>>The cube presents HPE discover 2022 brought to you by HPE. >>Hi everybody. Welcome back to the Cube's coverage of HPE. Discover 2022 from the Venetian convention center, formerly the sand convention center in Las Vegas, Dave ante, with John furrier. We're here with Brad parks. Who's the chief product officer at morphia data and Brian Thompson. Who's the vice president of GreenLake cloud product management at Hewlett Packard enterprise gentlemen. Great to see you first time on the queue first time. Wow. I just assumed we've known each other for, so >>We've been around a long time now. I'm happy to be here and thanks for, thanks for making the >>Time. Yeah, you've put a lot of people on the queue, but Morpheus data, when we, you know, we first met, I mean, with your new role here several years ago, tell, give us the update what's Morpheus do, why are you, so why does people, why do people need Morpheus? Think >>People need Morpheus, cuz it is messy, right? Technology promise, you know, simple, better, faster, but it's only gotten more complex, more heterogeneous over the last decade. We are a unified orchestration and automation platform that makes kind of the, the messy labyrinth that is enterprise. It kind of simpler to navigate primary use case. Self-service for developers who wanna push a button, get a database and an abstract deployed into their on-prem or their public cloud without having to wait on it. >>So you've, you've, you've been through the hyper-converged world. You've seen all that hardware come together. The VMware Nutanix of the world's kind of hardware. Now you got this software abstraction where you got operations, you've got AI, you got all kinds of ops AI ops dev ops data ops ops machine, >>You >>Know, they're all there. And so you got developer environments, you got operating environments. It's just getting more complicated at scale. Yep. This is a huge challenge. You guys are tackling this and then by the way, throw in automation in there too. Right? So, so all that's kind of coming together. How does self-service work put all that complication? >>Well, so I was just talking about Robert Christiansen. I know he's probably think he's been on the Q he's on S team and the ven diagram that we see in hundreds of enterprises we talk to is there's a need for central platform engineering at an enterprise to enable developers, to hit a button, get their database, run an I API line, you know, get their app stack deployed. They also wanna do the same thing with Kubernetes, right? Micro clusters deployed, you know, at a service, same thing with Terraform and Ansible. And they're just there aren't enough skilled operators who have moved up that stack. So you have to automate and canonize that knowledge and, and make it easy. >>Brian, one of the sort of pillars of GreenLake is, and as a service is data and we see a change in the way data is data platforms are being architected, data organizations. And one of the things that is a critical principle of sort of what we see as the new data era is self-service infrastructure where the operation of the technical details are an operational detail, not the be all end, all, you have to go beg and get data out. Okay. So you guys are building out, I think, consistent with that principle self-service infrastructure. That's right. So where does Morpheus fit in, in terms of that objective, what's your relationship like and, and help us understand >>That. Yeah. Within GreenLake, specifically think of this as a broad portfolio of different as a service offerings. Part of that key is meeting customers where they are and where they want to be. So we have that array of things which are fully self-service if you will, but serving an it admin type of persona. So it's where as a enterprise, I still have those resources. I want that granular of control all the way through, how do we deliver some of our more advanced cloud services, really trying to serve the end user to your point, how do I empower application owners, developers to, to bring in and, and work with those services? This is key in, in some of those cloud services, we're delivering more of VSC is a key component that we work as we bring to again, provide those interfaces. How do I provide everything from API CLI through a gooey experience that can span across multiple form factors, bring together that more of a homogenous experience? >>What, what options are out there to solve this problem today? I mean, what are the best practices? Is it do it yourself? Is it, you know, a little bit of VMware here, a little bit of, you know, other tooling there, what, what do you see out there in the marketplace? >>I'll give kinda my perspective kind of yeah. Outside the, the tools that we see when we walk into an enterprise, you've got a company that's got a lot of VMware, maybe a little Nutanix, we've got some AWS, they wanna use OpenShift for their clusters. They got Terraform Ansible, and they got service now. And there's a, there's a poor it ops team in the middle, trying to wire all that together. And each of those domains have tried to go up this hill, right. VMware's done with vRealize automation, you