obviously we have appliances and different routes there. Those all have to be easy. So if you're a customer and you want to buy five of them, it's like quick and painless for you to buy all five. And it's a, it's an easy model for an enterprise. So that's how we like that to go. How does it work with, say, let's look at the Hedvig acquisition as an example. They come and bring in customers. They announced the acquisition in September, it's closed. You're already working on integrations touches a little bit about from a strategic perspective when, when there's an acquisition, there's customers that are on certain, you know they've got certain contracts. >>How do you take all of that past experience from the incoming company and start kind of massaging those pricing, pricing, the structure to now fit and be delivered through a combo? Yeah, it's a great question. That's one of the things that we're starting to work on now, which is how do we take all those different price points and packaging and work them in? We've done a little bit of it, so we've integrated what had vague guys into our portfolio in terms of it's there through con vaults, so there they're the same BS, the same support. They'll say maintenance the same everything in that respect, which is great. They're going to align to combat and that way, but really the next step is going to be exactly what you said, which is how do we put those two together so we don't want to keep them apart. >>We don't want to. You can buy Hedvig and then you can buy combo all. We want them to be the same and so the longterm vision for that will be to do that. We haven't gotten there yet. That's the next plan with Hedvig integration is to take those customers and say, how did you buy it? What did you like, what didn't you like? And then we can take that feedback and really use it to package up a solution. I'm curious how the changes in the public cloud have been impacting your line of work. You know, for example, we watched the AWS marketplace and they have more and more customers buying through them. Last year they came out with the, I forget what they call it, just like the private buying so that you can, even if you have a special arrangement, you can still buy it through the AWS marketplace. >>Is that, are you seeing that as a trend or customer's interest in that is Combalt looking down that path? Yeah, they're interested in it and certainly will enable people to go do it. It hasn't been a huge focus yet in terms of price. Right? Because a lot of the things that we have that are priced are already aligned to how they should be in the cloud. So when we sell something like a VM for example, it's kind of aligned to how they buy it anyway. So we haven't seen a huge change in how people would do that. It's more as we get more into the cloud and multi-cloud with Sanjay's vision, we'll start to see some more go to market perspectives that are like that. And the routes to market will change a little bit, but we're set up for it already from a pricing standpoint. So it's not going to be a big change. >>So as we look at the momentum that Combalt carries into their fourth annual go with how much leadership change, we talked about that the routes to market and things, what are some of you think the bar has been set? Like, all right, we've got to figure this out. For example, the, the, the simplification of the Hedvig combat structure. Is there kind of an expectation that as fast as there no iterating and delivering on technology, you've gotta be able to do the same from a pricing standpoint. Yep. >>Everything you won't need to do on technology. I need to be just as fast on pricing. Yeah, there's definitely that expectation and that's a great expectation. I mean, we can't have the technology lag, we can't have the pricing like it has to be, it has to go at the same time. And that's, so we're, we're tight with all the folks who were doing that had big integration, making sure that we're aligned to it. There's absolutely that expectation. But I loved that expectation because what we have to get it out at the same time and that's great. >>It does. Will it? Well, it, it makes things interesting and exciting. The customers are demanding this transparency because if we think about it in our consumer lives, we have transparency. I mean, think about buying a car these days as the consumer, you're so empowered with whatever you want to buy. And there's this expectation, right as as an it buyer that they have the same type of transparency and the same type of simplified pricing structure. So you've got to be able to deliver to meet that too, right? >>We do. And there's no black box anymore. Like when I first started doing this a long time ago, it was like here's a product, here's a black box, here's, you'll buy it from your partner that's gone. Like they need to know exactly what goes into that. So transparency, we talk a lot about it from a pricing standpoint. It used to be like, don't talk about pricing, right? Cause that nobody knew. We should really know what happens in there. Everybody knows what happens in there now and they should, I mean it's their money. So we need to make sure that they understand how they're spending it, why they should be spending it with one vendor versus another, and then what's going to be good for them in the longterm. So we talk a lot about that from a strategy standpoint. >>Well that's actually something that could be a competitive differentiator for cobalt. Right? Compare if there are others who are saying, you know, secret sauce, talk to sales. That can be with how quickly things change. A new these days, that transparency can be a real game changer in the customer's experience. >>It can be. And one of the, so I came from a background of competitive intelligence when I did, I worked at a firm for a long time and CII and so I was told by my boss at the time, he said, don't be the department of Rob, Rob. He's a department of facts, right? And so as a pricing person, it's the department of facts. I'll tell you as a customer, this is good, this is coming, this is where we are now. All that stuff. And it's up to you to make a decision. Like it's, you know, it's there, the facts are there. The pricing we think is structured in a way that helps you and support you, but you're free to make a decision. I don't want to force anything on you. And so that's for me and my group, that's where our transparency kind of lives. As we know customers have to buy. We know they have options. They're not always going to choose Convolt. We'd like them to, but they're not going to, and we just try to make that as easy as possible and make it a painless problem. Make it a painless solution. >>Right. Easy and painless. I'll take it now. Thank you for joining Stu and me and talking to us about what you're doing and how quickly things are iterating all the way from the technologies to the pricing structure. We appreciate your time. Thanks for having me. All right. Firstly, men and men, I N Lisa Martin, and you're watching the cube vault go in 19.

>> Announcer: Live from San Francisco, celebrating 10 years of high tech coverage, it's theCUBE! Covering VMworld 2019. Brought to you by VMware and its ecosystem partners. >> Welcome back, I'm Stu Miniman with my co-host, Justin Warren, and this is theCUBE, live from the lobby of Moscone North here in San Francisco. The 10th year we've had theCUBE and happy to bring back two CUBE alums. Which, of course, in 2010 we didn't even have the idea of a CUBE alum, we were just gathering some friends, some industry experts. To my right is Jaspreet Singh, who's the founder and CEO of Druva. Sitting next to him is Kit Colbert, who's the Vice President CTO of the Cloud Platform Business Unit at VMware. Gentleman, thanks so much for joining us. >> Good morning. >> Thanks for having us. >> All right, so Jaspreet, I remember talking to you when Druva was a new company and cloud native wasn't the thing that came to mind when we were talking about it. We've known for a long time how important data is, and protecting that and managing that, of course, is something the industry's been looking at a long time. But give us the update on kind of Druva and you brought along Kit, so we're going to be talking about some of the cool, cloud native multi-cloud modernization type things, how that fits in your world. >> Absolutely. If you think about the world, right? In 1998, say for a start, they would create a whole notion of size and no software and the whole picture, right? Since then applications went in size, then came developer tools which were in size, and now it's all about infrastructure and first your management which is getting to be a cloud native, public cloud orientated size world. To where Druva comes in. As the world gets more and more fragmented, the data gets more and more fragmented. The multiple versions of cloud are different parts of strategy. Data management has to get more and more centralized. Which is where Druva comes in and which is where me and Kit are together. I think as VMware build a strategy for multi-cloud. Pulling the whole VMC approach to multiple versions of public cloud. Druva is a great partner, to sort of bring the data management together. A single control plane to manage multiple versions of cloud deployment on a single plane. >> All right, great so Kit it sounds like VMC is the kind of key component work together. 