>>Hey everyone, and welcome back to Las Vegas. Viva Las Vegas, baby. This is the Cube live at AWS Reinvent 2022 with tens of thousands of people. Lisa Martin here with Dave Valante. Dave, we've had some great conversations. This is day one of four days of wall to wall coverage on the cube. We've been talking data. Every company is a data company. Data protection, data resiliency, absolutely table stakes for organizations to, >>And I think ecosystem is the other big theme. And that really came to life last year. You know, we came out of the pandemic and it was like, wow, we are entering a new era. People no longer was the ecosystem worried about it, AWS competing with them. They were more worried about innovating and building on top of AWS and building their own value. And that's really, I think, the theme of the 2020s within the ecosystem. >>And we're gonna be talking about building on top of aws. Two guests join us, two alumni join us. Stephen Manley is here, the CTO of Druva. Welcome back. Jason crat as well is here. CIO and CTO of Summit Carbon Solutions. Guys, great to have you back on the program. >>Thank you. >>Let's start with you giving the audience an understanding of the company. What do you guys do? What do you deliver value for customers? All that good >>Stuff. Yeah, no, for sure. So Summit Carbon is the world's largest carbon capture and sequestration company capturing close to 15 million tons of carbon every year. So it doesn't go into the atmosphere. >>Wow, fantastic. Steven, the, the risk landscape today is crazy, right? There's, there's been massive changes. We've talked about this many times. What are some of the things, you know, ransomware is a, is, I know as you say, this is a, it's not a, if it's gonna happen, it's when it's how frequent, it's what's gonna be the damage. What are some of the challenges and concerns that you're hearing from customers out there today? >>Yeah, you know, it really comes down to three things. And, and everybody is, is terrified of ransomware and justifiably so. So, so the first thing that comes up is, how do I keep up? Because I have so much data in so many places, and the threats are evolving so quickly. I don't have enough money, I don't have enough people, I don't have enough skilled resources to be able to keep up. The second thing, and this ties in with what Dave said, is, is ecosystem. You know, it used to be that your, your backup was siloed, right? They'd sit in the basement and, and you wouldn't see, see them. But now they're saying, I've gotta work with my security team. So rather than hoping the security team stays away from me, how do I integrate with them? How do I tie together? And then the third one, which is on everybody's mind, is when that attack happens, and like you said, it's win and, and the bell rings and they come to me and they say, all right, it's time for you to recover. It's time for, for all this investment we've put in. Am I gonna be ready? Am I going to be able to execute? Because a ransom or recovery is so different than any other recovery they've ever done. So it's those three things that really are top of mind for >>How, so what is the, what are the key differences, if you could summarize? I mean, I >>Know it's so, so the first one is you can't trust the environment you're restoring into. Even with a disaster, it would finish and you'd say, okay, I'm gonna get my data center set up again and I'm gonna get things working. You know, when I try to recover, I don't know if everything's clean yet. I'm trying to recover while I'm still going through incident response. So that's one big difference. A second big difference is I'm not sure if the thing I'm recovering is good, I've gotta scan it. I've gotta make sure what's inside it is, is, is alright. And then the third thing is what we're seeing is the targets are usually not necessarily the crown jewels because those tend to be more protected. And so they're running into this, I need to recover a massive amount of what we might call tier two, tier three apps that I wasn't ready for because I've always been prepared for that tier one disaster. And so, so those three things they go, it's stuff I'm not prepared or covering. It's a flow. I'm not used to having to check things and I'm not sure where I'm gonna recover too when the, when the time comes. >>Yeah, just go ahead. Yeah, that's right. I mean, I think for me, the biggest concern is the blind spots of where did I actually back it up or not. You know, what did I get it? Cuz you, we always protect our e r p, we always protect these sort of classes of tiers of systems, but then it's like, oh, that user's email box didn't get it. Oh, that, you know, that one drive didn't get it. You know, or, or, or whatever it is. You know, the infrastructure behind it all. I forgot to back that up. That to me the blind spots are the scariest part of a ransomware attack. >>And, and if you think about it, some of the most high profile attacks, you know, on the, on the colonial pipeline, they didn't go after the core assets. They went after billing. That's right. But billing brought everything down so they're smart enough to say, right, I'm not gonna take the, the castle head on. Is there is they're that. Exactly. >>And so how do you, I get, I mean you can air gap and do things like that in terms of protecting the, the, the data, the corrupt data. How do you protect the corrupt environment? Like that's, that's a really challenging issue. Is >>It? I don't know. I mean, I'll, I'll you can go second here. I think that what's interesting to me about is that's what cloud's for. You can build as many environments as you want. You only pay for what you use, right? And so you have an opportunity to just reconstruct it. That's why things, everything is code matters. That's why having a cloud partner like Druva matters. So you can just go restore wherever you need to in a totally clean environment. >>So the answer is you gotta do it in the cloud. Yeah. What if it's on prem? >>So if it's on prem, what we see people do is, and, and, and this is where testing and, and where cloud can still be an asset, is you can look and say a lot of those assets I'm running in the data center, I could still recover in the cloud. And so you can go through DR testing and you can start to define what's in your on-prem so that you could make it, you know, so you can make it cloud recoverable. Now, a lot of the people that do that then say, well actually why am I even running this on prem anymore in the first place? I should just move this to the cloud now. But, but, but there are people in that interim step. But, but, but it's really important because you, you're gonna need a clean environment to play in. And it's so hard to have a clean environment set up in a data center cuz it basically means I'm not touching this, I'm just paying for something to sit idle. Whereas cloud, I can spin that up, right? Get a, a cloud foundation suite and, and just again, infrastructures code, spin things up, test it, spin it down. It doesn't cost me money on a daily basis. >>Jason, talk a little bit about how you are using Druva. Why Druva and give us a kind of a landscape of your IT environment with Druva. >>Yeah. You know, so when we first started, you know, we did have a competitor solution and, and, and it was only backing up, you know, we were a startup. It was only backing up our email. And so as you pointed out, the ecosystem really matters because we grew out of email pretty quick as a startup. And we had to have real use cases to protect and the legacy product just wouldn't support us. And so our whole direction, or my direction to my team is back it up wherever it is, you know, go get it. And so we needed somebody in the field, literally in the middle of Nebraska or Iowa to have their laptop backed up. We needed our infrastructure, our data center backed up and we needed our, our SaaS solutions backed up. We needed it all. And so we needed a partner like Druva to help us go get it wherever it's at. >>Talk about the value in, with Druva being cloud native. >>Yeah. To us it's a big deal, right? There's all sorts of products you could go by to go just do endpoint laptop protection or just do SAS backups. For us, the value is in learning one tool and mastering it and then taking it to wherever the data is. To me, we see a lot of value for that because we can have one team focus on one product, get good at it, and drive the value. >>That consolidation theme is big right now, you know, the economic headwinds and so forth. What was the catalyst for you? Was it, is that something you started, you know, years ago? Just it's good practice to do that? What's, >>Well, no, I mean luckily I'm in a very good position as a startup to do define it, you know, but I've been in those legacy organizations where we've got a lot of tech debt and then how do you consolidate your portfolio so that you can gain more value, right? Cause you only get one budget a year, right? And so I'm lucky in, in the learnings I've had in other enterprises to deal with this head on right now as we grow, don't add tech debt, put it in right. Today. >>Talk to us a little bit about the SaaS applications that you're backing up. You know, we, we talk a lot with customers, the shared, the shared responsibility model that a lot of customers aren't aware of. Where are you using that competing solution to protect SaaS applications before driven and talk about Yeah. The, the value in that going, the data protection is our responsibility and not the SA vendor. >>No, absolutely. I mean, and it is funny to go to, you know, it's like Office 365 applications and go to our, our CFO and a leadership and be like, no, we really gotta back it up to a third party. And they're like, but why? >>It's >>In the cloud, right? And so there's a lot of instruction I have to provide to my peers and, and, and my users to help them understand why these things matter. And, and, and it works out really well because we can show value really quick when anything happens. And now we get, I mean, even in SharePoint, people will come to us to restore things when they're fully empowered to do it. But my team's faster. And so we can just get it done for them. And so it's an extra from me, it's an extra SLA or never service level I can provide to my internal customers that, that gives them more faith and trust in my organization. >>How, how are the SEC op teams and the data protection teams, the backup teams, how are they coming together? Is is, is data protection backup just morphing into security? Is it more of an adjacency? What's that dynamic like? >>So I'd say right now, and, and I'll be curious to hear Jason's organization, but certainly what we see broadly is, you know, the, the teams are starting to work together, but I wouldn't say they're merging, right? Because, you know, you think of it in a couple of ways. The first is you've got a production environment and that needs to be secured. And then you've got a protection environment. And that protection environment also has to be secured. So the first conversation for a lot of backup teams is, alright, I need to actually work with the security team to make sure that, that my, my my backup environment, it's air gapped, it's encrypted, it's secured. Then I think the, the then I think you start to see people come together, especially as they go through, say, tabletop exercises for ransomware recovery, where it's, alright, where, where can the backup team add value here? >>Because certainly recovery, that's the basics. But as there log information you can provide, are there detection pieces that you can offer? So, so I think, you know, you start to see a partnership, but, but the reality is, you know, the, the two are still separate, right? Because, you know, my job as a a protection resiliency company is I wanna make sure that when you need your data, it's gonna be there for you. And I certainly want to, to to follow best secure practices and I wanna offer value to the security team, but there's a whole lot of the security ecosystem that I want to plug into. I'm not trying to replace them again. I want to be part of that broader ecosystem. >>So how, how do you guys approach it? Yeah, >>That's interesting. Yeah. So in my organization, we, we are one team and, and not to be too cheesy or you know, whatever, but as Amazon would say, security is job one. And so we treat it as if this is it. And so we never push something into production until we are ready. And ready to us means it's got a security package on it, it's backed up, the users have tested it, we are ready to go. It's not that we're ready just be to provide the service or the thing. It's that we are actually ready to productionize this. And so it's ready for production data and that slows us down in some cases. But that's where DevOps and this idea of just merging everything together into a central, how do we get this done together, has worked out really well for us. So, >>So it's really the DevOps team's responsibility. It's not a separate data protection function. >>Nope. Nope. We have specialists of course, right? Yeah, yeah. Because you need the extra level, the CISSPs and those people Yeah, yeah. To really know what they're doing, but they're just part of the team. Yeah. >>Talk about some of the business outcomes that you're achieving with Druva so far. >>Yeah. The business outcomes for me are, you know, I meet my SLAs that's promising. I can communicate that I feel more secure in the cloud and, and all of my workloads because I can restore it. And, and that to me helps everybody in my organization sleep well, sleep better. We are, we transport a lot of the carbon in a pipeline like Colonial. And so to us, we are, we are potential victims of, of a pipe, a non pipeline group, right? Attacking us, but it's carbon, you know, we're trying to get it outta atmosphere. And so by protecting it, no matter where it is, as long as we've got internet access, we can back it up. That provides tons of value to my team because we have hundreds of people in the field working for us every day who collect data and generate it. >>What would you say to a customer who's maybe on the fence looking at different technologies, why dva? >>You know, I think, you know, do the research in my mind, it'll win if you just do the research, right? I mean, there might be vendors that'll buy you nice dinners or whatever, and those are, those are nice things, but the, the reality is you have to protect your data no matter where it is. If it's in a SaaS application, if it's in a cloud provider, if it's infrastructure, wherever it is, you need it. And if you just go look at the facts, there it is, right? And so I, I'd say be objective. Look at the facts, it'll prove itself. >>Look at the data. There you go. Steven Druva recently announced a data resiliency guarantee with a big whopping financial sum. Talk to us a little bit about that, the value in it for your customers and for prospects, >>Right? So, so basically there's, there's really two parts to this guarantee. The first is, you know, across five different SLAs, and I'll talk about those, you know, if we violate those, the customers can get a payout of up to 10 million, right? So again, putting, putting our money where our mouth is in a pretty large amount. But, but for me, the exciting part, and this is, this is where Jason went, is it's about the SLAs, right? You know, one of Drew's goals is to say, look, we do the job for you, we do the service for you so you can offer that service to your company. And so the SLAs aren't just about ransomware, some of them certainly are, you know, that, that you're going to be able to recover your data in the event of a ransomware attack, that your data won't get exfiltrated as part of a ransomware attack. >>But also things like backup success rates, because as much as recovery matters a lot more than backup, you do need a backup if you're gonna be able to get that recovery done. There's also an SLA to say that, you know, if 10 years down the road you need to recover your data, it's still recoverable, right? So, so that kind of durability piece. And then of course the availability of the service because what's the point of a service if it's not there for you when you need it? And so, so having that breadth of coverage, I think really reflects who Druva is, which is we're doing this job for you, right? We want to make this this service available so you can focus on offering other value inside your business. And >>The insurance underwriters, if they threw holy water on >>That, they, they, they were okay with it. The legal people blessed it, you know, it, you know, the CEO signed off on it, the board of directors. So, you know, it, and it, it's all there in print, it's all there on the web. If you wanna look, you know, make sure, one of the things we wanted to be very clear on is that this isn't just a marketing gimmick that we're, we're putting, that we're putting substance behind it because a lot of these were already in our contracts anyway, because as a SAS vendor, you're signing up for service level agreements anyway. >>Yeah. But most of the service level agreements and SaaS vendors are crap. They're like, you know, hey, you know, if something bad happens, you know, we'll, we'll give you a credit, >>Right? >>For, you know, for when you were down. I mean, it's not, you never get into business impact. I mean, even aws, sorry, I mean, it's true. We're a customer. I read define print, I know what I'm signing up for. But, so that's, >>We read it a lot and we will not, we don't really care about the credits at all. We care about is it their force? Is it a partner? We trust, we fight that every day in our SLAs with our vendors >>In the end, right? I mean this, we are the last line of defense. We are the thing that keeps the business up and running. So if your business, you know, can't get to his data and can't operate, me coming to you and saying, Dave, I've got some credits for you after you, you know, after you declare bankruptcy, it'll be great. Yeah, that's not a win. >>It's no value, >>Not helpful. The goal's gotta be, your business is up and running cuz that's when we're both successful. So, so, so, you know, we view this as we're in it together, right? We wanna make sure your business succeeds. Again, it's not about slight of hand, it's not about, you know, just, just putting fine print in the contract. It's about standing up and delivering. Because if you can't do that, why are we here? Right? The number one thing we hear from our customers is Dr. Just works. And that's the thing I think I'm most proud of is Druva just works. >>So, speaking of Juva, just working, if there's a billboard in Santa Clara near the new offices about Druva, what's, what's the bumper sticker? What's the tagline? >>I, I, I think, I think that's it. I think Druva just works. Keeps your data safe. Simple as that. Safe and secure. Druva works to keep your data safe and secure. >>Saved me. >>Yeah. >>Truva just works. Guys, thanks so much for joining. David, me on the program. Great to have you back on the cube. Thank you. Talking about how you're working together, what Druva is doing to really putting, its its best foot forward. We appreciate your insights and your time. Thank >>You. Thanks guys. It's great to see you guys. Likewise >>The show for our guests and Dave Ante. I'm Lisa Martin, you're watching the Cube, the leader in enterprise and emerging tech coverage.

(upbeat music) >> Hi everyone. Welcome to theCUBE special presentation here in Palo Alto, California. I'm John Furrier, host of theCUBE. We got two great guests, one for calling in from Germany, or videoing in from Germany, one from Maryland. We've got VMware and AWS. This is the customer successes with VMware Cloud on AWS Showcase: Accelerating Business Transformation. Here in the Showcase at Samir Kadoo, worldwide VMware strategic alliance solution architect leader with AWS. Samir, great to have you. And Daniel Rethmeier, principal architect global AWS synergy at VMware. Guys, you guys are working together, you're the key players in this relationship as it rolls out and continues to grow. So welcome to theCUBE. >> Thank you, greatly appreciate it. >> Great to have you guys both on. As you know, we've been covering this since 2016 when Pat Gelsinger, then CEO, and then then CEO AWS at Andy Jassy did this. It kind of got people by surprise, but it really kind of cleaned out the positioning in the enterprise for the success of VM workloads in the cloud. VMware's had great success with it since and you guys have the great partnerships. So this has been like a really strategic, successful partnership. Where are we right now? You know, years later, we got this whole inflection point coming, you're starting to see this idea of higher level services, more performance are coming in at the infrastructure side, more automation, more serverless, I mean and AI. I mean, it's just getting better and better every year in the cloud. Kind of a whole 'nother level. Where are we? Samir, let's start with you on the relationship. >> Yeah, totally. So I mean, there's several things to keep in mind, right? So in 2016, right, that's when the partnership between AWS and VMware was announced. And then less than a year later, that's when we officially launched VMware Cloud on AWS. Years later, we've been driving innovation, working with our customers, jointly engineering this between AWS and VMware. Day in, day out, as far as advancing VMware Cloud on AWS. You know, even if you look at the innovation that takes place with the solution, things have modernized, things have changed, there's been advancements. You know, whether it's security focus, whether it's platform focus, whether it's networking focus, there's been modifications along the way, even storage, right, more recently. One of the things to keep in mind is we're looking to deliver value to our customers together. These are our joint customers. So there's hundreds of VMware and AWS engineers working together on this solution. And then factor in even our sales teams, right? We have VMware and AWS sales teams interacting with each other on a constant daily basis. We're working together with our customers at the end of the day too. Then we're looking to even offer and develop jointly engineered solutions specific to VMware Cloud on AWS. And even with VMware to other platforms as well. Then the other thing comes down to is where we have dedicated teams around this at both AWS and VMware. So even from solutions architects, even to our sales specialists, even to our account teams, even to specific engineering teams within the organizations, they all come together to drive this innovation forward with VMware Cloud on AWS and the jointly engineered solution partnership as well. And then I think one of the key things to keep in mind comes down to we have nearly 600 channel partners that have achieved VMware Cloud on AWS service competency. So think about it from the standpoint, there's 300 certified or validated technology solutions, they're now available to our customers. So that's even innovation right off the top as well. >> Great stuff. Daniel, I want to get to you in a second upon this principal architect position you have. In your title, you're the global AWS synergy person. Synergy means bringing things together, making it work. Take us through the architecture, because we heard a lot of folks at VMware explore this year, formerly VMworld, talking about how the workloads on IT has been completely transforming into cloud and hybrid, right? This is where the action is. Where are you? Is your customers taking advantage of that new shift? You got AIOps, you got ITOps changing a lot, you got a lot more automation, edges right around the corner. This is like a complete transformation from where we were just five years ago. What's your thoughts on the relationship? >> So at first, I would like to emphasize that our collaboration is not just that we have dedicated teams to help our customers get the most and the best benefits out of VMware Cloud and AWS, we are also enabling us mutually. So AWS learns from us about the VMware technology, where VMware people learn about the AWS technology. We are also enabling our channel partners and we are working together on customer projects. So we have regular assembles globally and also virtually on Slack and the usual suspect tools working together and listening to customers. That's very important. Asking our customers where are their needs? And we are driving the solution into the direction that our customers get the best benefits out of VMware Cloud on AWS. And over the time, we really have involved the solution. As Samir mentioned, we just added additional storage solutions to VMware Cloud on AWS. We now have three different instance types that cover a broad range of workloads. So for example, we just edited the I4i host, which is ideally for workloads that require a lot of CPU power, such as, you mentioned it, AI workloads. >> Yeah, so I want to get us just specifically on the customer journey and their transformation, you know, we've been reporting on Silicon angle in theCUBE in the past couple weeks in a big way that the ops teams are now the new devs, right? I mean that sounds a little bit weird, but IT operations is now part of a lot more DataOps, security, writing code, composing. You know, with open source, a lot of great things are changing. Can you share specifically what customers are looking for when you say, as you guys come in and assess their needs, what are they doing, what are some of the things that they're doing with VMware on AWS specifically that's a little bit different? Can you share some of and highlights there? >> That's a great point, because originally, VMware and AWS came from very different directions when it comes to speaking people and customers. So for example, AWS, very developer focused, whereas VMware has a very great footprint in the ITOps area. And usually these are very different teams, groups, different cultures, but it's getting together. However, we always try to address the customer needs, right? There are customers that want to build up a new application from the scratch and build resiliency, availability, recoverability, scalability into the application. But there are still a lot of customers that say, "Well, we don't have all of the skills to redevelop everything to refactor an application to make it highly available. So we want to have all of that as a service. Recoverability as a service, scalability as a service. We want to have this from the infrastructure." That was one of the unique selling points for VMware on-premise and now we are bringing this into the cloud. >> Samir, talk about your perspective. I want to get your thoughts, and not to take a tangent, but we had covered the AWS re:MARS, actually it was Amazon re:MARS, machine learning automation, robotics and space was really kind of the confluence of industrial IoT, software, physical. And so when you look at like the IT operations piece becoming more software, you're seeing things about automation, but the skill gap is huge. So you're seeing low code, no code, automation, you know, "Hey Alexa, deploy a Kubernetes cluster." Yeah, I mean that's coming, right? So we're seeing this kind of operating automation meets higher level services, meets workloads. Can you unpack that and share your opinion on what you see there from an Amazon perspective and how it relates to this? >> Yeah. Yeah, totally, right? And you know, look at it from the point of view where we said this is a jointly engineered solution, but it's not migrating to one option or the other option, right? It's more or less together. So even with VMware Cloud on AWS, yes it is utilizing AWS infrastructure, but your environment is connected to that AWS VPC in your AWS account. So if you want to leverage any of the native AWS services, so any of the 200 plus AWS services, you have that option to do so. So that's going to give you that power to do certain things, such as, for example, like how you mentioned with IoT, even with utilizing Alexa, or if there's any other service that you want to utilize, that's the joining point between both of the offerings right off the top. Though with digital transformation, right, you have to think about where it's not just about the technology, right? There's also where you want to drive growth in the underlying technology even in your business. Leaders are looking to reinvent their business, they're looking to take different steps as far as pursuing a new strategy, maybe it's a process, maybe it's with the people, the culture, like how you said before, where people are coming in from a different background, right? They may not be used to the cloud, they may not be used to AWS services, but now you have that capability to mesh them together. >> Okay. >> Then also- >> Oh, go ahead, finish your thought. >> No, no, no, I was going to say what it also comes down to is you need to think about the operating model too, where it is a shift, right? Especially for that vStor admin that's used to their on-premises environment. Now with VMware Cloud on AWS, you have that ability to leverage a cloud, but the investment that you made and certain things as far as automation, even with monitoring, even with logging, you still have that methodology where you can utilize that in VMware Cloud on AWS too. >> Daniel, I want to get your thoughts on this because at Explore and after the event, as we prep for CubeCon and re:Invent coming up, the big AWS show, I had a couple conversations with a lot of the VMware customers and operators, and it's like hundreds of thousands of users and millions of people talking about and peaked on VMware, interested in VMware. The common thread was one person said, "I'm trying to figure out where I'm going to put my career in the next 10 to 15 years." And they've been very comfortable with VMware in the past, very loyal, and they're kind of talking about, I'm going to be the next cloud, but there's no like role yet. Architects, is it solution architect, SRE? So you're starting to see the psychology of the operators who now are going to try to make these career decisions. Like what am I going to work on? And then it's kind of fuzzy, but I want to get your thoughts, how would you talk to that persona about the future of VMware on, say, cloud for instance? What should they be thinking about? What's the opportunity? And what's going to happen? >> So digital transformation definitely is a huge change for many organizations and leaders are perfectly aware of what that means. And that also means to some extent, concerns with your existing employees. Concerns about do I have to relearn everything? Do I have to acquire new skills and trainings? Is everything worthless I learned over the last 15 years of my career? And the answer is to make digital transformation a success, we need not just to talk about technology, but also about process, people, and culture. And this is where VMware really can help because if you are applying VMware Cloud on AWS to your infrastructure, to your existing on-premise infrastructure, you do not need to change many things. You can use the same tools and skills, you can manage your virtual machines as you did in your on-premise environment, you can use the same managing and monitoring tools, if you have written, and many customers did this, if you have developed hundreds of scripts that automate tasks and if you know how to troubleshoot things, then you can use all of that in VMware Cloud on AWS. And that gives not just leaders, but also the architects at customers, the operators at customers, the confidence in such a complex project. >> The consistency, very key point, gives them the confidence to go. And then now that once they're confident, they can start committing themselves to new things. Samir, you're reacting to this because on your side, you've got higher level services, you've got more performance at the hardware level. I mean, a lot improvements. So, okay, nothing's changed, I can still run my job, now I got goodness on the other side. What's the upside? What's in it for the customer there? >> Yeah, so I think what it comes down to is they've already been so used to or entrenched with that VMware admin mentality, right? But now extending that to the cloud, that's where now you have that bridge between VMware Cloud on AWS to bridge that VMware knowledge with that AWS knowledge. So I will look at it from the point of view where now one has that capability and that ability to just learn about the cloud. But if they're comfortable with certain aspects, no one's saying you have to change anything. You can still leverage that, right? But now if you want to utilize any other AWS service in conjunction with that VM that resides maybe on-premises or even in VMware Cloud on AWS, you have that option to do so. So think about it where you have that ability to be someone who's curious and wants to learn. And then if you want to expand on the skills, you certainly have that capability to do so. >> Great stuff, I love that. Now that we're peeking behind the curtain here, I'd love to have you guys explain, 'cause people want to know what's goes on behind the scenes. How does innovation get happen? How does it happen with the relationships? Can you take us through a day in the life of kind of what goes on to make innovation happen with the joint partnership? Do you guys just have a Zoom meeting, do you guys fly out, you write code, go do you ship things? I mean, I'm making it up, but you get the idea. How does it work? What's going on behind the scenes? >> So we hope to get more frequently together in-person, but of course we had some difficulties over the last two to three years. So we are very used to Zoom conferences and Slack meetings. You always have to have the time difference in mind if you are working globally together. But what we try, for example, we have regular assembles now also in-person, geo-based, so for AMEA, for the Americas, for APJ. And we are bringing up interesting customer situations, architectural bits and pieces together. We are discussing it always to share and to contribute to our community. >> What's interesting, you know, as events are coming back, Samir, before you weigh in this, I'll comment as theCUBE's been going back out to events, we're hearing comments like, "What pandemic? We were more productive in the pandemic." I mean, developers know how to work remotely and they've been on all the tools there, but then they get in-person, they're happy to see people, but no one's really missed the beat. I mean, it seems to be very productive, you know, workflow, not a lot of disruption. More, if anything, productivity gains. >> Agreed, right? I think one of the key things to keep in mind is even if you look at AWS's, and even Amazon's leadership principles, right? Customer obsession, that's key. VMware is carrying that forward as well. Where we are working with our customers, like how Daniel said and meant earlier, right? We might have meetings at different time zones, maybe it's in-person, maybe it's virtual, but together we're working to listen to our customers. You know, we're taking and capturing that feedback to drive innovation in VMware Cloud on AWS as well. But one of the key things to keep in mind is yes, there has been the pandemic, we might have been disconnected to a certain extent, but together through technology, we've been able to still communicate, work with our customers, even with VMware in between, with AWS and whatnot, we had that flexibility to innovate and continue that innovation. So even if you look at it from the point of view, right? VMware Cloud on AWS Outposts, that was something that customers have been asking for. We've been able to leverage the feedback and then continue to drive innovation even around VMware Cloud on AWS Outposts. So even with the on-premises environment, if you're looking to handle maybe data sovereignty or compliance needs, maybe you have low latency requirements, that's where certain advancements come into play, right? So the key thing is always to maintain that communication track. >> In our last segment we did here on this Showcase, we listed the accomplishments and they were pretty significant. I mean geo, you got the global rollouts of the relationship. It's just really been interesting and people can reference that, we won't get into it here. But I will ask you guys to comment on, as you guys continue to evolve the relationship, what's in it for the customer? What can they expect next? Because again, I think right now, we're at an inflection point more than ever. What can people expect from the relationship and what's coming up with re:Invent? Can you share a little bit of kind of what's coming down the pike? >> So one of the most important things we have announced this year, and we will continue to evolve into that direction, is independent scale of storage. That absolutely was one of the most important items customer asked for over the last years. Whenever you are requiring additional storage to host your virtual machines, you usually in VMware Cloud on AWS, you have to add additional nodes. Now we have three different node types with different ratios of compute, storage, and memory. But if you only require additional storage, you always have to get also additional compute and memory and you have to pay for it. And now with two solutions which offer choice for the customers, like FS6 wanted a ONTAP and VMware Cloud Flex Storage, you now have two cost effective opportunities to add storage to your virtual machines. And that offers opportunities for other instance types maybe that don't have local storage. We are also very, very keen looking forward to announcements, exciting announcements, at the upcoming events. >> Samir, what's your reaction take on what's coming down on your side? >> Yeah, I think one of the key things to keep in mind is we're looking to help our customers be agile and even scaled with their needs, right? So with VMware Cloud on AWS, that's one of the key things that comes to mind, right? There are going to be announcements, innovations, and whatnot with upcoming events. But together, we're able to leverage that to advance VMware cloud on AWS. To Daniel's point, storage for example, even with host offerings. And then even with decoupling storage from compute and memory, right? Now you have the flexibility where you can do all of that. So to look at it from the standpoint where now with 21 regions where we have VMware Cloud on AWS available as well, where customers can utilize that as needed when needed, right? So it comes down to, you know, transformation will be there. Yes, there's going to be maybe where workloads have to be adapted where they're utilizing certain AWS services, but you have that flexibility and option to do so. And I think with the continuing events, that's going to give us the options to even advance our own services together. >> Well you guys are in the middle of it, you're in the trenches, you're making things happen, you've got a team of people working together. My final question is really more of a kind of a current situation, kind of future evolutionary thing that you haven't seen this before. I want to get both of your reaction to it. And we've been bringing this up in the open conversations on theCUBE is in the old days, let's go back this generation, you had ecosystems, you had VMware had an ecosystem, AWS had an ecosystem. You know, we have a product, you have a product, biz dev deals happen, people sign relationships, and they do business together and they sell each other's products or do some stuff. Now it's more about architecture, 'cause we're now in a distributed large scale environment where the role of ecosystems are intertwining and you guys are in the middle of two big ecosystems. You mentioned channel partners, you both have a lot of partners on both sides, they come together. So you have this now almost a three dimensional or multidimensional ecosystem interplay. What's your thoughts on this? Because it's about the architecture, integration is a value, not so much innovations only. You got to do innovation, but when you do innovation, you got to integrate it, you got to connect it. So how do you guys see this as an architectural thing, start to see more technical business deals? >> So we are removing dependencies from individual ecosystems and from individual vendors. So a customer no longer has to decide for one vendor and then it is a very expensive and high effort project to move away from that vendor, which ties customers even closer to specific vendors. We are removing these obstacles. So with VMware Cloud on AWS, moving to the cloud, firstly it's not a dead end. If you decide at one point in time because of latency requirements or maybe some compliance requirements, you need to move back into on-premise, you can do this. If you decide you want to stay with some of your services on-premise and just run a couple of dedicated services in the cloud, you can do this and you can man manage it through a single pane of glass. That's quite important. So cloud is no longer a dead end, it's no longer a binary decision, whether it's on-premise or the cloud, it is the cloud. And the second thing is you can choose the best of both worlds, right? If you are migrating virtual machines that have been running in your on-premise environment to VMware Cloud on AWS either way in a very, very fast cost effective and safe way, then you can enrich, later on enrich these virtual machines with services that are offered by AWS, more than 200 different services ranging from object-based storage, load balancing, and so on. So it's an endless, endless possibility. >> We call that super cloud in the way that we generically defining it where everyone's innovating, but yet there's some common services. But the differentiation comes from innovation where the lock in is the value, not some spec, right? Samir, this is kind of where cloud is right now. You guys are not commodity, amazon's completely differentiating, but there's some commodity things happen. You got storage, you got compute, but then you got now advances in all areas. But partners innovate with you on their terms. >> Absolutely. >> And everybody wins. >> Yeah, I 100% agree with you. I think one of the key things, you know, as Daniel mentioned before, is where it's a cross education where there might be someone who's more proficient on the cloud side with AWS, maybe more proficient with the VMware's technology. But then for partners, right? They bridge that gap as well where they come in and they might have a specific niche or expertise where their background, where they can help our customers go through that transformation. So then that comes down to, hey, maybe I don't know how to connect to the cloud, maybe I don't know what the networking constructs are, maybe I can leverage that partner. That's one aspect to go about it. Now maybe you migrated that workload to VMware Cloud on AWS. Maybe you want to leverage any of the native AWS services or even just off the top, 200 plus AWS services, right? But it comes down to that skillset, right? So again, solutions architecture at the back of the day, end of the day, what it comes down to is being able to utilize the best of both worlds. That's what we're giving our customers at the end of the day. >> I mean, I just think it's a refactoring and innovation opportunity at all levels. I think now more than ever, you can take advantage of each other's ecosystems and partners and technologies and change how things get done with keeping the consistency. I mean, Daniel, you nailed that, right? I mean you don't have to do anything. You still run it. Just spear the way you're working on it and now do new things. This is kind of a cultural shift. >> Yeah, absolutely. And if you look, not every customer, not every organization has the resources to refactor and re-platform everything. And we give them a very simple and easy way to move workloads to the cloud. Simply run them and at the same time, they can free up resources to develop new innovations and grow their business. >> Awesome. Samir, thank you for coming on. Daniel, thank you for coming to Germany. >> Thank you. Oktoberfest, I know it's evening over there, weekend's here. And thank you for spending the time. Samir, give you the final word. AWS re:Invent's coming up. We're preparing, we're going to have an exclusive with Adam, with Fryer, we'd do a curtain raise, and do a little preview. What's coming down on your side with the relationship and what can we expect to hear about what you got going on at re:Invent this year? The big show? >> Yeah, so I think Daniel hit upon some of the key points, but what I will say is we do have, for example, specific sessions, both that VMware's driving and then also that AWS is driving. We do have even where we have what are called chalk talks. So I would say, and then even with workshops, right? So even with the customers, the attendees who are there, whatnot, if they're looking to sit and listen to a session, yes that's there, but if they want to be hands-on, that is also there too. So personally for me as an IT background, been in sysadmin world and whatnot, being hands-on, that's one of the key things that I personally am looking forward. But I think that's one of the key ways just to learn and get familiar with the technology. >> Yeah, and re:Invent's an amazing show for the in-person. You guys nail it every year. We'll have three sets this year at theCUBE and it's becoming popular. We have more and more content. You guys got live streams going on, a lot of content, a lot of media. So thanks for sharing that. Samir, Daniel, thank you for coming on on this part of the Showcase episode of really the customer successes with VMware Cloud on AWS, really accelerating business transformation with AWS and VMware. I'm John Furrier with theCUBE, thanks for watching. (upbeat music)