know? Yeah. OpenShift will say no where the way, and you use cube vert to >>Do your virtual service now will say the same thing. Right? >>So our goal is, you know, we started in the middle right. Middle out, right. We started unifying that for self-service for developers and finance teams. And we're we're agnostic. We don't have a dog in the fight, right. We don't have a hypervisor business, a hardware business, an ITSM business. We're all about bringing the pieces together. But that said, we work with partners like HP, you have a footprint of thousands of customers who are solving that same problem and need to need to move up stack. So it's been a good win-win. So >>You're not trying to be the cloud operating system per se. I mean, right. The way, the way a VMware wants to be, or you could even argue, well, I guess open, you >>Got, you got the hyperscalers coming down, you got VMware moving up. But again, they all at the end of the day are trying to control their cash cow, right. Their hardcore business. We wanna make them all transparent. So >>Your bet is it's gonna be all of the above. Yeah. That's not gonna change. Right. That's the complexity is, is that right? Or do you think they're gonna consolidate? >>No, I think there's definitely something to that. I also think there's enough. Disparate. Technology's not gonna be one size fits all or one to rule them all. In fact, I think that's part of the examples in the past, like private cloud is we announced yesterday private cloud for enterprise. It's not a new term. People are doing that for quite a while now, but they are typically fairly brittle hand rolled disparate technologies, some poor it team trying to hold it together. So where we can provide that kind of life cycle management in a cloud operating model, remove that complexity and provide that stability. And in that experience across what will be interchangeable parts at times, I think that's really that direction in, >>Yeah. You guys talk about this whole starting in the middle. I like that because there's a skills gap as well. Right. Not only is there for a challenge on it that transforms, there's not enough. People actually know how to manage a Kubernetes cluster spin one up. Yeah. So there's been a rise of managed services. We're seeing come outta the woodwork almost in all areas where it's complex. Yeah. How does that fit into the makeup of as customers, engineer or rearchitect or, or just evolve to edge on premises and public cloud? Yeah. In a cloud operating way, because if I got managed service, do they just plug in, I mean, new orchestrating services, managed services all the above, take us through this dynamic because we're seeing more and more customers saying, just gimme the service. Yeah. >>I, I know manage perspective. This, this kinda goes back to that portfolio of meeting customers where they are. There are some that, that have that expertise in house they're opinionated. They just want a different consumption model. But on the other side of that, it's difficult to attract and retain that type of talent. And if I have limited resources, am I gonna focus on the care and feeding of that underlying infrastructure? Or am I gonna try to up level and focus on things more strategic to the business? So that's where we've certainly been focusing. And I think this type of management capability is what feeds into that. Right? >>Talk about the trust aspect, because if I'm gonna go manage service, it better work. I need to trust it. It's not a zero trust environment. It's actually a trust and verified, but you're seeing the software supply chain is a big discussion point. Developers don't wanna have to get back off their CDC pipeline to go in and manage stuff. So a managed service has to be verified. Yeah. There's a huge trust factor in there. How does what's the status of this now? Is it real? >>I think one of the, one of the pieces we see in terms of trust organizationally, I mean, people in process is always harder than the tech usually. And, and a lot of the trust is just internal. You get, you know, developers don't trust the ops team, right? Security doesn't trust anybody, you know, finance doesn't trust, you know, who's billing them. Part of what we do as a stack is we give each of those stakeholder groups, the ability to get their core needs met without getting each other's way. And from a delivery perspective where we partner with HPE is we are, you know, we're a platform framework, we're a technology provider we're inside, you know, products like the private cloud. We work their GMs team, the manage services team. If they wanna take on more of that operational concern, right. They use us or if the customer wants to manage it themselves. So we we're all about enabling them at the end of the day. And, and HP brings >>And how hard bread is it to unify? UN unification is a great word. I love let's unify everybody. Right. So how, how hard is that? Can you scope that problem statement for us? What does that mean? >>I'll separate it from a technology perspective and then the people process. So a lot of the traditional people that have played in that space that do it yourself, you mention