'cause when I think at Druva, a lot of what I think of is SaaS. And SaaS isn't necessarily the first thing that I think of when I think of VMware, so... >> We're tryin' to get there, tryin' to get there Stu. >> Yeah, no but pull it together as to where your customers intersect. >> Yeah absolutely, so it's a great partnership and definitely really focused on rallying around VMware Cloud and native AWS. And the core idea there was that we could deliver a cloud service to our customers of our VMware infrastructure, right? And we'll become a SaaS company, transforming into that. And that's something that we've been very focused on strategically, right? And so VMware Cloud and AWS is really the first offering. But there's many more coming. So just earlier today we announced the availability of VMware Cloud on Dell EMC. This idea of bringing our cloud service, STDC as a service on premises, to customer data centers, to customer edge locations. And the cool part about it, as Jaspreet mentioned, is that this world is becoming more and more distributed and we're seeing that with just the number of STDCs and how they're proliferating everywhere and you do need that centralization in terms, from a management perspective in order to handle all that diversity. And so, that's the big focus for us, in terms of the infrastructure, kind of just the core compute, source, network but you then have to up-level and say, how do you think about the data? And that's really where this partnership comes in. >> Right, so Jaspreet so if I understand that correctly, what you're trying to do here is to provide one data management method, no matter where the data lives. So, I don't have to go and find one tiny thing for, oh okay, I've got this other weird bit in the corner here, that I need a special, dedicated data protection thing for, 'cause that's always difficult. Data protection is hard enough. I really don't need to have, oh how am I going to deal out of this particular thing? Oh, now I've got to go and get another tool. And learn how to use it, maintain it, keep everyone skilled in it. Well actually, I can just pick Druva and then I've solved that problem. >> That's right. I think we are more forward-looking, than backward-looking. So, what we're doing is, any new application comes into an enterprise. Think about, from a point of view of a new cloud, like a VMC, AWS deployment. If you're deploying, you know, a lot of new edge location or data centers or new cloud services, Druva's a perfect partner to bring data management, along with it. For a legacy application that you always had, you can keep your legacy vendor with you. Where it has a con wall, you can keep them as they remain in your enterprise. Bring Druva for the new applications at hence. All the new workload that are more cloud bound workload, is our core focus, hence the VMC partnership. >> Right, so does that mean I'll be able to use Druva wherever VMC is available? >> That's right. >> Yeah. >> Because you're expanding how many places I can get VMC now, I've noticed. >> Yeah, very exciting. >> That's very interesting >> It is, yeah, and I think that's again, the beauty of the partnership, is that we're doing a ton of work to deliver VMC to more and more locations. We've partnered with AWS, and now we've got global coverage, almost all the regions by the end of this calendar year. And now with VMware Cloud on Dell EMC , we can go wherever the customer is. They essentially give us a street address, and we can deliver hardware there and then operate it remotely and they can take advantage of that. And the cool thing about it, that all comes up to this control plan that we have running in the cloud and this is how we can interact with Druva. They can have a few simple APIs they can manage via us to access all those workloads that are distributed all over the place. >> Think of public cloud. Public cloud is nothing but Amazon's, initially was a concept of Amazon applying retail to IT. You can buy a resource anywhere in the globe at a fixed price point at certain SLA. That's the promise of, public cloud promise of VMC to get same VMware experience wherever you go across the world same price point. Same promise with Druva . The same data you put anywhere, can be managed, predicted end-to-end, same policy, same price point across the globe. >> And people often forget that part of it, that we're technologists. So people like to look at that the speeds and feeds and what does the technology do but there's, when you're running a business is actually a lot more to it and pricing models and things that technologists sometimes find boring. I love a good spreadsheet but something as, a simple pricing model where I can understand it and I know what it's going to do for me, was when I spin up a brand new application and I understand how am I going to manage this over the long term, how am I going to protect it, and what's it going to do for the the ROI on that? And what's that going to look like in three years' time? Not just turning up the brand new project. What is the operational cost of that going to look like? These are the kinds of things that people, I think are starting to get a lot more used to now that they particularly with cloud it's a much more operational model. It's not a build model. It's, yes build is one part of it, but you also need to be able to run and manage it >> And think of what we call the world of two ransomwares. There is a ransomware when you're worried about a data breach or data loss and there's another ransomware we have to, your data production vendor or your hardware vendors say is, you know, give me five years of money up front with the promise to manage the data eventually. So in the public cloud world, it's pay-as-you-go on demand. You need a new application you spin up a new workload in VMC in AWS. You need data protection spin up right there and then, no pre-planning, pre-positioning, architecture reviews needed. >> And I think like, the great thing about Druva and what we're talking about here in this consistency of operations. How you're managing data, really goes into the whole strategy that VMware has around driving consistency across infrastructure as well. I think one of the big value propositions that we can help with is taking a lot of this very heterogeneous infrastructure with different capabilities, different hardware form factors and layering on our virtual infrastructure which simplifies a lot of that and delivering that consistent experience. And of course data management as we said is a key part of that experience. >> Yeah, you mentioned kind of the move of VMware towards being more of a SaaS player and working in those environments. One of the flags along that journey is VMware's always had a robust ecosystem. But in the cloud my understanding is you've released now a VMware Cloud Marketplace. Reminds me a little bit of a certain cloud provider that has a very well-known marketplace. Give us a little bit about it, and Jaspreet'll, of course tell us about the Druva piece of that. >> Yeah, absolutely. We're kind of really evolving our strategic aims. Historically we've looked at how do we really virtualize an entire data center? This concept of the software-defined data center. Really automating all that and driving great speed efficiency increases. And now as we've been talking about, we're in this world where you kind of have STDCs everywhere. On Prem, in the cloud, different public clouds. And so how do you really manage across all those? These are things we've been talking about. So the cloud marketplace fits into that whole concept in the sense that now we can give people one place to go to get easy access to both software and solutions from our partners as well as open source solutions, and these are things that come from the Bitnami acquisition that we recently did. So, the idea here is that we cannot make it super simple for customers to become aware of the different solutions to draw those consistent operations that exists on top of our platform and with our partners and then make it really easy for them to consume those as well >> And Druva's part of it. We were day one launch partner on the marketplace. Marketplace serves predominantly two purposes. One is, the ease of E-commerce, you can drive through a marketplace. Second, is the ease of integration. You have a prepackaged solution, which comes along with it. It's a whole beauty of cloud, exactly as I mentioned. We see cloud beyond technology. It's an E-commerce model most companies should adapt to. And as the part of the progress, our commitment is to be in marketplace day one. Druva is right now number one ISP globabally for AWS. So we understand the whole landscape of how E-commerce gets done on public cloud very very well, and we are super thrilled to be a partnership with VMC on the marketplace, the VMC Marketplace. >> It's another one of those important indicators. I think about VMware's Cloud journey. Cloud isn't a destination, it's not a location. It's a way of doing things-- >> Kit: It's a model, yep. >> So having this this marketplace way of consuming software and becoming far more like as you say, it's STDC, but with that software as a service on Earth. You can have STDC as a service. That's probably too many letters in that. >> We use that internally, yes the STDC, AAS (laughs). >> Seeing those features coming to VMware and the partners that you bring in to that ecosystem. And Stu and I we spoke before, it's like VMware is always been a great partner for everyone in that ecosystem and it does have a real ecosystem and we see it again this year at the show. That you have these partners who come in, and you're finding ways to make it easier for those integrations to happen in a nice, easy to consume way and customers like that. So the enterprise is a heterogeneous environment. If you just do one acquisition and all of a sudden, I've got two different ways of doing the same thing. So being able to have known trusted solutions to do that, where I don't have to spend ages and ages figuring out how to, how do I configure this? I don't actually make this do what I need it to do. It's like I'm trying to solve a customer problem. I'm not trying to build technology for its own sake for most of the customers. I just want something that works, and particular with data protection, I just want it to work. >> The owners aren't producing more back abutments. >> No, which, I don't think it should. it's kind of a shame. I used to be a back out man but we don't need anymore of those >> I think this is the idea. You talked in the beginning about this notion of service delivery and how can we take all these STDC's that we have out there that customers are running, and enhance their value and enhance the value to the customer's business by adding on these value-added services. So, I think that's one of the beauties of cloud marketplace is that they can very easily extend what they, customers can extend what they already have with these additional services. >> Jaspreet, VMware's been going through a lot of change. They've made acquisitions. I saw a number of announcements today, that I don't think I would have seen back in the EMC days of you know, some of the data protection solutions being baked into the platform. Tell us what it means to be a VMware partner today. >> I think it's great to see VMware innovating and making strong progress. I think in this world of constant change it can either be in the front end of, you can never never over-innovate. You can be in the front end of, being in the edge, driving change, driving Innovation, driving chain industry or taking a back seat and then be in HPE. So I think I love to see VMware what they're doing and making all the progress and great to be a partner in this change, in this journey to see as a strong partner. >> Yeah, I mean, we're not standing still and it's funny like. So one of the biggest announcements today in my mind is Project Pacific, this re-architecture of vSphere to building Kubernetes into the fabric of what vSphere is. And it's funny when you start looking at that because I think folks have a concept in their mind, of what vSphere is, right? It's VM-based and I have worked with it in certain ways. It's got a certain API or interface and we're fundamentally changing all that. We're rethinking, as I mentioned how we deliver our STDC's, our customers consume them. And so I think that notion of being at the forefront, we're very committed to that >> Kit, I'm glad you broke it up 'cause I'm still having a little trouble thinking through it. Now on the one hand, every company is going through this, we're going