>>Hi everyone. Welcome to the Cube special presentation here in Palo Alto, California. I'm John Foer, host of the Cube. We've got two great guests, one for calling in from Germany, our videoing in from Germany, one from Maryland. We've got VMware and aws. This is the customer successes with VMware cloud on AWS showcase, accelerating business transformation here in the showcase with Samir Candu Worldwide. VMware strategic alliance solution, architect leader with AWS Samir. Great to have you and Daniel Re Myer, principal architect global AWS synergy at VMware. Guys, you guys are, are working together. You're the key players in the re relationship as it rolls out and continues to grow. So welcome to the cube. >>Thank you. Greatly appreciate it. >>Great to have you guys both on, As you know, we've been covering this since 2016 when Pat Geling, then CEO and then then CEO AWS at Andy Chasy did this. It kind of got people by surprise, but it really kind of cleaned out the positioning in the enterprise for the success. OFM workloads in the cloud. VMware's had great success with it since, and you guys have the great partnerships. So this has been like a really strategic, successful partnership. Where are we right now? You know, years later we got this whole inflection point coming. You're starting to see, you know, this idea of higher level services, more performance are coming in at the infrastructure side. More automation, more serverless, I mean, and a, I mean it's just getting better and better every year in the cloud. Kinda a whole nother level. Where are we, Samir? Let's start with you on, on the relationship. >>Yeah, totally. So I mean, there's several things to keep in mind, right? So in 2016, right, that's when the partnership between AWS and VMware was announced, and then less than a year later, that's when we officially launched VMware cloud on aws. Years later, we've been driving innovation, working with our customers, jointly engineering this between AWS and VMware day in, day out. As far as advancing VMware cloud on aws. You know, even if you look at the innovation that takes place with a solution, things have modernized, things have changed, there's been advancements, you know, whether it's security focus, whether it's platform focus, whether it's networking focus, there's been modifications along the way, even storage, right? More recently, one of the things to keep in mind is we're looking to deliver value to our customers together. These are our joint customers. So there's hundreds of VMware and AWS engineers working together on this solution. >>And then factor in even our sales teams, right? We have VMware and AWS sales teams interacting with each other on a constant daily basis. We're working together with our customers at the end of the day too. Then we're looking to even offer and develop jointly engineered solutions specific to VMware cloud on aws, and even with VMware's, other platforms as well. Then the other thing comes down to is where we have dedicated teams around this at both AWS and VMware. So even from solutions architects, even to our sales specialists, even to our account teams, even to specific engineering teams within the organizations, they all come together to drive this innovation forward with VMware cloud on AWS and the jointly engineered solution partnership as well. And then I think one of the key things to keep in mind comes down to we have nearly 600 channel partners that have achieved VMware cloud on AWS service competency. So think about it from the standpoint there's 300 certified or validated technology solutions, they're now available to our customers. So that's even innovation right off the top as well. >>Great stuff. Daniel, I wanna get to you in a second. Upon this principal architect position you have in your title, you're the global a synergy person. Synergy means bringing things together, making it work. Take us through the architecture, because we heard a lot of folks at VMware explore this year, formerly world, talking about how the, the workloads on it has been completely transforming into cloud and hybrid, right? This is where the action is. Where are you? Is your customers taking advantage of that new shift? You got AI ops, you got it. Ops changing a lot, you got a lot more automation edges right around the corner. This is like a complete transformation from where we were just five years ago. What's your thoughts on the >>Relationship? So at at, at first, I would like to emphasize that our collaboration is not just that we have dedicated teams to help our customers get the most and the best benefits out of VMware cloud on aws. We are also enabling US mutually. So AWS learns from us about the VMware technology, where VMware people learn about the AWS technology. We are also enabling our channel partners and we are working together on customer projects. So we have regular assembled globally and also virtually on Slack and the usual suspect tools working together and listening to customers, that's, that's very important. Asking our customers where are their needs? And we are driving the solution into the direction that our customers get the, the best benefits out of VMware cloud on aws. And over the time we, we really have involved the solution. As Samia mentioned, we just added additional storage solutions to VMware cloud on aws. We now have three different instance types that cover a broad range of, of workload. So for example, we just added the I four I host, which is ideally for workloads that require a lot of CPU power, such as you mentioned it, AI workloads. >>Yeah. So I wanna guess just specifically on the customer journey and their transformation. You know, we've been reporting on Silicon angle in the queue in the past couple weeks in a big way that the OPS teams are now the new devs, right? I mean that sounds OP a little bit weird, but operation IT operations is now part of the, a lot more data ops, security writing code composing, you know, with open source, a lot of great things are changing. Can you share specifically what customers are looking for when you say, as you guys come in and assess their needs, what are they doing? What are some of the things that they're doing with VMware on AWS specifically that's a little bit different? Can you share some of and highlights there? >>That, that's a great point because originally VMware and AWS came from very different directions when it comes to speaking people at customers. So for example, aws very developer focused, whereas VMware has a very great footprint in the IT ops area. And usually these are very different, very different teams, groups, different cultures, but it's, it's getting together. However, we always try to address the customers, right? There are customers that want to build up a new application from the scratch and build resiliency, availability, recoverability, scalability into the application. But there are still a lot of customers that say, well we don't have all of the skills to redevelop everything to refactor an application to make it highly available. So we want to have all of that as a service, recoverability as a service, scalability as a service. We want to have this from the infrastructure. That was one of the unique selling points for VMware on premise and now we are bringing this into the cloud. >>Samir, talk about your perspective. I wanna get your thoughts, and not to take a tangent, but we had covered the AWS remar of, actually it was Amazon res machine learning automation, robotics and space. It was really kinda the confluence of industrial IOT software physical. And so when you look at like the IT operations piece becoming more software, you're seeing things about automation, but the skill gap is huge. So you're seeing low code, no code automation, you know, Hey Alexa, deploy a Kubernetes cluster. Yeah, I mean, I mean that's coming, right? So we're seeing this kind of operating automation meets higher level services meets workloads. Can you unpack that and share your opinion on, on what you see there from an Amazon perspective and how it relates to this? >>Yeah, totally. Right. And you know, look at it from the point of view where we said this is a jointly engineered solution, but it's not migrating to one option or the other option, right? It's more or less together. So even with VMware cloud on aws, yes it is utilizing AWS infrastructure, but your environment is connected to that AWS VPC in your AWS account. So if you wanna leverage any of the native AWS services, so any of the 200 plus AWS services, you have that option to do so. So that's gonna give you that power to do certain things, such as, for example, like how you mentioned with iot, even with utilizing Alexa or if there's any other service that you wanna utilize, that's the joining point between both of the offerings. Right off the top though, with digital transformation, right? You, you have to think about where it's not just about the technology, right? There's also where you want to drive growth in the underlying technology. Even in your business leaders are looking to reinvent their business. They're looking to take different steps as far as pursuing a new strategy. Maybe it's a process, maybe it's with the people, the culture, like how you said before, where people are coming in from a different background, right? They may not be used to the cloud, they may not be used to AWS services, but now you have that capability to mesh them together. Okay. Then also, Oh, >>Go ahead, finish >>Your thought. No, no, I was gonna say, what it also comes down to is you need to think about the operating model too, where it is a shift, right? Especially for that VS four admin that's used to their on-premises at environment. Now with VMware cloud on aws, you have that ability to leverage a cloud, but the investment that you made and certain things as far as automation, even with monitoring, even with logging, yeah. You still have that methodology where you can utilize that in VMware cloud on AWS two. >>Danielle, I wanna get your thoughts on this because at at explore and, and, and after the event, now as we prep for Cuban and reinvent coming up the big AWS show, I had a couple conversations with a lot of the VMware customers and operators and it's like hundreds of thousands of, of, of, of users and millions of people talking about and and peaked on VM we're interested in v VMware. The common thread was one's one, one person said, I'm trying to figure out where I'm gonna put my career in the next 10 to 15 years. And they've been very comfortable with VMware in the past, very loyal, and they're kind of talking about, I'm gonna be the next cloud, but there's no like role yet architects, is it Solution architect sre. So you're starting to see the psychology of the operators who now are gonna try to make these career decisions, like how, what am I gonna work on? And it's, and that was kind of fuzzy, but I wanna get your thoughts. How would you talk to that persona about the future of VMware on, say, cloud for instance? What should they be thinking about? What's the opportunity and what's gonna happen? >>So digital transformation definitely is a huge change for many organizations and leaders are perfectly aware of what that means. And that also means in, in to to some extent, concerns with your existing employees. Concerns about do I have to relearn everything? Do I have to acquire new skills? And, and trainings is everything worthless I learned over the last 15 years of my career? And the, the answer is to make digital transformation a success. We need not just to talk about technology, but also about process people and culture. And this is where VMware really can help because if you are applying VMware cloud on a, on AWS to your infrastructure, to your existing on-premise infrastructure, you do not need to change many things. You can use the same tools and skills, you can manage your virtual machines as you did in your on-premise environment. You can use the same managing and monitoring tools. If you have written, and many customers did this, if you have developed hundreds of, of scripts that automate tasks and if you know how to troubleshoot things, then you can use all of that in VMware cloud on aws. And that gives not just leaders, but but also the architects at customers, the operators at customers, the confidence in, in such a complex project, >>The consistency, very key point, gives them the confidence to go and, and then now that once they're confident they can start committing themselves to new things. Samir, you're reacting to this because you know, on your side you've got higher level services, you got more performance at the hardware level. I mean, lot improvement. So, okay, nothing's changed. I can still run my job now I got goodness on the other side. What's the upside? What's in it for the, for the, for the customer there? >>Yeah, so I think what it comes down to is they've already been so used to or entrenched with that VMware admin mentality, right? But now extending that to the cloud, that's where now you have that bridge between VMware cloud on AWS to bridge that VMware knowledge with that AWS knowledge. So I will look at it from the point of view where now one has that capability and that ability to just learn about the cloud, but if they're comfortable with certain aspects, no one's saying you have to change anything. You can still leverage that, right? But now if you wanna utilize any other AWS service in conjunction with that VM that resides maybe on premises or even in VMware cloud on aws, you have that option to do so. So think about it where you have that ability to be someone who's curious and wants to learn. And then if you wanna expand on the skills, you certainly have that capability to do so. >>Great stuff. I love, love that. Now that we're peeking behind the curtain here, I'd love to have you guys explain, cuz people wanna know what's goes on in behind the scenes. How does innovation get happen? How does it happen with the relationship? Can you take us through a day in the life of kind of what goes on to make innovation happen with the joint partnership? You guys just have a zoom meeting, Do you guys fly out, you write go do you ship thing? I mean I'm making it up, but you get the idea, what's the, what's, how does it work? What's going on behind the scenes? >>So we hope to get more frequently together in person, but of course we had some difficulties over the last two to three years. So we are very used to zoom conferences and and Slack meetings. You always have to have the time difference in mind if we are working globally together. But what we try, for example, we have reg regular assembled now also in person geo based. So for emia, for the Americas, for aj. And we are bringing up interesting customer situations, architectural bits and pieces together. We are discussing it always to share and to contribute to our community. >>What's interesting, you know, as, as events are coming back to here, before you get, you weigh in, I'll comment, as the cube's been going back out to events, we are hearing comments like what, what pandemic we were more productive in the pandemic. I mean, developers know how to work remotely and they've been on all the tools there, but then they get in person, they're happy to see people, but there's no one's, no one's really missed the beat. I mean it seems to be very productive, you know, workflow, not a lot of disruption. More if anything, productivity gains. >>Agreed, right? I think one of the key things to keep in mind is, you know, even if you look at AWS's and even Amazon's leadership principles, right? Customer obsession, that's key. VMware is carrying that forward as well. Where we are working with our customers, like how Daniel said met earlier, right? We might have meetings at different time zones, maybe it's in person, maybe it's virtual, but together we're working to listen to our customers. You know, we're taking and capturing that feedback to drive innovation and VMware cloud on AWS as well. But one of the key things to keep in mind is yes, there have been, there has been the pandemic, we might have been disconnected to a certain extent, but together through technology we've been able to still communicate work with our customers. Even with VMware in between, with AWS and whatnot. We had that flexibility to innovate and continue that innovation. So even if you look at it from the point of view, right? VMware cloud on AWS outposts, that was something that customers have been asking for. We've been been able to leverage the feedback and then continue to drive innovation even around VMware cloud on AWS outposts. So even with the on premises environment, if you're looking to handle maybe data sovereignty or compliance needs, maybe you have low latency requirements, that's where certain advancements come into play, right? So the key thing is always to maintain that communication track. >>And our last segment we did here on the, on this showcase, we listed the accomplishments and they were pretty significant. I mean go, you got the global rollouts of the relationship. It's just really been interesting and, and people can reference that. We won't get into it here, but I will ask you guys to comment on, as you guys continue to evolve the relationship, what's in it for the customer? What can they expect next? Cuz again, I think right now we're in at a, an inflection point more than ever. What can people expect from the relationship and what's coming up with reinvent? Can you share a little bit of kind of what's coming down the pike? >>So one of the most important things we have announced this year, and we will continue to evolve into that direction, is independent scale of storage. That absolutely was one of the most important items customer asked us for over the last years. Whenever, whenever you are requiring additional storage to host your virtual machines, you usually in VMware cloud on aws, you have to add additional notes. Now we have three different note types with different ratios of compute, storage and memory. But if you only require additional storage, you always have to get also additional compute and memory and you have to pay. And now with two solutions which offer choice for the customers, like FS six one, NetApp onap, and VMware cloud Flex Storage, you now have two cost effective opportunities to add storage to your virtual machines. And that offers opportunities for other instance types maybe that don't have local storage. We are also very, very keen looking forward to announcements, exciting announcements at the upcoming events. >>Samir, what's your, what's your reaction take on the, on what's coming down on your side? >>Yeah, I think one of the key things to keep in mind is, you know, we're looking to help our customers be agile and even scale with their needs, right? So with VMware cloud on aws, that's one of the key things that comes to mind, right? There are gonna be announcements, innovations and whatnot with outcoming events. But together we're able to leverage that to advance VMware cloud on AWS to Daniel's point storage, for example, even with host offerings. And then even with decoupling storage from compute and memory, right now you have the flexibility where you can do all of that. So to look at it from the standpoint where now with 21 regions where we have VMware cloud on AWS available as well, where customers can utilize that as needed when needed, right? So it comes down to, you know, transformation will be there. Yes, there's gonna be maybe where workloads have to be adapted where they're utilizing certain AWS services, but you have that flexibility and option to do so. And I think with the continuing events that's gonna give us the options to even advance our own services together. >>Well you guys are in the middle of it, you're in the trenches, you're making things happen, you've got a team of people working together. My final question is really more of a kind of a current situation, kind of future evolutionary thing that you haven't seen this before. I wanna get both of your reaction to it. And we've been bringing this up in, in the open conversations on the cube is in the old days it was going back this generation, you had ecosystems, you had VMware had an ecosystem they did best, had an ecosystem. You know, we have a product, you have a product, biz dev deals happen, people sign relationships and they do business together and they, they sell to each other's products or do some stuff. Now it's more about architecture cuz we're now in a distributed large scale environment where the role of ecosystems are intertwining. >>And this, you guys are in the middle of two big ecosystems. You mentioned channel partners, you both have a lot of partners on both sides. They come together. So you have this now almost a three dimensional or multidimensional ecosystem, you know, interplay. What's your thoughts on this? And, and, and because it's about the architecture, integration is a value, not so much. Innovation is only, you gotta do innovation, but when you do innovation, you gotta integrate it, you gotta connect it. So what is, how do you guys see this as a, as an architectural thing, start to see more technical business deals? >>So we are, we are removing dependencies from individual ecosystems and from individual vendors. So a customer no longer has to decide for one vendor and then it is a very expensive and high effort project to move away from that vendor, which ties customers even, even closer to specific vendors. We are removing these obstacles. So with VMware cloud on aws moving to the cloud, firstly it's, it's not a dead end. If you decide at one point in time because of latency requirements or maybe it's some compliance requirements, you need to move back into on-premise. You can do this if you decide you want to stay with some of your services on premise and just run a couple of dedicated services in the cloud, you can do this and you can mana manage it through a single pane of glass. That's quite important. So cloud is no longer a dead and it's no longer a binary decision, whether it's on premise or the cloud. It it is the cloud. And the second thing is you can choose the best of both works, right? If you are migrating virtual machines that have been running in your on-premise environment to VMware cloud on aws, by the way, in a very, very fast cost effective and safe way, then you can enrich later on enrich these virtual machines with services that are offered by aws. More than 200 different services ranging from object based storage, load balancing and so on. So it's an endless, endless possibility. >>We, we call that super cloud in, in a, in a way that we be generically defining it where everyone's innovating, but yet there's some common services. But the differentiation comes from innovation where the lock in is the value, not some spec, right? Samir, this is gonna where cloud is right now, you guys are, are not commodity. Amazon's completely differentiating, but there's some commodity things. Having got storage, you got compute, but then you got now advances in all areas. But partners innovate with you on their terms. Absolutely. And everybody wins. >>Yeah. And a hundred percent agree with you. I think one of the key things, you know, as Daniel mentioned before, is where it it, it's a cross education where there might be someone who's more proficient on the cloud side with aws, maybe more proficient with the viewers technology, but then for partners, right? They bridge that gap as well where they come in and they might have a specific niche or expertise where their background, where they can help our customers go through that transformation. So then that comes down to, hey, maybe I don't know how to connect to the cloud. Maybe I don't know what the networking constructs are. Maybe I can leverage that partner. That's one aspect to go about it. Now maybe you migrated that workload to VMware cloud on aws. Maybe you wanna leverage any of the native AWS services or even just off the top 200 plus AWS services, right? But it comes down to that skill, right? So again, solutions architecture at the back of, back of the day, end of the day, what it comes down to is being able to utilize the best of both worlds. That's what we're giving our customers at the end of the >>Day. I mean, I just think it's, it's a, it's a refactoring and innovation opportunity at all levels. I think now more than ever, you can take advantage of each other's ecosystems and partners and technologies and change how things get done with keeping the consistency. I mean, Daniel, you nailed that, right? I mean, you don't have to do anything. You still run the fear, the way you working on it and now do new things. This is kind of a cultural shift. >>Yeah, absolutely. And if, if you look, not every, not every customer, not every organization has the resources to refactor and re-platform everything. And we gave, we give them a very simple and easy way to move workloads to the cloud. Simply run them and at the same time they can free up resources to develop new innovations and, and grow their business. >>Awesome. Samir, thank you for coming on. Danielle, thank you for coming to Germany, Octoberfest, I know it's evening over there, your weekend's here. And thank you for spending the time. Samir final give you the final word, AWS reinvents coming up. Preparing. We're gonna have an exclusive with Adam, but Fry, we do a curtain raise, a dual preview. What's coming down on your side with the relationship and what can we expect to hear about what you got going on at reinvent this year? The big show? >>Yeah, so I think, you know, Daniel hit upon some of the key points, but what I will say is we do have, for example, specific sessions, both that VMware's driving and then also that AWS is driving. We do have even where we have what I call a chalk talks. So I would say, and then even with workshops, right? So even with the customers, the attendees who are there, whatnot, if they're looking for to sit and listen to a session, yes that's there. But if they wanna be hands on, that is also there too. So personally for me as an IT background, you know, been in CIS admin world and whatnot, being hands on, that's one of the key things that I personally am looking forward. But I think that's one of the key ways just to learn and get familiar with the technology. Yeah, >>Reinvents an amazing show for the in person. You guys nail it every year. We'll have three sets this year at the cube. It's becoming popular. We more and more content. You guys got live streams going on, a lot of content, a lot of media, so thanks, thanks for sharing that. Samir Daniel, thank you for coming on on this part of the showcase episode of really the customer successes with VMware Cloud Ons, really accelerating business transformation withs and VMware. I'm John Fur with the cube, thanks for watching. Hello everyone. Welcome to this cube showcase, accelerating business transformation with VMware cloud on it's a solution innovation conversation with two great guests, Fred and VP of commercial services at aws and NA Ryan Bard, who's the VP and general manager of cloud solutions at VMware. Gentlemen, thanks for joining me on this showcase. >>Great to be here. >>Hey, thanks for having us on. It's a great topic. You know, we, we've been covering this VMware cloud on abus since, since the launch going back and it's been amazing to watch the evolution from people saying, Oh, it's the worst thing I've ever seen. It's what's this mean? And depress work were, we're kind of not really on board with kind of the vision, but as it played out as you guys had announced together, it did work out great for VMware. It did work out great for a D and it continues two years later and I want just get an update from you guys on where you guys see this has been going. I'll see multiple years. Where is the evolution of the solution as we are right now coming off VMware explorer just recently and going in to reinvent, which is only a couple weeks away, feels like tomorrow. But you know, as we prepare a lot going on, where are we with the evolution of the solution? >>I mean, first thing I wanna say is, you know, PBO 2016 was a someon moment and the history of it, right? When Pat Gelsinger and Andy Jessey came together to announce this and I think John, you were there at the time I was there, it was a great, great moment. We launched the solution in 2017, the year after that at VM Word back when we called it Word, I think we have gone from strength to strength. One of the things that has really mattered to us is we have learned froms also in the processes, this notion of working backwards. So we really, really focused on customer feedback as we build a service offering now five years old, pretty remarkable journey. You know, in the first years we tried to get across all the regions, you know, that was a big focus because there was so much demand for it. >>In the second year we started going really on enterprise grade features. We invented this pretty awesome feature called Stretch clusters, where you could stretch a vSphere cluster using VSA and NSX across two AZs in the same region. Pretty phenomenal four nine s availability that applications start started to get with that particular feature. And we kept moving forward all kinds of integration with AWS direct connect transit gateways with our own advanced networking capabilities. You know, along the way, disaster recovery, we punched out two, two new services just focused on that. And then more recently we launched our outposts partnership. We were up on stage at Reinvent, again with Pat Andy announcing AWS outposts and the VMware flavor of that VMware cloud and AWS outposts. I think it's been significant growth in our federal sector as well with our federal and high certification more recently. So all in all, we are super excited. We're five years old. The customer momentum is really, really strong and we are scaling the service massively across all geos and industries. >>That's great, great update. And I think one of the things that you mentioned was how the advantages you guys got from that relationship. And, and this has kind of been the theme for AWS since I can remember from day one. Fred, you guys do the heavy lifting as as, as you always say for the customers here, VMware comes on board, takes advantage of the AWS and kind of just doesn't miss a beat, continues to move their workloads that everyone's using, you know, vSphere and these are, these are big workloads on aws. What's the AWS perspective on this? How do you see it? >>Yeah, it's pretty fascinating to watch how fast customers can actually transform and move when you take the, the skill set that they're familiar with and the advanced capabilities that they've been using on Preem and then overlay it on top of the AWS infrastructure that's, that's evolving quickly and, and building out new hardware and new instances we'll talk about. But that combined experience between both of us on a jointly engineered solution to bring the best security and the best features that really matter for those workloads drive a lot of efficiency and speed for the, for the customer. So it's been well received and the partnership is stronger than ever from an engineering standpoint, from a business standpoint. And obviously it's been very interesting to look at just how we stay day one in terms of looking at new features and work and, and responding to what customers want. So pretty, pretty excited about just seeing the transformation and the speed that which customers can move to bmc. Yeah, >>That's what great value publish. We've been talking about that in context too. Anyone building on top of the cloud, they can have their own supercloud as we call it. If you take advantage of all the CapEx and and investment Amazon's made and AWS has made and, and and continues to make in performance IAS and pass all great stuff. I have to ask you guys both as you guys see this going to the next level, what are some of the differentiations you see around the service compared to other options on the market? What makes it different? What's the combination? You mentioned jointly engineered, what are some of the key differentiators of the service compared to others? >>Yeah, I think one of the key things Fred talked about is this jointly engineered notion right from day one. We were the earlier doctors of AWS Nitro platform, right? The reinvention of E two back five years ago. And so we have been, you know, having a very, very strong engineering partnership at that level. I think from a VMware customer standpoint, you get the full software defined data center or compute storage networking on EC two, bare metal across all regions. You can scale that elastically up and down. It's pretty phenomenal just having that consistency globally, right on aws EC two global regions. Now the other thing that's a real differentiator for us that customers tell us about is this whole notion of a managed service, right? And this was somewhat new to VMware, but we took away the pain of this undifferentiated heavy lifting where customers had to provision rack, stack hardware, configure the software on top, and then upgrade the software and the security batches on top. >>So we took, took away all of that pain as customers transitioned to VMware cloud and aws. In fact, my favorite story from last year when we were all going through the lock for j debacle industry was just going through that, right? Favorite proof point from customers was before they put even race this issue to us, we sent them a notification saying we already patched all of your systems, no action from you. The customers were super thrilled. I mean these are large banks, many other customers around the world, super thrilled they had to take no action, but a pretty incredible industry challenge that we were all facing. >>Nora, that's a great, so that's a great point. You know, the whole managed service piece brings up the security, you kind of teasing at it, but you know, there's always vulnerabilities that emerge when you are doing complex logic. And as you grow your solutions, there's more bits. You know, Fred, we were commenting before we came on camera, there's more bits than ever before and, and at at the physics layer too, as well as the software. So you never know when there's gonna be a zero day vulnerability out there. Just, it happens. We saw one with fornet this week, this came outta the woodwork. But moving fast on those patches, it's huge. This brings up the whole support angle. I wanted to ask you about how you guys are doing that as well, because to me we see the value when we, when we talk to customers on the cube about this, you know, it was a real, real easy understanding of how, what the cloud means to them with VMware now with the aws. But the question that comes up that we wanna get more clarity on is how do you guys handle support together? >>Well, what's interesting about this is that it's, it's done mutually. We have dedicated support teams on both sides that work together pretty seamlessly to make sure that whether there's a issue at any layer, including all the way up into the app layer, as you think about some of the other workloads like sap, we'll go end to end and make sure that we support the customer regardless of where the particular issue might be for them. And on top of that, we look at where, where we're improving reliability in, in as a first order of, of principle between both companies. So from an availability and reliability standpoint, it's, it's top of mind and no matter where the particular item might land, we're gonna go help the customer resolve. That works really well >>On the VMware side. What's been the feedback there? What's the, what are some of the updates? >>Yeah, I think, look, I mean, VMware owns and operates the service, but we have a phenomenal backend relationship with aws. Customers call VMware for the service for any issues and, and then we have a awesome relationship with AWS on the backend for support issues or any hardware issues. The BASKE management that we jointly do, right? All of the hard problems that customers don't have to worry about. I think on the front end, we also have a really good group of solution architects across the companies that help to really explain the solution. Do complex things like cloud migration, which is much, much easier with VMware cloud aws, you know, we are presenting that easy button to the public cloud in many ways. And so we have a whole technical audience across the two companies that are working with customers every single day. >>You know, you had mentioned, I've got a list here, some of the innovations the, you mentioned the stretch clustering, you know, getting the GOs working, Advanced network, disaster recovery, you know, fed, Fed ramp, public sector certifications, outposts, all good. You guys are checking the boxes every year. You got a good, good accomplishments list there on the VMware AWS side here in this relationship. The question that I'm interested in is what's next? What recent innovations are you doing? Are you making investments in what's on the lists this year? What items will be next year? How do you see the, the new things, the list of accomplishments, people wanna know what's next. They don't wanna see stagnant growth here, they wanna see more action, you know, as as cloud kind of continues to scale and modern applications cloud native, you're seeing more and more containers, more and more, you know, more CF C I C D pipe pipelining with with modern apps, put more pressure on the system. What's new, what's the new innovations? >>Absolutely. And I think as a five yearold service offering innovation is top of mind for us every single day. So just to call out a few recent innovations that we announced in San Francisco at VMware Explorer. First of all, our new platform i four I dot metal, it's isolate based, it's pretty awesome. It's the latest and greatest, all the speeds and feeds that we would expect from VMware and aws. At this point in our relationship. We announced two different storage options. This notion of working from customer feedback, allowing customers even more price reductions, really take off that storage and park it externally, right? And you know, separate that from compute. So two different storage offerings there. One is with AWS Fsx, with NetApp on tap, which brings in our NetApp partnership as well into the equation and really get that NetApp based, really excited about this offering as well. >>And the second storage offering for VMware cloud Flex Storage, VMware's own managed storage offering. Beyond that, we have done a lot of other innovations as well. I really wanted to talk about VMware cloud Flex Compute, where previously customers could only scale by hosts and a host is 36 to 48 cores, give or take. But with VMware cloud Flex Compute, we are now allowing this notion of a resource defined compute model where customers can just get exactly the V C P memory and storage that maps to the applications, however small they might be. So this notion of granularity is really a big innovation that that we are launching in the market this year. And then last but not least, talk about ransomware. Of course it's a hot topic in industry. We are seeing many, many customers ask for this. We are happy to announce a new ransomware recovery with our VMware cloud DR solution. >>A lot of innovation there and the way we are able to do machine learning and make sure the workloads that are covered from snapshots and backups are actually safe to use. So there's a lot of differentiation on that front as well. A lot of networking innovations with Project Knot star for ability to have layer flow through layer seven, you know, new SaaS services in that area as well. Keep in mind that the service already supports managed Kubernetes for containers. It's built in to the same clusters that have virtual machines. And so this notion of a single service with a great TCO for VMs and containers and sort of at the heart of our office, >>The networking side certainly is a hot area to keep innovating on. Every year it's the same, same conversation, get better, faster networking, more, more options there. The flex computes. Interesting. If you don't mind me getting a quick clarification, could you explain the Drew screen resource defined versus hardware defined? Because this is kind of what we had saw at Explore coming out, that notion of resource defined versus hardware defined. What's the, what does that mean? >>Yeah, I mean I think we have been super successful in this hardware defined notion. We we're scaling by the hardware unit that we present as software defined data centers, right? And so that's been super successful. But we, you know, customers wanted more, especially customers in different parts of the world wanted to start even smaller and grow even more incrementally, right? Lower their costs even more. And so this is the part where resource defined starts to be very, very interesting as a way to think about, you know, here's my bag of resources exactly based on what the customers request for fiber machines, five containers, its size exactly for that. And then as utilization grows, we elastically behind the scenes, we're able to grow it through policies. So that's a whole different dimension. It's a whole different service offering that adds value and customers are comfortable. They can go from one to the other, they can go back to that post based model if they so choose to. And there's a jump off point across these two different economic models. >>It's kind of cloud of flexibility right there. I like the name Fred. Let's get into some of the examples of customers, if you don't mind. Let's get into some of the ex, we have some time. I wanna unpack a little bit of what's going on with the customer deployments. One of the things we've heard again on the cube is from customers is they like the clarity of the relationship, they love the cloud positioning of it. And then what happens is they lift and shift the workloads and it's like, feels great. It's just like we're running VMware on AWS and then they would start consuming higher level services, kind of that adoption next level happens and because it it's in the cloud, so, So can you guys take us through some recent examples of customer wins or deployments where they're using VMware cloud on AWS on getting started, and then how do they progress once they're there? How does it evolve? Can you just walk us through a couple of use cases? >>Sure. There's a, well there's a couple. One, it's pretty interesting that, you know, like you said, as there's more and more bits you need better and better hardware and networking. And we're super excited about the I four and the capabilities there in terms of doubling and or tripling what we're doing around a lower variability on latency and just improving all the speeds. But what customers are doing with it, like the college in New Jersey, they're accelerating their deployment on a, on onboarding over like 7,400 students over a six to eight month period. And they've really realized a ton of savings. But what's interesting is where and how they can actually grow onto additional native services too. So connectivity to any other services is available as they start to move and migrate into this. The, the options there obviously are tied to all the innovation that we have across any services, whether it's containerized and with what they're doing with Tanu or with any other container and or services within aws. >>So there's, there's some pretty interesting scenarios where that data and or the processing, which is moved quickly with full compliance, whether it's in like healthcare or regulatory business is, is allowed to then consume and use things, for example, with tech extract or any other really cool service that has, you know, monthly and quarterly innovations. So there's things that you just can't, could not do before that are coming out and saving customers money and building innovative applications on top of their, their current app base in, in a rapid fashion. So pretty excited about it. There's a lot of examples. I think I probably don't have time to go into too, too many here. Yeah. But that's actually the best part is listening to customers and seeing how many net new services and new applications are they actually building on top of this platform. >>Nora, what's your perspective from the VMware sy? So, you know, you guys have now a lot of headroom to offer customers with Amazon's, you know, higher level services and or whatever's homegrown where's being rolled out? Cuz you now have a lot of hybrid too, so, so what's your, what's your take on what, what's happening in with customers? >>I mean, it's been phenomenal, the, the customer adoption of this and you know, banks and many other highly sensitive verticals are running production grade applications, tier one applications on the service over the last five years. And so, you know, I have a couple of really good examples. S and p Global is one of my favorite examples. Large bank, they merge with IHS market, big sort of conglomeration. Now both customers were using VMware cloud and AWS in different ways. And with the, with the use case, one of their use cases was how do I just respond to these global opportunities without having to invest in physical data centers? And then how do I migrate and consolidate all my data centers across the global, which there were many. And so one specific example for this company was how they migrated thousand 1000 workloads to VMware cloud AWS in just six weeks. Pretty phenomenal. If you think about everything that goes into a cloud migration process, people process technology and the beauty of the technology going from VMware point A to VMware point B, the the lowest cost, lowest risk approach to adopting VMware, VMware cloud, and aws. So that's, you know, one of my favorite examples. There are many other examples across other verticals that we continue to see. The good thing is we are seeing rapid expansion across the globe that constantly entering new markets with the limited number of regions and progressing our roadmap there. >>Yeah, it's great to see, I mean the data center migrations go from months, many, many months to weeks. It's interesting to see some of those success stories. So congratulations. One >>Of other, one of the other interesting fascinating benefits is the sustainability improvement in terms of being green. So the efficiency gains that we have both in current generation and new generation processors and everything that we're doing to make sure that when a customer can be elastic, they're also saving power, which is really critical in a lot of regions worldwide at this point in time. They're, they're seeing those benefits. If you're running really inefficiently in your own data center, that is just a, not a great use of power. So the actual calculators and the benefits to these workloads is, are pretty phenomenal just in being more green, which I like. We just all need to do our part there. And, and this is a big part of it here. >>It's a huge, it's a huge point about the sustainability. Fred, I'm glad you called that out. The other one I would say is supply chain issues. Another one you see that constrains, I can't buy hardware. And the third one is really obvious, but no one really talks about it. It's security, right? I mean, I remember interviewing Stephen Schmidt with that AWS and many years ago, this is like 2013, and you know, at that time people were saying the cloud's not secure. And he's like, listen, it's more secure in the cloud on premise. And if you look at the security breaches, it's all about the on-premise data center vulnerabilities, not so much hardware. So there's a lot you gotta to stay current on, on the isolation there is is hard. So I think, I think the security and supply chain, Fred is, is another one. Do you agree? >>I I absolutely agree. It's, it's hard to manage supply chain nowadays. We put a lot of effort into that and I think we have a great ability to forecast and make sure that we can lean in and, and have the resources that are available and run them, run them more efficiently. Yeah, and then like you said on the security point, security is job one. It is, it is the only P one. And if you think of how we build our infrastructure from Nitro all the way up and how we respond and work with our partners and our customers, there's nothing more important. >>And naron your point earlier about the managed service patching and being on top of things, it's really gonna get better. All right, final question. I really wanna thank you for your time on this showcase. It's really been a great conversation. Fred, you had made a comment earlier. I wanna kind of end with kind of a curve ball and put you eyes on the spot. We're talking about a modern, a new modern shift. It's another, we're seeing another inflection point, we've been documenting it, it's almost like cloud hitting another inflection point with application and open source growth significantly at the app layer. Continue to put a lot of pressure and, and innovation in the infrastructure side. So the question is for you guys each to answer is what's the same and what's different in today's market? So it's kind of like we want more of the same here, but also things have changed radically and better here. What are the, what's, what's changed for the better and where, what's still the same kind of thing hanging around that people are focused on? Can you share your perspective? >>I'll, I'll, I'll, I'll tackle it. You know, businesses are complex and they're often unique that that's the same. What's changed is how fast you can innovate. The ability to combine manage services and new innovative services and build new applications is so much faster today. Leveraging world class hardware that you don't have to worry about that's elastic. You, you could not do that even five, 10 years ago to the degree you can today, especially with innovation. So innovation is accelerating at a, at a rate that most people can't even comprehend and understand the, the set of services that are available to them. It's really fascinating to see what a one pizza team of of engineers can go actually develop in a week. It is phenomenal. So super excited about this space and it's only gonna continue to accelerate that. That's my take. All right. >>You got a lot of platform to compete on with, got a lot to build on then you're Ryan, your side, What's your, what's your answer to that question? >>I think we are seeing a lot of innovation with new applications that customers are constant. I think what we see is this whole notion of how do you go from desktop to production to the secure supply chain and how can we truly, you know, build on the agility that developers desire and build all the security and the pipelines to energize that motor production quickly and efficiently. I think we, we are seeing, you know, we are at the very start of that sort of of journey. Of course we have invested in Kubernetes the means to an end, but there's so much more beyond that's happening in industry. And I think we're at the very, very beginning of this transformations, enterprise transformation that many of our customers are going through and we are inherently part of it. >>Yeah. Well gentlemen, I really appreciate that we're seeing the same thing. It's more the same here on, you know, solving these complexities with distractions. Whether it's, you know, higher level services with large scale infrastructure at, at your fingertips. Infrastructures, code, infrastructure to be provisioned, serverless, all the good stuff happen in Fred with AWS on your side. And we're seeing customers resonate with this idea of being an operator, again, being a cloud operator and developer. So the developer ops is kind of, DevOps is kind of changing too. So all for the better. Thank you for spending the time and we're seeing again, that traction with the VMware customer base and of us getting, getting along great together. So thanks for sharing your perspectives, >>I appreciate it. Thank you so >>Much. Okay, thank you John. Okay, this is the Cube and AWS VMware showcase, accelerating business transformation. VMware cloud on aws, jointly engineered solution, bringing innovation to the VMware customer base, going to the cloud and beyond. I'm John Fur, your host. Thanks for watching. Hello everyone. Welcome to the special cube presentation of accelerating business transformation on vmc on aws. I'm John Furrier, host of the Cube. We have dawan director of global sales and go to market for VMware cloud on adb. This is a great showcase and should be a lot of fun. Ashish, thanks for coming on. >>Hi John. Thank you so much. >>So VMware cloud on AWS has been well documented as this big success for VMware and aws. As customers move their workloads into the cloud, IT operations of VMware customers has signaling a lot of change. This is changing the landscape globally is on cloud migration and beyond. What's your take on this? Can you open this up with the most important story around VMC on aws? >>Yes, John. The most important thing for our customers today is the how they can safely and swiftly move their ID infrastructure and applications through cloud. Now, VMware cloud AWS is a service that allows all vSphere based workloads to move to cloud safely, swiftly and reliably. Banks can move their core, core banking platforms, insurance companies move their core insurance platforms, telcos move their goss, bss, PLA platforms, government organizations are moving their citizen engagement platforms using VMC on aws because this is one platform that allows you to move it, move their VMware based platforms very fast. Migrations can happen in a matter of days instead of months. Extremely securely. It's a VMware manage service. It's very secure and highly reliably. It gets the, the reliability of the underlyings infrastructure along with it. So win-win from our customers perspective. >>You know, we reported on this big news in 2016 with Andy Chas, the, and Pat Geling at the time, a lot of people said it was a bad deal. It turned out to be a great deal because not only could VMware customers actually have a cloud migrate to the cloud, do it safely, which was their number one concern. They didn't want to have disruption to their operations, but also position themselves for what's beyond just shifting to the cloud. So I have to ask you, since you got the finger on the pulse here, what are we seeing in the market when it comes to migrating and modern modernizing in the cloud? Because that's the next step. They go to the cloud, you guys have done that, doing it, then they go, I gotta modernize, which means kind of upgrading or refactoring. What's your take on that? >>Yeah, absolutely. Look, the first step is to help our customers assess their infrastructure and licensing and entire ID operations. Once we've done the assessment, we then create their migration plans. A lot of our customers are at that inflection point. They're, they're looking at their real estate, ex data center, real estate. They're looking at their contracts with colocation vendors. They really want to exit their data centers, right? And VMware cloud and AWS is a perfect solution for customers who wanna exit their data centers, migrate these applications onto the AWS platform using VMC on aws, get rid of additional real estate overheads, power overheads, be socially and environmentally conscious by doing that as well, right? So that's the migration story, but to your point, it doesn't end there, right? Modernization is a critical aspect of the entire customer journey as as well customers, once they've migrated their ID applications and infrastructure on cloud get access to all the modernization services that AWS has. They can correct easily to our data lake services, to our AIML services, to custom databases, right? They can decide which applications they want to keep and which applications they want to refactor. They want to take decisions on containerization, make decisions on service computing once they've come to the cloud. But the most important thing is to take that first step. You know, exit data centers, come to AWS using vmc or aws, and then a whole host of modernization options available to them. >>Yeah, I gotta say, we had this right on this, on this story, because you just pointed out a big thing, which was first order of business is to make sure to leverage the on-prem investments that those customers made and then migrate to the cloud where they can maintain their applications, their data, their infrastructure operations that they're used to, and then be in position to start getting modern. So I have to ask you, how are you guys specifically, or how is VMware cloud on s addressing these needs of the customers? Because what happens next is something that needs to happen faster. And sometimes the skills might not be there because if they're running old school, IT ops now they gotta come in and jump in. They're gonna use a data cloud, they're gonna want to use all kinds of machine learning, and there's a lot of great goodness going on above the stack there. So as you move with the higher level services, you know, it's a no brainer, obviously, but they're not, it's not yesterday's higher level services in the cloud. So how are, how is this being addressed? >>Absolutely. I think you hit up on a very important point, and that is skills, right? When our customers are operating, some of the most critical applications I just mentioned, core banking, core insurance, et cetera, they're most of the core applications that our customers have across industries, like even, even large scale ERP systems, they're actually sitting on VMware's vSphere platform right now. When the customer wants to migrate these to cloud, one of the key bottlenecks they face is skill sets. They have the trained manpower for these core applications, but for these high level services, they may not, right? So the first order of business is to help them ease this migration pain as much as possible by not wanting them to, to upscale immediately. And we VMware cloud and AWS exactly does that. I mean, you don't have to do anything. You don't have to create new skill set for doing this, right? Their existing skill sets suffice, but at the same time, it gives them that, that leeway to build that skills roadmap for their team. DNS is invested in that, right? Yes. We want to help them build those skills in the high level services, be it aml, be it, be it i t be it data lake and analytics. We want to invest in them, and we help our customers through that. So that ultimately the ultimate goal of making them drop data is, is, is a front and center. >>I wanna get into some of the use cases and success stories, but I want to just reiterate, hit back your point on the skill thing. Because if you look at what you guys have done at aws, you've essentially, and Andy Chassey used to talk about this all the time when I would interview him, and now last year Adam was saying the same thing. You guys do all the heavy lifting, but if you're a VMware customer user or operator, you are used to things. You don't have to be relearn to be a cloud architect. Now you're already in the game. So this is like almost like a instant path to cloud skills for the VMware. There's hundreds of thousands of, of VMware architects and operators that now instantly become cloud architects, literally overnight. Can you respond to that? Do you agree with that? And then give an example. >>Yes, absolutely. You know, if you have skills on the VMware platform, you know, know, migrating to AWS using via by cloud and AWS is absolutely possible. You don't have to really change the skills. The operations are exactly the same. The management systems are exactly the same. So you don't really have to change anything but the advantages that you get access to all the other AWS services. So you are instantly able to integrate with other AWS services and you become a cloud architect immediately, right? You are able to solve some of the critical problems that your underlying IT infrastructure has immediately using this. And I think that's a great value proposition for our customers to use this service. >>And just one more point, I want just get into something that's really kind of inside baseball or nuanced VMC or VMware cloud on AWS means something. Could you take a minute to explain what on AWS means? Just because you're like hosting and using Amazon as a, as a work workload? Being on AWS means something specific in your world, being VMC on AWS mean? >>Yes. This is a great question, by the way, You know, on AWS means that, you know, VMware's vse platform is, is a, is an iconic enterprise virtualization software, you know, a disproportionately high market share across industries. So when we wanted to create a cloud product along with them, obviously our aim was for them, for the, for this platform to have the goodness of the AWS underlying infrastructure, right? And, and therefore, when we created this VMware cloud solution, it it literally use the AWS platform under the eighth, right? And that's why it's called a VMs VMware cloud on AWS using, using the, the, the wide portfolio of our regions across the world and the strength of the underlying infrastructure, the reliability and, and, and sustainability that it offers. And therefore this product is called VMC on aws. >>It's a distinction I think is worth noting, and it does reflect engineering and some levels of integration that go well beyond just having a SaaS app and, and basically platform as a service or past services. So I just wanna make sure that now super cloud, we'll talk about that a little bit in another interview, but I gotta get one more question in before we get into the use cases and customer success stories is in, in most of the VM world, VMware world, in that IT world, it used to, when you heard migration, people would go, Oh my God, that's gonna take months. And when I hear about moving stuff around and doing cloud native, the first reaction people might have is complexity. So two questions for you before we move on to the next talk. Track complexity. How are you addressing the complexity issue and how long these migrations take? Is it easy? Is it it hard? I mean, you know, the knee jerk reaction is month, You're very used to that. If they're dealing with Oracle or other old school vendors, like, they're, like the old guard would be like, takes a year to move stuff around. So can you comment on complexity and speed? >>Yeah. So the first, first thing is complexity. And you know, what makes what makes anything complex is if you're, if you're required to acquire new skill sets or you've gotta, if you're required to manage something differently, and as far as VMware cloud and AWS on both these aspects, you don't have to do anything, right? You don't have to acquire new skill sets. Your existing idea operation skill sets on, on VMware's platforms are absolutely fine and you don't have to manage it any differently like, than what you're managing your, your ID infrastructure today. So in both these aspects, it's exactly the same and therefore it is absolutely not complex as far as, as far as, as far as we cloud and AWS is concerned. And the other thing is speed. This is where the huge differentiation is. You have seen that, you know, large banks and large telcos have now moved their workloads, you know, literally in days instead of months. >>Because because of VMware cloud and aws, a lot of time customers come to us with specific deadlines because they want to exit their data centers on a particular date. And what happens, VMware cloud and AWS is called upon to do that migration, right? So speed is absolutely critical. The reason is also exactly the same because you are using the exactly the same platform, the same management systems, people are available to you, you're able to migrate quickly, right? I would just reference recently we got an award from President Zelensky of Ukraine for, you know, migrating their entire ID digital infrastructure and, and that that happened because they were using VMware cloud database and happened very swiftly. >>That's been a great example. I mean, that's one political, but the economic advantage of getting outta the data center could be national security. You mentioned Ukraine, I mean Oscar see bombing and death over there. So clearly that's a critical crown jewel for their running their operations, which is, you know, you know, world mission critical. So great stuff. I love the speed thing. I think that's a huge one. Let's get into some of the use cases. One of them is, the first one I wanted to talk about was we just hit on data, data center migration. It could be financial reasons on a downturn or our, or market growth. People can make money by shifting to the cloud, either saving money or making money. You win on both sides. It's a, it's a, it's almost a recession proof, if you will. Cloud is so use case for number one data center migration. Take us through what that looks like. Give an example of a success. Take us through a day, day in the life of a data center migration in, in a couple minutes. >>Yeah. You know, I can give you an example of a, of a, of a large bank who decided to migrate, you know, their, all their data centers outside their existing infrastructure. And they had, they had a set timeline, right? They had a set timeline to migrate the, the, they were coming up on a renewal and they wanted to make sure that this set timeline is met. We did a, a complete assessment of their infrastructure. We did a complete assessment of their IT applications, more than 80% of their IT applications, underlying v vSphere platform. And we, we thought that the right solution for them in the timeline that they wanted, right, is VMware cloud ands. And obviously it was a large bank, it wanted to do it safely and securely. It wanted to have it completely managed, and therefore VMware cloud and aws, you know, ticked all the boxes as far as that is concerned. >>I'll be happy to report that the large bank has moved to most of their applications on AWS exiting three of their data centers, and they'll be exiting 12 more very soon. So that's a great example of, of, of the large bank exiting data centers. There's another Corolla to that. Not only did they manage to manage to exit their data centers and of course use and be more agile, but they also met their sustainability goals. Their board of directors had given them goals to be carbon neutral by 2025. They found out that 35% of all their carbon foot footprint was in their data centers. And if they moved their, their ID infrastructure to cloud, they would severely reduce the, the carbon footprint, which is 35% down to 17 to 18%. Right? And that meant their, their, their, their sustainability targets and their commitment to the go to being carbon neutral as well. >>And that they, and they shift that to you guys. Would you guys take that burden? A heavy lifting there and you guys have a sustainability story, which is a whole nother showcase in and of itself. We >>Can Exactly. And, and cause of the scale of our, of our operations, we are able to, we are able to work on that really well as >>Well. All right. So love the data migration. I think that's got real proof points. You got, I can save money, I can, I can then move and position my applications into the cloud for that reason and other reasons as a lot of other reasons to do that. But now it gets into what you mentioned earlier was, okay, data migration, clearly a use case and you laid out some successes. I'm sure there's a zillion others. But then the next step comes, now you got cloud architects becoming minted every, and you got managed services and higher level services. What happens next? Can you give us an example of the use case of the modernization around the NextGen workloads, NextGen applications? We're starting to see, you know, things like data clouds, not data warehouses. We're not gonna data clouds, it's gonna be all kinds of clouds. These NextGen apps are pure digital transformation in action. Take us through a use case of how you guys make that happen with a success story. >>Yes, absolutely. And this is, this is an amazing success story and the customer here is s and p global ratings. As you know, s and p global ratings is, is the world leader as far as global ratings, global credit ratings is concerned. And for them, you know, the last couple of years have been tough as far as hardware procurement is concerned, right? The pandemic has really upended the, the supply chain. And it was taking a lot of time to procure hardware, you know, configure it in time, make sure that that's reliable and then, you know, distribute it in the wide variety of, of, of offices and locations that they have. And they came to us. We, we did, again, a, a, a alar, a fairly large comprehensive assessment of their ID infrastructure and their licensing contracts. And we also found out that VMware cloud and AWS is the right solution for them. >>So we worked there, migrated all their applications, and as soon as we migrated all their applications, they got, they got access to, you know, our high level services be our analytics services, our machine learning services, our, our, our, our artificial intelligence services that have been critical for them, for their growth. And, and that really is helping them, you know, get towards their next level of modern applications. Right Now, obviously going forward, they will have, they will have the choice to, you know, really think about which applications they want to, you know, refactor or which applications they want to go ahead with. That is really a choice in front of them. And, but you know, the, we VMware cloud and AWS really gave them the opportunity to first migrate and then, you know, move towards modernization with speed. >>You know, the speed of a startup is always the kind of the Silicon Valley story where you're, you know, people can make massive changes in 18 months, whether that's a pivot or a new product. You see that in startup world. Now, in the enterprise, you can see the same thing. I noticed behind you on your whiteboard, you got a slogan that says, are you thinking big? I know Amazon likes to think big, but also you work back from the customers and, and I think this modern application thing's a big deal because I think the mindset has always been constrained because back before they moved to the cloud, most IT, and, and, and on-premise data center shops, it's slow. You gotta get the hardware, you gotta configure it, you gotta, you gotta stand it up, make sure all the software is validated on it, and loading a database and loading oss, I mean, mean, yeah, it got easier and with scripting and whatnot, but when you move to the cloud, you have more scale, which means more speed, which means it opens up their capability to think differently and build product. What are you seeing there? Can you share your opinion on that epiphany of, wow, things are going fast, I got more time to actually think about maybe doing a cloud native app or transforming this or that. What's your, what's your reaction to that? Can you share your opinion? >>Well, ultimately we, we want our customers to utilize, you know, most of our modern services, you know, applications should be microservices based. When desired, they should use serverless applic. So list technology, they should not have monolithic, you know, relational database contracts. They should use custom databases, they should use containers when needed, right? So ultimately, we want our customers to use these modern technologies to make sure that their IT infrastructure, their licensing, their, their entire IT spend is completely native to cloud technologies. They work with the speed of a startup, but it's important for them to, to, to get to the first step, right? So that's why we create this journey for our customers, where you help them migrate, give them time to build the skills, they'll help them mo modernize, take our partners along with their, along with us to, to make sure that they can address the need for our customers. That's, that's what our customers need today, and that's what we are working backwards from. >>Yeah, and I think that opens up some big ideas. I'll just say that the, you know, we're joking, I was joking the other night with someone here in, in Palo Alto around serverless, and I said, you know, soon you're gonna hear words like architectural list. And that's a criticism on one hand, but you might say, Hey, you know, if you don't really need an architecture, you know, storage lists, I mean, at the end of the day, infrastructure is code means developers can do all the it in the coding cycles and then make the operations cloud based. And I think this is kind of where I see the dots connecting. Final thought here, take us through what you're thinking around how this new world is evolving. I mean, architecturals kind of a joke, but the point is, you know, you have to some sort of architecture, but you don't have to overthink it. >>Totally. No, that's a great thought, by the way. I know it's a joke, but it's a great thought because at the end of the day, you know, what do the customers really want? They want outcomes, right? Why did service technology come? It was because there was an outcome that they needed. They didn't want to get stuck with, you know, the, the, the real estate of, of a, of a server. They wanted to use compute when they needed to, right? Similarly, what you're talking about is, you know, outcome based, you know, desire of our customers and, and, and that's exactly where the word is going to, Right? Cloud really enforces that, right? We are actually, you know, working backwards from a customer's outcome and using, using our area the breadth and depth of our services to, to deliver those outcomes, right? And, and most of our services are in that path, right? When we use VMware cloud and aws, the outcome is a, to migrate then to modernize, but doesn't stop there, use our native services, you know, get the business outcomes using this. So I think that's, that's exactly what we are going through >>Actually, should actually, you're the director of global sales and go to market for VMware cloud on Aus. I wanna thank you for coming on, but I'll give you the final minute. Give a plug, explain what is the VMware cloud on Aus, Why is it great? Why should people engage with you and, and the team, and what ultimately is this path look like for them going forward? >>Yeah. At the end of the day, we want our customers to have the best paths to the cloud, right? The, the best path to the cloud is making sure that they migrate safely, reliably, and securely as well as with speed, right? And then, you know, use that cloud platform to, to utilize AWS's native services to make sure that they modernize their IT infrastructure and applications, right? We want, ultimately that our customers, customers, customer get the best out of, you know, utilizing the, that whole application experience is enhanced tremendously by using our services. And I think that's, that's exactly what we are working towards VMware cloud AWS is, is helping our customers in that journey towards migrating, modernizing, whether they wanna exit a data center or whether they wanna modernize their applications. It's a essential first step that we wanna help our customers with >>One director of global sales and go to market with VMware cloud on neighbors. He's with aws sharing his thoughts on accelerating business transformation on aws. This is a showcase. We're talking about the future path. We're talking about use cases with success stories from customers as she's thank you for spending time today on this showcase. >>Thank you, John. I appreciate it. >>Okay. This is the cube, special coverage, special presentation of the AWS Showcase. I'm John Furrier, thanks for watching.