right. Scripting it all together is hard, right? And if you change from cloud a to cloud B, you're set back six months, like why we exist is we wanna very quickly pull the pieces together. We can usually get a POC up and running in about two hours, right? That's a, self-service VMware private cloud, right? That doesn't mean you've solved the organizational inertia. You know, that's, that takes time, weeks, months. And that's where people are like Accenture GreenLake, other SI other channel partners bring that together to, to help make that change happen. >>How mature is the platform? Where are you in terms of determining product market fit? Are you, are you scaling at this point? >>Well, the, the great part about our origin story, right? We got our start as an internal tool set inside a two and a half billion dollar private equity firm that was transforming it at dozens of companies. So we were built for the use case product market fit happened, cuz a bunch of guys needed to get their jobs done. So we've been an outbound since 2015, right? We were top of the stack ranking, you know, all the MQs, all the quadrants, all the analysis. So we think we're their product market fit. The nice thing is customers have actually moved to where we are. Right? Five years ago, cloud management meant cleaning up the lift and shift mess. Now it's automation platform engineering. So it it's a fun time. >>It's it's operational. Yeah. It's they're operationalizing it. >>What's your go to market model. Maybe you could double click on those through >>Partners. So honestly through HP is a big one. We're small, right? We want to be the best unified platform we can be. Our go to market is via technology partners like HPE, right? The other systems integrators, other channel partners globally. So, so yeah. It's >>So then you've got kind of a tiger team overly. Yep. Salesforce is that, that >>Yeah, we've got teams globally. So we've got about 700,000 workloads under management around the world. About 70% of those are OnPrem VMware Nutanix. The rest are up in the public cloud. So we work with partners, solution providers, services, engines to, to help deliver that to >>Customers. What do you make of the 61 billion acquisition of VMware from Broadcom? >>We're, you know, I think your analysis was spot on. It is gonna be a, a war of, you know, what is the, the most profitable to that new Broadcom business and things like vRealize automation, some of these fringe products that are core at a customer use cases, but may not be driving a lot of bottom revenue for VMware, I think are gonna be gonna be on the bubble. And we've seen more interest in the last few weeks from people who just want to hedge their bets. Right. They want to be able to switch from hypervisor a to hypervisor B or cloud a to cloud B without being locked into anyone's stack. And that is, that is why we exist. Mm. >>You wanna comment on that? >>I mean, it's, you know, for HP and from a GreenLake and even just historically, right. It's about customer choice. Mm. We have a strong relationship with VMware. Sure. We have, I don't know how many bajillions of servers out there running VMware that we, we support with. So, you know, it's, it's, it's all just looking at that ecosystem and helping deliver those customer solutions and outcomes is our focus. Yeah. >>Thank >>You. Brian. Talk about the GreenLake success with partners. We're seeing ecosystem is a big part of that and we know the formula for ecosystems create value. What is the pitch that green lakes making to the marketplace right now to attract more folks to build and or integrate into the >>Platform? Yeah. I mean, GreenLake started with a, a vehicle of how do I start to deliver an OPEX model, a consumption model for traditional infrastructure that we've been providing more and more as the services and solutions really have emerged and evolved. It's gone from, how do I just give you kit and a consumption model for it to now looking at embedded solutions with third party ISV software building or wrapping those services around it, really delivering outcomes and solutions you're seeing. And hopefully you'll solve just from announcement more and more of that, where we have kind of turnkey solutions with key partners, how do we bring a marketplace ecosystem together? How do we help enable those kind of full solutions? Because we're not gonna build it all ourselves, right. We wanna make sure that we can deliver those outcomes. >>So marketing is often and should be ahead of the actual product, early days of GreenLake. It was really a, you know, financial model. Sure. Right. Where do, where do you see GreenLake today? How far is it matured? We saw some of the, the announcements yesterday. We saw some demos. Where are we at? >>Yeah. So this actually, I think really the exciting part is you might have heard Antonio refer to as that journey to one each of our different businesses within green or within HPE, they've all been building these cloud services in GreenLake enabled services. But as you saw Alma share the path to the HPE GreenLake cloud platform that really is bringing these services together into a functional