to containerize everything, we're going to make it microservices, every infrastructure component, now has that fundamental building block. Docker had a ripple effect on what happens, similar to what VMware had a decade before. But I look at Project Pacific and I'm like well, when Cloud Foundry was originally created, it was, we want back then we called it Paz, but I want a thin layer, and I don't want to pull VMware along for that necessarily. It might fit underneath it, but it might not. So help us understand as to like, how is this not like, a lock into what, you're going to use vSphere and you're going to have your license agreement with us every year and now you're going to be locked into this because this is your Kubernetes platform. >> Yeah, that's a good question. So look, I actually think it drives more openness because Kubernetes is an open platform and we're integrating that in, and we're leveraging the Kubernetes API. And so, the vSphere will have two northbound APIs, one of which is based on the existing VM-based one and the other one which is Kubernetes. And so partially, it's we're actually opening it up. The cool thing about what we can do with Pacific is that we have what, 300, 400000 customers running vSphere. They have an aggregate around 70 million workloads. We're able to take that massive footprint and move it forward almost overnight by building Kubernetes into vSphere. And so the way I look at it, is this is a huge force multiplier for our customers, this ability to move their fleet of applications forward at basically, zero cost, very little cost. And while leveraging all the tools and technologies, they already have. This is another good thing, that our partnership with Druva as well, is that because the way we've architected this, all the tools that use vSphere today and the vSphere's APIs, those APIs will see the Kubernetes pods and things that are provisioned and those tools can operate on those pods just like they can on VMs. And those things just work out of the box. So like if a customer gets specific and uses Druva, and they start provisioning some pods, into Kubernetes on vSphere, Druva will see those they can manage the data, it's all automatic. And of course, Druva can do extra cool things, like even get deeper integration there. But the point is that we've got, you know thousands of partners again who's out of the box that stuff will work. Now is that lock in? No, I actually think that because people are switching over to Kubernetes, they now have the ability to move that to a different Kubernetes environment if they so see fit. Anyway, so that's my quick answer >> Think about the world. Virtualization is practically free right now. What you pay for is the enterprise, once you pay for abstraction level, remove complexity, make my scale happen, and this is where you pay for the whole VMware stack. When the customer start deploying containers, they haven't seen the complexity they would see at scale. When you see the complexity in management and data plane and insecurity plane, then they would need the ecosystem of providers to solve those complexities at scale but as we're a think if Kubernetes takes off and production application, right now it's mostly dev and test, it goes to a production application, the world would need something which is a much more robust sort of control planes to manage it end-to-end >> Yeah, I mean, we solved a lot of the hard problems around running applications in production. And I think what we're doing with Pacific, is enabling all those cool innovations to work not just for existing apps but for new Kubernetes-based apps as well. >> All right, well Kit and Jaspreet, thank you so much. A lot of new things for everybody to dig into and I always appreciate both of you and your teams are very responsive and dig in. Be looking forward to more blog posts and more podcasts from your team and the like, to go into it more. For Justin Warren, I'm Stu Miniman. We have tons more coverage here at VMworld 2019. Thank you so much for watching theCUBE. (upbeat music)

>> Live from San Francisco, California. It's theCUBE, covering the IBM Chief Data Officer Summit. Brought to you by IBM. >> We're back at Fisherman's Wharf at the IBM CDO conference. You're watching theCUBE, the leader in live tech coverage. My name is Dave Volante, Joe Selle is here. He's the Global Advanced Analytics and Cognitive Lead at IBM, Boston base. Joe, good to see you again. >> You to Dave. >> And Jerry Gupta, the Senior Vice President and Digital Catalyst at Swiss Re Institute at Swiss Re, great to see you. Thanks for coming on. >> Thank you for having me Dave. >> You're very welcome. So Jerry, you've been at this event now a couple of years, we've been here I think the last four or five years and in the early, now this goes back 10 years this event, now 10 years ago, it was kind of before the whole big data meme took off. It was a lot of focus I'm sure on data quality and data compliance and all of a sudden data became the new source of value. And then we rolled into digital transformation. But how from your perspective, how have things changed? Maybe the themes over the last couple of years, how have they changed? >> I think, from a theme perspective, I would frame the question a little bit differently, right? For me, this conference is a must have on my calendar, because it's very relevant. The topics are very current. So two years ago, when I first attended this conference, it was about cyber and when we went out in the market, they were not too many companies talking about cyber. And so you come to a place like this and you're not and you're sort of blown away by the depth of knowledge that IBM has, the statistics that you guys did a great job presenting. And that really helped us inform ourselves about the cyber risk that we're going on in cyber and so evolve a little bit the consistent theme is it's relevant, it's topical. The other thing that's very consistent is that you always learn something new. The struggle with large conferences like this is sometimes it becomes a lot of me too environment. But in conference that IBM organizes the CDO, in particular, I always learn something new because the practitioners, they do a really good job curating the practitioners. >> And Joe, this has always been an intimate event. You do 'em in San Francisco and Boston, it's, a couple hundred people, kind of belly to belly interactions. So that's kind of nice. But how do you scale this globally? >> Well, I would say that is the key question 'cause I think the AI algorithms and the machine learning has been proven to work. And we've infiltrated that into all of the business processes at IBM, and in many of our client companies. But we've been doing proof of concepts and small applications, and maybe there's a dozen or 50 people using it. But the the themes now are around scale AI at scale. How do you do that? Like we have a remit at IBM to get 100,000 IBMers that's the real number. On our Cognitive Enterprise Data Platform by the end of this calendar year, and we're making great progress there. But that's the key question, how do you do that? and it involves cultural issues of teams and business process owners being willing to share the data, which is really key. And it also involves technical issues around cloud computing models, hybrid public and private clouds, multi cloud environments where we know we're not the only game in town. So there's a Microsoft Cloud, there's an IBM Cloud, there's another cloud. And all of those clouds have to be woven together in some sort of a multi-cloud management model. So that's the techie geek part. But the cultural change part is equally as challenging and important and you need both to get to 100,000 users at IBM. >> You know guys what this conversation brings into focus for me is that for decades, we've marched to the cadence of Moore's laws, as the innovation engine for our industry, that feels like just so yesterday. Today, it's like you've got this data bedrock that we built up over the last decade. You've got machine intelligence or AI, that you now can apply to that data. And then for scale, you've got cloud. And there's all kinds of innovation coming in. Does that sort of innovation cocktail or sandwich makes sense in your business? >> So there's the innovation piece of it, which is new and exciting, the shiny, new toy. And that's definitely exciting and we definitely tried that. But from my perspective and the perspective of my company, it's not the shiny, new toy that's attractive, or that really moves the needle for us. It is the underlying risk. So if you have the shiny new toy of an autonomous vehicle, what mayhem is it going to cause?, right? What are the underlying risks that's what we are focused on. And Joe alluded to, to AI and algorithms and stuff. And it clearly is a very, it's starting to become a very big topic globally. Even people are starting to talk about the risks and dangers inherent in algorithms and AI. And for us, that's an opportunity that we need to study more, look into deeply to see if this is something that we can help address and solve. >> So you're looking for blind spots, essentially. And then and one of them is this sort of algorithmic risk. Is that the right way to look at it? I mean, how do you think about risk of algorithms? >> So yeah, so algorithmic risk would be I would call blind spot I think that's really good way of saying it. We look at not just blind spots, so risks that we don't even know about that we are facing. We also look at known risks, right? >> So we are one of the largest reinsurers in the world. And we insure just you name a risk, we reinsure it, right? so your auto risk, your catastrophe risk, you name it, we probably have some exposure to it. The blind spot as you call it are, anytime you create something new, there are pros and cons. The shiny, new toy is the pro. What risks, what damage, what liability can result there in that's the piece that we're starting to look at. >> So you got the potentially Joe these unintended consequences of algorithms. So how do you address that? Is there a way in which you've thought through, some kind of oversight of the algorithms? Maybe you could talk about IBM's point of view there. >> Well we have >> Yeah and that's a fantastic and interesting conversation that Jerry and I are having together on behalf of our organizations. IBM knowing in great detail about how these AI algorithms work and are built and are deployed, Jerry and his organization, knowing the bigger risk picture and how you understand, predict, remediate and protect against the risk so that companies can happily adopt these new technologies and put them everywhere in their business. So the name of the game is really understanding how as we all move towards a digital enterprise with big data streaming in, in every format, so we use AI to modify the data to a train the models and then we set some of the models up as self training. So they're learning on their own. They're enhancing data