>> Prior to the pandemic, organizations were largely optimized for efficiency as the best path to bottom line profits. Many CIOs tell theCUBE privately that they were caught off guard by the degree to which their businesses required greater resiliency beyond their somewhat cumbersome disaster recovery processes. And the lack of that business resilience has actually cost firms because they were unable to respond to changing market forces. And certainly, we've seen this dynamic with supply chain challenges. And there's a little doubt we're also seeing it in the area of cybersecurity generally, and data recovery specifically. Over the past 30 plus months, the rapid adoption of cloud to support remote workers and build in business resilience had the unintended consequences of expanding attack vectors, which brought an escalation of risk from cybercrime. While security in the public cloud is certainly world class, the result of multicloud has brought with it multiple shared responsibility models, multiple ways of implementing security policies across clouds and on-prem. And at the end of the day, more, not less, . But there's a positive side to this story. The good news is that public policy, industry collaboration and technology innovation is moving fast to accelerate data protection and cybersecurity strategies with a focus on modernizing infrastructure, securing the digital supply chain, and very importantly, simplifying the integration of data protection and cybersecurity. Today, there's heightened awareness that the world of data protection is not only an adjacency to, but is becoming a fundamental component of cybersecurity strategies. In particular, in order to build more resilience into a business, data protection people, technologies and processes must be more tightly coordinated with security operations. Hello, and welcome to "The Future of Multicloud Data Protection" made possible by Dell in collaboration with theCUBE. My name is Dave Vellante and I'll be your host today. In this segment, we welcome into theCUBE two senior executives from Dell who will share details on new technology announcements that directly address these challenges. Jeff Boudreau is the President and General Manager of Dell's Infrastructure Solutions Group, ISG, and he's going to share his perspectives on the market and the challenges he's hearing from customers. And we're going to ask Jeff to double click on the messages that Dell is putting into the marketplace and give us his detailed point of view on what it means for customers. Now, Jeff is going to be joined by Travis Vigil. Travis is the Senior Vice-President of Product Management for ISG at Dell Technologies, and he's going to give us details on the products that are being announced today and go into the hard news. Now, we're also going to challenge our guests to explain why Dell's approach is unique and different in the marketplace. Thanks for being with us. Let's get right into it. (upbeat music) We're here with Jeff Boudreau and Travis Vigil, and we're going to dig into the details about Dell's big data protection announcement. Guys, good to see you. Thanks for coming in. >> Good to see you. Thank you for having us. >> You're very welcome. Alright, let's start off Jeff, with the high level. You know, I'd like to talk about the customer, what challenges they're facing? You're talking to customers all the time. What are they telling you? >> Sure, as you know, we spend a lot of time with our customers, specifically listening, learning, understanding their use cases, their pain points within their specific environments. They tell us a lot. No surprise to any of us that data is a key theme that they talk about. It's one of their most important assets. They need to extract more value from that data to fuel their business models, their innovation engines, their competitive edge. So, they need to make sure that that data is accessible, it's secure and its recoverable, especially in today's world with the increased cyber attacks. >> Okay, so maybe we could get into some of those challenges. I mean, when you talk about things like data sprawl, what do you mean by that? What should people know? >> Sure, so for those big three themes, I'd say, you have data sprawl, which is the big one, which is all about the massive amounts of data. It's the growth of that data, which is growing at unprecedented rates. It's the gravity of that data and the reality of the multicloud sprawl. So stuff is just everywhere, right? Which increases that surface as attack space for cyber criminals. >> And by gravity, you mean the data's there and people don't want to move it. >> It's everywhere, right? And so when it lands someplace, think Edge, Core or Cloud, it's there. And it's something we have to help our customers with. >> Okay, so it's nuanced 'cause complexity has other layers. What are those layers? >> Sure. When we talk to our customers, they tell us complexity is one of their big themes. And specifically it's around data complexity. We talked about that growth and gravity of the data. We talk about multicloud complexity and we talk about multicloud sprawl. So multiple vendors, multiple contracts, multiple tool chains, and none of those work together in this multicloud world. Then that drives their security complexity. So, we talk about that increased attack surface. But this really drives a lot of operational complexity for their teams. Think about we're lacking consistency through everything. So people, process, tools, all that stuff, which is really wasting time and money for our customers. >> So, how does that affect the cyber strategies and the, I mean, I've often said the Cisco, now they have this shared responsibility model. They have to do that across multiple clouds. Every cloud has its own security policies and frameworks and syntax. So, maybe you could double click on your perspective on that. >> Sure. I'd say the big challenge customers have seen, it's really inadequate cyber resiliency and specifically, they're feeling very exposed. And today as the world with cyber attacks being more and more sophisticated, if something goes wrong, it is a real challenge for them to get back up and running quickly. And that's why this is such a big topic for CEOs and businesses around the world. You know, it's funny. I said this in my open. I think that prior to the pandemic businesses were optimized for efficiency, and now they're like, "Wow, we have to actually put some headroom into the system to be more resilient." You know, are you hearing that? >> Yeah, we absolutely are. I mean, the customers really, they're asking us for help, right? It's one of the big things we're learning and hearing from them. And it's really about three things. One's about simplifying IT. Two, it's really helping them to extract more value from their data. And then the third big piece is ensuring their data is protected and recoverable regardless of where it is going back to that data gravity and that very, you know, the multicloud world. Just recently, I don't know if you've seen it, but the Global Data Protected, excuse me, the Global Data Protection Index. >> GDPI. >> Yes. Jesus. >> Not to be confused with GDPR. >> Actually, that was released today and confirms everything we just talked about around customer challenges. But also it highlights at an importance of having a very cyber, a robust cyber resilient data protection strategy. >> Yeah, I haven't seen the latest, but I want to dig into it. I think this, I've done this many, many years in a row. I'd like to look at the time series and see how things have changed. All right. At a high level, Jeff, can you kind of address why Dell, from your point of view is best suited? >> Sure. So, we believe there's a better way or a better approach on how to handle this. We think Dell is uniquely positioned to help our customers as a one stop shop, if you will, for that cyber resilient multicloud data protection solution and needs. We take a modern, a simple and resilient approach. >> What does that mean? What do you mean by modern? >> Sure. So modern, we talk about our software defined architecture. Right? It's really designed to meet the needs not only of today, but really into the future. And we protect data across any cloud and any workload. So, we have a proven track record doing this today. We have more than 1,700 customers that trust us to protect more than 14 exabytes of their data in the cloud today. >> Okay, so you said modern, simple and resilient. What do you mean by simple? >> Sure. We want to provide simplicity everywhere, going back to helping with the complexity challenge. And that's from deployment to consumption, to management and support. So, our offers will deploy in minutes. They are easy to operate and use, and we support flexible consumption models for whatever the customer may desire. So, traditional subscription or as a service. >> And when you talk about resilient, I mean, I put forth that premise, but it's hard because people say, "Well, that's going to cost us more. Well, it may, but you're going to also reduce your risk." So, what's your point of view on resilience? >> Yeah, I think it's something all customers need. So, we're going to be providing a comprehensive and resilient portfolio of cyber solutions that are secure by design. And we have some unique capabilities and a combination of things like built in immutability, physical and logical isolation. We have intelligence built in with AI part recovery. And just one, I guess fun fact for everybody is we have, our cyber vault is the only solution in the industry that is endorsed by Sheltered Harbor that meets all the needs of the financial sector. >> So it's interesting when you think about the NIST framework for cybersecurity. It's all about about layers. You're sort of bringing that now to data protection. >> Jeff: Correct. Yeah. >> All right. In a minute, we're going to come back with Travis and dig into the news. We're going to take a short break. Keep it right there. (upbeat music) (upbeat adventurous music) Okay, we're back with Jeff and Travis Vigil to dig deeper into the news. Guys, again, good to see you. Travis, if you could, maybe you, before we get into the news, can you set the business context for us? What's going on out there? >> Yeah. Thanks for that question, Dave. To set a little bit of the context, when you look at the data protection market, Dell has been a leader in providing solutions to customers for going on nearly two decades now. We have tens of thousands of people using our appliances. We have multiple thousands of people using our latest modern, simple PowerProtect Data Manager Software. And as Jeff mentioned, we have, 1,700 customers protecting 14 exabytes of data in the public clouds today. And that foundation gives us a unique vantage point. We talked to a lot of customers and they're really telling us three things. They want simple solutions. They want us to help them modernize. And they want us to add as the highest priority, maintain that high degree of resiliency that they expect from our data protection solutions. So, that's the backdrop to the news today. And as we go through the news, I think you'll agree that each of these announcements deliver on those pillars. And in particular, today we're announcing the PowerProtect Data Manager Appliance. We are announcing PowerProtect Cyber Recovery Enhancements, and we are announcing enhancements to our APEX Data Storage Services. >> Okay, so three pieces. Let's dig to that. It's interesting, appliance, everybody wants software, but then you talk to customers and they're like, "Well, we actually want appliances because we just want to put it in and it works." >> Travis: (laughs) Right. >> It performs great. So, what do we need to know about the appliance? What's the news there? >> Well, you know, part of the reason I gave you some of those stats to begin with is that we have this strong foundation of experience, but also intellectual property components that we've taken that have been battle tested in the market. And we've put them together in a new simple, integrated appliance that really combines the best of the target appliance capabilities we have with that modern, simple software. And we've integrated it from the, you know, sort of taking all of those pieces, putting them together in a simple, easy to use and easy to scale interface for customers. >> So, the premise that I've been putting forth for months now, probably well over a year, is that data protection is becoming an extension of your cybersecurity strategies. So, I'm interested in your perspective on cyber recovery. Your specific news that you have there. >> Yeah, you know, we are in addition to simplifying things via the appliance, we are providing solutions for customers no matter where they're deploying. And cyber recovery, especially when it comes to cloud deployments, is an increasing area of interest and deployment that we see with our customers. So, what we're announcing today is that we're expanding our cyber recovery services to be available in Google Cloud. With this announcement, it means we're available in all three of the major clouds and it really provides customers the flexibility to secure their data no matter if they're running on-premises, in Acolo, at the Edge, in the public cloud. And the other nice thing about this announcement is that you have the ability to use Google Cloud as a cyber recovery vault that really allows customers to isolate critical data and they can recover that critical data from the vault back to on-premises or from that vault back to running their cyber protection or their data protection solutions in the public cloud. >> I always invoke my favorite Matt Baker here. "It's not a zero sum game", but this is a perfect example where there's opportunities for a company like Dell to partner with the public cloud provider. You've got capabilities that don't exist there. You've got the on-prem capabilities. We could talk about Edge all day, but that's a different topic. Okay, so my other question Travis, is how does this all fit into APEX? We hear a lot about APEX as a service. It's sort of the new hot thing. What's happening there? What's the news around APEX? >> Yeah, we've seen incredible momentum with our APEX solutions since we introduced data protection options into them earlier this year. And we're really building on that momentum with this announcement being providing solutions that allow customers to consume flexibly. And so, what we're announcing specifically is that we're expanding APEX Data Storage Services to include a data protection option. And it's like with all APEX offers, it's a pay-as-you-go solution. Really streamlines the process of customers purchasing, deploying, maintaining and managing their backup software. All a customer really needs to do is specify their base capacity. They specify their performance tier. They tell us do they want a one year term or a three year term and we take it from there. We get them up and running so they can start deploying and consuming flexibly. And as with many of our APEX solutions, it's a simple user experience all exposed through a unified APEX Console. >> Okay, so it's, you're keeping it simple, like I think large, medium, small. You know, we hear a lot about T-shirt sizes. I'm a big fan of that 'cause you guys should be smart enough to figure out, you know, based on my workload, what I need. How different is this? I wonder if you guys could address this. Jeff, maybe you can start. >> Sure, I'll start and then- >> Pitch me. >> You know, Travis, you jump in when I screw up here. >> Awesome. >> So, first I'd say we offer innovative multicloud data protection solutions. We provide that deliver performance, efficiency and scale that our customers demand and require. We support as Travis said, all the major public clouds. We have a broad ecosystem of workload support and I guess the great news is we're up to 80% more cost effective than any of the competition. >> Dave: 80%? >> 80% >> Hey, that's a big number. All right, Travis, what's your point of view on this? >> Yeah, I think number one, end-to-end data protection. We are that one stop shop that I talked about, whether it's a simplified appliance, whether it's deployed in the cloud, whether it's at the Edge, whether it's integrated appliances, target appliances, software. We have solutions that span the gamut as a service. I mentioned the APEX Solution as well. So really, we can provide solutions that help support customers and protect them, any workload, any cloud, anywhere that data lives. Edge, Core to Cloud. The other thing that we hear as a big differentiator for Dell, and Jeff touched on on this a little bit earlier, is our Intelligent Cyber Resiliency. We have a unique combination in the market where we can offer immutability or protection against deletion as sort of that first line of defense. But we can also offer a second level of defense, which is isolation, talking about data vaults or cyber vaults and cyber recovery. And more importantly, the intelligence that goes around that vault. It can look at detecting cyber attacks. It can help customers speed time to recovery. And really provides AI and ML to help early diagnosis of a cyber attack and fast recovery should a cyber attack occur. And if you look at customer adoption of that solution, specifically in the cloud, we have over 1300 customers utilizing PowerProtect Cyber Recovery. >> So, I think it's fair to say that your portfolio has obviously been a big differentiator. Whenever I talk to your finance team, Michael Dell, et cetera, that end-to-end capability, that your ability to manage throughout the supply chain. We actually just did an event recently with you guys where you went into what you're doing to make infrastructure trusted. And so my take on that is you, in a lot of respects, you're shifting the client's burden to your R&D. now they have a lot of work to do, so it's not like they can go home and just relax. But that's a key part of the partnership that I see. Jeff, I wonder if you could give us the final thoughts. >> Sure. Dell has a long history of being a trusted partner within IT, right? So, we have unmatched capabilities. Going back to your point, we have the broadest portfolio. We're a leader in every category that we participate in. We have a broad deep breadth of portfolio. We have scale. We have innovation that is just unmatched. Within data protection itself, we are the trusted market leader. No if, ands or buts. We're number one for both data protection software in appliances per IDC and we were just named for the 17th consecutive time the leader in the Gartner Magic Quadrant. So, bottom line is customers can count on Dell. >> Yeah, and I think again, we're seeing the evolution of data protection. It's not like the last 10 years. It's really becoming an adjacency and really, a key component of your cyber strategy. I think those two parts of the organization are coming together. So guys, really appreciate your time. Thanks for coming. >> Thank you, sir. >> Dave. >> Travis, good to see you. All right, in a moment I'm going to come right back and summarize what we learned today, what actions you can take for your business. You're watching "The Future of Multicloud Data Protection" made possible by Dell in collaboration with theCUBE, your leader in enterprise and emerging tech coverage. Right back. >> Advertiser: In our data-driven world, protecting data has never been more critical. To guard against everything from cyber incidents to unplanned outages, you need a cyber resilient multicloud data protection strategy. >> It's not a matter of if you're going to get hacked, it's a matter of when. And I want to know that I can recover and continue to recover each day. >> It is important to have a cyber security and a cyber resiliency plan in place because the threat of cyber attack are imminent. >> Advertiser: PowerProtect Data Manager from Dell Technologies helps deliver the data protection and security confidence you would expect from a trusted partner and market leader. >> We chose PowerProtect Data Manager because we've been a strategic partner with Dell Technologies for roughly 20 years now. Our partnership with Dell Technologies has provided us with the ability to scale and grow as we've transitioned from 10 billion in assets to 20 billion. >> Advertiser: With PowerProtect Data Manager, you can enjoy exceptional ease of use to increase your efficiency and reduce costs. >> I'd installed it by myself, learn it by myself. It was very intuitive. >> While restoring your machine with PowerProtect Data Manager is fast, we can fully manage PowerProtect through the center. We can recover a whole machine in seconds. >> Instructor: Data Manager offers innovation such as transparent snapshots to simplify virtual machine backups, and it goes beyond backup and restore to provide valuable insights into protected data, workloads and VMs. >> In our previous environment, it would take anywhere from three to six hours a night to do a single backup of each VM. Now, we're backing up hourly and it takes two to three seconds with the transparent snapshots. >> Advertiser: With PowerProtect's Data Manager, you get the peace of mind knowing that your data is safe and available whenever you need it. >> Data is extremely important. We can't afford to lose any data. We need things just to work. >> Advertiser: Start your journey to modern data protection with Dell PowerProtect's Data Manager. Visit dell.com/powerprotectdatamanager >> We put forth the premise in our introduction that the worlds of data protection in cybersecurity must be more integrated. We said that data recovery strategies have to be built into security practices and procedures and by default, this should include modern hardware and software. Now, in addition to reviewing some of the challenges that customers face, which have been pretty well documented, we heard about new products that Dell Technologies is bringing to the marketplace that specifically address these customer concerns. And there were three that we talked about today. First, the PowerProtect Data Manager Appliance, which is an integrated system taking advantage of Dell's history in data protection, but adding new capabilities. And I want to come back to that in a moment. Second is Dell's PowerProtect Cyber Recovery for Google Cloud platform. This rounds out the big three public cloud providers for Dell, which joins AWS and Azure support. Now finally, Dell has made its target backup appliances available in APEX. You might recall, earlier this year we saw the introduction from Dell of APEX Backup Services and then in May at Dell Technologies World, we heard about the introduction of APEX Cyber Recovery Services. And today, Dell is making its most popular backup appliances available in APEX. Now, I want to come back to the PowerProtect Data Manager Appliance because it's a new integrated appliance and I asked Dell off camera, "Really what is so special about these new systems and what's really different from the competition?" Because look, everyone offers some kind of integrated appliance. So, I heard a number of items. Dell talked about simplicity and efficiency and containers and Kubernetes. So, I kind of kept pushing and got to what I think is the heart of the matter in two really important areas. One is simplicity. Dell claims that customers can deploy the system in half the time relative to the competition. So, we're talking minutes to deploy, and of course that's going to lead to much simpler management. And the second real difference I heard was backup and restore performance for VMware workloads. In particular, Dell has developed transparent snapshot capabilities to fundamentally change the way VMs are protected, which leads to faster backup and restores with less impact on virtual infrastructure. Dell believes this new development is unique in the market and claims that in its benchmarks, the new appliance was able to back up 500 virtual machines in 47% less time compared to a leading competitor. Now, this is based on Dell benchmarks, so hopefully these are things that you can explore in more detail with Dell to see if and how they apply to your business. So if you want more information, go to the Data Protection Page at dell.com. You can find that at dell.com/dataprotection. And all the content here and other videos are available on demand at theCUBE.net. Check out our series on the blueprint for trusted infrastructure, it's related and has some additional information. And go to siliconangle.com for all the news and analysis related to these and other announcements. This is Dave Vellante. Thanks for watching "The Future of Multicloud Protection" made possible by Dell, in collaboration with theCUBE, your leader in enterprise and emerging tech coverage. (upbeat music)