platform, right? Common identity, common telemetry services, bringing these together as now, integrable interoperable services. Like you're starting to see that come together and you can really see the Chrome trail of, of where we're going with a very powerful hybrid cloud experience, right? Spanning private public on-prem colo and a, and a full solution set within there. So it that's, that's the exciting part >>For me and Brad Morpheus will be a capability inside of GreenLake that a customer can consume. Do you have to write to GreenLake APIs to enable that? Or is it, is it more just certify that you work inside a GreenLake? What has to get done? I'll say a lot >>Of what they've done is actually written into, into our APIs. Like we've normalized hybrid it. We have a, a database model of every load balance or a cloud endpoint automation tool. So we are, we're all about making it easier to consume it. And the vision that Alma and HP has around GreenLake fits very well with why we exist. So they're able to extract metering data from our, you know, from our API, we know who provisioned what, where how much they spent. So we're a good repository and platform partner for them to, to build on. It's >>Great for that console that you guys have. Yeah. >>You got the, you got the open APIs, you publish those, you guys take advantage of 'em and then sure. Boom. Then you can consume. Got it. All right, guys. Hey, great to see you again, red. Thanks for, for >>Coming on. Thanks. Thanks for having us on >>Our pleasure. Great stuff. Congratulations. Okay. Keep it right there. This is Dave Valante for John furrier. Are you watching the cubes coverage of HPE discover 2022 from Las Vegas? We'll be right back.

>>Welcome back to our coverage of HBs. Green Lake announcement's gonna talk about transformation acceleration, who doesn't wanna go faster as they're transforming, right? Everybody is transforming and they want to go as fast as possible to get time to value keith White is here, he's the senior vice president and general manager of Green Lakes commercial business at HP. Michelle LaU is Green Lake cloud services solutions at HP gents. Welcome. Good to see you >>awesome to be here. Thanks so much. Great to be here. >>Dave keith, we've we've been talking virtually for >>quite some time now. >>Q three earnings beaten raise uh focusing on, you know, some real momentum uh want to understand where it's coming from. A r I've said it's headed toward a billion, I think you said 700 million was where you were at last quarter, 1100 customers, orders were up 46%,, Last quarter revenue up over 30%. Where's the momentum >>coming from? No, it's fantastic. And I think what you're seeing is, you know, the world is hybrid. So in essence customers are looking for that solution that says, hey, mere my public cloud with my on premise scenario and give me that hybrid solution and we're just seeing just tremendous momentum and interest across a variety of workloads across a variety of vertical solutions and frankly we're seeing customers basically uh lean in on really running their business on HP. Green Lake, so you know, we had a pretty exciting announcement with the s a a couple weeks back, $2 billion deal, um but again, this shows the value of what Green Lake and the on prem requirements are high level of security, high level of capability? They're doing analytics on all the data that's out there. I mean this is the number one intelligence agency in the world. Right? So super excited about that and it just validates our strategy and validates where we're going. Um the other thing that's really exciting is we're seeing a lot of customers with this whole S. A. P migration, right? Um so ongc, one of the largest oil and gas companies in India, I want to say it's one of the top five S. A. P. Implementations in the world has chosen. Green Lake is their opportunity as well, huge retailers like wal wars. Uh so worldwide we're seeing tremendous momentum. >>That's great. Congratulations on the momentum. I know you're not done uh Michelle new role for you. Awesome. Um when we covered uh discover this year in the cube, we talked about sort of new workload solutions that you guys had. Uh S. A. P. As keith was just mentioning Ml Ops V. D. I. A number of of those workloads that you were really focused on the solution side. How's that going? Give us the update there? >>No, it's coming along really well. I mean you highlighted some of the big ones there. I mean the way we are thinking about Green Lake. Right? I mean, you know, we talked about the great momentum that we've had. The question is why are we having that right? Why are missing that momentum in the market? And I think I'll kind of call out a few features of the green platform that's really making it attractive to customers. Right? What is the experience? What we're trying to do is make it a very, very seamless experience for them? Right. Quick provisioning, easy to manage, easy to monitor, kind of an automated solution. Right? So that's kind of a key element of what we're trying to offer performances. Another one. Right? I mean, the end of the day, what we're doing is we are building out our