sets. And once we turn them on, we can go to sleep, so they do their own thing, then what? We need a way to understand how these models are producing results. Are they results that we agree with? Are these self training algorithms making these, like railroad trains going off the track? Or are they still on the track? So we want to monitor understand and remediate, but it's at scale again, my earlier comments. So you might be an organization, you might have 10,000 not models at work. You can't watch those. >> So you're looking at the intersection of risk and machine intelligence and then you're, if I understand it correctly applying AI, what I call machine intelligence to oversee the algorithms, is that correct? >> Well yes and you could think of it as an AI, watching over the other AI. That's really what we have 'cause we're using AI in as we envision what might or might not be the future. It's an AI and it's watching other AI. >> That's kind of mind blowing. Jerry, you mentioned autonomous vehicles before that's obviously a potential disruptor to your business. What can you share about how you guys are thinking about that? I mean, a lot of people are skeptical. Like there's not enough data, every time there's a another accident, they'll point to that. What's your point of view on that? From your corporation standpoint are you guys thinking is near term, mid term, very long term or it's sort of this journey, that there's quasi-autonomous that sort of gets us there. >> So on autonomous vehicles or algorithmic risk? >> On autonomous vehicles. >> So, the journey towards full automation is a series of continuous steps, right? So it's a continuum and to a certain extent, we are in a space now, where even though we may not have full autonomy while we're driving, there is significant feedback and signals that a car provides and acts or not in an automated manner that eventually move us towards full autonomy, right? So for example, the anti-lock braking system. That's a component of that, right? which is it prevents the car from skidding out of control. So if you're asking for a time horizon when it might have happened, yeah, at our previous firm, we had done some analysis and the horizons were as sort of aggressive as 15 years to as conservative as 50 years. But the component that we all agreed to where there was not such a wide range was that the cars are becoming more sophisticated because the cars are not just cars, any automobile or truck vehicles, they're becoming more automated. Where does risk lie at each piece? Or each piece of the value chain, right? And the answer is different. If you look at commercial versus personal. If you look at commercial space, autonomous fleets are already on the road. >> Right >> Right? And so the question then becomes where does liability lie? Owner, manufacturer, driver >> Shared model >> Shared, manual versus automated mode, conditions of driving, what decisions algorithm is making, which is when you know, the physics don't allow you to avoid an accident? Who do you end up hitting? (crosstalk) >> Again, not just the technology problem. Now, last thing is you guys are doing a panel, on wowing customers making customers the king, I think, is what the title of it is. What's that all about? And get into that a little bit? >> Sure. Well, we focus as IBM mostly on a B2B framework. So the example that I that I'll share to you is, somewhere between like making a customer or making a client the king, the example is that we're using some of our AI to create an alert system that we call Operations Risks Insights. And so the example that I wanted to share was that, we've been giving this away to nonprofit relief agencies who can deploy it around a geo-fenced area like say, North Carolina and South Carolina. And if you're a relief agency providing flood relief or services to people affected by floods, you can use our solution to understand the magnitude and the potential damage impact from a storm. We can layer up a map with not only normal geospatial information, but socio-economic data. So I can say find the relief agency and I've got a huge storm coming in and I can't cover the entire two-state area. I can say okay, well show me the area where there's greater population density than 1000 per square kilometer and the socio-economic level is, lower than a certain point and those are the people that don't have a lot of resources can't move, are going to shelter in place. So I want to know that because they need my help. >> That's where the risk is. Yeah, right they can't get out >> And we use AI to do to use that those are happy customers, and I've delivered wow to them. >> That's pretty wow, that's right. Jerry, anything you would add to that sort of wow customer experience? Yeah, absolutely, So we are a B2B company as well. >> Yeah. >> And so the span of interaction is dictated by that piece of our business. And so we tried to create wow, by either making our customers' life easier, providing tools and technologies that make them do their jobs better, cheaper, faster, more efficiently, or by helping create, goal create, modify products, such that, it accomplishes the former, right? So, Joe mentioned about the product that you launched. So we have what we call parametric insurance and we are one of the pioneers in the field. And so we've launched three products in that area. For earthquake, for hurricanes and for flight delay. And so, for example, our flight delay product is really unique in the market, where we are able to insure a traveler for flight delays. And then if there is a flight delay event that exceeds a pre established threshold, the customer gets paid without even having to file a claim. >> I love that product, I want to learn more about that. You can say (mumbles) but then it's like then it's not a wow experience for the customer, nobody's happy. So that's for Jerry. Guys, we're out of time. We're going to leave it there but Jerry, Joe, thanks so much for. >> We could go on Dave but thank you Let's do that down the road. Maybe have you guys in Boston in the fall? it'll be great. Thanks again for coming on. >> Thanks Dave. >> All right, keep it right there everybody. We'll back with our next guest. You're watching theCUBE live from IBM CDO in San Francisco. We'll be right back. (upbeat music)

(energetic music) >> Live from Las Vegas. It's theCUBE. Covering Dell Technologies World 2019. Brought to you by Dell Technologies and it's Ecosystem Partners. >> Welcome back to theCUBE, the ESPN of tech. I'm your host, Rebecca Knight along with my co-host Stu Miniman. We are here live in Las Vegas at Dell Technologies World, the 10th anniversary of theCUBE being here at this conference. We have two guests for this segment. We have Jeff Woolsey, the Principal Program Manager Windows Server/Hybrid Cloud, Microsoft. Welcome, Jeff. >> Thank you very much. >> And Bob Ward, the principal architect at Microsoft. Thank you both so much for coming on theCUBE. >> Thanks, glad to be here. >> It's a pleasure. Honor to be here on the 10th anniversary, by the way. >> Oh is that right? >> Well, it's a big milestone. >> Congratulations. >> Thank you very much. >> I've never been to theCUBE. I didn't even know what it was. >> (laughs) >> Like what is this thing? >> So it is now been a couple of days since Tatiana Dellis stood up on that stage and talked about the partnership. Now that we're sort of a few days past that announcement, what are you hearing? What's the feedback you're getting from customers? Give us some flavor there. >> Well, I've been spending some time in the Microsoft booth and, in fact, I was just chatting with a bunch of the guys that have been talking with a lot of customers as well and we all came to the consensus that everyone's telling us the same thing. They're very excited to be able to use Azure, to be able to use VMware, to be able to use these in the Azure Cloud together. They feel like it's the best of both worlds. I already have my VMware, I'm using my Office 365, I'm interested in doing more and now they're both collocated and I can do everything I need together. >> Yeah it was pretty interesting for me 'cause VMware and Microsoft have had an interesting relationship. I mean, the number one application that always lived on a VM was Microsoft stuff. The operating system standpoint an everything, but especially in the end using computer space Microsoft and VM weren't necessarily on the same page to see both CEOs, also both CUBE alums, up there talking about that really had most of us sit up and take notice. Congratulations on the progress. >> For me, being in a SQL server space, it's a huge popular workload on VMware, as you know and virtualization so everybody's coming up to me saying when can I start running SQL server in this environment? So we're excited to kind of see the possibilities there. >> Customers, they live in a heterogeneous environment. Multicloud has only amplified that. It's like, I want to be able to choose my infrastructure, my Cloud, and my application of choice and know that my vendors are going to rally around me and make this easy to use. >> This is about meeting our customers where they are, giving them the ability to do everything they need to do, and make our customers just super productive. >> Yeah, absolutely. >> So, Jeff, there's some of the new specific give us the update as to the pieces of the puzzle and the various options that Microsoft has in this ecosystem. >> Well, a lot of these things are still coming to light and I would tell people definitely take a look at the blog. The blog really goes in in depth. But key part of this is, for customers that want to use their VMware, you get to provision your resources using, for example, the well known, well easy to use Azure Infrastructure and Azure Portal, but when it's time to actually do your VMs or configure your network, you get to use all of the same tools that you're using. So your vCenter, your vSphere, all of the things that a VMware administrator knows how to do, you continue to use those. So, it feels familiar. You don't feel like there's a massive change going on. And then when you want to hook this up to your Azure resources, we're making that super easy, as well, through integration in the portal. And you're going to see a lot more. I think really this is just the beginning of a long road map together. >> I want to ask you about SQL 19. I know that's your value, so-- >> That's what I do, I'm the SQL guy. >> Yeah, so tell us what's new. >> Well, you know, we launched SQL 19 last year at Ignite with our preview of SQL 19. And it'll be, by the way, it'll be generally available in the second half of this calendar year. We did something really radical with SQL 19. We did something called data virtualization polybase. Imagine as a SQL customer you connecting with SQL and then getting access to Oracle, MongoDB, Hadoop data sources, all sorts of different data in your environment, but you don't move the data. You just connect to SQL Server and get access to everything in your