(inspirational music) >> The history of high performance computing is unique and storied. You know, it's generally accepted that the first true supercomputer was shipped in the mid 1960s by Controlled Data Corporations, CDC, designed by an engineering team led by Seymour Cray, the father of Supercomputing. He left CDC in the 70's to start his own company, of course, carrying his own name. Now that company Cray, became the market leader in the 70's and the 80's, and then the decade of the 80's saw attempts to bring new designs, such as massively parallel systems, to reach new heights of performance and efficiency. Supercomputing design was one of the most challenging fields, and a number of really brilliant engineers became kind of quasi-famous in their little industry. In addition to Cray himself, Steve Chen, who worked for Cray, then went out to start his own companies. Danny Hillis, of Thinking Machines. Steve Frank of Kendall Square Research. Steve Wallach tried to build a mini supercomputer at Convex. These new entrants, they all failed, for the most part because the market at the time just wasn't really large enough and the economics of these systems really weren't that attractive. Now, the late 80's and the 90's saw big Japanese companies like NEC and Fujitsu entering the fray and governments around the world began to invest heavily in these systems to solve societal problems and make their nations more competitive. And as we entered the 21st century, we saw the coming of petascale computing, with China actually cracking the top 100 list of high performance computing. And today, we're now entering the exascale era, with systems that can complete a billion, billion calculations per second, or 10 to the 18th power. Astounding. And today, the high performance computing market generates north of $30 billion annually and is growing in the high single digits. Supercomputers solve the world's hardest problems in things like simulation, life sciences, weather, energy exploration, aerospace, astronomy, automotive industries, and many other high value examples. And supercomputers are expensive. You know, the highest performing supercomputers used to cost tens of millions of dollars, maybe $30 million. And we've seen that steadily rise to over $200 million. And today we're even seeing systems that cost more than half a billion dollars, even into the low billions when you include all the surrounding data center infrastructure and cooling required. The US, China, Japan, and EU countries, as well as the UK, are all investing heavily to keep their countries competitive, and no price seems to be too high. Now, there are five mega trends going on in HPC today, in addition to this massive rising cost that we just talked about. One, systems are becoming more distributed and less monolithic. The second is the power of these systems is increasing dramatically, both in terms of processor performance and energy consumption. The x86 today dominates processor shipments, it's going to probably continue to do so. Power has some presence, but ARM is growing very rapidly. Nvidia with GPUs is becoming a major player with AI coming in, we'll talk about that in a minute. And both the EU and China are developing their own processors. We're seeing massive densities with hundreds of thousands of cores that are being liquid-cooled with novel phase change technology. The third big trend is AI, which of course is still in the early stages, but it's being combined with ever larger and massive, massive data sets to attack new problems and accelerate research in dozens of industries. Now, the fourth big trend, HPC in the cloud reached critical mass at the end of the last decade. And all of the major hyperscalers are providing HPE, HPC as a service capability. Now finally, quantum computing is often talked about and predicted to become more stable by the end of the decade and crack new dimensions in computing. The EU has even announced a hybrid QC, with the goal of having a stable system in the second half of this decade, most likely around 2027, 2028. Welcome to theCUBE's preview of SC22, the big supercomputing show which takes place the week of November 13th in Dallas. theCUBE is going to be there. Dave Nicholson will be one of the co-hosts and joins me now to talk about trends in HPC and what to look for at the show. Dave, welcome, good to see you. >> Hey, good to see you too, Dave. >> Oh, you heard my narrative up front Dave. You got a technical background, CTO chops, what did I miss? What are the major trends that you're seeing? >> I don't think you really- You didn't miss anything, I think it's just a question of double-clicking on some of the things that you brought up. You know, if you look back historically, supercomputing was sort of relegated to things like weather prediction and nuclear weapons modeling. And these systems would live in places like Lawrence Livermore Labs or Los Alamos. Today, that requirement for cutting edge, leading edge, highest performing supercompute technology is bleeding into the enterprise, driven by AI and ML, artificial intelligence and machine learning. So when we think about the conversations we're going to have and the coverage we're going to do of the SC22 event, a lot of it is going to be looking under the covers and seeing what kind of architectural things contribute to these capabilities moving forward, and asking a whole bunch of questions. >> Yeah, so there's this sort of theory that the world is moving toward this connectivity beyond compute-centricity to connectivity-centric. We've talked about that, you and I, in the past. Is that a factor in the HPC world? How is it impacting, you know, supercomputing design? >> Well, so if you're designing an island that is, you know, tip of this spear, doesn't have to offer any level of interoperability or compatibility with anything else in the compute world, then connectivity is important simply from a speeds and feeds perspective. You know, lowest latency connectivity between nodes and things like that. But as we sort of democratize supercomputing, to a degree, as it moves from solely the purview of academia into truly ubiquitous architecture leverage by enterprises, you start asking the question, "Hey, wouldn't it be kind of cool if we could have this hooked up into our ethernet networks?" And so, that's a whole interesting subject to explore because with things like RDMA over converged ethernet, you now have the ability to have these supercomputing capabilities directly accessible by enterprise computing. So that level of detail, opening up the box of looking at the Nix, or the storage cards that are in the box, is actually critically important. And as an old-school hardware knuckle-dragger myself, I am super excited to see what the cutting edge holds right now. >> Yeah, when you look at the SC22 website, I mean, they're covering all kinds of different areas. They got, you know, parallel clustered systems, AI, storage, you know, servers, system software, application software, security. I mean, wireless HPC is no longer this niche. It really touches virtually every industry, and most industries anyway, and is really driving new advancements in society and research, solving some of the world's hardest problems. So what are some of the topics that you want to cover at SC22? >> Well, I kind of, I touched on some of them. I really want to ask people questions about this idea of HPC moving from just academia into the enterprise. And the question of, does that mean that there are architectural concerns that people have that might not be the same as the concerns that someone in academia or in a lab environment would have? And by the way, just like, little historical context, I can't help it. I just went through the upgrade from iPhone 12 to iPhone 14. This has got one terabyte of storage in it. One terabyte of storage. In 1997, I helped build a one terabyte NAS system that a government defense contractor purchased for almost $2 million. $2 million! This was, I don't even know, it was $9.99 a month extra on my cell phone bill. We had a team of seven people who were going to manage that one terabyte of storage. So, similarly, when we talk about just where are we from a supercompute resource perspective, if you consider it historically, it's absolutely insane. I'm going to be asking people about, of course, what's going on today, but also the near future. You know, what can we expect? What is the sort of singularity that needs to occur where natural language processing across all of the world's languages exists in a perfect way? You know, do we have the compute power now? What's the interface between software and hardware? But really, this is going to be an opportunity that is a little bit unique in terms of the things that we typically cover, because this is a lot about cracking open the box, the server box, and looking at what's inside and carefully considering all of the components. >> You know, Dave, I'm looking at the exhibitor floor. It's like, everybody is here. NASA, Microsoft, IBM, Dell, Intel, HPE, AWS, all the hyperscale guys, Weka IO, Pure Storage, companies I've never heard of. It's just, hundreds and hundreds of exhibitors, Nvidia, Oracle, Penguin Solutions, I mean, just on and on and on. Google, of course, has a presence there, theCUBE has a major presence. We got a 20 x 20 booth. So, it's really, as I say, to your point, HPC is going mainstream. You know, I think a lot of times, we think of HPC supercomputing as this just sort of, off in the eclectic, far off corner, but it really, when you think about big data, when you think about AI, a lot of the advancements that occur in HPC will trickle through and go mainstream in commercial environments. And I suspect that's why there are so many companies here that are really relevant to the commercial market as well. >> Yeah, this is like the Formula 1 of computing. So if you're a Motorsports nerd, you know that F1 is the pinnacle of the sport. SC22, this is where everybody wants to be. Another little historical reference that comes to mind, there was a time in, I think, the early 2000's when Unisys partnered with Intel and Microsoft to come up with, I think it was the ES7000, which was supposed to be the mainframe, the sort of Intel mainframe. It was an early attempt to use... And I don't say this in a derogatory way, commodity resources to create something really, really powerful. Here we are 20 years later, and we are absolutely smack in the middle of that. You mentioned the focus on x86 architecture, but all of the other components that the silicon manufacturers bring to bear, companies like Broadcom, Nvidia, et al, they're all contributing components to this mix in addition to, of course, the microprocessor folks like AMD and Intel and others. So yeah, this is big-time nerd fest. Lots of academics will still be there. The supercomputing.org, this loose affiliation that's been running these SC events for years. They have a major focus, major hooks into academia. They're bringing in legit computer scientists to this event. This is all cutting edge stuff. >> Yeah. So like you said, it's going to be kind of, a lot of techies there, very technical computing, of course, audience. At the same time, we expect that there's going to be a fair amount, as they say, of crossover. And so, I'm excited to see what the coverage looks like. Yourself, John Furrier, Savannah, I think even Paul Gillin is going to attend the show, because I believe we're going to be there three days. So, you know, we're doing a lot of editorial. Dell is an anchor sponsor, so we really appreciate them providing funding so we can have this community event and bring people on. So, if you are interested- >> Dave, Dave, I just have- Just something on that point. I think that's indicative of where this world is moving when you have Dell so directly involved in something like this, it's an indication that this is moving out of just the realm of academia and moving in the direction of enterprise. Because as we know, they tend to ruthlessly drive down the cost of things. And so I think that's an interesting indication right there. >> Yeah, as do the cloud guys. So again, this is mainstream. So if you're interested, if you got something interesting to talk about, if you have market research, you're an analyst, you're an influencer in this community, you've got technical chops, maybe you've got an interesting startup, you can contact David, david.nicholson@siliconangle.com. John Furrier is john@siliconangle.com. david.vellante@siliconangle.com. I'd be happy to listen to your pitch and see if we can fit you onto the program. So, really excited. It's the week of November 13th. I think November 13th is a Sunday, so I believe David will be broadcasting Tuesday, Wednesday, Thursday. Really excited. Give you the last word here, Dave. >> No, I just, I'm not embarrassed to admit that I'm really, really excited about this. It's cutting edge stuff and I'm really going to be exploring this question of where does it fit in the world of AI and ML? I think that's really going to be the center of what I'm really seeking to understand when I'm there. >> All right, Dave Nicholson. Thanks for your time. theCUBE at SC22. Don't miss it. Go to thecube.net, go to siliconangle.com for all the news. This is Dave Vellante for theCUBE and for Dave Nicholson. Thanks for watching. And we'll see you in Dallas. (inquisitive music)

(upbeat music) >> Hi everyone. Welcome to theCUBE special presentation here in Palo Alto, California. I'm John Furrier, host of theCUBE. We got two great guests, one for calling in from Germany, or videoing in from Germany, one from Maryland. We've got VMware and AWS. This is the customer successes with VMware Cloud on AWS Showcase: Accelerating Business Transformation. Here in the Showcase at Samir Kadoo, worldwide VMware strategic alliance solution architect leader with AWS. Samir, great to have you. And Daniel Rethmeier, principal architect global AWS synergy at VMware. Guys, you guys are working together, you're the key players in this relationship as it rolls out and continues to grow. So welcome to theCUBE. >> Thank you, greatly appreciate it. >> Great to have you guys both on. As you know, we've been covering this since 2016 when Pat Gelsinger, then CEO, and then then CEO AWS at Andy Jassy did this. It kind of got people by surprise, but it really kind of cleaned out the positioning in the enterprise for the success of VM workloads in the cloud. VMware's had great success with it since and you guys have the great partnerships. So this has been like a really strategic, successful partnership. Where are we right now? You know, years later, we got this whole inflection point coming, you're starting to see this idea of higher level services, more performance are coming in at the infrastructure side, more automation, more serverless, I mean and AI. I mean, it's just getting better and better every year in the cloud. Kind of a whole 'nother level. Where are we? Samir, let's start with you on the relationship. >> Yeah, totally. So I mean, there's several things to keep in mind, right? So in 2016, right, that's when the partnership between AWS and VMware was announced. And then less than a year later, that's when we officially launched VMware Cloud on AWS. Years later, we've been driving innovation, working with our customers, jointly engineering this between AWS and VMware. You know, one of the key things... Together, day in, day out, as far as advancing VMware Cloud on AWS. You know, even if you look at the innovation that takes place with the solution, things have modernized, things have changed, there's been advancements. You know, whether it's security focus, whether it's platform focus, whether it's networking focus, there's been modifications along the way, even storage, right, more recently. One of the things to keep in mind is we're looking to deliver value to our customers together. These are our joint customers. So there's hundreds of VMware and AWS engineers working together on this solution. And then factor in even our sales teams, right? We have VMware and AWS sales teams interacting with each other on a constant daily basis. We're working together with our customers at the end of the day too. Then we're looking to even offer and develop jointly engineered solutions specific to VMware Cloud on AWS. And even with VMware to other platforms as well. Then the other thing comes down to is where we have dedicated teams around this at both AWS and VMware. So even from solutions architects, even to our sales specialists, even to our account teams, even to specific engineering teams within the organizations, they all come together to drive this innovation forward with VMware Cloud on AWS and the jointly engineered solution partnership as well. And then I think one of the key things to keep in mind comes down to we have nearly 600 channel partners that have achieved VMware Cloud on AWS service competency. So think about it from the standpoint, there's 300 certified or validated technology solutions, they're now available to our customers. So that's even innovation right off the top as well. >> Great stuff. Daniel, I want to get to you in a second upon this principal architect position you have. In your title, you're the global AWS synergy person. Synergy means bringing things together, making it work. Take us through the architecture, because we heard a lot of folks at VMware explore this year, formerly VMworld, talking about how the workloads on IT has been completely transforming into cloud and hybrid, right? This is where the action is. Where are you? Is your customers taking advantage of that new shift? You got AIOps, you got ITOps changing a lot, you got a lot more automation, edges right around the corner. This is like a complete transformation from where we were just five years ago. What's your thoughts on the relationship? >> So at first, I would like to emphasize that our collaboration is not just that we have dedicated teams to help our customers get the most and the best benefits out of VMware Cloud and AWS, we are also enabling us mutually. So AWS learns from us about the VMware technology, where VMware people learn about the AWS technology. We are also enabling our channel partners and we are working together on customer projects. So we have regular assembles globally and also virtually on Slack and the usual suspect tools working together and listening to customers. That's very important. Asking our customers where are their needs? And we are driving the solution into the direction that our customers get the best benefits out of VMware Cloud on AWS. And over the time, we really have involved the solution. As Samir mentioned, we just added additional storage solutions to VMware Cloud on AWS. We now have three different instance types that cover a broad range of workloads. So for example, we just edited the I4i host, which is ideally for workloads that require a lot of CPU power, such as, you mentioned it, AI workloads. >> Yeah, so I want to get us just specifically on the customer journey and their transformation, you know, we've been reporting on Silicon angle in theCUBE in the past couple weeks in a big way that the ops teams are now the new devs, right? I mean that sounds a little bit weird, but IT operations is now part of a lot more DataOps, security, writing code, composing. You know, with open source, a lot of great things are changing. Can you share specifically what customers are looking for when you say, as you guys come in and assess their needs, what are they doing, what are some of the things that they're doing with VMware on AWS specifically that's a little bit different? Can you share some of and highlights there? >> That's a great point, because originally, VMware and AWS came from very different directions when it comes to speaking people and customers. So for example, AWS, very developer focused, whereas VMware has a very great footprint in the ITOps area. And usually these are very different teams, groups, different cultures, but it's getting together. However, we always try to address the customer needs, right? There are customers that want to build up a new application from the scratch and build resiliency, availability, recoverability, scalability into the application. But there are still a lot of customers that say, "Well, we don't have all of the skills to redevelop everything to refactor an application to make it highly available. So we want to have all of that as a service. Recoverability as a service, scalability as a service. We want to have this from the infrastructure." That was one of the unique selling points for VMware on-premise and now we are bringing this into the cloud. >> Samir, talk about your perspective. I want to get your thoughts, and not to take a tangent, but we had covered the AWS re:MARS, actually it was Amazon re:MARS, machine learning automation, robotics and space was really kind of the confluence of industrial IoT, software, physical. And so when you look at like the IT operations piece becoming more software, you're seeing things about automation, but the skill gap is huge. So you're seeing low code, no code, automation, you know, "Hey Alexa, deploy a Kubernetes cluster." Yeah, I mean that's coming, right? So we're seeing this kind of operating automation meets higher level services, meets workloads. Can you unpack that and share your opinion on what you see there from an Amazon perspective and how it relates to this? >> Yeah. Yeah, totally, right? And you know, look at it from the point of view where we said this is a jointly engineered solution, but it's not migrating to one option or the other option, right? It's more or less together. So even with VMware Cloud on AWS, yes it is utilizing AWS infrastructure, but your environment is connected to that AWS VPC in your AWS account. So if you want to leverage any of the native AWS services, so any of the 200 plus AWS services, you have that option to do so. So that's going to give you that power to do certain things, such as, for example, like how you mentioned with IoT, even with utilizing Alexa, or if there's any other service that you want to utilize, that's the joining point between both of the offerings right off the top. Though with digital transformation, right, you have to think about where it's not just about the technology, right? There's also where you want to drive growth in the underlying technology even in your business. Leaders are looking to reinvent their business, they're looking to take different steps as far as pursuing a new strategy, maybe it's a process, maybe it's with the people, the culture, like how you said before, where people are coming in from a different background, right? They may not be used to the cloud, they may not be used to AWS services, but now you have that capability to mesh them together. >> Okay. >> Then also- >> Oh, go ahead, finish your thought. >> No, no, no, I was going to say what it also comes down to is you need to think about the operating model too, where it is a shift, right? Especially for that vStor admin that's used to their on-premises environment. Now with VMware Cloud on AWS, you have that ability to leverage a cloud, but the investment that you made and certain things as far as automation, even with monitoring, even with logging, you still have that methodology where you can utilize that in VMware Cloud on AWS too. >> Daniel, I want to get your thoughts on this because at Explore and after the event, as we prep for CubeCon and re:Invent coming up, the big AWS show, I had a couple conversations with a lot of the VMware customers and operators, and it's like hundreds of thousands of users and millions of people talking about and peaked on VMware, interested in VMware. The common thread was one person said, "I'm trying to figure out where I'm going to put my career in the next 10 to 15 years." And they've been very comfortable with VMware in the past, very loyal, and they're kind of talking about, I'm going to be the next cloud, but there's no like role yet. Architects, is it solution architect, SRE? So you're starting to see the psychology of the operators who now are going to try to make these career decisions. Like what am I going to work on? And then it's kind of fuzzy, but I want to get your thoughts, how would you talk to that persona about the future of VMware on, say, cloud for instance? What should they be thinking about? What's the opportunity? And what's going to happen? >> So digital transformation definitely is a huge change for many organizations and leaders are perfectly aware of what that means. And that also means to some extent, concerns with your existing employees. Concerns about do I have to relearn everything? Do I have to acquire new skills and trainings? Is everything worthless I learned over the last 15 years of my career? And the answer is to make digital transformation a success, we need not just to talk about technology, but also about process, people, and culture. And this is where VMware really can help because if you are applying VMware Cloud on AWS to your infrastructure, to your existing on-premise infrastructure, you do not need to change many things. You can use the same tools and skills, you can manage your virtual machines as you did in your on-premise environment, you can use the same managing and monitoring tools, if you have written, and many customers did this, if you have developed hundreds of scripts that automate tasks and if you know how to troubleshoot things, then you can use all of that in VMware Cloud on AWS. And that gives not just leaders, but also the architects at customers, the operators at customers, the confidence in such a complex project. >> The consistency, very key point, gives them the confidence to go. And then now that once they're confident, they can start committing themselves to new things. Samir, you're reacting to this because on your side, you've got higher level services, you've got more performance at the hardware level. I mean, a lot improvements. So, okay, nothing's changed, I can still run my job, now I got goodness on the other side. What's the upside? What's in it for the customer there? >> Yeah, so I think what it comes down to is they've already been so used to or entrenched with that VMware admin mentality, right? But now extending that to the cloud, that's where now you have that bridge between VMware Cloud on AWS to bridge that VMware knowledge with that AWS knowledge. So I will look at it from the point of view where now one has that capability and that ability to just learn about the cloud. But if they're comfortable with certain aspects, no one's saying you have to change anything. You can still leverage that, right? But now if you want to utilize any other AWS service in conjunction with that VM that resides maybe on-premises or even in VMware Cloud on AWS, you have that option to do so. So think about it where you have that ability to be someone who's curious and wants to learn. And then if you want to expand on the skills, you certainly have that capability to do so. >> Great stuff, I love that. Now that we're peeking behind the curtain here, I'd love to have you guys explain, 'cause people want to know what's goes on behind the scenes. How does innovation get happen? How does it happen with the relationships? Can you take us through a day in the life of kind of what goes on to make innovation happen with the joint partnership? Do you guys just have a Zoom meeting, do you guys fly out, you write code, go do you ship things? I mean, I'm making it up, but you get the idea. How does it work? What's going on behind the scenes? >> So we hope to get more frequently together in-person, but of course we had some difficulties over the last two to three years. So we are very used to Zoom conferences and Slack meetings. You always have to have the time difference in mind if you are working globally together. But what we try, for example, we have regular assembles now also in-person, geo-based, so for AMEA, for the Americas, for APJ. And we are bringing up interesting customer situations, architectural bits and pieces together. We are discussing it always to share and to contribute to our community. >> What's interesting, you know, as events are coming back, Samir, before you weigh in this, I'll comment as theCUBE's been going back out to events, we're hearing comments like, "What pandemic? We were more productive in the pandemic." I mean, developers know how to work remotely and they've been on all the tools there, but then they get in-person, they're happy to see people, but no one's really missed the beat. I mean, it seems to be very productive, you know, workflow, not a lot of disruption. More, if anything, productivity gains. >> Agreed, right? I think one of the key things to keep in mind is even if you look at AWS's, and even Amazon's leadership principles, right? Customer obsession, that's key. VMware is carrying that forward as well. Where we are working with our customers, like how Daniel said and meant earlier, right? We might have meetings at different time zones, maybe it's in-person, maybe it's virtual, but together we're working to listen to our customers. You know, we're taking and capturing that feedback to drive innovation in VMware Cloud on AWS as well. But one of the key things to keep in mind is yes, there has been the pandemic, we might have been disconnected to a certain extent, but together through technology, we've been able to still communicate, work with our customers, even with VMware in between, with AWS and whatnot, we had that flexibility to innovate and continue that innovation. So even if you look at it from the point of view, right? VMware Cloud on AWS Outposts, that was something that customers have been asking for. We've been able to leverage the feedback and then continue to drive innovation even around VMware Cloud on AWS Outposts. So even with the on-premises environment, if you're looking to handle maybe data sovereignty or compliance needs, maybe you have low latency requirements, that's where certain advancements come into play, right? So the key thing is always to maintain that communication track. >> In our last segment we did here on this Showcase, we listed the accomplishments and they were pretty significant. I mean geo, you got the global rollouts of the relationship. It's just really been interesting and people can reference that, we won't get into it here. But I will ask you guys to comment on, as you guys continue to evolve the relationship, what's in it for the customer? What can they expect next? Because again, I think right now, we're at an inflection point more than ever. What can people expect from the relationship and what's coming up with re:Invent? Can you share a little bit of kind of what's coming down the pike? >> So one of the most important things we have announced this year, and we will continue to evolve into that direction, is independent scale of storage. That absolutely was one of the most important items customer asked for over the last years. Whenever you are requiring additional storage to host your virtual machines, you usually in VMware Cloud on AWS, you have to add additional nodes. Now we have three different node types with different ratios of compute, storage, and memory. But if you only require additional storage, you always have to get also additional compute and memory and you have to pay for it. And now with two solutions which offer choice for the customers, like FS6 wanted a ONTAP and VMware Cloud Flex Storage, you now have two cost effective opportunities to add storage to your virtual machines. And that offers opportunities for other instance types maybe that don't have local storage. We are also very, very keen looking forward to announcements, exciting announcements, at the upcoming events. >> Samir, what's your reaction take on what's coming down on your side? >> Yeah, I think one of the key things to keep in mind is we're looking to help our customers be agile and even scaled with their needs, right? So with VMware Cloud on AWS, that's one of the key things that comes to mind, right? There are going to be announcements, innovations, and whatnot with upcoming events. But together, we're able to leverage that to advance VMware cloud on AWS. To Daniel's point, storage for example, even with host offerings. And then even with decoupling storage from compute and memory, right? Now you have the flexibility where you can do all of that. So to look at it from the standpoint where now with 21 regions where we have VMware Cloud on AWS available as well, where customers can utilize that as needed when needed, right? So it comes down to, you know, transformation will be there. Yes, there's going to be maybe where workloads have to be adapted where they're utilizing certain AWS services, but you have that flexibility and option to do so. And I think with the continuing events, that's going to give us the options to even advance our own services together. >> Well you guys are in the middle of it, you're in the trenches, you're making things happen, you've got a team of people working together. My final question is really more of a kind of a current situation, kind of future evolutionary thing that you haven't seen this before. I want to get both of your reaction to it. And we've been bringing this up in the open conversations on theCUBE is in the old days, let's go back this generation, you had ecosystems, you had VMware had an ecosystem, AWS had an ecosystem. You know, we have a product, you have a product, biz dev deals happen, people sign relationships, and they do business together and they sell each other's products or do some stuff. Now it's more about architecture, 'cause we're now in a distributed large scale environment where the role of ecosystems are intertwining and you guys are in the middle of two big ecosystems. You mentioned channel partners, you both have a lot of partners on both sides, they come together. So you have this now almost a three dimensional or multidimensional ecosystem interplay. What's your thoughts on this? Because it's about the architecture, integration is a value, not so much innovations only. You got to do innovation, but when you do innovation, you got to integrate it, you got to connect it. So how do you guys see this as an architectural thing, start to see more technical business deals? >> So we are removing dependencies from individual ecosystems and from individual vendors. So a customer no longer has to decide for one vendor and then it is a very expensive and high effort project to move away from that vendor, which ties customers even closer to specific vendors. We are removing these obstacles. So with VMware Cloud on AWS, moving to the cloud, firstly it's not a dead end. If you decide at one point in time because of latency requirements or maybe some compliance requirements, you need to move back into on-premise, you can do this. If you decide you want to stay with some of your services on-premise and just run a couple of dedicated services in the cloud, you can do this and you can man manage it through a single pane of glass. That's quite important. So cloud is no longer a dead end, it's no longer a binary decision, whether it's on-premise or the cloud, it is the cloud. And the second thing is you can choose the best of both worlds, right? If you are migrating virtual machines that have been running in your on-premise environment to VMware Cloud on AWS either way in a very, very fast cost effective and safe way, then you can enrich, later on enrich these virtual machines with services that are offered by AWS, more than 200 different services ranging from object-based storage, load balancing, and so on. So it's an endless, endless possibility. >> We call that super cloud in the way that we generically defining it where everyone's innovating, but yet there's some common services. But the differentiation comes from innovation where the lock in is the value, not some spec, right? Samir, this is kind of where cloud is right now. You guys are not commodity, amazon's completely differentiating, but there's some commodity things happen. You got storage, you got compute, but then you got now advances in all areas. But partners innovate with you on their terms. >> Absolutely. >> And everybody wins. >> Yeah, I 100% agree with you. I think one of the key things, you know, as Daniel mentioned before, is where it's a cross education where there might be someone who's more proficient on the cloud side with AWS, maybe more proficient with the VMware's technology. But then for partners, right? They bridge that gap as well where they come in and they might have a specific niche or expertise where their background, where they can help our customers go through that transformation. So then that comes down to, hey, maybe I don't know how to connect to the cloud, maybe I don't know what the networking constructs are, maybe I can leverage that partner. That's one aspect to go about it. Now maybe you migrated that workload to VMware Cloud on AWS. Maybe you want to leverage any of the native AWS services or even just off the top, 200 plus AWS services, right? But it comes down to that skillset, right? So again, solutions architecture at the back of the day, end of the day, what it comes down to is being able to utilize the best of both worlds. That's what we're giving our customers at the end of the day. >> I mean, I just think it's a refactoring and innovation opportunity at all levels. I think now more than ever, you can take advantage of each other's ecosystems and partners and technologies and change how things get done with keeping the consistency. I mean, Daniel, you nailed that, right? I mean you don't have to do anything. You still run it. Just spear the way you're working on it and now do new things. This is kind of a cultural shift. >> Yeah, absolutely. And if you look, not every customer, not every organization has the resources to refactor and re-platform everything. And we give them a very simple and easy way to move workloads to the cloud. Simply run them and at the same time, they can free up resources to develop new innovations and grow their business. >> Awesome. Samir, thank you for coming on. Daniel, thank you for coming to Germany. >> Thank you. Oktoberfest, I know it's evening over there, weekend's here. And thank you for spending the time. Samir, give you the final word. AWS re:Invent's coming up. We're preparing, we're going to have an exclusive with Adam, with Fryer, we'd do a curtain raise, and do a little preview. What's coming down on your side with the relationship and what can we expect to hear about what you got going on at re:Invent this year? The big show? >> Yeah, so I think Daniel hit upon some of the key points, but what I will say is we do have, for example, specific sessions, both that VMware's driving and then also that AWS is driving. We do have even where we have what are called chalk talks. So I would say, and then even with workshops, right? So even with the customers, the attendees who are there, whatnot, if they're looking to sit and listen to a session, yes that's there, but if they want to be hands-on, that is also there too. So personally for me as an IT background, been in sysadmin world and whatnot, being hands-on, that's one of the key things that I personally am looking forward. But I think that's one of the key ways just to learn and get familiar with the technology. >> Yeah, and re:Invent's an amazing show for the in-person. You guys nail it every year. We'll have three sets this year at theCUBE and it's becoming popular. We have more and more content. You guys got live streams going on, a lot of content, a lot of media. So thanks for sharing that. Samir, Daniel, thank you for coming on on this part of the Showcase episode of really the customer successes with VMware Cloud on AWS, really accelerating business transformation with AWS and VMware. I'm John Furrier with theCUBE, thanks for watching. (upbeat music)