infrastructure stack and the software stack in such a way that is optimized for the performance. Right? I mean, if you take data for example, it's called the right elements to make sure that the analytics can be done in a machine learning algorithms can be run. So those are like, you know, some of the performance, I think it's a great experience is a big factor. Tco right? I mean customers are very, very focused on their cost base. Right? Especially as they are starting to run up the bills in public cloud. They're like, man, this is expensive, I need to start thinking about costs here because costs catch up pretty fast. So that's kind of another element that people are really focused on and I would say the last one being choice. Right? I mean we provide this platform which is open. Alright. So customers can use it if they want to migrate off it, they can migrate off it. We're not locking them in. So those are some of the value propositions that are really resonating in the marketplace and you're seeing that in the numbers that we just talked about. >>So keep speaking of transformation you guys are undergoing obviously a transformation your your cloud company now. Okay, so part of that is the ecosystem. The partners talk about your strategy in that regard, why you're so excited about welcoming the partners into this old Green Lake world, >>you bet and you know I'm a big fan of one plus one equals three. My seven year old daughter tells me that doesn't actually add up correctly but at the same time it's so true with what we're doing and as official just said an open platform that allows partners to really plug in so that we can leverage the power of S. A. P. Or the power of Nutanix. So the power of Citrix at the same time, all of these are solutions that require, you know deep system integration and capabilities to really be customized for that customers environment. So whether that's infosys or accenture or we pro you know that we need we need those partners as well along with our own advisory and professional services to help customers. But at the same time, you know we talked about the fact that this is really about bringing that cloud experience to the on prem world might be a data center but we're seeing a lot of customers get out of the data center management business and move into a Coehlo. And so the fact that we can partner with the ECU annexes and the Cyrus ones of the world really enable a whole new environment so that customers again can run their business and not get caught up with keeping the lights on and managing power and those types of things. And then finally I'll say, look, the channel itself is actually migrating to offer more services to their customers managed service providers, telcos, distance and resellers and now what we're providing them is that platform with which to offer their own manage services to customers in a much more cost effective cloud experience way with all the benefits of being on prem secure latency app integration and that sort of thing. So it's exciting to see the ecosystem really gate Gardner the momentum and really partner with us closely >>follow up on the partner question if I could. So partner services are part of Green Lake. It's a journey, not everything all at once. Uh but so it's essentially as simple as saying, okay, I want that service, that's my choice. Uh you've given them optionality and it's ideally as seamless as it is in HP services, that the direction that you're >>going. That's right, yeah. So the set that api set that Stalin team are building are basically saying, hey, leverage our cost analytics capabilities, leverage our capacity management, leverage the interface so that you can plug into that single control plane. And so they're making it super simple for our partner ecosystem to do that. And what I think is really important is that if you are a partner, you want to basically offer choice to the customer and if the customer decides, hey, I want to use um red hats open shift for the container platform versus rs morale offering, then they can get just as good of a first class offering with respect to that. Someone wants to use Citrix or Nutanix or VM ware for their video solution. They have that choice. And so we want to make sure we're offering customer choice for what's best for their situation, but also making sure that it's fully integrated with what we do. God thank >>You. So we see more software content of the show. I wonder if you could. I mean certainly as morale is a big piece of that. I talked earlier about margins hit record for HPE. Almost 35% gross margins. This course of software is gonna obviously push that further along um, Lighthouses, another one. How should we think about the direction that you're going >>software. Absolutely. So if you think about what we are building out here is a solution, right? This is solution that's very tightly integrated between the infrastructure stack and the soft and this software that enables it. So really there three or four components to the solution day. Right. So think about Lighthouse, which is an infrastructure stack that is optimized for what's going to run on that. Right? If