corporate environment now. We realize you're not just going to have SQL Server now in your environment. You're going to have everything. But we think SQL can become like your new data hub to put that together. And then we built something called big data clusters where we just deploy all that for you automatically. We even actually built a Hadoop cluster for you with SQL. It's kind of radical stuff for the normal database people, right? >> Bob, it's fascinating times. We know it used to be like you know I have one database and now when I talk to customers no, I have a dozen databases and my sources of data are everywhere and it's an opportunity of leveraging the data, but boy are there some challenges. How are customers getting their arms around this. >> I mean, it's really difficult. We have a lot of people that are SQL Server customers that realize they have those other data sources in their environment, but they have skills called TSQL, it's a programming language. And they don't want to lose it, they want to learn, like, 10 other languages, but they have to access that data source. Let me give you an example. You got Oracle in a Linux environment as your accounting system and you can't move it to SQL Server. No problem. Just use SQL with your TSQL language to query that data, get the results, and join it with your structured data in SQL Server itself. So that's a radical new thing for us to do and it's all coming in SQL 19. >> And what it helps-- what really helps break down is when you have all of these disparate sources and disparate databases, everything gets siloed. And one of the things I have to remind people is when I talk to people about their data center modernization and very often they'll talk about you know, I've had servers and data that's 20, 30, even, you know, decades old and they talk about it almost like it's like baggage it's luggage. I'm like, no, that's your company, that's your history. That data is all those customer interactions. Wouldn't it be great if you could actually take better advantage of it. With this new version of SQL, you can bring all of these together and then start to leverage things like ML and AI to actually better harvest and data mine that and rather than keeping those in disparate silos that you can't access. >> How ready would you say are your customers to take advantage of AI and ML and all the other-- >> It's interesting you say that because we actually launched the ability to run R and Python with SQL Server even two years ago. And so we've got a whole new class of customers, like data scientists now, that are working together with DBAs to start to put those workloads together with SQL Server so it's actually starting to come a really big deal for a lot of our community. >> Alright, so, Jeff, we had theCUBE at Microsoft Ignite last year, first time we'd done a Microsoft show. As you mentioned, our 10th year here, at what used to be EMC World. It was Interesting for me to dig in. There's so many different stack options, like we heard this week with Dell Technologies. Azure, I understood things a lot from the infrastructure side. I talked to a lot of your partners, talked to me about how many nodes and how many cores and all that stuff. But very clearly at the show, Azure Stack is an extension of Azure and therefore the applications that live on it, how I manage that, I should think Azure first, not infrastructure first. There's other solutions that extend the infrastructure side, things like WSSD I heard a lot about. But give us the update on Azure Stack, always interest in the Cloud, watching where that fits and some of the other adjacent pieces of the portfolio. >> So the Azure Stack is really becoming a rich portfolio now. So we launched with Azure Stack, which is, again, to give you that Cloud consistency. So you can literally write applications that you can run on premises, you can move to the Cloud. And you can do this without any code change. At the same time, a bunch of customers came to us and they said this is really awesome, but we have other environments where we just simply need to run traditional workloads. We want to run traditional VMs and containers and stuff like that. But we really want to make it easy to connect to the Cloud. And so what we have actually launched is Azure Stack HCI. It's been out about a month, month and a half. And, in fact, here at Dell EMC Dell Technology World here, we actually have Azure Stack HCI Solutions that are shipping, that are on the marketplace right now here are the show as well and I was just demoing one to someone who was blown away at just how easy it is with our admin center integration to actually manage the hyper converged cluster and very quickly and easily configure it to Azure so that I can replicate a virtual machine to Azure with one click. So I can back up to Azure in just a couple clicks. I can set up easy network connectivity in all of these things. And best yet, Dell just announced their integration for their servers into admin center here at Dell Technologies World. So there's a lot that we're doing together on premises as well. >> Okay, so if I understand right, is Dell is that one of their, what they call Ready Nodes, or something in the VxFlex family. >> Yes. >> That standpoint. The HCI market is something that when we wrote about it when it was first coming out, it made sense that, really, the operating system and hypervisor companies take a lead in that space. We saw VMware do it aggressively and Microsoft had a number of different offerings, but maybe explain why this offering today versus where we were five years ago with HCI. >> Well, one of the things that we've been seeing, so as people move to the Cloud and they start to modernize their applications and their portfolio, we see two things happen. Generally, there are some apps that people say hey, I'm obviously going to move that stuff to Azure. For example, Exchange. Office 365, Microsoft, you manage my mail for me. But then there are a bunch of apps that people say that are going to stay on Prem. So, for example, in the case of SQL, SQL is actually an example of one I see happening going in both places. Some people want to run SQL up in the Cloud, 'cause they want to take advantage of some of the services there. And then there are people who say I have SQL that is never, ever, ever, ever, ever going to the Cloud because of latency or for governance and compliance. So I want to run that on modern hardware that's super fast. So this new Dell Solutions that have Intel, Optane DC Persistent Memory have lots of cores. >> I'm excited about that stuff, man. >> Oh my gosh, yes. Optane Persistent Memory and lots of cores, lots of fast networking. So it's modern, but it's also secure. Because a lot of servers are still very old, five, seven, ten years old, those don't have things like TPM, Secure Boot, UEFI. And so you're running on a very insecure platform. So we want people to modernize on new hardware with a new OS and platform that's secure and take advantage of the latest and greatest and then make it easy to connect up to Azure for hybrid cloud. >> Persistent Memory's pretty exciting stuff. >> Yes. >> Actually, Dell EMC and Intel just published a paper using SQL Server to take advantage of that technology. SQL can be I/O bound application. You got to have data and storage, right? So now Dell EMC partnered together with SQL 19 to access Persistent Memory, bypass the I/O part of the kernel itself. And I think they achieved something like 170% faster performance versus even a fast NVNMe. It's a great example of just using a new technology, but putting the code in SQL to have that intelligence to figure out how fast can Persistent Memory be for your application. >> I want to ask about the cultural implications of the Dell Microsoft relationship partnership because, you know, these two companies are tech giants and really of the same generation. They're sort of the Gen Xers, in their 30s and 40s, they're not the startups, been around the block. So can you talk a little bit about what it's like to work so closely with Dell and sort of the similarities and maybe the differences. >> Sure. >> Well, first of all, we've been doing it for, like you said, we've been doing this for awhile. So it's not like we're strangers to this. And we've always had very close collaboration in a lot of different ways. Whether it was in the client, whether it's tablets, whether it's devices, whether it's servers, whether it's networking. Now, what we're doing is upping our cloud game. Essentially what we're doing is, we're saying there is an are here in Cloud where we can both work a lot closer together and take advantage of the work that we've done traditionally at the hardware level. Let's take that engineering investment and let's do that in the Cloud together to benefit our mutual customers. >> Well, SQL Server is just a primary application that people like to run on Dell servers. And I've been here for 26 years at Microsoft and I've seen a lot of folks run SQL Server on Dell, but lately I've been talking to Dell, it's not just about running SQL on hardware, it's about solutions. I was even having discussions yesterday about Dell about taking our ML and AI services with SQL and how could Dell even package ready solutions with their offerings using our software stack, but even addition, how would you bring machine learning and SQL and AI together with a whole Dell comp-- So it's not just about talking about the servers anymore as much, even though it's great, it's all about solutions and I'm starting to see that conversation happen a lot lately. >> And it's generally not a server conversation. That's one of the reasons why Azure Stack HCI is important. Because its customers-- customers don't come to me and say Jeff, I want to buy a server. No, I want to buy a solution. I want something that's pre configured, pre validated, pre certified. That's why when I talk about Azure Stack HCI, invariably, I'm going to get the question: Can I build my own? Yes, you can build your own. Do I recommend it? No, I would actually recommend you take a look at our Azure Stack HCI catalog. Like I said, we've got Dell EMC solutions here because not only is the hardware certified for Windows server, but then we go above and beyond, we actually run whole bunch of BurnInTests, a bunch of stress tests. We actually configure, tune, and tune these things for the best possible performance and security so it's ready to go. Dell EMC can ship it to you and you're up and running versus hey, I'm trying to configure make all this thing work and then test it for the next few months. No, you're able to consume Cloud very quickly, connect right up, and, boom, you got hybrid in the house. >> Exactly. >> Jeff and Bob, thank you both so much for coming on theCUBE. It was great to have you. >> Our pleasure. Thanks for having us. Enjoyed it, thank you. >> I'm Rebecca Knight for Stu Miniman. We will have more of theCUBEs live coverage of Dell Technologies World coming up in just a little bit.