>> theCUBE presents Dell Technologies World, brought to you by Dell. >> Hey everyone. Happy afternoon. Welcome back to theCUBE. This is Lisa Martin with Dave Vallante. We are on day three of our coverage of Dell Technologies World live from Las Vegas with about 7,000- 8,000 people here. It's been a great two and a half days. Lots of people are still here. We're going to be talking more about Dell Services. I got a couple of guys from Dell Technologies joining us next. Please welcome Patrick Mooney, Senior Vice President of Services Product Management at Dell and Satish Iyer, Vice President of Emerging Services at Dell. Guys, welcome to the program. >> Thank you. Good evening. Great to be here to you. >> Happy to be here. >> So isn't it great to be back in person? >> So great. >> Those hallway conversations you just can't replicate it for video conferencing, right? >> Yeah. >> Priceless. >> It is priceless, I agree. Patrick, let's start with you. Talk to us about from a customer's perspective. What are some of the key services they've been looking for the last couple of years particularly, and how has Dell changed its strategic direction to deliver? >> Great question. Customers want outcomes and services are at the heart of outcomes. So when we look at customers transforming we're continually transforming and modernizing what we do and everything we're doing is centered around making it easy to buy, easy to consume and just centered around the customer. >> What are people looking for these days, Satish? I mean, what's the top three or four priorities. And we know cyber's up there. The cloud. One is when customers are consuming cloud, now there is more and more what we call as customers are looking for full stack solutions. So they start with giving me the best infrastructure on the platforms. Now they're saying, "I'm going to use those infrastructure to drive X, Y, and Z. "Now Mr. Dell, can you come and gimme those tags? "So I don't need to worry about anything "and I can actually consume it in the cloud like way." That's been massive for us. >> So, how do you guys respond to that? I mean, things in our little business things change so fast. And we can, but we're little. We can move fast. Customers are saying, okay, pandemic forced match to digital and now we got to figure it out. And now we got to modernize our HQ. How are you able to keep up? How are you changing your strategy as your customers pull you in different directions? What's going on inside the organization to enable that? >> Yeah. I think the key is that we meet customers where they are and help them plot out where they want to be. And then bring them along that journey. And we've really spent a lot of time developing four practices to help get there. One's around data and applications another around multi-cloud, another around workforce and another around security and resiliency. And no matter where they want to be, whether they want to do it themselves. They want us to help them do it or they want us to do it for them, we're there for them and we'll help them get where they want to be. >> Do you have like formal customer councils or how do you actually, especially the last couple years staying engaged with those customers? >> Absolutely. We're always talking to customers. It is critical to the model and we got a lot of ideas and customers have a lot of ideas and we want to vet those and talk through them. So no matter what point we're at in our product development cycle, we're always talking with customers, "Hey, do we hear you right? "Is this the value you're looking for?" And as we're developing it, can you help us test it? And so on. And we do that through regular conversations, field testing, customer insight councils, and it just feels so great to be having face to face conversations again as well. >> What is- >> Oh, go ahead. >> I was going to say, what are some of the things that you've heard face to face this week in terms of the direction, what Dell Services is delivering? >> Well, one big one for sure is that remote workforce is here to stay. And in our workforce pillar we spent a lot of time around how do we make it easy for customers to manage a remote workforce? It's a big challenge. So we've recently we announced here at Dell World, Lifecycle Hub Services where we it's a managed service where we're helping customers manage their entire device lifecycle around their PC. So imagine this you have a new hire joint or somebody leaves, how do you get 'em that PC? Have it ready? Let Dell take care of all the logistics, we'll we'll store it. We'll configure it. We'll send it to 'em we'll take the old machines back, we'll kit it for 'em anything that's needed and fully integrated it from the customer system into our system. So it's all automated. >> Okay. And all the patching, et cetera, >> Everything. Okay. So you got four pillars, data and apps multi-cloud, workforce and resiliency. What you just described, the automation, does IP and what's the IP portfolio look like? How does it map into those four pillars? >> Sure, you want to take that? >> Sure, so obviously when you look at growth areas and services, it's absolutely important for us to develop sustainable IP. If you look at one of the areas where we have invested and we are growing is cloud managed services platform. So Dell is unique in terms of managing our customer services. We actually do full lifecycle management of the customers. So we invested quite a bit of, I would say time and energy and engineering efforts to basically solve problems in engineered way. So the customer cloud managed services platform allows us to actually bring both, you talked about apex before to our other colleagues. So it allows us to both bring apex services to our customers and also allows us to bring non apex services in terms of fully managed to our customers. >> So multi-cloud must be a rich opportunity's probably almost infinite. There's a lot of gaps there for IP development. What are you seeing and hearing from customer with regard to those gaps? >> So one of the key areas when you talk about multi-cloud is we talk to customers about is the solution things we talked about. So we launched, we announced three solutions one we already launched. And the two of them will be announced is customers want that end-to-end outcome, right? 'Cause they are saying, well we are currently where we started today. We announced cyber security as a service. As you guys know, within the current geopolitical climate, cyber attacks are common, ransomware is common. So, and this is something which we are doing today to customers. What customers want is the simplicity of offering. They're like, you can help us with cyber security when something happens I have an insurance policy, so I can actually go I know where my data sets are. I can record from it, but can you streamline it for me? I don't want all the headaches. Can you make sure that it's easily consumable and Dell can take care of everything for me. And we are also investing on other LED solutions like machine learning, high performance compute. And we are also looking at vertical areas. So our customers, especially in telco, Edge and enterprise applications. So we are looking at those as a full stack offerings so that we can actually educate and take our customers on the journey on our MacCloud platforms. >> I going to talk about Dell Services as a facilitator of multi-cloud Chuck Whitton was on stage, He was here yesterday talking about multi-cloud is here by default. Well, Dell wants to change that to multi-cloud by design. How can Dell Services be a facilitator of that transformation that customers in telco or whatever industry have going from, We've got it by default to now it's actually by design, facilitating that? >> Yeah. I'll jump in and let you take it, we have a a robust consulting practice which can help you come in and understand where you're at and where you want to be and design that future. So that it's not, as you said by default, it's absolutely multi-cloud by design. Anything you want to add? >> Yeah. I mean, look again Dell has been doing multi-cloud for a long time. We just didn't call it multi-cloud. I would probably say 2014, 2015, Dell's been there. We know our customers have a choice. We want to operationalize. We want to help our customers run workloads wherever they want to run. Now, we have a term for it. We have a dedicated way of talking about it. And again, more automation more IP development, more software. And again, taking a lot of the people part away from services and driving more innovation, more IPs where we are going to be able to differentiate. >> So you're a large and pretty sophisticated services organization. We've talked about some of your IP. You now bring that to your customers. What are some of the adoption barriers that they have? How are you addressing those, in terms of taking your IP and your ideas? And you probably say, "Hey, we got this, you can apply this". What are they not ready for? That you sort of advise them, okay you got to do, these are some maybe, some out scope things that you haven't talked about or thought about. >> Yeah. I mean, I'll take one. And I know Patrick will probably touch on, I would say two big ones. I can think about the one is data. One is on security, right? I'll give you the data use case. So data has gravity, right? When customers think about, multi-cloud think about solution, think about these services. It's not easy to take petabytes and terabytes of data and shift all over the place. It's very, very expensive. So a lot of their cloud strategy really hinges on where the data is, and how they're going to optimize those data for the outcomes they want to decide. And that's something a lot of our customers initially don't think about it as we actually go and talk to them about this specific use case and application that actually becomes forefront of the discussion. >> Yeah. On the security front, customers are just overwhelmed with the number of options in a very fragmented, extremely important space. So we've tried to make that very easy for them with our managed detection and response services, bringing the best of the industry and Dell Services together to give them a one stop shop managed service, let us watch for you so that you can run your business. And when we detect something, we'll advise you and help you respond. >> What's the tooling like there. I mean, you have, do you have your preferred tooling? Are the customers saying, well we got to use this vendor or that vendor, how do you manage all that complex? >> Of course we have our preferred tooling and we partner greatly with secure works to do it as well as some other company, but that said what's important to us with the service is that a customer meets specific, they're green in five different categories. And if they're green in those categories, then we're good to help them. And if they don't know how to do that, then we'll come in and do a security assessment to help them get there. And just taking what's very complicated and making it easy. >> On the security front. We've been talking about the cyber skills gap, massive skills gap that's been around for years. How is Dell Services facilitator of organizations being able to close that gap? >> Sure. In a few ways, one, we can just do it for you, right? Two, if you want to do it yourself, we can supplement you with security residents to help you manage through the complexity and cross train while as part of your staff. And then three, we have our Dell Education Services where we can come in and train you as well. So lots of different options on how you want to do it. >> Yeah. >> No matter what you choose, we're here for you. (panelists laughing) >> That people option's important. I mean, people being the biggest threat factor that there is, right. >> Absolutely. >> For sure. >> That's probably one of the hardest ones to augment. >> Yeah. I mean, that's the reason why when you look at cyber security customers, want somebody else to manage it because you don't want the same folks making the same mistake on an insurance policy. So they're like Dell, you manage it for me. So I don't have the same actor is doing same things. So I have somebody managing my data but somebody managing my record option. So in case something goes wrong I know it's a different handset different people who are much more relaxed when things go back >> That's always nice to have somebody that's relaxed in a crisis. >> Absolutely. And I think I'll take that in my personal life too. Guys thank you for joining Dave and me talking about what's new with Dell Services the modernization that you're undergoing and how your customers are really helping to evolve this strategy. We appreciate your insight. >> Thank you, Lisa. >> Thank you so much for your time. Great seeing you. >> Right. Likewise for Dave Vallante, I'm Lisa Martin. You're watching theCUBE. This is day three of our coverage of Dell Technologies World, live from Las Vegas, stick around Dave and I will be right back with our next guest. (bright music)

(bright upbeat music) >> Hello, and welcome back to theCUBE's continuous coverage of AWS re:Invent 2021. I'm John Furrier your host of theCUBE wall-to-wall coverage, Sumit Dhawan president of VMware is joining me today. Sumit, welcome to theCUBE. >> Great to be here, John, good to see you. >> You know, I remember Raghu when we were talking to him when the original AWS deal, we covered it many, many years ago. It seems like yesterday, but since then, again, it was a lot of people who were kind of like looking at that deal, not understanding. We were very clear that we thought that that was going to create clarity. If you look at the success of VMware's cloud strategy, since that moment in time, it really has been an amazing run for VMware. And so congratulations and looking at that trajectory, we're going into what even a bigger wave now we're seeing, coming out of the pandemic with Edge, 5g, Cloud Native going mainstream. This is like another tipping point, another inflection. Well, how are we want to look at it? This is really big. Can you share your thoughts on how you see your customers and AWS customers coming together with the VMware. >> Yeah, we are excited about sort of this phase, era or whatever you want to call it, where customers are looking at just the power of cloud for all of their applications. And in fact, what we call multicloud, where they are looking at private cloud, public cloud, sometimes even multiple public clouds and Edge and how they are going to leverage all of this power of cloud across all their applications. And we're excited about the partnership, like you said, John, we did with AWS, customers have last two years, have had a hard time modernizing their infrastructure. And now they're looking at their tier one applications, which are oftentimes the lifeline of their businesses and they have not been, the infrastructure has not been modernized. And our partnership with AWS brings to the customers a fully modernized infrastructure as a service, which is optimized for their tier one application. So they can embrace the power of cloud, not just for new modern applications that they have built for running their new digital services, but also all of their tier one enterprise applications instantly modernize their infrastructure, secure it run their tier one applications through the power and the scale of public cloud. And then gradually start modernizing, like you mentioned, modernization of application is a key element and we have provided a rich stack for customers to be able to build their new SRE and DevOps practices and enable developers to have a fast journey to build these modern applications, leveraging the power of public cloud and in fact multiple public clouds seamlessly, and we're extending the same thing to the Edge. So it's actually exciting times in the industry. We call it the multicloud era and VMware is enabling our customers what we call smartest path to cloud. >> Well, congratulations, first of all, on the new independent company, VMware, that's great news. You guys now are on your own very valuable company in and of itself, under Dell Technologies now out on the open and we've been covering VMware, theCube's been to VMware every year. And looking at this year's VMware and looking at VMware for the old folks, the veterans VMware has been synonymous with operations, IT operations, running workloads in data centers to power business, enterprise classic innovation for business value. Now with the cloud, you see operations DevOps being discussed in security. You're talking about, and you mentioned SRE the workloads. The game is still the same, but it is shifting landscape wise. You got cloud scale, you mentioned on premises and multi-cloud. So with operations going to full scale, your customers are building and running their businesses on VMware and AWS and other clouds. This is the same game, but different world. Can you just share what's the current similarities and differences from where operations used to be from a workload standpoint. >> John, you're a hundred percent, right. The need for operational scale and discipline is always, there has always been there and now it's extended to potentially lot more complex world of what we call multicloud. In this new world, the whole aspect of operations is no longer the world of system admins, where you would have people pushing buttons to control the infrastructure and it's lot more where infrastructure is now designed to be managed as a code. There is a lot more of what is considered shift left, where more and more of power of orchestrating the infrastructure as given to the developers because they're oftentimes the sort of ones who understand the business logic and understand how the infrastructure is required to scale up and down the applications. And so along those two key trends, there is still a critical element of how a platform is needed for customers to operate that environment okay. You can't sort of have operational discipline be lost just because you have the paradigm changed and that's what VMware is enabling now with VMware stack, you can manage your entire infrastructure, not just public cloud, but even private cloud as a code, you can create a platform where developers get this freedom and a great experience to leverage any public cloud, to build their services and work closely with DevOps and SRE functions, to make sure that the orchestration of all of their cloud environment in a multicloud environment is available and enabled seamlessly through Kubernetes. This doesn't have to be done through virtual machines anymore it could be virtual machines or Kubernetes orchestrated containers across all clouds. And so bottom line operations has always been critical, but it has been done in a certain way in the world of multicloud it's changed to where it's more and more of infrastructure as a service shift left to developers and cybersecurity is extremely important where it needs to be built into the platform. And that's what VMware solutions are now enabling for our customers. >> Yeah, and for all the young guns coming into the business that have developers, the DevOps is still the same game. You've got developers and you've got operations now at large scale. And I think this whole multi-cloud is really kind of the multi-vendor equation so I think clear synergies and congratulations on the trajectory. I think it's really relevant. Can you take us through on how this means for the businesses, because at VMWorld this year, you guys talked about cross-cloud services. Can you talk about what that is and what does it mean for the customers, and what's the focus at reInvent this year? >> Yeah, so VMware this year at VMworld announced our sort of portfolio for enabling customers to embrace the power of multicloud easily. We call it cross-cloud services and they fit into five major categories. First is our cloud infrastructure that is available through partnership with all major cloud providers. We started with AWS and we expanded with all major cloud providers, including Azure, Google, Ali in China, Oracle, IBM. Secondly, our cloud native platform, Cloud native platform is where it doesn't have to be traditional VM based applications, applications built using modern cloud native technologies container-based, or that can be orchestrated using Kubernetes that are operationalized using our platform where customers can get any Kubernetes on any public cloud and operate them in a consistent and scalable fashion and enable a great developer experience at the same time. Third is networking and security services, which are underlay across both the cloud infrastructure, as well as cloud native services for this cloud management, how infrastructure as a code and shift-left developer function can be enabled through our management technologies designed for both private and public cloud, both VM based or VMware based infrastructure, as well as native public cloud infrastructure. And then lastly, at workspace and Edge services, enabling customers to build today's requirements of people working from anywhere and anywhere workspace experience for a hybrid workforce. So these are our five cloud services, John, that we call collectively as cross-cloud services, which enable customers to embrace the power of multicloud easily. These are modular, easy to acquire services designed to run across all clouds. And obviously for customers looking at leveraging the power of AWS, these services enable you to embrace it AWS at the fastest speed. >> Yeah and I think anything cross-cloud, multi-cloud, the ease of use and choice is key, you have to have choice that's cool. Open source is driving a lot of that, which I want to get to with the Tanzu, but you guys have had a great partnership with AWS, both on a development level, as well as a business partnership. Take us through the evolution of the partnership between VMware and AWS, because I know Raghu was really into this with Pat Gelsinger and then Andy Jassy, we covered that. But if you look at what Amazon web services is doing under Adam's leadership now they're going to set the table for the next 15 years. And you've got Outpost is going to be a big part of that. You've got all of the cloud native high level services inside the cloud, inside AWS as well. So take us through your view of the evolution of the VMware AWS partnership. >> Yeah I mean, AWS and VMware started a partnership for those of you who don't know, we started our partnership about five years ago, where we announced the availability of VMware cloud on AWS, which is all of our fully sort of modernized software defined data centers infrastructure available for running tear one enterprise applications on top of AWS all of their data centers globally. So our software with AWS hardware together as a managed service means customers could get fully modern infrastructure without refactoring any of their applications. They can run on AWS. And that relationship has grown significantly. We have continued to enable more and more of sort of different sized sort of platform infrastructure that we have continually made available. And the business has led to great success. We have at this point in time thousands of customers, joint customers running all of their tier one business applications, whether it's banking to healthcare, to insurance on top of our infrastructure, and it's been great. We then gradually expanded that partnership to other industries. Now we have customers in telcos running major telco cloud on top of our platform, we've expanded our partnership to other solutions. We brought our Tanzu, which is our cloud native platform for managing native cloud services on AWS, in an enterprise fashion, connected to all of their enterprise requirements as well in the marketplace we have brought other offerings, including security services on AWS marketplace for customers to get so over time. >> Hold on Sumit if you don't mind me asking, so you saying that Tanzu Carbon Black and VMware cloud are all in AWS marketplace. >> They're all available in AWS marketplace and they're all available to be transacted through even just the AWS's EDP. So the commercial relationship with AWS has strengthened significantly over time. >> EDP is their sales channel that's their direct. >> EDP is their enterprise agreement that's right. >> So you go to market together with AWS under the marketplace. >> Joint support integration so their customers can get joint support with us. So over time, the technology integration that started has led to strong commercial integrations, helping making sure customers can get one commercial agreement and one support agreement with VMware and AWS together. And that's been great for customers, customers have loved it and we are continuing to build upon it. Your second question was, well, what happens when AWS has new modern native services? And what we have done is for example, at Tanzu Solution, it is integrated with AWS's EKS. So their Kubernetes distribution can be fully operationalized as well as a great developer experience can be created for AWS native services using VMware Tanzu solution. So we are embracing the power of more and more of AWS services for our enterprise solutions. >> You know I love following VMware, especially and AWS. I spoke to companies, both very technical, pragmatic, very smart companies So congratulations on success. I got to ask you from a customer perspective, as you look at the landscape of the commercial side, what are the customers saying? What's the big summary of where they're at? What's the vibe, where's their head, what are they thinking? Take us through some anecdotal customer sentiment or data. >> Yeah, our customers tell us three things consistently. Number one, they say that they have, at this point of time, just decided that they're going to have some kind of a black solution, which will span multiple clouds, which could have public cloud, private cloud and Edge or multiple public clouds. In fact, we just did a recent survey, John and we found that 74% of our customers are already using multiple clouds. And 90 plus percent said that they want that freedom and choice to be able to use cloud of their choice and not be encumbered by any particular sort of just choice that they make. So that's the first trend we see, secondly, customers want to modernize their infrastructure and modernize their applications. They haven't been able to do so over the course of last two years, and modernization is a key requirement and VMware and AWS gives them that ability to do so now at this point in time, very, very quickly. And then third thing we hear is that customers are looking for some solution where cybersecurity is built in it's something where they are standardizing their enterprise requirements via a platform, which has a great experience for the developers, great operational scale and cybersecurity. And these are the three trends John, that VMware is solely focused on as part of our services and solutions and our partnership with AWS. >> Sumit, always great to talk to you. One final point. I want to get your reaction to a VMware has made a couple of big bets in the past decade. One, the deal with Amazon, which opened the door for multicloud, that path is clear. Cloud-scale check the box well done. And the other one was cloud native technologies and Kubernetes specifically, two big bets that don't, that kind of no one kind of saw coming, turns out they turned out pretty well. What's your reaction to that? Would you agree? And how would you talk about those two events? >> Yeah, we at VMware always considered sort of how we are going to keep innovating and the way we see the world is follow where the applications are going. It's pretty simple. Okay we saw that a few years ago where cloud and container technologies are where the applications are going. And we innovated through both our organic investments, as well as inorganic investments to bring our VMware cloud Solutions and Tanzu Solutions. And similarly, John, we're looking at now the next generation of applications where we fast forward three years down the road, we envision a great degree of innovation is going to happen in the Edge. And that's the third sort of area of innovation for us. So that public cloud or multi-cloud cloud native applications, as well as Edge applications can all be orchestrated using VMware's cross-cloud services. >> Sumit Dhawan, president of VMware thanks for coming on theCUBE we appreciate it. Enjoy the rest of the event. I'm John Furrier host of theCUBE. Thanks for watching. (bright upbeat music)

(bright upbeat music) >> Hello, and welcome back to theCUBE's continuous coverage of AWS re:Invent 2021. I'm John Furrier your host of theCUBE wall-to-wall coverage, Sumit Dhawan president of VMware is joining me today. Sumit, welcome to theCUBE. >> Great to be here, John, good to see you. >> You know, I remember Raghu when we were talking to him when the original AWS deal, we covered it many, many years ago. It seems like yesterday, but since then, again, it was a lot of people who were kind of like looking at that deal, not understanding. We were very clear that we thought that that was going to create clarity. If you look at the success of VMware's cloud strategy, since that moment in time, it really has been an amazing run for VMware. And so congratulations and looking at that trajectory, we're going into what even a bigger wave now we're seeing, coming out of the pandemic with Edge, 5g, Cloud Native going mainstream. This is like another tipping point, another inflection. Well, how are we want to look at it? This is really big. Can you share your thoughts on how you see your customers and AWS customers coming together with the VMware. >> Yeah, we are excited about sort of this phase, era or whatever you want to call it, where customers are looking at just the power of cloud for all of their applications. And in fact, what we call multicloud, where they are looking at private cloud, public cloud, sometimes even multiple public clouds and Edge and how they are going to leverage all of this power of cloud across all their applications. And we're excited about the partnership, like you said, John, we did with AWS, customers have last two years, have had a hard time modernizing their infrastructure. And now they're looking at their tier one applications, which are oftentimes the lifeline of their businesses and they have not been, the infrastructure has not been modernized. And our partnership with AWS brings to the customers a fully modernized infrastructure as a service, which is optimized for their tier one application. So they can embrace the power of cloud, not just for new modern applications that they have built for running their new digital services, but also all of their tier one enterprise applications instantly modernize their infrastructure, secure it run their tier one applications through the power and the scale of public cloud. And then gradually start modernizing, like you mentioned, modernization of application is a key element and we have provided a rich stack for customers to be able to build their new SRE and DevOps practices and enable developers to have a fast journey to build these modern applications, leveraging the power of public cloud and in fact multiple public clouds seamlessly, and we're extending the same thing to the Edge. So it's actually exciting times in the industry. We call it the multicloud era and VMware is enabling our customers what we call smartest path to cloud. >> Well, congratulations, first of all, on the new independent company, VMware, that's great news. You guys now are on your own very valuable company in and of itself, under Dell Technologies now out on the open and we've been covering VMware, theCube's been to VMware every year. And looking at this year's VMware and looking at VMware for the old folks, the veterans VMware has been synonymous with operations, IT operations, running workloads in data centers to power business, enterprise classic innovation for business value. Now with the cloud, you see operations DevOps being discussed in security. You're talking about, and you mentioned SRE the workloads. The game is still the same, but it is shifting landscape wise. You got cloud scale, you mentioned on premises and multi-cloud. So with operations going to full scale, your customers are building and running their businesses on VMware and AWS and other clouds. This is the same game, but different world. Can you just share what's the current similarities and differences from where operations used to be from a workload standpoint. >> John, you're a hundred percent, right. The need for operational scale and discipline is always, there has always been there and now it's extended to potentially lot more complex world of what we call multicloud. In this new world, the whole aspect of operations is no longer the world of system admins, where you would have people pushing buttons to control the infrastructure and it's lot more where infrastructure is now designed to be managed as a code. There is a lot more of what is considered shift left, where more and more of power of orchestrating the infrastructure as given to the developers because they're oftentimes the sort of ones who understand the business logic and understand how the infrastructure is required to scale up and down the applications. And so along those two key trends, there is still a critical element of how a platform is needed for customers to operate that in Miami okay. You can sort of have operational discipline be lost just because you have the paradigm changed and that's what VMware is enabling now with VMware stack, you can manage your entire infrastructure, not just public cloud, but even private cloud as a code, you can create a platform where developers get this freedom and a great experience to leverage any public cloud, to build their services and work closely with DevOps and SRE functions, to make sure that the orchestration of all of their cloud environment in a multicloud environment is available and enabled seamlessly through Kubernetes. This doesn't have to be done through virtual machines anymore it could be virtual machines or Kubernetes orchestrated containers across all clouds. And so bottom line operations has always been critical, but it has been done in a certain way in the world of multicloud it's changed to where it's more and more of infrastructure as a service shift left to developers and cybersecurity is extremely important where it needs to be built into the platform. And that's what VMware solutions are now enabling for our customers. >> Yeah, and for all the young guns coming into the business that have developers, the DevOps is still the same game. You've got developers and you've got operations now at large scale. And I think this whole multi-cloud is really kind of the multi-vendor equation so I think clear synergies and congratulations on the trajectory. I think it's really relevant. Can you take us through on how this means for the businesses, because at VMWorld this year, you guys talked about cross-cloud services. Can you talk about what that is and what does it mean for the customers, and what's the focus at reInvent this year? >> Yeah, so VMware this year at VMworld announced our sort of portfolio for enabling customers to embrace the power of multicloud easily. We call it cross-cloud services and they fit into five major categories. First is our cloud infrastructure that is available through partnership with all major cloud providers. We started with AWS and we expanded with all major cloud providers, including Azure, Google, Ali in China, Oracle, IBM. Secondly, our cloud native platform, Cloud native platform is where it doesn't have to be traditional VM based applications, applications built using modern cloud native technologies container-based, or that can be orchestrated using Kubernetes that are operationalized using our platform where customers can get any Kubernetes on any public cloud and operate them in a consistent and scalable fashion and enable a great developer experience at the same time. Third is networking and security services, which are underlay across both the cloud infrastructure, as well as cloud native services for this cloud management, how infrastructure as a code and shift-left developer function can be enabled through our management technologies designed for both private and public cloud, both VM based or VMware based infrastructure, as well as native public cloud infrastructure. And then lastly, at workspace and Edge services, enabling customers to build today's requirements of people working from anywhere and anywhere workspace experience for a hybrid workforce. So these are our five cloud services, John, that we call collectively as cross-cloud services, which enable customers to embrace the power of multicloud easily. These are modular, easy to acquire services designed to run across all clouds. And obviously for customers looking at leveraging the power of AWS, these services enable you to embrace it AWS at the fastest speed. >> Yeah and I think anything cross-cloud, multi-cloud, the ease of use and choice is key, you have to have choice that's cool. Open source is driving a lot of that, which I want to get to with the Tanzu, but you guys have had a great partnership with AWS, both on a development level, as well as a business partnership. Take us through the evolution of the partnership between VMware and AWS, because I know Raghu was really into this with Pat Gelsinger and then Andy Jassy, we covered that. But if you look at what Amazon web services is doing under Adam's leadership now they're going to set the table for the next 15 years. And you've got Outpost is going to be a big part of that. You've got all of the cloud native high level services inside the cloud, inside AWS as well. So take us through your view of the evolution of the VMware AWS partnership. >> Yeah I mean, AWS and VMware started a partnership for those of you who don't know, we started our partnership about five years ago, where we announced the availability of VMware cloud on AWS, which is all of our fully sort of modernized software defined data centers infrastructure available for running tear one enterprise applications on top of AWS all of their data centers globally. So our software with AWS hardware together as a managed service means customers could get fully modern infrastructure without refactoring any of their applications. They can run on AWS. And that relationship has grown significantly. We have continued to enable more and more of sort of different sized sort of platform infrastructure that we have continually made available. And the business has led to great success. We have at this point in time thousands of customers, joint customers running all of their tier one business applications, whether it's banking to healthcare, to insurance on top of our infrastructure, and it's been great. We then gradually expanded that partnership to other industries. Now we have customers in telcos running major telco cloud on top of our platform, we've expanded our partnership to other solutions. We brought our Tanzu, which is our cloud native platform for managing native cloud services on AWS, in an enterprise fashion, connected to all of their enterprise requirements as well in the marketplace we have brought other offerings, including security services on AWS marketplace for customers to get so over time. >> Hold on Sumit if you don't mind me asking, so you saying that Tanzu Carbon Black and VMware cloud are all in AWS marketplace. >> They're all available in AWS marketplace and they're all available to be transacted through even just the AWS's EDP. So the commercial relationship with AWS has strengthened significantly over time. >> EDP is their sales channel that's their direct. >> EDP is their enterprise agreement that's right. >> So you go to market together with AWS under the marketplace. >> Joint support integration so their customers can get joint support with us. So over time, the technology integration that started has led to strong commercial integrations, helping making sure customers can get one commercial agreement and one support agreement with VMware and AWS together. And that's been great for customers, customers have loved it and we are continuing to build upon it. Your second question was, well, what happens when AWS has new modern native services? And what we have done is for example, at Tanzu Solution, it is integrated with AWS's EKS. So their Kubernetes distribution can be fully operationalized as well as a great developer experience can be created for AWS native services using VMware Tanzu solution. So we are embracing the power of more and more of AWS services for our enterprise solutions. >> You know I love following VMware, especially and AWS. I spoke to companies, both very technical, pragmatic, very smart companies So congratulations on success. I got to ask you from a customer perspective, as you look at the landscape of the commercial side, what are the customers saying? What's the big summary of where they're at? What's the vibe, where's their head, what are they thinking? Take us through some anecdotal customer sentiment or data. >> Yeah, our customers tell us three things consistently. Number one, they say that they have, at this point of time, just decided that they're going to have some kind of a black solution, which will span multiple clouds, which could have public cloud, private cloud and Edge or multiple public clouds. In fact, we just did a recent survey, John and we found that 74% of our customers are already using multiple clouds. And 90 plus percent said that they want that freedom and choice to be able to use cloud of their choice and not be encumbered by any particular sort of just choice that they make. So that's the first trend we see, secondly, customers want to modernize their infrastructure and modernize their applications. They haven't been able to do so over the course of last two years, and modernization is a key requirement and VMware and AWS gives them that ability to do so now at this point in time, very, very quickly. And then third thing we hear is that customers are looking for some solution where cybersecurity is built in it's something where they are standardizing their enterprise requirements via a platform, which has a great experience for the developers, great operational scale and cybersecurity. And these are the three trends John, that VMware is solely focused on as part of our services and solutions and our partnership with AWS. >> Sumit, always great to talk to you. One final point. I want to get your reaction to a VMware has made a couple of big bets in the past decade. One, the deal with Amazon, which opened the door for multicloud, that path is clear. Cloud-scale check the box well done. And the other one was cloud native technologies and Kubernetes specifically, two big bets that don't, that kind of no one kind of saw coming, turns out they turned out pretty well. What's your reaction to that? Would you agree? And how would you talk about those two events? >> Yeah, we at VMware always considered sort of how we are going to keep innovating and the way we see the world is follow where the applications are going. It's pretty simple. Okay we saw that a few years ago where cloud and container technologies are where the applications are going. And we innovated through both our organic investments, as well as inorganic investments to bring our VMware cloud Solutions and Tanzu Solutions. And similarly, John, we're looking at now the next generation of applications where we fast forward three years down the road, we envision a great degree of innovation is going to happen in the Edge. And that's the third sort of area of innovation for us. So that public cloud or multi-cloud cloud native applications, as well as Edge applications can all be orchestrated using VMware's cross-cloud services. >> Sumit Dhawan, president of VMware thanks for coming on theCUBE we appreciate it. Enjoy the rest of the event. I'm John Furrier host of theCUBE. Thanks for watching. (bright upbeat music)

(upbeat music) >> Okay, I'm back. I'm John Furrier with theCube. We're here in the middle of the action at Mobile World Congress at Cloud City is where the action is. Danielle Royston and Telco DR. Digital disruption here happening. This next interview I did with Casey Choi, the Executive Vice President at Samsung. I did this remotely. He couldn't be here in person. We wanted to bring him in for a conversation. I had a chance to record this with him. He talks about the intelligent Human Edge or Industry 4.0. It was about Edge computing, Samsung as a leader. Obviously we know what they do. They're part of this IOT revolution, Casey Choi, brilliant executive I really enjoyed my conversation. Take a listen. (upbeat music) Welcome to theCube's coverage of Mobile World Congress, 2021. I'm John Furrier host of theCube. We're here with Cube alumni, Casey Choi's Executive Vice President and GM of the Global Mobile B2B Team, Communications Team at Samsung. Casey, great to see you. Thank you for coming off for the special Remote Mobile World Congress. We're here in person, but also hybrid event. We got a lot of remote interviews. Thank you for taking the time to speak with me. >> John. Great to see you. Great as always to be with you and great to be at least here, virtually with the team and in Barcelona from WC. >> You know, in Samsung, we think about the edge. You are leading a team that's driving this innovation. We've talked in the past about Industry 4.0, but the innovation at the intelligent edge, human edge is a big part of it, with 5G. It's just another G, but it's not just another G you got to have a backbone. You got to have a back haul. You got to have an interconnection. You have commercial, not just consumer technology. So the edge is becoming both this human and device commercial environment. So the industry is quickly moving to this. You call it the 4.0 trend. What do you see happening? This is a clear change over the Telco is not what it used to be. Change is coming fast. A lot of disruption, what's your view? >> Yeah, I think we see a number of things done. And certainly from our perspective, which is, I think we've got somewhat of a unique view on this because of our huge focus really in consumer use and attitudes. And certainly it's been informed by what we've seen, what we've all collectively seen over the last year and a half or so, and are still seeing today. And I think one of the things that we're certainly experiencing is I think the edge is it's expanding further out. I think it's also getting more tightly coupled in many respects to the human factor. And it's not just a set of billions of discrete sensors anymore. And I think the evolution of our thinking around this has changed quite a bit from the IOT Version One variant of this. We put more of what I would call billions of these things, communicating all kinds of information, either to the cloud or the data centers and doing it in a very voluminous way. And what we're saying is with the advent of more the human to machine interface, and certainly the capabilities that we're saying both on the network and the device side, it's really redefining how we're thinking about edge. And certainly here at Samsung and with some of our partners, and we're starting to call this more of the intelligent human edge, where the human factor really begins to play a big role in how we're defining the Internet Of Things. And those things include really people. And this is how we're looking at it. >> I love the theme, the human edge, I think that's very relevant. I want to get a human aspect of here tied into the industry side, because as we emerge from the pandemic and move to a broader economic recovery, you see the psychology of the industry where cloud is one of the shining examples of what the pandemic highlighted cloud speed, cloud agility. And now you're seeing with openness in the Teleco industry, that cloud is coming in, open cloud interoperability. So coming out of the pandemic, cloud is the theme is driving an economic recovery, which is driving the psychology of we're back to real life, we're back to business, but it's not business as usual. The fashion is changing. The attitudes are changing. You mentioned that, and now the disruption of how cloud will be implemented. And it seems to be Telco is where these edge and cloud are just completely radically changing, what was once a kind of a slow moving Telco space. So how do you see the partnerships and coming out of the pandemic, some of the response of cloud impact, cloud technology, public cloud impact on this new Telcom? >> Yeah. Let me try to unpack that a little bit. I think we see two dimensions on this, certainly on the carrier side, the operator's side of the equation, we're certainly partnered with everybody across the globe on that. Certainly there's been a definitive impact around software defined everything, right? So, and this has been accelerated really by the standards that have started to develop around 5G. And even now there's a lot of discussion and I'm sure there'll be a lot of it around WMC about 6G and what is happening there. But I think with the advent of things like O-RAN for example, and some of the activity that we're seeing really around NEC type solutions and opportunities, the traditional role of the carrier and the operator is evolving and has to evolve, right? It is now much more aligned with the provision of these types of services that are very different from the type of data or voice services that we've seen in the past. So certainly we're seeing that transition. The second big transition is really around the notion of hybridity. Now we've been talking about this now in the industry for a while, but I think it's really starting to take firm root the idea of not only multiple clouds, but clouds that are deployed either on prem or certainly, available as a service in its various forms. So I think that combination along with the advances that we're seeing in the technology, and this was both on the connectivity side. So certainly around the ultra reliable, low latency communications, what we're seeing with things like slicing, for example, starting to take root as well as frankly, the devices themselves are getting that much more powerful and compact. This is what we're saying with SOC technologies is what we're seeing with the functions being moved more and more to on device capability. So I think about hybrid, I mean, in my past to think about it more as a small data center. How do you compact it, move it out to somewhere else. Now we're thinking about it more in terms of the type of processing capability that you can put really in the hands of the human or hands of the device. And at that point, you really start to get different use cases, start to emerge from that. So this is how we're thinking about this extension and what I'm talking about more as, an expansion on the edge, further out. >> I love is it splicing or slicing, what's the term? Slicing is the technology? >> Slicing, network slicing. >> Slicing, not splicing cable. >> Yeah. >> Slicing. >> Not splicing cable, no. >> Okay so this come up a lot, so splicing kind of points to this end to end, workflows. You look at some of the modern development, the frameworks of successful, you're seeing these multifunctional teams kind of having an end to end visibility into the modern application workflow from CIC pipeline, whatever. Now, if you take the concept of O-RAN you mentioned Open Radio Access Networks, this kind of brings up this idea of interoperability, because if you're going to have end to end and you add edge to it, you have to have the ability to watch something go end to end, but it's never been like that in the past because you had to traverse multiple networks. So this becomes kind of this hybrid a little bit deeper. Can you share how you see that and how Samsung's working with folks and how you guys are addressing this because you can be at the edge, but ultimately you've got to integrate. So you've got openness, you've got the idea of interoperability issues, and you ultimately have to move around and work with other networks, other clouds and other systems. This is not, it's not always like that. So can you share how this is evolving and how real this is and what is your view on it. >> Yeah, our thinking on this. I mean, let me start by maybe tackling this in a little bit of a different angle. One of the things that we see as one of the barriers around interoperability has really been more on the application side of the equation. And this is actually the third component in making all of this work. And let me just be very clear in what I'm saying here, I think in terms of mobile architectures and really Edge architectures, it has been one of the last bastions, if you will of closed architectures, there've been very much what I would call purpose-built architectures at the edge. Certainly that's been driven by things like the industrial side coming together with more of the commercial side of the equation, but we think it's time really to extend the interoperability of what we are seeing really on the IT side of the equation and really driven by cloud native. This was really in the area of containers. It's in the area of microservices, it's in the area of cloud native development. And if we're really talking about this, we really need to extend that interoperability from the application point of view on the data point of view, really to the end point. And this is where some of the work that we're doing, and we really embarked on in earnest last year with Red Hat and IBM, and with VMware for example, in really opening up that edge architecture to really the open source community, as well as really to the microservices architectures that we have now seen propagate down from the cloud into hybrid architecture. So this has been really one of the key focus areas for us. The network interoperability has really been driven by the standards that we've seen and that have been really adopted by the industry. And when it comes to, for example 5G standards. what we've been more focused on quite honestly, is the interoperability on the application and data side. And we think that by extending, if you will, that write once run many type concepts down into the edge and into the device, that this is going to open up really a wealth of opportunity for us on the application and on the data side. >> That's awesome, I love the openness, love the innovation you guys are doing. I think that's where the action is and that's where the growth is going to be. I do have to ask you how you see edge computing in the IOT era in terms of security. Are we more vulnerable because of it now? And how are you guys addressing the issue of security and data privacy at the edge? What's your opinion on that? What's Samsung doing? >> I mean, we just have to look at the news today, it's obvious that we are more vulnerable, right? There's no doubt that points of vulnerability are being exposed and they're probably being exposed in now industrial areas, right? Certainly with what we've seen, just even recently with some of the attacks that, that have occurred. So a couple of things there, number one, we are relying very heavily on our long history around establishing root of trust in kind of zero trust environments. We've had our Knox platform as an example, we just celebrated, in fact, our 10th year of the product. In fact, it was announced at MWC back about 10 years ago. So this is something that, that we're celebrating, it's an anniversary. Our belief on this is that we really need to ensure that we maintain a hardware-based route across when it comes to the edge. We can't only rely upon software protection at that layer. We can't naturally rely upon some of the network protections that are there. So, we've shipped about 3 billion devices with our Knox Security Suite over the last 10 years. And this is something that we're relying very heavily on. Not only for again, that hardware based root of process. So one of the key solutions, there's our Knox Vault product, which we just released a few months back. This is really a safe within a safe concept, really ensuring that the biometric password and other user data is protected. It's really what drives some of our strategy around making sure that we rely upon something that protects all of the back doors that are resident, not only at the software layer, but at the hardware layer as well. And then management is the other key piece of this, security without the ability of managing these thousands to millions of devices is really somewhat compromised. So we've extended a lot of our Knox management capability at our device level really to address some of those particular attributes, as well as these fleets become more prominent. And they start to take on workloads that are more critical to IOT type workloads. >> Casey, great to have you on. Your insight's awesome. Love what you're doing at Samsung. And again, you're a leader, you've been there, you've seen those cycles of innovation. I have to ask you my final question for you is a personal one and a professional one. The last Mobile World Congress was 2019. In person, last year was canceled a lot's happened in the industry since 20 something months ago. Now we're going to be in person, a lot of hybrid still remotely, but there'll be people in person. The world's changed. What is the big change in the Telco, Telco Cloud, Telco Edge, what's happened in these 20 plus months since the last Mobile World Congress that people should pay attention to? What's the most important thing in your mind? >> Most important? Thank God John. You're putting me on the spot here, right? I think it's wisdom to be quite honest with you. I mean, we've certainly all collectively learned a lot in terms of user patterns and what people need and want. And I hope to think that collective wisdom is going to be a key part of how we drive this going forward. And then if I can just pick one more, I would say re-invention, I think what we're starting to see is that coming out of, again from 2019 to what we're seeing now, we do see this opportunity reinventing and rethinking. And I think that's the difference. And the pace of that is going to really dictate how we look at this and how we collectively solve these challenges. So I hope to think we're wiser and that we're more imaginative coming out of this. And again after being in this industry for 30 years, we've not seen the types of things that we've seen over the last couple. So I hope to think that this is a pivot point for all of us. >> Well, Samsung is certainly a leader in many areas and great to see you on theCube here and the theme in your talks around intelligence, human edge innovation, open. This is a force that's happening. And I think the big change, as you said, the wisdom combined with a reinvention is happening and it's going to be very interesting ride, should be fun to work on. >> It will be John and I thank you for our friendship and our relationship over the years. It's always great to see you and to be with you. And again, we're very optimistic as we always have, coming out of this And again, thanks for the time and have a great MWC. >> You too, Casey Choi, Executive Vice President General Manager of the Global Mobile Business to Business Unit Commercial Unit at Samsung. This is theCube's coverage of Mobile World Congress. I'm John Furrier. Thanks for watching. Okay. We're back here. That was Casey Choi. Talk about wisdom, collective wisdom coming out of the pandemic. Great friend of theCube, great friend of the industry doing great work there. Casey Choi. Like we are doing here on the ground at Mobile World Congress in Cloud City, as well as Adam and the team in the studio. So back to you, Adam and team.