it's a general purpose compute it will the infrastructure will look different. If it's a storage intensive workload, it will look different. If it's a machine learning workloads will look different. Right? So that's kind of the first component and just optimizing it for what's going to run on it. Second is, um, what we call the Green light platform, which is all about managing and orchestrating it. And what we want to do is we want to have a completely automated experience right from from the way you provisioned it to the way you run the workloads to the way you manage it, to the way you monitor it to the way partners link into it. Right to the way in the software vendors kind of sit on top of that. Right. And then we talked about escrow as well as the engine that runs it right from a container platform perspective or we spend some time talking about unified analytics today. Those are the types of data integration that power Green Lake and the last piece of software I would say is as we kind of think about the ecosystem that runs on top of Green Lake, whether it's our software or third party software. Right? They all have a place equal place on top of the green light platform. And we are very focused on building on the ecosystem. Right? So as a customer or an enterprise who wants to use you should have the choice to run you know 40 50 102 105 100 different software packages on top of Green Lake. And it should be all an automated fashion. But we have tested that in advance. There's there's commercials behind that. It becomes a very very self service provision, seamless experience from the customer's perspective. >>Great. Thank you. So keep 2020 was sort of like sometimes called the force marched to digital right? And some some customers they were already there. Uh so there's a majority now that we've been through this awful year and change, customers are kind of rethinking their digital strategies and their transformations that there can be a little bit more planned fel now you know the world didn't end and and you know I. T. Budgets kind of stabilized a bit actually, you know did better than perhaps we thought. So where are we in terms of transformations? What's the business angle? What are you seeing out there? >>Yeah. I mean customers found a lot of holes that they had in their environment because of the pandemic. I think customers are also seeing opportunities to grow pretty aggressively. You know we just announced Patrick terminals, one of the largest shipping companies in south pack and you know that whole shipping craziness that's going on right now they needed a new digital transformation in order to really make sure they could orchestrate their container ships effectively. Even we talked about Woolworth's there now, changing how they deal with their suppliers because of the Green Lake platform that they have. And so what you're seeing is, hey, you know, first phase of digital transformation public cloud was an interesting scenario. Now they're being able to be planned for like you said and say, where's the best place for me to run this for the latency required with that data, for the choice that we have from an I. S. V. Standpoint, you know, for the on prem capabilities of what we're trying to do from a security standpoint etcetera. So the nice thing is we've seen it move from, you know, hey, we're just trying to get the basic things modernized into truly modernizing data centers, monetizing the data that I have and continuing to transform that environment for their customers, partners, employees and products >>kind of a left field question a bit off topic, but certainly related edge. You guys talk about edge a lot. Hybrid is clear. I think in people's minds you've got an on prem you're connecting to a cloud maybe across clouds? Is edge an extension of hybrid or is it today sort of a bespoke opportunity that maybe we'll come back to this new version of cloud, What's happening at the edge >>that you see? Yeah. So let me just uh I mean think of the edge as it's a continuum. Right? The way at least we think about it, it's not data center or the edge. Right. Think of it as, you know, there's a data center, uh there's a hyper scale data center, there's a data center, there's a closet somewhere, right? There's a cola opportunity, Right? And then you're running something in the store. Right? So let's take the example of a retailer. They're running something in the store and what are they running? They're running? Point of service applications or they're running IOT devices. Right. And at some point they have to connect back into the cloud. Right. So we actually have, you know, something to find van capabilities that connect, you know, uh you know, the Edge devices or edge analytics back into the cloud, we actually have a small form factor kubernetes um operating system that runs on the edge. Right. So we think of all of that as kind of a distributed environment in which Edge is one place where the application runs and where the data sites but it needs to be connected back and so we provide the connectivity back, we provide the mechanism by which we run it and then there's a security model, especially