>> fly from San Francisco. It's the queue covering Google Cloud next nineteen, Tio by Google Cloud and its ecosystem Partners. >> Okay, welcome back, everyone. We hear it live coverage here in San Francisco, in Moscow, near on the show floor at Google Cloud. Next. Hashtag Google next nineteen on John Barrier with Dave. A long thing with the Cube, where he with Amy Loki G Sweet vice president of U X for Google. Great to see you. Thanks for coming on. >> Thank you so much for having me. >> So we've been here. It's day two of three days of coverage. A lot of action here. Great profile of of attendees. You got developers. You've got a lot of corporate enterprise focus kind of cloud coming. Maid. She has been the part of the theme, But I loved your key. No, you're showing all the cool features of G. Sweep of the new innovations was kind of going away. What's coming around the corner? What was the mean exercise of Aquino was the main theme. What was the key message? >> Yeah, well, I think in general we are really excited about how g speed is adapting to the changing landscape of work. And so what you heard me talk about was really how we're seeing how ghee sweets, playing a key role and connecting mobile remote workforces. So those front line workers with the back office. And that's a scenario that we're seeing happening today with our customers and many different industries, some unexpected, some expected. So, you know, we heard about AirAsia aviation industry on DH. Then we also talked about a scenario in the retail industry. And so what we're seeing is that these frontline workers are using products like hangouts, chat to communicate very quickly and send data and information back to the back office. S O G. Sweets. Really helping make this immediate sharing of information available so that, you know, strategic decisions can be made based on the data and the information that this remote workforce has available to them. And so, you know, helping connect those groups is a key piece of, I think, where we see work going in the future. What if some >> of the innovations, because one thing is that we're power uses of G sweet disclosure, we use G sweet, happy customers. The productivity has always been a big one stand up very easily. Don't need it. Get search all this great. All these great features. But as people keep using it, you guys are innovating more. What of the key design and user experience? Innovations to help people remember more productive because no males not going away. You've got good filtering. What if some of the new things >> right, Right. Well, you know, I think I certainly a hot word, right? But that is something where we see, you know, plays a key role in the enterprise. Because what we found through a lot of the user research that my team has done and also just largely in the industry, is that people categorized their work into two things. One is kind of repetitive, mundane work that the things that they have to do but they don't really enjoy and the other would be their core work. That, they see, is their intellectual contribution that builds their profile, builds their reputation, makes the marketable, unemployable and so on. And so if you look at that category of that repetitive work hey, I can play a really amazing role in helping alleviate that mundane, repetitive work. And so, you know, great example of that. A smart compose which hopefully you views on. So what we look at is things like, say, a salutation in an email where you have to think about who are you addressing? How do you want to address some? How do you spell their name? We can alleviate that and make your composition much faster. S o The exciting announcement that we had today was that we are leveraging the Google assistant. So the assistant that you're used to using at home via your home devices are on your phone and we're connecting that to your Google calendar. And so you'LL be able to ask your assistant what you have on your schedule. You know what's ahead of you during your day. Be able to do that on the go. So, you know, I think in general one of the unique opportunities that we have with G suite is not only I, but taking these products that consumers know in love and bringing them into the enterprise. And so we see that that helps people adopted understand the products, but also just brings that like consumer grade simplicity and elegance in the design into the enterprise, which brings joy to the workplace. >> You talk about this kind of new vision of of how you're gonna work. And I I first started. It was introduced with the sweet because of collaboration features. I mean, to this day, if somebody wants to be to edit a document, if it's not in Google docks, I'm going to look at it. >> Not gonna tell >> you I'm not going to do when I got it. You get it? It's just a waste of time. So I want to work faster. Smarter? I want more productive. I wanted to be secure. And the great thing is, these features just show up. Yes. Yeah. You call that smart? Composed. I call it, finish my thought. So. So paint a vision of what that future of work looks like. >> Yeah, well, I mean, certainly we see that work is getting more distributed. Work is getting more mobile. You know, we see more and more that work forces are in many different locations, not just all together in one office. So what excites me about these tools is I really see them in ways that we kind of build relationships amongst colleagues that may not get to spend face to face time together. So whether that's through video conferencing, whether that's through chat, all of these tools play a critical role in really building connective ity and culture of a team so that they can do their best work together. And so I really think of them not just a CZ like productivity tools, but as relationship building tools on DH. So I think the more that the tools can almost just help facilitate humans connecting and communicating. That's when we're really going to elevate the way that people can work together. >> I think cloud is so disrupted. We've been talking all today and yesterday around how the disruptive business miles changed with SAS and Cloud and databases from databases to the front end and one of the things that we've seen over the years. The trends is O Cloud. First Mobile first, first Mobile first and cloud First data first. But one of the things we're seeing is that no one's really cracked the code yet on virtual First, where companies now could be virtual. You don't really need maybe even need an office for me when you say virtual first. That means having an HR app that's designed for remote and distributed work teams. This's becoming a trend. Now we're starting to see some visibility around this new virtual first. >> Yeah, you guys look >> at it that way You guys have any conversation about? Can you share any reaction to that concept of virtual first companies where the processes were tailored for those remote work forces that might gather for meetings physical face to face, but then have to go back and be digital? Yeah, it's on that. >> Uh, Well, yeah. I mean, I think it goes back. Tio, this distributed idea, right? People are working in different places, but I think also different time place an element as well to solve, you know, speak for Google. In particular, we have a global team, right? Which means my team is working on different time zones. It's different, you know, different places as well. So you have to find kind of like you said that virtual way to connect. It's definitely something that we're seeing. I don't know that I have anything specific to comment on it this time, and it's definitely a trend that we're aware of. How >> about you? I designed and user experience what some of the cutting edge techniques that are emerging that you're seeing that's working that you're doubling down on. Can you share some insight into what u ex think customers and users like? >> Sure, Well, I mean, I think one of the big thing is voice input, right? And so you hear a lot about conversational You y is certainly very much an emerging discipline within the field. So, you know, when I started this career path, it was all about pixels on a screen and how you might move and manipulate those pixels and interact with them. But now, with all the voice to text capability, it's really about how can you communicate in an interactive way with digital experience? But you don't necessarily have to use your hands right. You don't necessarily have to have an input device like a mouse or a keyboard, which is a really exciting space, right, because it also opens up a world of, you know, ways that we can bring in more diverse workforce together through assistive technology and accessibility features. Right? So one of the things that I was excited to demonstrate today eyes the transcription capability within a meeting. So using hangouts meet you'LL be able to transcribe the meeting and have that show up on text on the screen, which helps people with varying ways that they might want to engage, be able to engage with the conversation right >> there. Just taking notes >> first is taking the right person. You >> are listening to the whole, you know, recorded video aft. The fact, Yeah, yeah, time consuming. >> Absolutely. You could look at a transcription. So I do think that, like interaction, is going to be less necessarily about using a device that helps you interact and more about using a natural interface like a conversation. >> We had a highlight reel for the meetings. That >> way you get the hard life. That's machine learning could come in. I was asking about the inbox before. What did you learn from that initiative? What do you carrying over what could use his expect? >> Yeah, well, I mean, inbox certainly was a great way for us to experiment and try out different features. There was a lot that we learn from that product. Onda lot of it. We have brought over ways that we kind of come prioritized your messages. Help kind of remind you what to get back Teo and categorize them. And those are all things that we've learned from inbox and we'LL continue to carry for it and it to Gino >> One of things we hear all the time that we've been covering Google clouds. Really, since the beginning, security has always been a big part of it. One things that you guys do that I like is identifying malicious e mails. Right? So talk about how you guys interface because also, you've got a little warning. Gotta warn users. Well, maybe a visual thing as well. But also this tech involved, right? Security's a huge concern for fishing. Spear fishing, Right, So we're talking about that. >> What's fantastic about what we could do a female is like I mentioned this morning. This is a product that, you know, I think over one point five billion people use right, which means that our machine learning on that data is incredibly powerful. And that's how we're able to detect malicious e mails and protect you from them and also warn you. And it's where design plays a role, too, because, like you may have seen it, I know it for myself. I rarely see them, but when I d'Oh, there's a big red banner at the top of the email that warns you that this is an email you should probably be cautious around, right? Eso ITT's were designed plays a role in security. But also our technology really is, you know, kind of far above on. You know what >> you do notice? It's like, Are you sure you want to hit? Send this makes your right. Thank you. Thank >> you. The productivity is is also a double edged sword. You guys have been so good with filtering. I can't use the excuse almost being my spam folder. You guys do a great job of filtering out spam, and it's kind of killing the newsletter business. But there's a lot of stuff that you guys categorize this this kind of again back to the collective intelligence across the billions of signals or users. How do you guys look at that? What's the Can you share some insight on how that works is their secret sauce is there, You know, because you've got spam, you got, you know, not urgent. You got a ways to kind of bring all that out >> Yeah. You know, I'm probably not the best to comment on how that all works, you know, coming from or is it a secret arrest after >> some machine learning? >> So that's an element. But, you know, essentially, what we want to do is make sure that your most important messages are in the foreground. And then you Khun, respond to the other messages when you have the right time and you want to address this thing. So you know, I find for me it's actually useful to go through, and I'm in that mindset like maybe it's a Sunday morning while I'm having my lot go through the newsletters and see the things that I want to catch in Terms of promotions are offers things like that, and I like being