(cheery music) >> Thanks, Adam. Thanks for everyone in the studio. Dave, we've got some great main stage CUBE interviews. Normally we'll sit at the desk, and do a remote, but since it's a virtual event, and a physical event, it's a hybrid event. We've got two amazing Google leaders to talk with us. I had a chance to sit down with Amol who was gone yesterday during our breaking news segment. They had the big news. We had two great guests, Amol Phadke. He's our first interview. He's the head of Google's telecom industry. Again, he came in, broke into our segment yesterday with breaking news. Obviously released with Ericsson, and the O-RAN Alliance. I had a great chance to chat with him. A wide ranging conversation for 13 minutes. Enjoy my interview with Amol, right now. (cheery music) Well welcome to the CUBE's coverage for Mobile World Congress, 2021. I'm John Furrier, your host of the CUBE. We're here in person as well as remote. It's a hybrid event. We're on the ground at Mobile World Congress, bringing all the action here. We're remote with Amol Phadke, who's the Managing Director of the Telecom Industry Solutions team at Google Cloud, a big leader, and driving a lot of the change. Amol, thank you for coming on theCUBE here in the hybrid event from Mobile World Congress. >> Thank you, John. Thank you, John. Thank you for having me, So, hybrid event, which means it's in person, we're on the floor, as well as doing remote interviews and people are virtual. This is the new normal. Kind of highlights where we are in this telecom world, because the last time, Mobile World Congress actually had a physical event was winter of 2019. A ton has changed in the industry. Look at the momentum at the Edge. Hybrid cloud is now standard. Multi-cloud is being set up as we speak. This is all now the new normal, what is your take? And so it's pretty active in your industry. Tell us your opinion. >> Yes, John I mean the last two years have been seismic to say the least, right? I mean, in terms of the change that the CSP industries had had to do. You know, John, in the last two years, the importance of a CSP infrastructure has never become so important, right? The infrastructure is paramount. I'm talking to you remotely over the CSP infrastructure right now, and everything that we are doing in the last two years, whether it's working, or studying, or entertaining ourselves, all on that CSP infrastructure. So from that perspective, they are really becoming a critical national global information fabric on which the society is actually depending on. And that we see at Google as well, in the sense that we have seen up to 60% increase in demand, John, in the last two years, for that infrastructure. And then when we look at the industry itself, unfortunately all of that huge demand is not translating into revenue, because as an industry, the revenue is still flat-lining. In fact, the forecasted revenue for globally, for all the industry over the next 12 months is three to five per cent negative on revenue, right? So one starts to think, how come there is so much demand over the last two years, post-pandemic, and that's not translating to revenue? Having said that, the other thing that's happening is this demand is driving significant CapEx and OPEX investments in the infrastructure, as much as eight to $900 billion over the next decade is going to get spent in this infrastructure, from our perspective, Which means it's really a perfect storm. John, We have massive demand, massive need to invest to meet that demand, yet not translating to revenue, and the crux of all this is customer experience, because ultimately all of that translates into not having that kind of radically disruptive or transformational customer experience, right? So that's a backdrop that we find ourselves in the industry, and that really sets the stage for us to look at these challenges in terms of how does the CSP industry as a whole, grow top line, radically transform CSPCO, at the same time, reinventing the customer experience and finding those capital efficiencies. It's almost an impossible problem to find solution. >> It's a perfect storm. The waves are kind of coming together to form one big wave. You mentioned CapEx and OPEX. That's obviously changing the investments of their post-pandemic growth, and change in user behavior and expectations. The modern applications are being built on top of the infrastructure, that's changing. All of this is being driven by Cloud Native, and that's clear. You're seeing a lot more open kind of approaches, IT and OT coming together, whatever you want to do, this is just, it's a collision, right? It's a collision of many things. And this positive innovation coming out of it. So I have to ask you, what are you seeing as a solution that are showing the most promise for these telco industry leaders, because they're digitally transforming, so they got to re-factor their platforms while enabling innovation, which is a key growth for the revenue. >> Yes. So John, from a solution standpoint, what we actually did first and foremost as Google Cloud, was look at ourselves. So just like the transformation we just talked about in the CSP industry, we are seeing Google being transformed over the last two decades or so, right. And it's important to understand that there's a lot Google data over the last two decades that we can actually not externalize all of that innovation, all of that open source, all of that multicloud, was originally built for all the Google applications that all of us use daily, whether it's YouTube, or email or maps, you know. Same infrastructure, same open source, same multicloud. And we decided to sort of use the same paradigm to build the telecom solutions that I'm going to talk about next, right. So that's important to bear in mind, that those assets were there, and we wanted to externalize those assets, right. There are really four big solutions that are resonating really well with our CSP partners, John. You know, number one to your point, is how can they monetize the Edge? All of this happens at the Edge. All of this gets converged at the Edge. We believe with 5G acting as the brilliant catalyst to really drive this Edge deployment. CSPs would be in a very strong position, partnering with Cloud players like ourselves to drive growth, not just for their top line, but also to add value to the actual end enterprises that are seeking to use that Edge. Let me give you a couple of examples. We've been working with industries like retail and manufacturing, to create end solutions in a post-pandemic world. Solutions like contact-less shopping, or visual inspection of an assembly line in a manufacturing plant, without the need for having a human there, because of the digitalization of workforce. Which meant these kinds of solutions, can actually work well at the Edge driven by 5G. But of course they can't be done in isolation. So what we do is we partner with CSPs. We bring our set of solutions, and we actually launch in December 30 partners that are already on our Google Cloud Solutions. And then we partner with the CSPs based on our infrastructure, and their infrastructure to ultimately bring this all to life at the end customer, which often tends to be an enterprise, whether it's a manufacturing, plant, or a retail chain. >> Yeah, you guys got some great examples there. I love that Edge story. I think it's huge. I think it's only going to get bigger. I got to ask you while I got you here, because again, you're in the industry, you're the managing director, so you have to oversee this whole telecom industry. But it's bigger, it's beyond Telecom, where it's now Telecom's just one other Edge network, piece of the pie of the surety computing, as we say. So I got to ask you, one of the big things that Google brings to the table is the developer mojo, and opensource, and scale obviously. Scale's unprecedented, everyone knows that. But ecosystems are super important, and Telco's kind of really aren't good at that, right? So, you know, the Telco ecosystem was, I mean, okay, I'd say, okay, but mostly driven by carriers and moving bits from point A to point B. But now you've got a developer mindset, public cloud, developer ecosystem. How is this changing the landscape of the CSPs and how is it changing this cloud service provider's ability to execute, because that's the key in this new world? What's your opinion? >> Absolutely, John. So, there are two things, there are two dimensions to look at. One is when we came to market a couple of years ago with AnToks, we recognized exactly what you said, John, which is the world is moving to multi-cloud, hybrid cloud. We needed to provide a common platform that the developer community can utilize through microservices and API. And that platform had to by definition, work not just from Google Cloud, but any cloud. It could work on any public cloud, can work on CSP's private cloud. And of course, supports on some Google Cloud, right? The reason was, once you deploy and cause, once as a seamless application development platform, you could put all kinds of developer apps on top. So I just talked about 5G Edge John, a minute ago, those apps can sit on Antoks, but at the same time, IT to your point, John, IT apps could also sit on the same AnToks paradigm, and network apps. So as networks start becoming Cloud Native, whether it's SRAN, whether it's O-Ran, whether it's 5G core, same principle. And that's why we believe when we partner with CSPs, we are saying, "Hey, you give this AnToks to an ecosystem of community, whether that community is network, whether that community is IT, whether the communities Edge apps, all of those can reside seamlessly on this sort of AnToks fabric, John. >> Yeah, and that's going to set the table for multicloud, which is basically cloud words for multi-vendor, multi app. Amol, I've got to ask you while I have you here, first of all, thank you for coming on and sharing your insights. It's really great industry perspective. And obviously Google Cloud's got huge scale, and great leadership. And again, you know, the big, cloud players are moving in and helping out, and enabling a lot of value. I got to ask you, if you don't mind sharing, if someone asked you, "Amol, tell me about the impact that public cloud is having on the Telco industry." What would you say? What's the answer to that? Because a lot of people are like, okay, public cloud, I get it. I know what it looks like, but now everyone's knows it's going hybrid. So everyone will ask you the question, "What is public cloud doing for the telecom sector?" >> Yeah, I think it's doing three things, John, and great question by the way. Number one, we are actually providing unprecedented amount of insights on data that the CSPs traditionally already had, but have never looked at it from the angle we have looked at it. Whether that insights are at the network layer, whether those insights are to personalize customer experiences on the front-end systems. Or whether those insights are to drive care solutions in contact centers, and so on, and so forth. So it's a massive uplift of customer experience that we can help with, right. So that's a very important point, because we do have a significant amount of leadership, John at Google Cloud on analytics and data and insights, right? So, and we offer those roads to these people. Number two, is really what I talked about, which is helping them build an ecosystem, because let's take retail as an example. As a minimum, there are five constituents in that ecosystem, John. There is a CSP, there is Google Cloud, there's an actual retail store. There is a hardware supplier, there's a software developer. All of them as a minimum, have to work together to build that ecosystem, which is where we give those solutions, right? So that's the second part. And then the third part is, as they move towards Cloud Native, we are really helping them change their business model to become a DevOps, a Cloud Native mindset, not just a Cloud Native network or IP. But a Cloud Native mindset that creates unparalleled agility and flexibility in how they work as a business. So those are the three things I would say, as a response to that question. >> And also the retail's a great vertical for Google to go in there, given the Amazon fear out there. People want this for certainly low hanging fruit. I think the DevOps piece is going to be a big, winning opportunity to see how the developers get driven into the landscape. I think that's a huge point. Amol, that's really great insight. A final question for you, while I got you here. If someone says, "Hey, what's happened in the industry since 2019?" Last time we had Mobile World Congress, they were talking speeds and feeds. Now the world has changed. We're coming out of the pandemic. California is opening up. There's going to be a physical event. The world's going hybrid, certainly on the event, and certainly cloud. What's different in the telecom industry, from, you know, many, many months ago, over a year and a half ago, from 2019? >> I would say primarily, it's the adoption of digital everywhere, which previously, you know, there were all these inhibitions and oh, would this work? Would my customer systems become fully digital? Would I be able to offer AR VR experiences? Ah, that's a futuristic thing, you know. And suddenly the pandemic has created this acceleration that says, "Oh, even post-pandemic, half my customers are always going to talk to me, via our digital channel only." Which means the way they experience us, has to be through these new experiences whether it's AR VR, whether it's some other thing or applications. So that has been accelerated John, and the CSPs have therefore really started to go to the application, and to the services. Which is why you are seeing less on, you know, speeds and feeds because 5G is here, 5G's been deployed. Now, how do we monetize 5G? How can we leverage that biggest number? So that's the biggest- >> There's down stack, and then there's a top of the stack for applications. And certainly there's a lot of assets in the telecom landscape, a lot of value, a lot of refactoring going on, and new opportunities that are out there. Great, great conversation. Well, thank you, Amol Phadka, Managing Director, Telecom Industry Solutions. Thanks for comin' on the CUBE, appreciate it. >> Thank you, John. Thank you having me. >> Okay, Mobile World Congress here, in person, and hybrid, and remote. I'm John Furrier, host of theCUBE. Thank you for watching. We are here in person at the Cloud City Expo Community Area. Thanks for watching. Okay, that was us. That was me, online. Now, I'm here in person, as you can see Dave. That's a lot of fun. I love doing those interviews. So we had a chance to grab Google's top people when we could. They're not here, obviously. Amazon Web Services, Microsoft, and Google, the three hyperscalers, Dave, didn't make it out here. They didn't have a booth, but we had a chance to grab them. And that was head of the industry marketing, and I mean the industry group. So he's like the managing door. He runs the business side. >> It's an important sector for Google. You know, Amazon was really first, with that push into telco. Thomas Curran last March, laid out Google strategy for Telco. It's a huge sector. They know it. They understand how the cloud can disrupt it, and play a massive role there. >> Yeah. >> And Google, of course. >> They're not going to object to the public cloud narrative that Danielle Royston- >> No. >> I think they like it open source, Android coming to telco. Who knows what it's going to look like? >> That's what we call digital- >> So the next interview I did was with Shailesh Shukla. He is the Senior Vice-president. He's the Senior Leader at Google Cloud for Networking. And if you know, Google, Dave, Google's networking is really well known in the industry for being really awesome, because they power obviously Google Search, and a variety of other things. They pioneered the concept of SRE, Site Reliability Engineer, which is now a de facto position for DevOps, which is a cloud now persona inside almost every company, and certainly a very important position. And so- >> Probably the biggest global network, right? Undersea cables, and- >> I mean, Microsoft's got a big hyper-scale, because they've had MSN, and bunch of other stuff, infrastructure globally. But Amazon, Google and Microsoft all have massive scale, and Google again, very well engineered. They're total, and they're as we know, I live in Palo Alto, so I can attest that they're very strong. So this next interview is really from a networking perspective, because as infrastructure, as code gets more prolific and more penetrated, it's going to be programmable. And that's really going to be a key new enabler. So let's hear from Shailesh, Head of Networking at Google Cloud, and my interview with him. (cheery music) Welcome to theCUBE's coverage of Mobile World Congress, 2021. We are here in person in Barcelona, as well as remote. It's a hybrid event. You're going to have the physical space, in Barcelona for the first time, since 2019, and virtual worlds connecting. I've got a great guest here from Google, Shailesh Shukla, Vice-president and General Manager of the Networking Team, Google Cloud. Shailesh, it's great to see you. Thank you for coming on theCUBE for the special presentation from Mobile World Congress. Obviously, the Edge networking core, Edge human devices, all coming together. Thanks for coming on. >> Thank you so much, John. It's great to see you again. And it's always a pleasure talking to theCUBE. And I want to say hello to everybody, from, you know, in Mobile World Congress. >> Yeah, and people don't know your background. You have a great history in networking. You've been there, many ways of innovation. You've been part of directly, big companies that were now known. Big names are all there. But now we haven't had a Mobile World Congress, since 2019. Think about that. That's, you know, many months, 20 something months gone by, since the world has changed in telco. I got to ask you, what is the disruption happening? Because think about that. Since 2019, a lot's changed in telco. Cloud-scale has happened. You've got the Edge developing. It's IT like now. What's your take? Shailesh, tell us. >> Yeah, John, as you correctly pointed out the last 18 months have been very difficult. And you know, I'll acknowledge that right up front, for a number of people around the world. I empathize with that. Now in the telecom, and kind of the broader Edge world, I would say that the last 18, 24 months have actually been transformative. O-RAN, it turns out was a very interesting sort of, you know, driver of completely new ways of both living, as well as working, right, as we all have experienced. I don't think that I've had a chance to see you live in 24 months. So, what we are seeing is the following. Number one, a number of telecom carriers around the world have started the investment process for 5G, right, and deployment process. And that actually changes the game, as you know, due to latency, due to all of the capabilities around kind of incalculable bandwidth, right. Much lower latency, as well as, much higher kind of enterprise oriented capabilities, right? So network's licensing, as an example, quality of service, you know, by a traffic type, and for a given enterprise. So that's number one. Number two, I would say that the cloud is becoming a lot more kind of mainstream in the world, broader world of telecom. What we are seeing is an incredible amount of partnerships between telecom carriers and cloud providers, right? So instead of thinking of those two as separate universes, those are starting to come together. So I believe that over a period of time, you will see the notion of kind of Cloud Native capability for both the IT side of the house, as well as the network side of the house is becoming, you know, kind of mainstream, right. And then the third thing is that increasingly it's a lot more about enabling new markets, new applications, in the enterprise world, right. So certainly it opens up a new kind of revenue stream for service providers and carriers around the world. But it also does something unique, which is brings together the cloud capabilities right, around elasticity, flexibility, intelligence, and so on, with the enterprise customer base that most of the cloud providers already have. And with the combination of 5G, brings it to the telecom world. And those, you know, I started to call it, as a kind of the triad, right? The triad of an enterprise, the telecom service provider, and the cloud provider, all working together to solve real business problems. >> Yeah, and it's totally a great call out there on the pandemic. I think the pandemic has shown us, coming out of it now, that cloud-scale matters. And you look at all the successes between work, play, and how we've all kind of adjusted, the cloud technologies were a big part of that, those solutions that got us through it. Now you've got the Edge developing with 5G. And I got to ask you this question, because when we have CUBE interviews with all the leaders of engineering teams, whether it's in the industry, or customers in the enterprise, and even in the telcos, the modern application teams have end-to-end visibility into the workload. You're starting to see more and more of that. You starting to see more open source in everything, right. So okay, I buy that. You got an SRE on the team, you got some modern developers, you're shifting left, you've got Devs set up. All good, all cloud. However, you're a networking guy. You know this. Routing packets across multiple networks is difficult. So if you're going to have end-to-end visibility, you got to have end-to-end intelligence on the networking. How is that being solved? Because this is a critical discussion here at Mobile World Congress. Okay, I buy Cloud Native, I buy observability, I buy open source, but I got to have end-to-end visibility for security, and workload management and managing all the data. What's the answer on the network side? >> Yeah, so that's a great question. And the simple way to think about this, is first and foremost, you need kind of global infrastructure, right? So that's a given, and of course, you know, Google with its kind of global infrastructure, and some of the largest networks in the world, we have that present, right. So that's important. Second is, to be able to abstract a way that underlying infrastructure, and make it available to applications, to a set of APIs. Right, so I'll give an analogy here. Just as you know, say 10 years ago, around 10 years ago, Android came into the market from Google, in the following way. What it did, was that it abstracted away the underlying devices with a simple kind of layer on top of operating system, which exposed APIs northbound. So then application developers can write new applications. And that actually unleashed, you know, a ton of kind of creativity right, around the world. And that's precisely what we believe is kind of the next step, as you said, on an end-to-end observability basis, right? If you can do an abstraction away from all of the underlying kind of core infrastructure, provide the right APIs, the right kind of information around observability, around telemetric, instead of making, you know, cloud and the infrastructure, the black box. Make it open, make it kind of visible to the applications. Bring that to the applications, and let the thousand flowers bloom, right? The creativity in each vertical area is so significant, because there are independent software vendors. There are systems integrators. There are individual developers. So one of the things that we are doing right now, is utilizing open source technologies, such as Kubernetes, right? Which is something that Google actually brought into the market. And it has become kind of the de facto standard for all of the container and modernization of applications. So by leveraging those open technologies, creating this common control plane, exposing APIs, right, for everything from application development, to observability, you certainly have the ability to solve business problems through a large number of entities in the systems integrator and the ISC and the developer community. So that's the approach that we are taking, John. >> I love the Android analogy of the abstraction layer, because at that time, the iPhone was closed. It still is. And they got their own little strategy there. Android went the other way. They went open, went open abstraction. Now abstraction layers are good. And now I want to get your thoughts on this, because anyone in operating systems knows abstractions are great for innovation. How does that apply to the real world on telco? Because I get how it could add some programmability in there. I get the control plane piece. Putting it into the operator's hands, how do you guys see, and how do you guys talk about the Edge service offering? What does it mean for the telco? Because if they get this right, this is going to be in telco cloud developer play. It's going to be a telco cloud ecosystem play. It's an opportunity for a new kind of telco system. How do you see that rolling out in real world? >> Great question, John. So the way I look at it, actually even we should take a step back, right? So the confluence of 5G, the kind of cloud capabilities and the Edge is, you know, very clear to me that it's going to unleash a significant amount of innovation. We are in early stages, no question, but it's going to drive innovation. So one almost has to start by saying what exactly is Edge, right? So the way I look at it, is that the Edge can be a continuum all the way from kind of an IOT device in automobiles, right? Or an enterprise Edge, like a factory location, or a retail store, or kind of a bank branch. To the telecom Edge, which is where the service providers have, not only their points of presence, and central offices, but increasingly a very large amount of intelligent RAN sites as well, right. And then the, kind of public cloud Edge, right. Where, for example, Google has, you know, 25 plus kind of regions around the world. 144, you know, PoPS, lots of CDN locations. We have, you know, few thousand nodes deployed deep inside service provider networks for caching of content, and so on. So if you think about these as different places in the network that you can deploy, compute, storage and intelligence act, right. And do that in a smart way, right? For example, if you were to run the learning algorithms in the cloud with its flexibility and elasticity, and run the inferencing at the Edge, very Edge, at the point of sort of a sale, or a point, a very consumer standing. Now you suddenly have the ability to create a variety of Edge applications. So going back to the new question, what have we seen, right? So what we are seeing, is depending on the vertical, there are different types of Edge applications, okay. So let's take a few examples. And I'll give you some, a favorite example of mine, which is in the sports arena, right? So in baseball, when you are in a stadium, and soon there are people sort of starting to be in stadiums, right? And a pitcher is throwing the pitch, right, the trajectory of the ball, the speed of the pitch, where the batter is, you know, what the strike zone is, and all of these things, if they can be in a stadium in real time, analyzed, and presented to the consumer as additional intelligence, and additional insight, suddenly it actually creates kind of a immersive experience. Even though you may be in the stadium, looking at the real thing, you are also seeing an immersive experience. And of course at home, you get a completely different experience, right? So the idea is that in sports, in media and entertainment, the power of Edge compute, and the power of AI ML, right, can be utilized to create completely new immersive experiences. Similarly, in a factory or an automotive environment, you have the ability to use AI ML, and the power of the Edge and 5G coming together, to find where the defects are, in a manufacturing environment, right? So every vertical, what we're finding is, there are very specific applications, which you can call as kind of killer apps, right in the Edge world, that over time will become prevalent and mainstream. And they will drive the innovation. They will drive deployment, and they also will drive ultimately, kind of the economics of all of this. >> You're laying out, essentially the role of the public cloud in the telco market. I'd love to get your thoughts, because a lot of people are saying, "Oh, the cloud, it's all Edge now. It's going back to on-premises." This is not the case. I mean, I've been really vocal on this. The public cloud and cloud operations is now the new normal. So developers are there. So I want you to explain real quick, the role of the public cloud in the telecom market and the Telecom Edge, because now they're working together. You've got abstraction, you mentioned that Android-like environment coming, there's going to be an Android-like effect, that abstraction. You got O-RAN out there, creating these connection points, for interoperability, for radio signals, and the End Transceivers or the Edge of the radios. All of this is happening. How is Google powering this? What is the role of public cloud in this? >> Yeah, so let me first talk about genetically the role of public cloud. Then I'll talk about Google, okay, in particular. So, if at the end of the day, the goal here is to create applications in a very simple and efficient manner, right? So what do you like, if you look for that as the goal, then the public cloud brings, you know, three fundamental things. Number one, is what I would call as elasticity and flexibility, right? So why is this important? Because as we discussed earlier, Edge is not one place, it's a variety of kind of different locations. If there is a mechanism to create this common control plane, and have the ability to kind of have elastic compute, elastic networking, elastic storage, and have this deployed in a flexible manner. Literally if you think, think about it like an effortless Edge is what we are starting to call it. You can move workload and capability, and run it precisely where it makes sense, right? Like I said, earlier, training and learning algorithms in the deep cloud. Inferencing, at the very edge, right? So if you can make that decision, then it becomes very powerful. So that's the first point, you know, elasticity and flexibility that cloud can bring. Second is, intelligence. The whole notion of leveraging the power of data, and the power of AI and ML is extremely crucial for creation of new services. So that's something that the public cloud brings. And the third is this notion of, write once, deploy anywhere, right? This notion of kind of a full stack capability that when open, kind of developer ecosystem can be brought in, right? Like we talked about Kubernetes earlier. So if there's a way in which you can bring in those developer and ISV ecosystem, which is already present in the world of public cloud, that's something that is the third thing that public cloud brings. And Google strategy very simply, is to play on all of these, right? Because we, you know, Google has incredibly rich deployment experience around the world for some of the largest services on the planet, right? With some of the biggest infrastructure in the networking world. Second, is we have a very open and flexible approach, right? So open as you know, we not only leverage kind of the Kubernetes environment, but also there are many other areas, Key Native, and so on where Google has brought a lot of open kind of capabilities to the broader market. And the third, is the enablement of the ecosystem. So last year we actually announced 200 applications, you know, from 30 ISVs in multiple verticals that we're now going to be deployed on Google Cloud, in order to solve specific business pain points, right. And building out that ecosystem, working with telecom service providers, with systems integrators, with equipment players, is the way that we believe Google Cloud can make a difference in this world of developing Edge applications. We are seeing great traction, John, you know, whether it is in the carrier world. Carrier such as Orange, Telecom Italia, TELUS, SK Telecom, Vodafone. These have all publicly announced their work with Google Cloud, leveraging the power of data, analytics, AI ML, and our very flexible infrastructure. And then a variety of kind of partners and OEM players, in the industry. As an example, Nokia, right, Amdocs, and Netcracker, and many others. So we are really excited in the traction that we are getting. And we believe that public cloud is going to be a key part of the evolution of the telecom industry. >> Shailesh, it's great to have you on. Shailesh Shukla, VP and GM of Networking at Google Cloud. And I would just add to that final point there, that open and this Android-like open environment is going to create a thousand flowers to bloom. Those are new applications, new modern applications, new companies, a new ecosystem in the Telco Cloud. So congratulations. Thanks for coming on and sharing your insights. Google Cloud, you guys are about the data, and being open. Thanks for comin' on. >> Thank you, John. Good to talk to you. >> Okay, so keeps coverage of Mobile World Congress. Google Cloud, featured interview here on theCUBE. Really a big part of the public cloud is going to be a big driver. Call it public cloud, hybrid cloud, whatever you want to call it. It's the cloud, cloud and Edge with 5G, making a big difference and changing the landscape, and trying innovation for the telco space. I'm John Furrier, your CUBE host. Thanks for watching. Okay, Dave, that's the Google support. They are obviously singing the same song as Danielle Royston, every vertical. >> Two great interviews, John. Really nice job. We can see the tech. The strategy is becoming more clear. You know, one of the big four. >> Yeah, I just love, these guys are so smart. Every vertical is going to be impacted by elastic infrastructure, AI, machine learning, and this new code deployment, write once, deploy anywhere. That's theCUBE. We love being here it's a cloud show now. Mobile World Congress, back to the studio for more awesome Cloud City content.