around sassy that is emerging on securing that. So that's kind of how we think about it as part of the overall distributed architecture that we are building and that's where the world will be >>another node in the cloud. >>Another note in the distributed world. Exactly >>yeah. I think the other thing to think about with the edges that this is where the majority of your data is actually getting created. Right? You talked about IOT devices, you know, you'll hear from Zen's Act and what they're doing with respect to autonomous driving with vehicles. You know, we talk about folks like ab that are building the factory of the future and robotics as a service in order to be able to really make sure that that precision happens at that at that point. So a ton of data is coming from that. And so again, how do you analyze that? How do you monetize that? How do you make decisions off of it? And it's it's an exciting place for us. So it's great to have all the connectivity we talked >>about last question, maybe both could address it. Uh we've we we used to see this cadence of of products often times in the form of boxes come out from HP and HP. Now we're seeing a cadence of services, we're seeing more capabilities across this, this this this green lake uh state that you guys are building out. What should we expect in the future? What are the kinds of things that we should evaluate you on? >>Well, I'll start and then maybe you can jump in but you know, the reality is we are becoming much deeper partners with our customers right there looking to us to say help me run my data center, help me improve my data and analytics. Help me at the edge so that I can have the most effective scenario. So what you're seeing from us is this flip from hardware provider into deep partnerships with that with the open platform. I'd say the second thing that we're doing is we're helping them fuel that digital transformation because again, they're looking for that hybrid solution. And so now they're saying, hey HP come and showcase all the experience you have from point next from your advisor and professional services and help me understand what other customers are doing so that I can implement that faster, better, cheaper, easier, etcetera. And then from a product standpoint, kind of a ton of great things. >>That's exactly right. I mean uh we are taking a very, very focused customer back view as we are looking at the future of Green Lake. Right. And exactly the way kids said, right, I mean it's all about solving customer problems for us. Some customer problems are still in the data center, some of them are in close, some customer problems are in the edge. So they're all uh fair game for us as we think about, you know, what we are going to be building out and do your point earlier. Dave it's not about, you know, a server or storage is the institutions right. And the solutions have to have integrated hardware, integrated software, staff, integrated services. Right. There are partners who sell that, who service that and all that entire experience from a customer perspective has to be a seamless. Right? And it's just in our cloud platform, we kind of help the customer run it and manage it and we give them kind of the best performance at the lowest cost, which is what they're looking for. So that's kind of what you'll see us. You'll see more of a cadence of these services can come out, but it's all going in that direction in helping customers with new solutions. >>A lot of customer problems out there, which your opportunities and you know, generally the hyper scale as they are good at solutions. They don't, you know, there's not a lot of solution folks like that. That's a that's a wonderful opportunity for you to build on on top of that huge gift, that Capex gift >>at the hyper scholars have given us all. That's right. And we're seeing the momentum happen. So it's exciting. That's cool guys. Hey, thanks a lot for coming to the cube. Yeah, Yeah. All right, >>okay. And thank you for watching keep it right there more action from HP. Es Green Lake announcements, you're watching the cube. Mm. Mm

>>it's mhm Okay, we're here in the cube unpacking the HPD Green Lake announcements, Daniel neumann series Principal analyst and founder of your um research Damn. You're good to see you again, >>Dave always going to jump jump on with you. It's good to have a minute sit down. So >>what's your favorite announcement from from Green Lake? What do you, what do you make of what they announced today? >>Well, I love the opportunity for the company to position itself up against a growth monster like snowflake. I mean looking at the ability to handle the breath of the data at scale and offer a data service that can compete in that space. That's exactly the kind of narrative that I think the markets, the outside world is going to want to hear from HP is how you're not just competing with your traditional, the doubles, the Ciscos, the IBM, you're going after the, the mega growth cloud players and data services. And for me that's really attractive because I've been really on top of hb saying, hey, you're doing a lot of the right things, but people have to feel