able to compartmentalize my time that way. One of >> the nice things that I noticed that you guys a collective intelligence, always a good thing that's where data comes in is that you have these now reminded. Sometimes I see some stuff on my email or says, Hey, you might want to pay attention this evening. >> A little >> kind of pops up the nudge. Is that new? When does that come out. Is that something that's been around >> something that's been out for a bit? I don't remember specifically when we launched it, but it was probably in the last few months, kind of time frame. But yeah, that's another way that we want to make sure that you're not missing important messages. I find it incredibly useful at work because there are those messages that I read, and I think I'm going to respond right away, but something to divert me to something else. And then I pushes down the list, so I find that the accuracy on this is amazing as well. >> About search of discovery I was just one of the benefits of of G Suite is across the board surgeon. Cross correlation. Any innovations there? Any new kind of techniques that you're seeing around search and layout holders is going because anything new there were thinking around that. >> I spoke a bit this morning about clouds search, which is, you know, a product that we launched about two years ago and that really, that enables businesses bring the power of Google search into their business, and it's also a standalone products. So if businesses aren't totally ready to make the move to G suite. They can kind of dip a toe in the water by trying search within their business on DH. Then what was exciting that we announced today is we now allow third party connectivity, so clouds search will not just searched. Your corpus of G sweet data are Google data. It will search all types of data at your company. So you know, including things like cells for us or SAPI data on. So that means that now, for the end user benefit, they can search all of the digital assets at their company and all the people and get those results in one place >> because, I mean, I know I personally creating data faster than I could manage it. So having a powerful search like that, So that sounds like was gonna ask you that sounds like you help how you'LL help use your solve that problem. Yeah, absolutely. So that's a product that I can purchase a standalone you completely standalone. Whatever data I want >> all the data within your business. Yeah, and, you know, based on our research, we find that people spend an inordinate, inordinate amount of time at work, searching for information, right? So we can help cut down that time and help them find the thing that they need That saves people that kind of time at work. >> How do you price it is for users that there's a terabyte or >> I have to get back? >> Don't know. Don't >> know off the top >> of citrus and I'm ready to buy a castle only objective. Come on. Any >> question for you on a CZ you look at the Enterprise is a big enterprise. Focus. What have you learned in dealing with the enterprise? Because great born in the clouds standing up Jeez, we, like we've done ten years ago on then certainly won't get the corporate account been great for our business. But as enterprising had the legacy stuff, whether Microsoft outlook or whatever they have existing stuff that they're used to. What have you learned dealing with the enterprise either? Integration. Sarah experienced What? Can you share any insights to some of those learnings? >> Yeah, absolutely. I mean so one of the things that's tantamount the enterprises interoperability. And so we've been really focused on ensuring that the sweet works well with other products in the enterprise, and I think that is a continuing trend way. See more and more when we speak with our customers. They're not looking for a one size fits all solution for all of their software needs. They understand now that really employees have a lot more control and influence on the tools that they want to use on DH. That's where you really looking at. You know, an employee will try to seek out the tool that they think is the best user experience, and that's what they want to use in the work place. And so that means the employer, the enterprise has to be much more nimble about how they might put a complimentary group of tools together. Eh? So we've been very, very focused on ensuring that our products work well with other products, including Microsoft, but including, you know, other video conferencing solutions, hardware solutions and so on. >> Security. Something neat. Thanks so much for sharing the inside. The update on G Suite. Final question for him. Curious because you're going unique position. Vice president of U Ex share what your job is. What do you do on a day to day basis? There's through the day in the life for a year in the life. What do you work on? What's in the projects? What do your objective? What do you do for your job? Specifically? Were the key things? >> Yeah. I mean, the best part of my job is I get to be, you know, really close with our customers and users. And I see my job is kind of like cheap chief. Empathize, er right. And so really understanding the human need behind you know, users and what they need to accomplish. And I spoke today about one of the most rewarding aspects is helping people accomplish their most important goals. And that could be in their personal life. It could be for education on it could be in the workplace is well, too. And so for us, like my team does a lot of user research and design to understand. What are those big bulls that people have? What is the friction that they have in accomplishing those goals? And then how can our tools solve those problems for them and make a frictionless experience that brings delight and helps him accomplish great things? >> You're like a life coaching a psychologist, same time. Hear my problems? Amy, Thank you so much for sharing the inside. Great. Inside here in the Cube on the U ex behind G suite. Really successful platform. I've seen innovation on Web mail taking to a home of the level now into the enterprise. Excuse coverage here on the the show floor of Google Cloud. Next. I'm John for a day. Volonte, stay with us for more coverage after this short break.

from our studios in the heart of Silicon Valley Palo Alto California this is a cute conversation hello and welcome to this special cube conversation here in Palo Alto California cube headquarters I'm Jennifer echoes the cube our guest here is Megan Eisenberg CMO of a new hot company called trip actions formerly the CMO at MongoDB before that taki sign we've known each other some advisory boards great to see you yes great to see you as well so exciting new opportunity for you at trip actions just transitioned from MongoDB which by the way had great earnings they did what was the big secret to Mongo DB z earnings tell us well it's fresh and I think they're executing and their growth is amazing they're bringing their costs down I mean they're they've got product market fit their developers love them and so I'm proud and not surprised you're there for four years yeah transformed their go-to market so that fruits coming off the tree yes yeah it's exciting to see the you know process people technology all coming together and seeing them scale and do so well in the markets yes you know being here in 20 years living in California Palo Alto you see the rocket ships the ones that flame out the ones that make it and there's a pattern right when you start to see companies that are attracting talent ones that have pedigree VCS involved yeah raising the kind of rounds in a smart way where there's traction product market fit you kind of take special notice and one of the companies that you're now working for trip actions yes seems to have the parameters so it's off the pad it's going up its orbit or taking off you guys have really growing you got a new round of funding one hundred fifty million dollars yes unique application in a market that is waiting to be disrupted yes travel about company you work for transactions trip actions is a fast growing business travel platform we service customers like we work slack zoom box and we're growing we're adding 200 customers a month and it's amazing just to see these fast-growing companies right when they hit product market fit I think the keys are they've gotten a massive addressable market which we have 800 billion online travel they're solving a pain and they're disrupting a legacy the legacy providers that are out there we're three and a half years old and we are you know really focused on the customer experience giving you the choice that you want when you book making it easy down to six minutes not an hour to book something and we've got 24/7 support which not many can compete with you know it's interesting you know I look at these different ways of innovation especially SAS and mobile apps you know chapter one of this wave great economics yeah and once you get that unit economics visibility say great SAS efficacious happened but now we're kind of in a chapter two I think you guys kind of fit into this chapter to where it's not just SAS cuz you know we've seen travel sites get out there you book travel it's chapter two of SAS is about personalization you see machine learning you got cloud economics new ventures are coming out of the woodwork where you could take a unique idea innovate on it and disrupt a category that seems to be what you guys are doing talk about this new dynamic because this is not just another travel app when you guys are doing gets a unique angle on this applying some tech with the Corpse talked about that this chapter to kind of assess business I think when I think about chapter 2 I think about all the data that's out there I think about the machine learning I think about how we understand the user and personalize everything to them to make it frictionless and these apps that I love on my phone are because they they know what I want before I want it and I just took a trip to Dallas this week and the app knew I needed to check in it was one click told me my flight was delayed gave me options checked me in for my hotel I mean it was just amazing experience that I haven't seen before and it's really if you think about that that business travel trip there's 40 steps you have to do along the way there's got to be a way to make it easier because all we want to do is get to the business meeting and get back we don't want to deal with weather we don't want to deal with Hotel issues or flight changes and our app is specific to when you look at it you've got a chat 24/7 and someone's taking care of you that concierge service and we can do that because the amount of data we're looking at we're learning from it and we make it easier for travel manager half the people go rogue and don't even book through their travel solution it's because it's not tailored to them so this is the thing I want to get it so you guys aren't like a consumer app per se you have a specific unique target audience on this opportunity its travel management I'm I'm gonna date myself but back when I broke into the business they would have comes like Thomas Cook would handle all the travel for youlet Packard when I worked there in the 80s and you had these companies I had these contracts and they would do all the travel for the employees yes today it's hard to find that those solutions out there yes I would say it's hard to find one that you love and trip Actions has designed something that our travelers love and it is it's for business travel it's for your business trips it's taking care of your air your hotel your car your rail whatever you need and making sure that you can focus on the trip focus on getting there and not just the horrible experience we've all had it you travel a lot I traveled certainly back and forth to the East Coast and to take those problems away so I can focus on my business is what it's so just just look at this right so you guys are off to unicorn the funding great valuation growing like crazy got employees so people looking for jobs because they're hiring probably yeah but you're targeting not consumers to download the app it's for businesses that want to have company policies and take all that pressure off yes of the low so as a user can't buy myself can't just use the app or get I know you can Nano that's the the the whole thing is that as a user there's three things we're providing to one inventory and choice so you go and you know all the options you get the flight you want it's very clear and art we have a new storefront where it shows you what's in policy what's not so we've got that its ease of use it's booking quickly nobody wants to waste time dealing with this stuff