>>Yeah. Welcome to the cubes coverage for mobile world Congress 2021. I'm john for your host of the cube we're here in person as well as remote. It's a hybrid event were on the ground. Mobile concert green. All the action here were remote with vodka, who is the managing director of the telecom industry solutions team and google cloud, a big leader and driving a lot of the change. Well, thank you for coming on the cube here in the hybrid event from over world Congress. >>Thank you john thank you john thank you for having me. >>So hybrid event which means it's in person were on the floor as well as doing remote interviews and people are virtual. This is the new normal kind of highlights where we are in the telecom world because last time mobile World Congress actually had a physical event was winter of 2019. A ton has changed in the industry. Look at the momentum at the edge. Hybrid cloud is now standard Multi cloud is being set being set up as we speak. This is all now the new normal. What is your take it? It's pretty active in your, in your industry. Tell us your opinion. >>Yes, john, I mean the last two years have been >>seismic to say the >>least, right. I mean, in terms of the change that the CSP industries had had to >>do, you >>know, jOHn uh, in the last two years, the importance of a CSP infrastructure has never become so important, right? The infrastructure is paramount. I'm talking to you remotely over a CSB infrastructure right now and everything that we're doing in the last two years, whether it's working or studying or entertaining ourselves all on that CSP infrastructure. So from that perspective, they are really becoming a critical national, global information fabric on which the society is actually depending >>on and >>That we see at Google as well, in the sense that we have seen up to 60% increase in demand John in the last two years for that infrastructure. And then when I look at the industry itself, unfortunately, all of that huge demand is not translating into revenue because as an industry, the revenue is still flatlining, in fact the forecasted Revenue for globally for all the industry over the next 12 months is 3-5% negative on revenue. Right? So one starts to think how come there is so much demand over the last two years post pandemic and that's not translating to revenue. Having said that, the other thing that's happening is this demand is driving significant Capex and Opec's investments in the infrastructure, as much as 8 to $900 billion over the next decade is going to get spent in this infrastructure from >>our perspective, >>which means it's really a perfect storm, john that we have massive demand, massive need to invest to meet that demand, yet not translating to revenue. And the crux of all this is customer experience because ultimately all of that translates into not having that kind of radically disruptive or transformational customer experience. Right? So that's a backdrop that we find ourselves in the industry and that really sets the stage for us to look at these challenges in terms of how does the CSP industry as a whole growth up line? Radically transformed PST CEO at the same time reinventing the customer experience and finding those capital efficiency, it's almost an impossible problem to solve them. >>It's a perfect storm. The waves are kind of coming together to form one big wave. You mentioned Capex and Opec's that's obviously changing the investments. Are there post pandemic growth and changing the user behavior and expectations. The modern applications are being built on top of the infrastructure. That's changing all of this is being driven by cloud native and that's clear. And you're seeing a lot more open kind of approaches, I T and O. T. Coming together whatever you want to do, this is just it's a collision, right? It's a collision of many things and this positive innovation coming out of. So I have to ask you, what are you seeing the solutions that are showing the most promise for these telco industry leaders because they're digitally transforming so they gotta re factor their platforms while enabling innovation, which is a key growth for the revenue. >>Yes. So john from a solution standpoint, what we actually did first and foremost as google cloud was look at ourselves. So just like the transformation we just talked about in the CSB industry, we are seeing google being transformed over the last two decades or so. Right. And it's important to understand that there's a lot google did over the last two decades that we can actually now externalize all of that innovation, all of that open source, all of that multi cloud was originally built for all the google applications that all of us use daily, whether it's Youtube or mail or maps, you know, same infrastructure, same open source, same multi cloud. And we decided to sort of use the same paradigms to build the telecom solutions that I'm going to talk about next. Right? So that's important to bear in mind that those assets were there and we wanted to externalize those assets right. There are really four big solutions that are resonating really well with our CSP partners, john you know, number one to your point is how can they monitor? Is the edge all of this happens at the edge. All of these kids can watch at the edge we believe with five G acting as a brilliant catalyst to really drive this edge deployment, CSP s would be in a very strong position, partnering with cloud players like ourselves to drive growth, not just for that offline, but also to add value to the actual end enterprises that are seeking to use that age. Let me give you a couple of examples. We've been working with industries like retail and manufacturing to create a solutions in a post pandemic world solutions like contact less shopping or visual inspection of an assembly line in a manufacturing plant without the need for having a human there because of the digitization of workforce, which meant these kind of solutions can actually work well at the edge Driven by 5G, but of course they can't be done in isolation. So what we do is we partner with CSP s, we bring our set of solutions and we actually launched in december 30 partners that already on our google cloud solutions and then we partner with the CSP is based on our infrastructure and their infrastructure to ultimately bring this ball to life at the end customer which opened, tends to be an enterprise, whether it's a manufacturing plant, you >>guys got some great examples there, I love that edge story, I think it's huge and it's only gonna get bigger. I gotta ask you, Well, I got you here because again, you're in the industry the managing director, so you have to oversee this whole telecom industry, but it's bigger. It's beyond telecom right now, telecoms. Just one another. Edge network piece of the pie. And the distributed computing, as we say. So I have to ask you one of the big things that google brings to the table is the developer mojo and open source and scale obviously the scales unprecedented. Everyone knows everyone knows that. Um, but ecosystems are super important and telcos kind of really aren't good at that. So, you know, the telco ecosystem was, I mean, I'd say okay, but mostly driven by carriers and and moving bits from point A to point B. But now you've got a developer mindset, public cloud developer ecosystem. How is this changing the landscape of the CSP and how are they changing how is it changing this cloud service providers ability to execute? Because that's the key in this new world. What's your opinion? >>Absolutely, john So there are two things, there are two dimensions. Look at. One is when we came to market a couple of years ago with anti offs, we recognize exactly what you said, jOHn which is the world is moving to multi cloud hybrid cloud. We needed to provide a common platform that the developer community can utilize through microservices and A P I and that platform had to, by definition work not just from google cloud but any club. It could work on any public cloud can work on CSP s private cloud And of course for >>some google cloud. Right. >>The reason was once you deploy and tossed once as a seamless application development platform, You could put all kinds of developer acts on top. So I just talked about 5GH John a minute ago. Those acts can sit on Santa's but at the same time I did to your point John I thi apps could also sit on the same and toss paradigm and network apps. So as network start becoming cloud native, whether it's ran, whether it's all ran, whether it's five G core same principle and that's why we believe when we partner with the SPS were saying, hey, you give this Antos to an ecosystem of community, whether that community is network with the communities, it with the communities, edge apps, all of those can reside seamlessly on this sort of Antos fabric. >>And that's going to set the table for multi cloud, which is basically cloud words for multi vendor, multi app. Well I got to ask you while you have here, first of all, thank you for coming on and sharing your insights. It's really great industry perspective and it's a google clouds got huge scale, great leadership and again, you know, the big, the big cloud players are moving in and helping out and enabling a lot of value. I gotta ask you if you don't mind sharing. If someone asked you him all, tell me about the uh impact that public cloud is having on the telco industry, what would you say? What's, what's the, what's the answer to that is? A lot of people are like, OK, public cloud, I get it, I know what it looks like, but now everyone knows it's going hybrid. So everyone ask, we'll ask you the question, what is public cloud doing for the telecom sector? >>Yeah, I think it's been treating john and great question by the way. Um number one, we are actually providing unprecedented amount of insight on data that the CSP traditionally already had but have never looked at it from the angle we have looked at whether that insights are at the network layer, whether those insights are to personalize customer experiences on the front end systems or whether those insights are to drive care solutions in contact centers and so on and so forth. So it's a massive uplift of customer experience that we can help, Right? So that's that's a very important point because we do have a significant amount of leadership johN at google cloud and analytics and data and insects. Right? So and we offer goes to overseas people. Number two is really what I talked about which is helping them build an ecosystem because let's take retail as an example as a minimum. There are five constituents in that ecosystem, jOHN there is a CSP, there is google cloud, there is an actual retail store, there is a hardware supplier, there's a software developer, all of them as a minimum have to work together to build that ecosystem which is where we give those solutions, Right? So that's the second part. And in the third part is as they move towards cloud Native, we are really helping them change their business model to become a deVOPS. A cloud native mindset, not just a cloud native network. Alrighty, but a cloud native mindset that creates unparalleled agility and flexibility in how they work as a business. So those are the three things I would say as a response to that question >>and obviously the retail, great vertical for google to go in there, given the amazon fear out there, people want this certainly low hanging fruit. I think the devops piece is going to be a big winning opportunity to see how the developers get driven into the landscape. I think that's a huge point and well that's really great insight. A final question for you. I got you here. Um, if someone says, Hey, what's happened in the industry since 2019? We last time we had multiple Congress, they were talking speeds and feeds. Now the world has changed. We're coming out of the pandemic California's opening up. Um, there's going to be in a physical event, the world's going hybrid certainly on the event and certainly cloud what's different in the telecom industry from, you know, many, many months ago, over a year and a half ago from 2019. >>I would say primarily it's the adoption of digital everywhere, which previously, you know, there were all these inhibitions and oh would this work? Would my customer systems become fully digital? Would I be able to offer a are we are experiences? Ah, that's a futuristic thing, you know, And suddenly the pandemic has created this acceleration that says, oh, even post pandemic, half my customers are always gonna talk to me why our digital channel only, which means the way they experience us has to be through these new experiences. Whether it's a are we are, whether it's some other types of applications. So that has been accelerated, johN and the C. S. P. S have therefore really started to go to the application and to the services, which is why you're seeing less on, You know, speeds and feeds because 5Gs here, five years being deployed. Now, how do you monetize? How can we leverage the biggest, so that's the biggest changes >>down stack and then there's the top of the stack for applications and certainly there's a lot of assets in the telecom landscape, a lot of value, A lot of re factoring going on and new opportunities that are out there. Great, great conversation. Well thank you Wolf Pataca, Managing Director, telecom industry. So thanks for coming on the key. Appreciate it. >>Thank you john thank you for having me. Okay. >>Mobile Rule Congress here in person and hybrid and remote. I'm john for a host of the cube. Thank you for watching. We are here in person at the Cloud City Expo community area. Thanks for watching.

(upbeat music) >> Hello, welcome to this CUBE conversation. I'm John Furrier your host of theCUBE here in our Palo Alto studio. We got a great conversation with the CEO of Lacework, David Hatfield. Who's in on theCUBE remote. David great to see you guys, a security platform at Lacework, you're at the helm as CEO. Welcome to theCUBE conversation. >> Thank you, John. Great to see you congrats to you and the team and all the success. I think what you guys are doing is really important so happy to be part of it. >> Great to have you in the community and you guys are doing great work. I know about Lacework I've done some due diligence on you guys. I love your business model, but for the folks who don't know what you guys do, take a minute to explain who is Lacework? What do you guys do? What's your positioning? And what's your focus? >> Yeah, well, we're a modern data security platform for the cloud. And so I think data science meets cloud security ultimately. The company has been around since 2015. We received one of the largest financing rounds that we're aware of I think in history in security business, $525 million in January. Led by Sutter Hill Ventures which many people may know about they founded PureStorage with the notion that we're going to go fundamentally change and revamp the ownership model for a high speed data storage using flash versus using spinning disc drives. I spent eight years with that company. Love with what we built there. Then Mike Speiser considered an investment in a company called Snowflake computing. I think you're aware of what Snowflake does which is bringing data warehousing into the cloud. And the third big investment that Sutter Hill made is really to help disrupt security, and that's in Lacework. So north of a billion dollar valuation a 300% year over year growth and have a ton of momentum. So at the core of what we do, it's really trying to merge, when we look at we look at security as a data problem, security and compliance the data problem. And when you apply that to the cloud, it's a massive data problem. you literally have trillions of data points across shared infrastructure that we need to be able to ingest and capture and then you need to be able to process efficiently and provide context back to the end-user. And so we approached it very differently than how legacy approaches have been in place, you know largely rules-based engines that are written to be able to try and stop the bad guys. And they miss a lot of things. And so our data-driven approach that we patented is called a polygraph. It's a, it's a security architecture and there are three primary benefits. It does a lot of things, but the three things that we think are most profound first is it eliminates the need for, you know dozens of point solutions. I was shocked when I, you know kind of learned about security. I was at Symantec back in the day. And just to see how fragmented this market is, it's one of the biggest markets in tech. $124 billion in annual spend growing at, to $300 billion in the next three years. And it's massively fragmented. And the average number of point solutions that customers have to deal with is dozens. Like literally 75 is the average number. And so we wanted to take a platform approach to solve this problem where the larger the attack surface that you put in the more data that you put into our machine learning algorithms the smarter it gets and the higher, the efficacy. So eliminating point solutions is his value proposition one. Point two is that we have to be 10 X better than everybody else in the business. Otherwise the merchant companies don't get a breakout and become long and during companies. And so there's a number of different dimensions. The first dimension that I think is probably the most important is efficacy, you know in anomaly detection or in, you know threat detection where you're trying to identify what risks we have in the business. It's, it's generally a very noisy activity. And so rules-based approaches on average will produce a hundred alerts to our one or two. Those, the signal to noise ratio, is, is, you know is a massive a 100x, but call it 10x a reduction. And so we're actually delivering the needle versus the haystack for security administrators and dev developers to actually solve the problem. So it's 10x, higher efficacy it's 10x faster to be able to resolve the problems. And obviously the ROI is, is a no-brainer because you're eliminating all these points which is in having to manage it. And the third, and probably the thing that I'm most excited about what we're doing and what our customers are already realizing is that we're transforming security and compliance teams from kind of compliance into business enablers. when you automate all these processes and you build it into, you know the CICD platforms for the developers you actually enable the developers to write code to differentiate their business, you know to create new customer experiences to get competitive advantage and drive revenue for their businesses. And, and you know that's not what security has done up to this point. We oftentimes, they're the ones we're the ones having to say, no, you know we're slow down or it's too risky, etc. But when you automate that and you increase the efficacy you can enable the developers to do their thing. And it allows the CSOs and allows the security professionals to up level their responsibility into selling and driving revenue. And that is increasingly going to become more and more important for supply chains and partners of these cloud native businesses of how secure am I working with you, etc. And so we think that that transformation of the role of security is going to be as, as meaningful as the technology that we're providing the business. So we're super excited about it. >> I could tell you have so much going on this investment team Sutter Hill, you mentioned big time players huge success track record. Just saw them written up in the wall street journal as one of the best venture capital firms and returns. It's just that the bets are all coming home, but their bet strategy is simple. Disrupting the market that's growing and changing PureStorage, you mentioned company you've worked for, you know people were saying, oh, they'll never get escape velocity. They disrupted an existing, boring storage market changed the game there, security, right for change. A lot of tools, a lot of people have buying tools off the shelf, you know and everyone fighting for the platform. That seems to be the conversation. So I have to ask you, you guys want to be the player that that platform you are, that platform what's different in this platform where everyone's trying to be a security platform, what's makes you different. >> Yeah. So I mean, I think the platform wars are, are clearly, upon us, you know I think what's different about our approach is that we were built on the cloud, for the cloud so we're a cloud native business that, you know runs our business on AWS and everything that we do. We don't have hardware, we don't own data centers. we don't have any of the legacy elements that are there. we use software run on the cloud to enable this. So that's point number one point number two is we did the hard work of mapping the data elements that are out there and adjusting them in and then have this polygraph, you know behavioral anomaly detection, that is it can be applied to today. It's being applied to vulnerability and discovery management and containers and Kubernetes. But over time we believe it extends very naturally to a larger part of the attack server. So we don't have to rewrite the data engine to develop solutions across broader attack services. We already have that, you know so I think our time to develop and innovate will be profound. And I think the third thing that we're seeing companies do and largely the legacy bigger companies is that they're just acquiring their way there. And, it's very, very difficult to acquire 8 to 10 to 20, 30 companies, 30 different CTOs 30 different code bases and try and integrate them to provide a delightful customer experience. And, the parallels, you know in the storage business are, are are pretty similar actually, Dell bought EMC, EMC bought a hundred companies. And, we went after a platform approach to be able to go attack them with a unified file system in a in a unified customer experience that was native for the media that we're working with. We're doing the same playbook here, you know which is you have to have the hard work of the foundation elements in place to be cloud native to deliver great outcomes, great efficacy and and a really great customer experience. So when we get head to head with any of these points coming out and trying to solve something for containers or Kubernetes, or just vulnerability discovery and management, etc, or we're competing with the legacy companies that have, a hodgepodge of acquisitions that they're trying to pull together we went North of 95% of the time. our POC win rates are phenomenal better than anything I've ever seen. We had a pretty good one to appear too. And the, the product and the experience and the efficacy kind of stand on their own once we're in those fights. So part of why we enjoy working with AWS and are really focused on building the partnership together is that it creates awareness of what could be and what possibilities all we want is a shot. And, our approach is such that you can be up and running in minutes, you know and every single one of our customers does a POC. So we'll stand behind our technology as our real differentiator compared to anybody else that's out there. >> Great. You guys had great traction going on with the company certainly saw the investment news that you mentioned earlier at the top. Why did you come on as CEO? And when did you come on and join the team? And what was the reason? What, what, what attracted you to join as the CEO of Lacework? >> Well, I've been involved in the company for since the beginning actually I invested in the early rounds participated on the board and I've always bought into this. The thesis that security is fundamentally a data problem. And if we can get the data problem and the data processing right, you know you can fundamentally change the industry but you need to have a major inflection. And that inflection is people moving to the cloud. And we all have seen it during the pandemic. things are accelerating. AWS just did their earnings yesterday. I think they increased their top-line guidance from 46 billion to 56 billion this year. I mean, it's a machine that is continuing to move forward. They have 30% market share. Azure's investing at 20% GCP still investing people are moving their businesses online aggressively. And as they shift to the cloud the rules-based approach just doesn't work. It doesn't scale. And so a new approach needs to be done. And so by being cloud native and best of breed and solving the thorny problem of this data processing problem first, you know it gives us an opportunity to use that to then extend and build a business, you know at an enduring level over the next 10 to 20 years. And that's Sutter's model, that's their playbook. They don't invest in 400 companies and kind of spray and pray, which is what most venture funds do. And I love them. They're great. And we appreciate the investment in tech, but Sutter's focus is find a really big market find a catalyst for change. In our case, it's moving to the cloud and then build a modern approach. that is 10x better in every dimension. And that attracted to me. I mean, it's, it's a, it's one of the biggest markets in tech and it's one of the most important things that we can do is a digital business is to ensure that we're secure and we're safe and the threats are becoming much more skilled much more deliberate, much better funded. And so the importance for us to ensure that company's security is really tight is, is increasingly critical. So the combination of those factors, and then as I dove back into it and talked to a bunch of customers and talk to partners and seeing the outcomes and enthusiasm that they had and the, the team is phenomenal. And so talking to them, and I just kind of got energized by the opportunity to go build a really important company that really delivers great outcomes. So I'm having a ball great to be back into it. >> Yeah. It's great to have leadership that has experienced that you have and go to the next level because this is classic next level. When you talk about Amazon's earnings and cloud scale and hybrid and edge right around the corner at scale as well. So you start to see that transformation really hit the tipping point, which is changing the landscape on the developer side, which I think is super valuable. I think you hit that. You mentioned core problem. You guys look at that through the lens of data problem. How does this trend of everything going hybrid and soon to be, you know edge core to edge impact your businesses of tailwind? How do you see you capturing that next level of scale from a business perspective for lease work? >> Well, I think that the trend, you know from core to edge, you know, hybrid and, you know ultimately cloud a hundred percent, there we've started with the cloud native businesses. Like, we've been focusing on those companies that are already there, you know and so now we're we just had finished a phenomenal record-breaking Q1 and multiple seven figure deals, you know with very complex global environments where they do have a hybrid environment and they are leveraging the edge. And we're perfect for that. I mean, as you think about what we deliver in its most simplistic context, you know we're effectively delivering a security solution from the container to control plane, right. You know we want to be able to have a granular understanding of operated trillions of data points coming in and those can be collected in the core. They can be collected on-prem. They can be collected in the cloud. Ultimately they need to be collected and then contextualized so, you know and this is where our behavioral polygraph technology transitions data into information that's useful via the polygraph. And so we think that, the complexity that's added with environments that are hybrid environments that are leveraging the edge environments that are leveraging the cloud native all need a control plane to run across that to deliver efficacy, you know, for our customers. And, we work with, you know AWS has their own security tools. Azure has some security tools UCPs security tools, but ultimately, our, our challenge and opportunity is to be best of breed to deliver incremental value on top of that and that horizontal value across it. so customers have choice but they know that their security posture is, is, is secure. And so we, we see it as a tailwind for our businesses as we go forward. >> I always said the companies that have the horizontal scalability with cloud and then have that vertical AI kind of vibe where you can get in the context of the data is there to win it all. And I think that you guys have a great solution potentially there. I want to get more information if you don't mind double clicking on that with me, this is kind of a different take on cloud security because you've got the scalability, which gives you the observation space. And then you got to get the context to get the right patterns or whatever magic you guys have in the, in the secret sauce. But you doing that on top of massive exponential velocity. >> Yeah. >> Where's that secret sauce? Is it in the compute? Is it in the software? What's different about what you guys have in security to give us a- >> It's all in the, it's all in the software. Ultimately, it's the intelligence of how you capture it how you ingest it, how you, you process it but then ultimately how you, how you contextualize it and then how you apply it to different problems. and so the attack surface area and security is a very broad, that's why there's so many point solutions that are out there. And so the breadth of solutions, you know we just want to continue to add solutions and capabilities on top of this polygraph security architecture that allows for the same kind of simple experience, the same kind of 10x value proposition, but, but, but wider. And so we can eliminate more and more of those of those point solutions. So, our, our thinking on it is that, you know we can participate once we have a customer the land and expand motion of what we have. We want to make it really really frictionless for customers to try our technology. And so that's why we do POC. That's why it only takes a couple of minutes and you can do it for just Kubernetes or just containers or just vulnerability discovery and managed like wherever your specific pain point is. We want to help identify what that is, you know give you a chance to try it. And then once we prove ourselves it's very easy to extend that across the board. So we get natural growth in velocity from people moving to cloud and just, you know more usage of, of compute and storage and sort of etc, but breadth of actually the security or posture or a tax service that they have as well. So, you know so I think we have an opportunity to benefit from, from both the depth and the breadth, you know but the value that we're delivering is ultimately the software that we're running on top of the infrastructure. And you mentioned observability, there's a number of companies that are leveraging the data and insights collected in different ways to converge security and observability over time. And, we see that, you know that ultimately there's a very very big security company that needs to be built. That really is best of breed, but the data and the insights that we're providing to our primary customer, which is really DevOps. I mean, it's really the development communities and the builders or who we're changing security for and enabling, in addition to the security teams, you know we think that we're going to continue to drive software that adds value on that data set and it can be applied to multiple problems in the future. So today security is a massive market. We're going to focus there, but it does. It does extend pretty naturally to other markets >> It's a hot market security. Everyone needs to have the latest and greatest and also has to be effective. I got to ask you specifically around startup transition to a rapidly growing company to now you're going to the next level where you're starting to having to get into some serious, big complex enterprise go to market sales motions. So what's in it for the customer. What's the, what's the pain point? What's the customer orientation. What do you marketing into as a solution? Is it the developer? Is it the CSO? Is it the CXO, what's in it for the enterprise? Why Lacework, why are they engaging? You guys get record numbers. What's the, what's in it for them. What's the, if I'm the customer what's in it for me? >> Ultimately efficacy, which is your security posture is it goes up significantly, simplicity, which is makes it easier for you to do your other jobs, you know and I'll have to look for those needles in a haystack and ROI, you know which is it's just compelling, and much, much more efficient than what, what you're doing today. So that that's a pretty universal value proposition and applies to cloud native businesses that are high growth that applies to government agencies. It applies to a large complex enterprises. We have a wonderful kind of go to market motion right now. I think Andy Byron and the team who've been here have really done a wonderful job of really making the customer buying experience and the journey really efficient, you know and help them quantify the impact and the risks and then deliver value. And I think, that that applies in sort of the commercial mid-market and cloud native space. And like I mentioned, we had, a number of deals in the quarter that were seven figure deals, you know in very complex organizations with massive demands. And, you know it ultimately selling is a team sport and, you know and still having the process and the rigor, that's there fine tuning that to make sure you have the people and the partnerships, you know, that deliver solutions in the way that customers want to buy them and then ultimately deliver a value proposition that is just unquestionably better. And I think we have all of those elements, you know we'll be entering the, the large enterprise very aggressively in the quarters to come. I that's where I've come from, you know running a multi-tool, you know, kind of go to market engines where you've got mid-market commercial enterprise large enterprise government across all geographies is, is really fun to expand. And, we're we're hiring as fast as we can maintain quality, you know? And so we're out of that startup phase now and entering into real scale. And, I think that, you know in the AWS marketplace I think we're the number one startup vendor. If I, if I got my facts, right. for, for private offers, we're one of the top security players and top 50 ISBs in the marketplace overall. And so in order for us to get the motion we need to make sure that we're delivering our value in the context of how companies want to buy it. And people want to use AWS credits, you know to apply to their solutions. And so it's really important for us to make that frictionless buying experience occur. And so we're excited about it. I think we've got a really nice start and it's the fun part of building companies, which is how do you attune things to make sure you're making it really really easy for the market to absorb your technology. And then once you're there, delight the hell out of them and just make sure that, that there's that they're excited in our, our net retention rates are the best I've seen in the marketplace. Our net promoter scores, you know, are in the high fifties low sixties, which, which is fantastic in this space. I think it's best in class by order of magnitude some players, big SIM players that are out there, you know have a customer in net promoter score of four. You know that means 96% of the people or 96 boats that says they wouldn't recommend the solution to their, to their peers. So, at pure, we've got this at scale. So from 70 to, in the, in the low eighties I think we have the opportunity to do the same thing here. So, combination of tailoring the motion that we have making it really easy for the buyer to buy what they want with whom they want from whom they want, you know and then just spreading a value proposition. That is a no brainer is, is I think the secret recipe >> If anything, it's interesting, you know you're so much experience in the enterprise and tech with cloud native you're basically laying out the success formula, which is if you have a value proposition you should be able to get it in quickly. You don't need the top down. win everything you can have a value proposition that can be enabled for usage and then grow rapidly when it's successful and that's cloud, that's the cloud business model. So it's not so much about organic versus this. It's really what the preferred motion is. >> It's speed, and I think developers in particular it's why the cloud happened, right? I.T wasn't delivering services in, in the speed and the efficacy that, that, that the developers wanted. And so in order to appeal to the developer community you need to deliver something that's frictionless and easy and fits into JIRA and fits into their workflow processes and speaks their language. And so we built our platform and our solutions for builders because that's where the money is. That's where the pain point is and that's and they want to build secure code. They just don't want to be told no. And so, we want to automate that process and make code secure and do that, you know in the build phase and then do it in the runtime. And then across the CICD pipeline we want to continuously be adding value across that. And, and the developers, candidly when pure bought the solution, many years ago and I introduced him to the company, it was it was the general manager of our software business unit that bought it not the security team. And I think that's a trend that is continuing that we're going to focus on. >> A lot of people realize that security and compliance and automation kind of all go together where you don't want to disrupt developers to kind of engineer something just to do an integration, for instance. So there's a real business model impact that you're hitting on here. That's not just a technical solution. It's really how the business is operating. And I think that to me is super interesting use case. What's your reaction to that? Do you see this as a, as a- >> No it's, that's that's that third part that I was talking about, you know which is that's most exciting is that, you know people are calling shift left, right. so moving, you know security into the development pipeline as it's happening and in integrating security architects as value added into the development organizations themselves and leveraging automated machine learning tools like ours to be able to simplify and automate the process versus slowing it down. So we think that shift left is, is super exciting and, and will continue. And we actually think we're the leaders in that space. We want to continue to be the leaders in that. >> Congratulations, great insight. Awesome to have you on and to hear from your experience and also the great venture that your scaling up and to the next level. Lacework, David thanks for coming on, but I'll give you the last minute to close us out. Give us a quick plug for the company vitals, what you're working on now, what you're looking for, you're obviously hiring give a quick plug for Lacework. What you, what are you working on? >> So, number one, we love our partnership with AWS. And so we're going to continue to invest, invest there. Two the businesses growing North of 300% year over year. That means that we've got record breaking growth and lots of hiring. So we're hiring across all functions. And three give us an opportunity. I, I think that, you know, you can fundamentally we want to be the bar of what you define all other security companies and all the technology companies. So it's a high bar. We want to make it frictionless, frictionless to try give us a shot, give us some feedback. And I'm grateful and privileged to be part of this, this wonderful team. So look forward to spending more time with you, John, in the future. >> Man, looking forward to a lot lots of talk about David Hatfield CEO of Lacework great company scaling up again. Another success story in cloud, cloud native as Po, COVID comes to a close, if you will for this phase and people get back to real life. The scale of cloud is going to be leading it and a new technology is going to be powering it. This is theCube conversation. I'm John Furrier. Thanks for watching. (soft music playing) (music fades)

>>from >>around the >>globe, it's the >>cube with digital >>coverage of IBM, >>Think 2021 >>brought to you by IBM. Welcome back to the cubes coverage of IBM Think 2021 virtual, I'm john for your host of the cube, had a great line up here talking sustainability. Kary musa ph d general manager of AI applications and block chains, career great to see you and wayne both the vice president of corporate environmental affairs and chief sustainability officer, among other things involved in the products around that. Wait and korean, great to see you. Thanks for coming on. >>Thank you for having us. >>Well, I'll start with you. What's driving? IBMS investment sustainability as a corporate initiative. We know IBM has been active, we've covered this many times, but there's more drivers now as IBM has more of a larger global scope and continues to do that with hybrid cloud, it's much more of a global landscape. What's driving today's investments in sustainability, >>you know, johN what drives IBM in this area has always been a longstanding, mature and deep seated belief in corporate responsibility. That's the bedrock foundation. So, you know, IBM is 100 10 year old company. We've always strived to be socially responsible, But what's not as well known is that for the last 50 years, IBM has truly regarded environmental sustainability is a strategic imperative. Okay, It's strategic because hey, environmental problems require a strategic fix. It's long term imperative because you have to be persistent with environmental problems, you don't necessarily solve them overnight. And it's imperative because business cannot succeed in a world of environmental degradation, that really is the main tenant of sustainable development. You can't have successful economies with environmental degradation, you can't solving environmental problems without successful economies. So, and IBM's case as a long standing company, We were advantaged because 50 years ago our ceo at the time, Tom Watson put in place the company's first policy for environmental, our stewardship and we've been at it ever since. And he did that in 1971 and that was just six months after the U. S. C. P. A. Was created. It was a year before the Stockholm Conference on the Environment. So we've been added for that long. Um in essence really it's about recognizing that good environmental management makes good business sense. It's about corporate responsibility and today it's the E of E. S. G. >>You know, wayne. That's a great call out, by the way, referencing thomas Watson that IBM legend. Um people who don't may not know the history, he was really ahead of its time and that was a lot of the culture they still see around today. So great to see that focus and great, great call out there. But I will ask though, as you guys evolved in today's modern error. How is that evolved in today's focus? Because you know, we see data centers, carbon footprint, global warming, you now have uh A I and analytics can measure everything. So I mean you can you can measure everything now. So as the world gets larger in the surface area of what is contributing to the sustainable equation is larger, what's the current IBM focus? >>So, you know, these days we continually look at all of the ways in which IBM s day to day business practices intersect with any matter of the environment, whether it's materials waste water or energy and climate. And IBM actually has 21 voluntary goals that drive us towards leadership. But today john as you know, uh the headline is really climate change and so we're squarely focused like many others on that. And that's an imperative. But let me say before I just before I briefly tell you our current goals, it's also important to have context as to where we have been because that helps people understand what we're doing today. And so again, climate change is a topic that the men and women of IBM have paid attention to for a long time. Yeah, I was think about it. It was back in 1992 that the U. S. C. P. A. Created something called Energy Star. People look at that and they say, well, what's that all about? Okay, that's all about climate change. Because the most environmentally friendly energy you can get is the energy that you don't really need to consume. IBM was one of eight companies that helped the U. S. C. P. A. Launched that program 1992. Today we're all disclosing C. 02 emissions. IBM began doing that in 1994. Okay. In 2007, 13 years ago, I'd be unpublished. Its position on climate change, calling for urgent action around the world. We supported the Paris agreement 2015. We reiterated that support in 2017 for the us to remain a partner. 2019, we became a founding member of Climate Leadership Council, which calls for a carbon tax and a carbon dividend. So that's all background context. Today, we're working on our third renewable electricity goal, our fifth greenhouse gas emissions reduction goal and we set a new goal to achieve net zero greenhouse gas emissions. Each of those three compels IBM to near term >>action. That's awesome wayne as corporate environmental affairs and chief sustainable, great vision and awesome work. Karim dr Karim use if I wanna. We leave you in here, you're the general manager. You you've got to make this work because of the corporate citizenship that IBM is displaying. Obviously world world class, we know that's been been well reported and known, but now it's a business model. People realize that it's good business to have sustainability, whether it's carbon neutral footprints and or intersecting and contributing for the world and their employees who want mission driven companies ai and Blockchain, that's your wheelhouse. This is like you're in the big wave, wow, this is happening, give us your view because you're commercializing this in real time. >>Yeah, look as you've already said and it's the way well articulated, this is a business imperative, right? Is key to all companies corporate strategies. So the first step when you think about operationalized in this is what we've been doing, is to really step back and kind of break this down into what we call five key needs or focus areas that we've understood that we work with our clients. Remember in this context, Wayne is indeed my clients as well. Right. And so when you think about it, the five needs, as we like to lay them out, we talk about the sustainability strategy first of all, how are you approaching it as you saw from Wayne, identifying your key goals and approaches right against that, you begin to get into various areas and dimensions. Climate risk management is becoming increasingly important, especially in asset heavy industries electrification, energy and emissions management, another key focus area where we can bring technology to bear resilient infrastructure and operations, sustainable supply chain, all of these kind of come together to really connect with our clients business operations and allows us to bring together the technologies and the context of ai Blockchain and the key business operations. We can support to kind of begin to address specific news cases in the context of those needs. >>You know, I've covered it in the past and written about and also talked about the cube about sustainability on the supply chain side with Blockchain, whether it's your tracking, you know, um you know, transport of goods with with Blockchain and making sure that that kind of leads your kind of philosophy works because this waste involved is also disruption to business a security issues. But when you really move into the Ai side, how does a company scale that Corinne? Because now, you know, I have to one operationalize it and then scale it. Okay, so that's transformed, innovate and scale. How do I take take me through the examples of how that works >>well, I think really key to that, and this is really key to our ethos, it's enabling ai for business by integrating ai directly into business operations and decision making. So it's not really how can I put this? We try to make it so that the client isn't fixating on trying to deploy ai, they're just leveraging Ai. So as you say, let's take some practical examples. You talked about sustainable supply chains and you know, the key needs around transparency and provenance. Right? So we have helped clients like a tear with their seafood network or the shrimp sustainability network, where there's a big focus on understanding where are things being sourced and how they're moving through the supply chain. We also have a responsible sourcing business network that's being used for cobalt in batteries as an example from mine to manufacturing and here our technologies are allowing us to essentially track, trace and prove the provenance Blockchain serves as kind of that key shared ledger to pull all this information together. But we're leveraging AI to begin to quickly assess based upon the data inputs, the actual state of inventory, how to connect dots across multiple suppliers and as you onboard them and off board them off the network. So that's how we begin to put A. I in action so that the client begins to fixate on the work and the decisions they need to make. Not the AI itself. Another quick example would be in the context of civil infrastructure. One of our clients son and Belt large, maximum client of ours, he uses maximum to really focus on the maintenance and sustainable maintenance of their bridges. Think about how much money is spent setting up to do bridge inspections right. When you think about how much they have to invest the stopping of the traffic that scaffolding. We have been leveraging AI to do things like visual inspection, actually fly drones, take pictures, assess those images to identify cracks and use that to route and prioritized work. Similar examples are occurring in energy and utilities focused on vegetation management where we're leveraging ai to analyse satellite imagery, weather data and bringing it together so that work can be optimally prior authorized and deployed um for our clients. >>It's interesting. One of the themes coming out of think that I'm observing is this notion of transformation is innovation and innovation is about scale. Right? So it's not just innovation for innovating sake. You can transform from whether it's bridge inspections to managing any other previous pre existing kind of legacy condition and bring that into a modern error and then scale it with data. This is a common theme. It applies to to your examples. Kareem, that's super valuable. Um how do you how do you tie that together with partnering? Because wayne you were talking about the corporate initiative, that's just IBM we learned certainly in cybersecurity and now these other areas like sustainability, it's a team sport, you have to work on a global footprint with other industries and other leaders. How was I being working across the industry to connect and work with other, either initiatives or companies or governments. >>Sure. And there have been john over the years and at present a number of diverse collaborations that we seek out and we participate in. But before I address that, I just want to amplify something Kareem said, because it's so important, as I look back at the environmental movement over the last 50 years, frankly, since the first earth day in 1970, I, you know, with the benefit of hindsight, I observed there have really been three different hair, It's in the very beginning, global societies had to enact laws to control pollution that was occurring. That was the late 60s 1970s, into the early 1980s and around the early 1980s through to the first part of this century, that era of let's get control of this sort of transformed, oh, how can we prevent stuff from happening given the way we've always done business and that area ran for a while. But now, thanks to technology and data and things like Blockchain and ai we all have the opportunity to move into this era of innovation, which differs from control in which differs from traditional prevention. Innovation is about changing the way you get the same thing done. And the reason that's enabled is because of the tools that you just spoke about with korean. So how do we socialize these opportunities? Well to your question, we interact with a variety of diverse teams, government, different business associations, NGos and Academia. Some examples. There's an organization named the Center for Climate and Energy Solutions, which IBM is a founding member of its Business Leadership Council. Its predecessor was the Q Centre on global climate change. We've been involved with that since 1998. That is a cross section of people from all these different constituencies who are looking for solutions to climate. Many Fortune 102000s in there were part of the green grid. The green grid is an organization of companies involved with data centers and it's constantly looking at how do you measure energy efficiency and data centers and what are best practices to reduce consumption of energy at data centers where a member of the renewable energy buyers alliance? Many Fortune 100 200 Zar in that trying to apply scale to procure more renewable electricity to actually come to our facilities I mentioned earlier were part of the Climate Leadership Council calling for a carbon tax were part of the United Nations Environment programs science policy business form that gets us involved with many ministers of environment from countries around the world. We recently joined the new MITt Climate and sustainability consortium. Mitt Premier Research University. Many key leaders are part of that. Looking at how academic research can supercharge this opportunity for innovation and then the last one, I'm just wrap up call for code. You may be familiar with IBM s involvement in call for code. Okay. The current challenge under Call for Code in 2021 calls for solutions targeted the climate change. So that's that's a diverse set of different constituents, different types of people. But we try to get involved with all of them because we learn and hopefully we contribute something along the way as well. >>Awesome Wayne. Thank you very much, Karim, the last 30 seconds we got here. How do companies partner with IBM if they want to connect in with the mission and the citizenship that you guys are doing? How do they bring that to their company real quick. Give us a quick overview. >>Well, you know, it's really quite simple. Many of these clients are already clients of ours were engaging with them in the marketplace today, right, trying to make sure we understand their needs, trying to ensure that we tune what we've got to offer both in terms of product and consulting services with our GPS brethren, you know, to meet their needs, linking that in as well to IBM being in what we like to turn clients zero. We're also applying these same technologies and capabilities to support IBM efforts. And so as they engage in all these associations, what IBM is doing, that also provides a way to really get started. It's really fixate on those five imperatives or needs are laid out, picked kind of a starting point and tie it to something that matters. That changes how you're doing something today. That's really the key. As far as uh we're concerned, >>Karim, we thank you for your time on sustainability. Great initiative. Congratulations on the continued mission. Going back to the early days of IBM and the Watson generation continuing out in the modern era. Congratulations and thanks for sharing. >>Thank you john. >>Okay. It's the cubes coverage. I'm sean for your host. Thanks for watching. Mhm. Mhm. Mhm.