right you want to go in booked quickly and then when you're on the trip you need 24/7 support because things go wrong airline travel gets cancelled weather happens you need to change something in your trip and so yes the user has the app on their phone can book it can you do it fast and can get support if they need it so stand alone usually can just use it as a consumer app but when you combine with business that's the magic that you guys see is that the opportunity yes I should say as a consumer as a business traveler so you're doing it through your company so I'm getting reimbursed for the companies the company is your customer yes the company's our customer is the traveler yes okay got it so if we want to have a travel desk in our company which we don't have yet yes it would we would sign up as a company and then all your employees would have the ease of use to book travel so what happens what's the sum of the numbers in terms of customers you have said 200 month-over-month yes we're over 1500 customers we're adding 200 a month we've got some significant growth it's amazing to see product market and the cost of the solution tell people $25 a booking and there's no add-on costs after that if you need to make as many changes as you need because of the trip calls on it you do it so basically per transaction yes well Little Feat one of our dollars yes okay so how do you guys see this growing for the company what's the some of the initiatives you guys are doing a new app yes mo what's what's the plan it's a massive market 800 billion right and we've only just started we've got a lot of customers but we've got many more to go after we are international so we have offices around the world we have an Amsterdam office we've got customers travelling all over so we're you know continuing to deliver on that experience and bringing on more customers we just on-boarded we were ten thousand travelers and will continue to onboard more and more so as head of marketing what's the current staff you have openings you mentioned yet some some some open recs yes yes hi are you gonna build out I've got 20 open Rex on the website so I'm hiring in all functions we're growing that fast and what's the marketing strategy what's your plan can you give it a little teaser on yes thinking core positioning go to market what are some of the things you're thinking about building out marketing CloudStack kind of thing what's what's going on all of these things my three top focuses are one marketing sales systems making sure we have that mark tech stack and that partnership with the sales tech stack second thing is marketing sales alignment that closed-loop we're building we're building pipeline making sure when people come in there's a perfect partnership to service what they need and then our our brand and messaging and it's the phase I love in these companies it's really building and it's the people process and technology to do that in the core positioning is what customer service being the most user-friendly what's the core position we're definitely focused on the traveler I would say we're we're balancing customer experience in making sure we get that adoption but also for the travel managers making sure that they can administer the solution and they get the adoption and we align the ascent in the incentives between the traveler and the travel manager and customer profile what small munis I business to large enterprise we have SMB and we're going all the way up to enterprise yes has it been much of a challenge out there in the business travel side I'm just don't know that's why I'm asking is like because we don't have one I can see our r-cube team having travel challenge we always do no centralizing that making that available but it'd have to be easier is it hard to get is there a lot of business travel firms out there is what are some of the challenges that you guys are going after there well I I think what matters is one picking the solution and being able to implement it quickly we have customers implementing in a week right it's understanding how we load your policies get you on board get your cut you're you're really your employees traveling and so it's pretty fast onboarding and we're able to tailor solutions to what people need what are some of the policies that are typical that might be out there that people like yeah so maybe for hotels you may have New York and your your policy is $500 a night what the I would say a normal typical behavior would someone would book it at $4.99 they go all the way up to the limit we've actually aligned our incentives with the travel managers and the employees and that if you save your company money you save and get rewards back so let's say you book it for 400 that $100 savings $30 goes back to the employee and rewards they can get an Amazon card donate to Cherry charity whatever they'd like to kind of act like an owner cuz they get a kickback yes that's the dot so that's how you an interest adoption yes what other adoption concerns you guys building around with the software and or programs to make it easy to use and we're constantly thinking about the experience we want to make sure just I mean I think about what I used to drive somewhere I'd pull out a map and map it out and then I got lucky and you could do MapQuest and now you have ways we are that ways experience when you're traveling we're thinking about everything you need to do that customer when they leave their front door all the way to the trip all the things that can hang them up along the way we're trying to remove that friction that's a very example I mean Waze is a great service yes these Google Maps or even Apple Maps ways everyone goes to backed away yes yeah I don't I mean ways did cause a lot of Street congestion the back streets of Palo Alto we're gonna expedite our travelers well it's a great utility new company what what attracted you to the opportunity when was some of the because you had a kid going over there MongoDB what it was the yeah motivation to come over to the hot startup yeah you know I love disruptive companies I love massive addressable markets good investors and a awesome mission that I can get behind you know I'm a mom of three kids and I did a lot of travel I'm your typical road warrior and I wanted to get rid of the pain of travel and the booking systems that existed before trip actions and so I was drawn to the team the market and the product that's awesome well you've been a great CMO your career has been phenomenal of great success as a CPM mother of three you know the challenges of juggling all this life is short you got to be using these apps to make sure you get on the right plane I mean I know I'm always getting back for my son's lacrosse game or yes event at school this is these are like it's like ways it's not necessary in the travel portfolio but it's a dynamic that the users care about this is the kind of thing that you guys are thinking about is that right yeah definitely I mean I always think about my mom when she worked in having three daughters and I work and have three daughters I feel like I can do so much more I've got door - I've got urban sitter I've got ways I've got Google Calendar I've got trip actions right I've got all these technologies that allow me to do more and not focus on things that are not that productive and I have no value add on it just makes me more efficient and productive how about some of the tech before we get in some of the industry questions I want to talk about some of the advantages on the tech side is there any machine learning involved what's some what's not what's some of the secret sauce and the app yeah definitely we're constantly learning our users preferences so when you go in we start to learn what you what hotels you're gonna select what where do you like to be near the office do you like to be near downtown we're looking at your flights do aisle window nobody wants middle yes but we're we're learning about your behaviors and we can predict pretty closely one if you're gonna book and two what you're gonna book and as we continue learning you that's why we make you more efficient that's why we can do it in six minutes instead of an hour that's awesome so Megan a lot of things going on you've been a progressive marker you love Terry's tech savvy you've done a lot of implementations but we're in a sea change now where you know people that think differently they gonna think okay I need to be on an app for your case with with business travel it's real policies there so you want to also make it good for the user experience again people centric this personalization has been kind of a cutting edge concept now in this chapter to a lot of CMOS are either they're they're not are trying to get there what are you finding in the industry these days that's a best practice to help people cross that bridge as they think they cracked the code on one side then realize wow it's a whole another chapter to go you know I think traditionally a lot of times we think we need we're aligning very much with sales and that matters that go to market marketing sales aligned but when it comes to products and a customer experience it's that alignment with marketing and the product and engineering team and really understanding the customer and what they want and listening and hearing and testing and and making sure we're partnering in those functions in terms of distribution getting the earned concept what's your thoughts on her and media yeah I mean I definitely think it's the direction right there's a ton of noise out there so you've got to be on topic you've got to understand what people care about you've got to hit them in the channel that they care about and very quick right is you don't have time nobody's gonna watch something that's 30 minutes long you get seconds and so part of the earned is making sure you're relevant you what they care about and they can find you and content big part of that for you guys huge part of it yes and understanding the influencers in the market who's talking about travel who's who is out there leading ahead you know leading in these areas that travel managers go and look to you know making sure we're in front of them and they get to see what we're delivering I like how you got the incentives of the employees to get kind of a line with the business I mean having that kind of the perks yes if you align with the company policies the reward could be a Starbucks card or vacation one more time oh whatever they the company want this is kind of the idea right yeah they kind of align the incentives and make the user experience both during travel and post travel successful that's right yes making sure that they are incented to go but they have a great experience okay if you explain the culture of the company to someone watching then maybe interested in using the app or buying you guys as a team what's the trip actions culture like if you had to describe it yeah I would say one we love travel too we are fast growing scaling and we're always raising the bar and so it's learning and it's moving fast but learning from it and continually to improve it's certainly about the user all of the users so not just the travel manager but our travelers themselves we love dogs if you ever come to the Palo Alto office we've got a lot of dogs we love our pups and just you know building something amazing and it's hard to be the employees gonna know that's a rocket ship so it's great get a hold on you got a run hard yes that's the right personality to handle the pace because you're hiring a lot of people and I think that's a part of the learning we need continual learning because we are scaling so fast you have to reinvent what we need to do next and not a lot of people have seen that type of scale and in order to do it you have to learn and help others learn and move fast well great to see you thanks for coming in and sharing the opportunity to give you the final plug for the company share what who you what positions you're hiring for what's your key hires what are you guys trying to do give a quick plug to the company yeah so I mean we've grown 5x and employees so we're hiring across the board from a marketing standpoint I'm hiring in content and product marketing I'm hiring designers I'm hiring technical I you know I love my marketing technology so we're building out our tech stack our website pretty much any function all right you heard it here trip actions so when you get the product visibility those unit economics as they say in the VC world they've got a rocket ship so congratulations keep it up yeah now you're in palo alto you can come visit us here anytime yes love to Meagen Eisenberg CMO trip access here inside the cube I'm John Ferrier thanks for watching you [Music]