>>From around the globe, it's the Cube with digital coverage of IBM think 2021 brought to you by IBM. Welcome back to the cubes coverage of IBM Think 2021 virtual, I'm john for your host of the cube. We had a great line up here talking sustainability, kary musa ph d general manager of AI applications and block chains going great to see you and wayne, both the vice president of corporate environmental affairs and chief sustainability officer, among other things involved in the products around that. Wait and korean, great to see you. Thanks for coming on. >>Thank you for having us. >>Well, I'll start with you what's driving? IBMS investment in sustainability as a corporate initiative. We know IBM has been active, we've covered this many times, but there's more drivers now as IBM has more of a larger global scope and continues to do that with hybrid cloud, it's much more of a global landscape. What's driving today's investments in sustainability, >>You know, jOHn what drives IBM in this area has always been a longstanding, mature and deep seated belief in corporate responsibility. That's the bedrock foundation. So, you know, IBM 110 year old company, we've always strived to be socially responsible, But what's not as well known is that for the last 50 years, IBM has truly regarded environmental sustainability is a strategic imperative. Okay, It's strategic because hey, environmental problems require a strategic fix. It's a long term imperative because you have to be persistent with environmental problems, you don't necessarily solve them overnight. And it's imperative because business cannot succeed in a world of environmental degradation that really is the main tenant of sustainable development. You can't have successful economies with environmental degradation, you can't solving environmental problems without successful economies. So, and IBM's case as a long standing company, We were advantaged because 50 years ago our ceo at the time, Tom Watson put in place the company's first policy for environmental a stewardship and we've been at it ever since. And he did that in 1971 and that was just six months after the U. S. E. P. A. Was created. It was a year before the Stockholm Conference on the Environment. So we've been added for that long. Um in essence, really it's about recognizing that good environmental management makes good business sense, It's about corporate responsibility and today it's the E of E. S. G. >>You know, wayne. That's a great call out, by the way, referencing thomas Watson, the IBM legend. Um people who don't may not know the history, he was really ahead of its time and that was a lot of the culture they still see around today. So great to see that focus and great, great call out there. But I will ask though, as you guys evolved in today's modern error, how has that evolved in today's focus? Because, you know, we see data centers, carbon footprint, global warming, you now have a I and analytics can measure everything. So I mean you can you can measure everything now. So as the world gets larger in the surface area of what is contributing to the sustainable equation is larger, what's the current IBM focus? >>So these days we continually look at all of the ways in which IBM s day to day business practices intersect with any matter of the environment, whether it's materials, waste water or energy and climate. And IBM actually has 21 voluntary goals that drive us towards leadership. But today john as you know, uh the headline is really climate change and so we're squarely focused like many others on that and that's an imperative. But let me say before I just before I briefly tell you our current goals, it's also important to have context as to where we have been because that helps people understand what we're doing today. And so again, climate change is a topic that the men and women of IBM have paid attention to for a long time. Yeah, I was think about it. It was back in 1992 that the U. S. C. P. A. Created something called Energy Star. People look at that and they said, well, what's that all about? Okay, that's all about climate change. Because the most environmentally friendly energy you can get is the energy that you don't really need to consume. IBM was one of eight companies that helped the U. S. C. P. A. Launched that program 1992. Today we're all disclosing C. 02 emissions. IBM began doing that in 1994. Okay. In 2007, 13 years ago, I'd be unpublished. Its position on climate change, calling for urgent action around the world. He supported the Paris Agreement 2015. We reiterated that support in 2017 for the us to remain a partner. 2019, we became a founding member of Climate Leadership Council which calls for a carbon tax and a carbon dividend. So that's all background context. Today, we're working on our third renewable electricity goal, our fifth greenhouse gas emissions reduction goal and we set a new goal to achieve net zero greenhouse gas emissions. Each of those three compels IBM to near term action. >>That's awesome wayne as corporate environmental affairs and chief sustainable, great vision and awesome work. Karim dr Karim use if I wanna we leave you in here, you're the general manager. You you got to make this work because of the corporate citizenship that IBM is displaying. Obviously world world class, we know that's been been well reported and known, but now it's a business model. People realize that it's good business to have sustainability, whether it's carbon neutral footprints and or intersecting and contributing for the world and their employees who want mission driven companies ai and Blockchain, that's your wheelhouse. This is like you're on the big wave, wow, this is happening, give us your view because you're commercializing this in real time. >>Yeah, look as you've already said and it's the way well articulated, this is a business imperative, right is key to all companies corporate strategies. So the first step when you think about operationalized in this is what we've been doing, is to really step back and kind of break this down into what we call five key needs or focus areas that we've understood that we work with our clients. Remember in this context, Wayne is indeed my clients as well. Right. And so when you think about it, the five needs, as we like to lay them out, we talk about the sustainability strategy first of all, how are you approaching it as you saw from Wayne, identifying your key goals and approaches right against that, you begin to get into various areas and dimensions. Climate risk management is becoming increasingly important, especially in asset heavy industries electrification, energy and emissions management, another key focus area where we can bring technology to bear resilient infrastructure and operations, sustainable supply chain, All of these kind of come together to really connect with our clients business operations and allows us to bring together the technologies and context of ai Blockchain and the key business operations. We can support to kind of begin to address specific news cases in the context of those >>needs. You know, I've covered it in the past and written about and also talked about on the cube about sustainability on the supply chain side with Blockchain, whether it's your tracking, you know, um you know, transport of goods with with Blockchain and making sure that that kind of leads your kind of philosophy works because there's waste involved is also disruption to business, a security issues, but when you really move into the Ai side, how does a company scale that Corinne, because now, you know, I have to one operationalize it and then scale it. Okay, so that's transformed, innovate and scale. How do I take take me through the examples of how that works >>well, I think really key to that, and this is really key to our ethos, it's enabling ai for business by integrating ai directly into business operations and decision making. So it's not really how can I put this? We try to make it so that the client isn't fixating on trying to deploy ai, they're just leveraging Ai. So as you say, let's take some practical examples. You talked about sustainable supply chains and you know, the key needs around transparency and provenance. Right. So we have helped clients like a tear with their seafood network or the shrimp sustainability network where there's a big focus on understanding where are things being sourced and how they're moving through the supply chain. We also have a responsible sourcing business network that's being used for cobalt in batteries as an example from mine to manufacturing and here our technologies are allowing us to essentially track, trace and prove the provenance Blockchain serves as kind of that key shared ledger to pull all this information together. But we're leveraging AI to begin to quickly assess based upon the data inputs, the actual state of inventory, how to connect dots across multiple suppliers and as you on board in an off board them off the network. So that's how we begin to put A I in action so that the client begins to fixate on the work and the decisions they need to make. Not the AI itself. Another quick example would be in the context of civil infrastructure. One of our clients son and Belt large, maximum client of ours he uses maximum too rarely focus on the maintaining sustainable maintenance of their bridges. Think about how much money is spent setting up to do bridge inspections right. When you think about how much they have to invest the stopping of the traffic that scaffolding. We have been leveraging AI to do things like visual inspection. Actually fly drones, take pictures, assess those images to identify cracks and use that to route and prioritized work. Similar examples are occurring in energy and utilities focused on vegetation management where we're leveraging AI to analyse satellite imagery, weather data and bringing it together so that work can be optimally prior authorized and deployed for our >>clients. It's interesting. One of the themes coming out of think that I'm observing is this notion of transformation is innovation and innovation is about scale. Right? So it's not just innovation for innovating sake. You can transform from whether it's bridge inspections to managing any other previous pre existing kind of legacy condition and bring that into a modern error and then scale it with data. This is a common theme. It applies to to your examples. Kareem, that's super valuable. Um how do you how do you tie that together with partnering? Because wayne you were talking about the corporate initiative, that's just IBM we learned certainly in cybersecurity and now these other areas like sustainability, it's a team sport, you have to work on a global footprint with other industries and other leaders. How was I being working across the industry to connect and work with other, either initiatives or companies or governments. >>Sure. And there have been john over the years and at present a number of diverse collaborations that we seek out and we participate in. But before I address that, I just want to amplify something Kareem said, because it's so important, as I look back at the environmental movement over the last 50 years, frankly, since the first earth day in 1970, I, you know, with the benefit of hindsight, I observed there have really been three different hair, it's in the very beginning, global societies had to enact laws to control pollution that was occurring. That was the late 60s 1970s, into the early 1980s and around the early 1980s through to the first part of this century, that era of let's get control of this sort of transformed, oh how can we prevent stuff from happening given the way we've always done business and that area ran for a while. But now thanks to technology and data and things like Blockchain and ai we all have the opportunity to move into this era of innovation which differs from control in which differs from traditional prevention. Innovation is about changing the way you get the same thing done. And the reason that's enabled is because of the tools that you just spoke about with Korean. So how do we socialize these opportunities? Well to your question, we interact with a variety of diverse teams, government, different business associations, Ngos and Academia. Some examples, there's an organization named the Center for Climate and Energy Solutions, which IBM is a founding member of its Business Leadership Council. Its predecessor was the Q Centre on global climate change. We've been involved with that since 1998. That is a cross section of people from all these different constituencies who are looking for solutions to climate. Many Fortune 102000s in there were part of the green grid. The green grid is an organization of companies involved with data centers and it's constantly looking at how do you measure energy efficiency and data centers and what are best practices to reduce consumption of energy at data centers where a member of the renewable energy buyers alliance? Many Fortune 100 200 Zarin that trying to apply scale to procure more renewable electricity to actually come to our facilities I mentioned earlier were part of the Climate Leadership Council calling for a carbon tax were part of the United Nations Environment Programs science Policy business form that gets us involved with many ministers of Environment from countries around the world. We recently joined the new MITt Climate and sustainability consortium. Mitt Premier Research University. Many key leaders are part of that. Looking at how academic research can supercharge this opportunity for innovation and then the last one, I'll just wrap up call for code. You may be familiar with IBM s involvement in call for code. Okay. The current challenge under call for code in 2021 calls for solutions targeted the climate change. So that's, that's a diverse set of different constituents, different types of people. But we try to get involved with all of them because we learn and hopefully we contribute something along the way as well. >>Awesome Wayne. Thank you very much Karim, the last 30 seconds we got here. How do companies partner with IBM if they want to connect in with the mission and the citizenship that you guys are doing? How do they bring that to their company real quick. Give us a quick overview. >>Well, you know, it's really quite simple. Many of these clients are already clients of ours were engaging with them in the marketplace today, right, trying to make sure we understand their needs, trying to ensure that we tune what we've got to offer, both in terms of product and consulting services with our GPS brethren, you know, to meet their needs, linking that in as well to IBM being and what we like to turn client zero. We're also applying these same technologies and capabilities to support IBM efforts. And so as they engage in all these associations, what IBM is doing that also provides a way to really get started. It's really fixate on those five imperatives or needs are laid out, picked kind of a starting point and tie it to something that matters. That changes how you're doing something today. That's really the key. As far as uh we're concerned, >>Karim, we thank you for your time on sustainability. Great initiative, Congratulations on the continued mission. Going back to the early days of IBM and the Watson generation continuing out in the modern era. Congratulations and thanks for sharing. >>Thank you john. >>Okay. It's the cubes coverage. I'm sean for your host. Thanks for watching. >>Mm. Mhm.

>> From around the globe, it's theCube, with digital coverage of AWS re:Invent 2020. Special coverage sponsored by, AWS Worldwide Public Sector. >> Okay, welcome back to theCube's coverage, of re:Invent 2020 virtual. It's theCube virtual, I'm John Farrow your host, we're here celebrating, the special coverage of public sector with Sandy Carter, vice president of AWS Public Sector Partners. She heads up the partner group within Public Sector, now in multiple for about a year now. Right Sandy, or so? >> Right, you got it, John. >> About a year? Congratulations, welcome back to theCube, >> Thank you. >> for reason- >> Always a pleasure to be here and what an exciting re:Invent right? >> It's been exciting, we've got wall-to-wall coverage, multiple sets, a lot of actions, virtual it's three weeks, we're not in person we have to do it remote this year. So when real life comes back, we'll bring the Cube back. But I want to take a minute to step back, take a minute to explain your role for the folks that are new to theCube virtual and what you're doing over there at Public Sector. Take a moment to introduce yourself to the new viewers. >> Well, welcome. theCube is phenomenal, and of course we love our new virtual re:Invent as well, as John said, my name is Sandy Carter and I'm vice president with our public sector partners group. So what does that mean? That means I get to work with thousands of partners globally covering exciting verticals like, space and healthcare, education, state and local government, federal government, and more. And what I get to do is, to help our partners learn more about AWS so that they can help our customers really be successful in the marketplace. >> What has been the most, exciting thing for you in the job? >> Well, you know, I love, wow, I love everything about it, but I think one of the things I love the most, is how we in Public Sector, really make technology have a meaningful impact on the world. So John, I get to work with partners like Orbis which is a non-profit they're fighting preventable blindness. They're a partner of ours. They've got something called CyberSec AI which enables us to use machine learning over 20 different machine learning algorithms to detect common eye diseases in seconds. So, you know, that purpose for me is so important. We also work with a partner called Twist Inc it's hard to say, but it just does a phenomenal job with AWS IoT and helps make water pumps, smart pumps. So they are in 7,300 remote locations around the world helping us with clean water. So for me that's probably the most exciting and meaningful part of the job that I have today. >> And it's so impactful because you guys really knew Amazon's business model has always been about enablement from startups to now up and running Public Sector; entities, agencies, education, healthcare, again, and even in spaces, this IoT in space. But you've been on the 100 partner tour over a 100 days. What did you learn, what are you hearing from partners now? What's the messages that you're hearing? >> Well, first of all, it was so exciting. I had a 100 different partner meetings in a 100 days because John, just like you, I missed going around the world and meeting in person. So I said, well, if I can't meet in person I will do a virtual tour and I talked to partners, in 68 different countries. So a couple of things I heard, one is a lot of love for our map program and that's our migration acceleration program. We now have funding available for partners as they assess migration, we can mobilize it and as they migrate it. And you may or may not know, but we have over twice the number of migration competency partners doing business in Public Sector this year, than we did last year. The second thing we heard was that, partners really love our marketing programs. We had some really nice success this year showcasing value for our customers with cyber security. And I love that because security is so important. Andy Jassy always talks about how her customers really have that as priority zeros. So we were able to work with a couple of different areas that we were very proud at and I loved that the partners were too. We did some repeatable solutions with our consulting partners. And then I think the third big takeaway that I saw was just our partners love the AWS technology. I heard a lot about AI and ML. We offered this new program called The Rapid Adoption Assistance Program. It's going global in 2021, and so we help partners brainstorm and envision what they could do with it. And then of course, 5G. 5G is ushering in, kind of a new era of new demand. And we going to to do a PartnerCast on all about 5G for partners in the first quarter. >> Okay, I'm going to put you on the spot. What are the three most talked about programs that you heard? >> Oh, wow, let's see. The three most talked about programs that I heard about, the first one was, is something I'm really excited about. It's called a Think Big for Small Business. It really focuses in on diverse partner groups and types. What it does is it provides just a little bit of extra boost to our small and medium businesses to help them get some of the benefits of our AWS partner program. So companies like MFT they're based down in South Africa it's a husband and wife team that focus on that Black Economic Empowerment rating and they use the program to get some of the go to market capability. So that's number one. Let's see, you said three. Okay, so number two would be our ProServe ready pilot. This helps to accelerate our partner activation and enablement and provides partners a way to get badged on the ProServe best practices get trained up and does opportunity matching. And I think a lot of partners were kind of buzzing about that program and wanting to know more about it. And then ,last but not least, the one that I think of probably really has impact to time to compliance it's called ATO or Authority to Operate and what we do is we help our partners, both technology partners and consulting partners get support for compliance framework. So FedRAMP, of course, we have over 129 solutions right now that are FedRAMPed but we also added John, PCI for financial HIPPA for healthcare, for public safety, IRS 1075 for international GDPR and of course for defense, aisle four, five and six, and CMMC. That program is amazing because it cuts the time to market and have cuts across and have and really steps partners through all of our best practices. I think those are the top three. >> Yeah, I've been like a broken record for the folks that don't know all my interviews I've done with Public Sector over the years. The last one is interesting and I think that's a secret sauce that you guys have done, the compliance piece, being an entrepreneur and starting companies that first three steps in a cloud of dust momentum the flywheel to get going. It's always the hardest and getting the certification if you don't have the resources, it's time consuming. I think you guys really cracked the code on that. I really want to call that out 'cause that's I think really super valuable for the folks that pay attention to and of course sales enablement through the program. So great stuff. Now, given that's all cool, (hands claps) the question I have and I hear all the time is, okay, I'm involved I got a lot of pressure pandemic has forced me to rethink I don't have a lot of IT I don't have a big budget I always complaint but not anymore. Mandate is move fast, get built out, leverage the cloud. Okay, I want to get going. What's the best ways for me to grow with Public Sector? How do I do that if I'm a customer, I really want to... I won't say take a shortcut because there's probably no shortage. How do I throttle up? Quickly, what's your take on that? >> Well, John, first I want to give one star that came to us from a Twilio. They had interviewed a ton of companies and they found that there was more digital transformation since March since when the pandemic started to now than in the last five years. So that just blew me away. And I know all of our partners are looking to see how they can really grow based on that. So if you're a consulting partner, one of the things that we say to help you grow is we've already done some integrations and if you can take advantage of those that can speed up your time to market. So I know know this one, the VMware Cloud on AWS. what a powerful integration, it provides protection of skillsets to your customer, increases your time to market because now VMware, vSphere, VSAN is all on AWS. So it's the same user interface and it really helps to reduce costs. And there's another integration that I think really helps which is Amazon connect one of our fastest growing areas because it's a ML AI, breads solution to help with call centers. It's been integrated with Salesforce but the Service Cloud and the Sales Cloud. So how powerful is that this integrated customer workflow? So I think both of those are really interesting for our consulting partners. >> That's a great point. In fact, well, that's the big part of the story here at re:Invent. These three weeks has been the integration. Salesforce as you mentioned connect has been huge and partner- >> Huge >> so just just great success again, I've seen great momentum. People are seeing their jobs being saved, they're saving lives. People are pretty excited and it's certainly a lot of work you've done in healthcare and education two big areas of activity which is really hard corporation, really, really hard. So congratulations on that and great work. Great to see you, I going to ask you one final question. What's the big message for your customers watching as they prepare for 2021 real life is coming back vaccines on the horizon. We're hearing some good news a lot of great cloud help there. What's your message to send to 2021? >> 2021, for our partners for 2021, one, there is a tremendous growth ahead and tremendous value that our partners have added. And that's both on the mission side, which both Theresa and I discussed during our sessions as well as technology. So I think first messages is, there's lots of growth ahead and a lot of ways that we can add value. Second is, all of those programs and initiatives, there's so much help out there for partners. So look for how you could really accelerate using some of those areas on your customer journey as you're going along. And then finally, I just want John, everybody to know , that we love our partners and AWS is there to help you every step of the way. And if you need anything at all obviously reach out to your PDM or your account manager or you're always welcome to reach out to me. And my final message is just, thank you, through so many different things that have happened in 2020, our partners have come through amazingly with passion with value and just with persistence, never stopping. So thank you to all of our partners out there who've really added so much value to our customers. >> And Amazon is recognizing the leadership of partners in the work you're doing. Your leadership session was awesome for the folks who missed it, check it out on demand. Thank you very much, Sandy for coming on the sharing the update. >> Thank you, John, and great to see all your partners out there. >> Okay, this is theCube virtual covering AWS re:Invent 2020 virtual three weeks, wall-to-wall coverage. A lot of videos ,check out all the videos on demand the leadership sessions, theCube videos and of course the Public Sector video on demand. Micro-site with theCube. I'm John Furrier, thanks for watching. (upbeat music)

>> Announcer: From theCUBE studios in Palo Alto and Boston, connecting with thought leaders all around the world. This is a CUBE conversation. >> Hello, everyone. Welcome to this CUBE conversation. I'm John Furrier, host of theCUBE. We're here in our Palo Alto studios in California for a CUBE conversation with Suresh Menon, who's the senior vice president and general manager of Informatica of the master data group. Suresh, great to see you. We couldn't see you in person. Three-time CUBE alumni at Informatica World, industry executive. We're remote. Great to see you. >> Good to see you, John. Great to be back. Wish this was in person, but I think this is fantastic. >> Well, one of the things that's clear in my interviews over the past four months, we've been doing our best to hit the road and we've got a quarantine crew here. We're doing our part telling the stories that matter. Data now more than ever, COVID-19 has shown that the companies that are prepared, that have done the work, for the digital transformation, you know, putting the cliche aside, is real and the benefits are definitely there. And you're seeing things like reaction time, war rooms are being put together, because business still needs to go on. This is the reality. And so companies are seeing some exposure and some opportunities, and so a lot of things are going on. So I want to get your reaction to that, because there are changes on how customers are evolving with data. You guys have been at the forefront of that, pioneering this horizontal data fabric, data 4.0, amidst talks about. What are you seeing from customers? How are they approaching this? Because at the end of the day, they got to come out of the pandemic with a growth strategy and they got to solve the problems they've got to do today and be in position. What are you seeing for changes? >> So one of the most important things that we started seeing, there are about three big trends that we began to see starting in about late March, and share some of the data points that we saw across the world, starting with Italy, which was in the news earlier this year with the pandemic. We saw that in one week, the stats were that online or digital sales increased by 81% in a single week. And it's obvious when you lock down a large population, commerce moves to, away from the brick and mortar kind of model to being completely online and digital. The other part of it that we started seeing is we had already started seeing a lot of our customers starting to struggle with supply chain issues. As borders started closing, opening, and then closing again, how do you maintain a resilient supply chain? And a resilient supply chain also means being able to be really agile in terms of trying to identify alternate supply sources, be able to quickly onboard new suppliers, maybe in different parts of the world that are not so affected. And then finally, the last piece that we saw were every single CFO, chief financial officer, people who ran finance organizations at all of these companies, for them, it is almost as if you're driving down the highway and you suddenly run into, enter this fog bank. The first reaction is to hit the brakes, of course, because you don't know what's (microphone cuts out) so every CFO around the world started saying, I need to be able to understand what my cash flow situation is. Where is it coming in from? Where is it going out of? How do I reconcile across the geographies, lines of business? Because everybody realized that without an adequate cash reserve, who knows how long this thing is going to carry on? We need to be able to survive. And then the fourth element that has always been important for our customers is all about customer engagement, getting the best possible customer experience. That's just being turned up to 11, the volume, because as organizations are saying, there's disruption happening now. There are new ways in which consumers are going out there and buying products and services, and these things might stick. There's also an opportunity for some of these organizations to go out and enter into markets, gain market share, that they were not able to do in the past. And then how do you come out of this, whenever it is, how do we come out of it? It's always by making sure you're retaining your customers and getting more of them. So the underpinnings across all of this, whether it's supplier data, whether it's getting the most accurate product information delivered to your online channels, whether it is being able to understand your supply chain holistically with our data platform under it, and then finally customer experience depends on understanding everything end to end, including everything you need to know about your customer. So data continues to become top of mind for all of these organizations. >> You know, Suresh, we've had conversations over the past three years, and I can remember them vividly all about, and we've been really geeking out, but also getting very industry focused around, oh, the enablement of data and doing all these things, horizontal scalability, application enablement, AI CLAIRE, all these things are very relevant. But now with COVID-19, that that future's been pulled to the present. It's accelerated so fast that everything's impacted the business model. You mentioned supply chain and cash flow. The business is right there visible, and all these things are exposed and heightens the volume, as you said, and so everyone's seeing it happen. They can see the consequences, right? So this is like the most reality view of all time in any kind of is digital transformation, will it happen? So I want to get your thoughts on this, because I've been riffing on this idea of the future of work, the word work, workplaces, workforce, workloads, and workflows, right? So they all have work in them, right? We talk about workflows and workloads. That's a cloud term and a tech term. Workplace is the physical place, now home. Workforce are people, their emotional stability, their engagement. These things are all now exposed and all this new data's coming in. Now the executives have to make these decisions. This has really been a forcing function. So first, I'm sure you agree with all that, but what's your reaction to that? Because this brings up challenges that customers are facing. What's your thoughts on this massive reality? >> Yeah, I mean, this is where I think the other domain that is very important, which is most important for organizations if you have to be successful is really that employee or workforce understanding. We talk about customer 360s. We have to talk about employee 360s, right? And tie that to locations. And there are very few enlightened organizations, I would say, maybe three, four, five years ago, who had said, we really do need to understand everything about employees, where they work from, what are the different locations they go to, whether it's home and whether it's the multiple office locations that the organization might have. And it started quite realistically in the healthcare organization. There's a large healthcare provider here in California who many, many years ago decided that they want to create an employee 360, and considering it's doctors, it's nurses, it's hospital technicians and so on, who move from one hospital to another different outpatient clinics. And we are in a disaster-prone state, and what they said is I need to build this data foundation about my employees to understand where someone is at any given point in time and be able to place them so that if there is, let's say, an earthquake in one part of the state, I want to know who's affected, and more importantly, who's not affected who can go out and help. And we started seeing that mindset now go across every single organization, organizations that said, hey, I was not able to keep track, when the lockdowns were started, I was not able to keep track of which one of my employees were in the air at that time, crossing borders, stuck in different parts of the world. So as much as we talk about product, customer financial data, supplier data, employee data, and an employee 360, and now with a lot of state and local governments creating citizens 360s has also now become top of mind because being able to pull all of this data together, and it's not just your traditional structured data. We're also talking about all the data that you're getting, the interaction data from folks carrying their phones, mobile devices, the swipes that people are doing in and out of locations, being able to capture all of that, tie it all together. Again, we talk about an explosion in volume, which I think is to your point, bringing in more automation with CLAIRE, with artificial intelligence, machine learning techniques, is really the only way to get ahead of this, because it's not humanly possible to say, as your data scales, we need to get the same linearly, the same number of people. That's not going to happen. So technology, AI, has to solve it. >> Well, I want to get to AI in a second. It's on my list to ask you about CLAIRE, get the update there. But you mentioned 360 view of business and the employee angle's definitely relevant. Talk more about this 360 business approach, how are customers approaching it across the enterprise. Certainly now more than ever, it's critical. >> Right, so the 360s have always been around, John, and I think we've had these conversations about 360s now, for the last few years now, and a lot of organizations have gone out and said, create a 360 around a particular, whichever one specific business-critical domain that they want to create a 360 out of. So typically for most organizations, you're buying parts, raw materials from a supplier. So create a supplier 360. You really need to understand is there risk there in the supply chain? Am I allowed to do business with a lot of these suppliers? It's data that helps them create that supplier 360. The product is always important, whether you're manufacturing your own, or if you're a retailer, you're buying these from your suppliers and then selling them via your different channels. And then finally, the third one was always customers, without which none of those organizations would be in business. So customer 360 was always top of mind. But, and there are ancillary domains, whether it's that's the employee 360 we just talked about, finance 360, which are of interest maybe to specific lines of business. These are all being done in silos. If you think about creating a full 360 profile of your suppliers, of your products, of your customers, the industry has been doing it now for a few years, but where this pandemic has really taught a lot of organizations is now it's important to use that platform to start connect (microphone cuts out) a line all the way from your customers via their experience all the way back to your suppliers and all the different functions and domains and 360s that it needs to touch. And the most, I guess real-world example a lot of us had to deal with was the shortages in the grocery stores, right? And that ties all the way back to the supply chain. And you're not providing your best possible customer experience if the goods and products and services that customers want to buy from you are not available. That's when organizations started realizing, we need to start connecting the customer profiles, their preferences, to the products, our inventory, all the way back down to suppliers, and are, for example, can we turn up the production in a particular factory, but maybe that location is under one of the most stringent lockdown conditions and we're not able to bring in or increase capacity there. So how do you get a full 360 across your entire business starting with customer all the way back to supplier. That is what we are saying, the end-to-end 360 view of a business, or as we, there's too many words, we just call it business 360. >> Yeah, it's interesting, and I'm interviewing a lot of your customers lately and talking some of the situations around COVID. There's the pre-COVID, before COVID, during COVID, now looking after COVID. Some have been very happy and well-prepared because they have been using, say, Informatica, and had done the work and are taking advantage of those benefits. I've talked to other practitioners who are struggling with trying to figure out how to architect, because what your customers who've been successful have been telling me is that, look at, we're in good shape right now because we did the work prior to COVID, and now they are being forced to have a 360 view not because it's a holistic corporate mission. It's they have to, right? People are at home, so it's not like, hey, let's get a 360 view of the business and do an assessment and do better and enable things. No, no, no. There's business pressure. So they're enabled. Now new types of data's coming in. So again, back to the catalog and back to some of the things that you guys have been working on. How do you talk to your customers now that they're in COVID for the ones that have been set up before COVID and the ones now that are coming to the table saying, okay, I need to now get quickly deployed with Informatica while I'm in, during the state of COVID so I can have a growth strategy coming out of it, so I don't make these mistakes again. What's your thoughts? >> Absolutely, and I think that the, whether an organization has already, a customer has already laid the groundwork, has the foundation before COVID, and the ones who are now moving full steam ahead because they're missing capabilities in those functions. The conversation is in reality more or less the same, because even for those who have the foundation, what they're starting to see is new forms of data coming in, new forms of, new requirements being placed on the, by the business on that infrastructure, the data infrastructure, and being able to, most importantly, react very, very quickly. And even for those who are starting off right now from scratch, it's the same thing. It's need to get up and running, need to get the answers to these questions, need to get the, we need to get the problems to these solutions as soon as possible. And that the theme, or I guess the talking points for both of those customers is really two things. One is you need agility. You need to be able to bring these solutions up to life and delivering as soon as possible, which means that the capabilities, the solutions you need, whether it's bringing the catalog, understanding where your data is very, very quickly, your business critical information. How do you bring that in, all of that data, and integrate that data into a 360 solution, be able to make sure it's of the highest quality, enrich it, master it, create those 360 profiles by joining it to all of this interaction, transaction data. All that has to be done with the power of technologies like CLAIRE, with artificial intelligence, so that you are up and running in a matter of days or weeks, as opposed to months and years, because you don't have that time. And then the other one which is quite important is cloud, because all of this capability needs infrastructure, hardware to run on. And we've started seeing a lot of, let's say cloud-hesitant verticals, entire verticals now in the last two to three months suddenly going from yeah, cloud is maybe somewhere down the road, as far as our future's concerned. But to now saying, we understand that we have to go to a cloud when our technicians are not able to get access to our data centers to add new machinery in there to take care of the new demands, that migration to cloud. So it's that agility and cloud which really is the common theme when we talk to customers, both- >> Yeah, and now more than ever, they need it, 'cause it's an important time, and it's going to be an inflection point, for sure. There'll be winners and losers, and people want to be on the right side of history here. Suresh, I got to ask you about AI. Obviously CLAIRE's been a big part of it. Now more than ever, if you have bad data, AI can be bad too. So understanding the relationship between data and AI is super important. This is going to be critical to help people move faster and deal with more data as soon as they're dealing with now. What's your thoughts on the role AI will play? >> Oh, AI has a huge role to play. It's already begun to play a huge role in our solutions, whether we start from catalog to integration to 360 solutions. The first thing that AI can really do very, very well is, we've gone from folks who said, let's take supply chain. There were maybe three sources of supplier data that used to come into creating a supplier 360. Today, there are hundreds of sources. If you go all the way to the customer 360, and we are talking about 1,300, 1,400 different sources of data with 90% of them sitting up in the cloud. How is it humanly possible to bring all of that data together? First of all, understand where customer information is sitting across all of those different places, whether it's your clickstream data, call log data, whether it's the actual interaction data that customers are having with in-store, online, collecting all of that information, and from your traditional systems like CRM, ERP, and billing, and all of that, bringing all that together for understanding where it is, catalog gives you that Google for the enterprise view, right? It tells you where all this data is. But then once you've got that there, it also tells you what its relative quality is, what needs to be done to it, how usable is it. To your point of if it's bad data, at least what AI can do first of all is tell you that these are unreliable attributes, these are ones that can be enriched. And then, and this is where AI now moves to the next level, which is to start inferring what kind of rules that are in our, let's say, repository across integration, quality, and mastering, and bring, and matching, bring all that together and say, here, you as the developer who's been tasked with making this happen in a matter of days, we are going to infer for you what you need to do with this data, and then we will be able to go in and bring all these sources in, connect it, load it up into a 360 solution, and create those 360 profiles that everybody downstream, whether it's your engagement systems and other. So it's really about that discovery, that automation, as well as the ability to refine and suggest new rules in order to make your data better and better as you go along. I think that's really the power of CLAIRE and AI. >> I love the Google for the enterprise or data, because the metaphor really is about finding what you're looking for. It's the discovery piece, as you said, to make it easy, and Google did make it easy to find things, which is what their search engine did. But if you look at what Google did after that, they had to have large scales. SREs is what they call them, site reliability engineers, one engineer for thousands and thousands of servers, which they, revolutionizing IT and cloud. You guys are kind of thinking the same way, data scale, right? So it's Google in terms of discovery, right? Find what you're looking for, catalog, get it in, and get it out quest, make it available for applications. But you're kind of teasing out this other point where the AI comes in. That's scale. >> Yes. >> That's super important nuance. >> Absolutely. >> But it's key to the future. >> Absolutely, because when we are starting to talk about now not just tens of millions of records when it comes to customer data or product experience dat and so on. We are already talking about organizations like Dell, for example, with our customer 360, with billions of records going in, which would be equivalent to the scale of, if you look at Google search engine business back maybe 10, 12 years ago. So yes, we are talking about within the context of a single organization or a single company, we're already talking about volumes that were unthinkable even five years ago. So being able to manage that scale, be able to have architectures, technologies that are able to autoscale, and the advantage of course is now we've got an architectural platform that has microservices. As loads start increasing, be able to spawned new instances of those microservices seamlessly. Again, this is another part where AI comes in, AI being able to say, in the old days it was somebody had to see that the CPUs are overloaded to about 100% before someone realized that we have to go out and do something about it. In this new world with AI managing the ops layer, being able to look at is this customer bringing in another, in the cloud rack, cloud world, in a SaaS world, bringing in a billion records that they want to push through in the next 10 minutes, be able to anticipate that, spawn the new infrastructure and the microservices, and be able to take care of that load and then dial those back down when the work is done. This again, from an ops perspective as well, from, so we are able to scale instead of sort of having, let's say, 1000 SREs, I think, to your example, John, have only 10 SREs to make sure that every, look at the dashboard and make sure everything is going well. >> Well, I've been covering you guys for a long time. You guys know that. And I'm a big fan. I always had been a fan of the vision that's playing out. Large scale data, large scale discovery, fast and easy, integrating that into applications for business value. It's not just the data warehouse and just park something over here. This is a mindset. It's a foundational enablement model. You guys have done an amazing job. And now more than ever, it's I think more understood because of the pandemic. >> Absolutely, and people are making that direct connection between the business outcome and the value of having this data foundation that does all the things we described. >> Suresh, great to see you, and bummer we couldn't be in person, but hey, the pandemic hit. Informatica World when virtual. A lot of different events. I know you guys have a lot of things going on virtually, and you're engaging well. Everyone's working at home. Not a problem. Most of the techies can work at home. It's not a big deal. But you've got remote customers. You guys are engaging with them. And congratulations and great to see you. >> Same here. Thank you so much. >> All right, Suresh Menon. He is senior vice president, general manager of master data at Informatica. Data's more important than ever. We're seeing it, this is a foundational thing. If it's not enabling value, then it's not going to be a good solution. This is the new criteria. This is where action matters. People who need data and need to integrate into new workloads, new applications across workforces and new workplaces. This is the reality of the future. I'm John Furrier with theCUBE. Thanks for watching. (bright music)