and see the growth. >>To me this is a major move toward the tam expansion strategy. It's kind of the job of every Ceo right, is to expand the tam. And I'm interested to see how HP e plays this and communicates this because, you know, traditionally it's a hardware company, uh moving into data management Data services. That's an enormous market. We'll talk about how important data is but the data management is just huge. And to do it in a cloud like fashion, how do you see that as potentially expanding the total available market for HP? >>Well, first, let's just almost walking back a second, Dave HP is a cloud player. Okay. And that's the story that it is trying to get out there. It is not a hardware player that's tinkering in software. Hp has done software, this isn't its first go. But if you want to be a cloud player, you look at the big hyper scale as you look at the AWS, as you look at the google, you look at as the google built, not just on hardware, it's built that big C and I've had this conversation before, all the things that make up the cloud, it's the hardware, it's the software, it's the services, the platform, you got to put all these things together. And if HP wants to be a public cloud experience, taking advantage of where we're moving with hybrid and offering it private, it has to have that same subset of services. Look at the investment, whether it's been a W S or google or Azure in data services, HP has to be in this space. So, seeing this come to fruition, in my opinion, is directionally the right path, getting it to be well received, winning the right customers and showing the growth from these investments is going to be the next important phase. >>Do you see that as a service model as being more margin friendly for HP and and if so why? Well, I think >>universally we found there's two major improvements that moving to the as a service. One is, it does over time create expanded operational margin. It's just economies of scale. You can utilize every resource more efficiently. Of course there are Capex expenses, You've seen the amount that hyper skeletons have had to spend to expand their their footprints globally. So there is some Capex upfront but that also on the back end creates the depreciation and different bottom line profit creators. At the same time though, as a service is huge for the multiples and evaluation, which by the way is one of the things that has been a real in focus point for H. P. E. Is how does it up that that number, You know, you look at the snowflakes, not even profitable but getting huge. You know, um, you know, huge multiples on revenue. And then you see even the other hyper scale is all getting bigger plays on revenue and on E. P. S. Most of it has to do with the fact that recurring revenue is beloved by investors, but it's also really sticky and creates a ton of stability within the company for the culture of the business to say, hey, we have customers, they're going to stay with us. They're not going anywhere. They're subscribed to our services. They're buying into what we're doing and by the way, net revenue expansion as you get them sticky, you layer in new services. We've seen how this has worked across the board with public cloud, with software with SAS, can HP do it as well? And of course it's been something they're doing, but it's something we need to watch really closely and I think it's an opportunity that the company needs to lean into it. And I think they will, >>you mentioned snowflake a couple times, there's a there's a, there's a discussion in the industry, it was sort of prompted by martin casado and sarah wang about repatriation and particularly as it relates to software, saas companies uh that the the the cloud bill is so high at some point, they're giving away margin, so they're going to have to come back on prem, I'm not sure that to date that has applied to the general audience of customer, although there's a lot of debate as well between the expensive cloud, obviously, you know, egress charges. So it's hard sometimes to squint through that when you think about HP E bringing Green Lake to market at scale bringing repeatable processes, driving automation, etcetera. How do you think that that cloud repatriation argument, which frankly, I haven't seen a huge cloud repatriation in in the macro, but how do you think that will play out over time, Do you feel like the on prem play can be as cost effective or more cost effective or maybe you feel like it is already today? >>Well, I also listen to the injuries and Horowitz uh, repatriation narrative as well. I think there are economies of scale with cloud that companies have to look at closely. But I also think that has a lot to do with why hybrid has been sort of the story of the day. That's why hyper sailors are going on prem or, and that's why I'm primes are moving to the cloud is because it's always going to be some, you know, some group of different placements of workloads to ultimately get to that optimized result. And so, you know, when you look at, you know, sort of what you asked in my opinion, you know, ultimately it's all about the efficiency of your organization trying to accomplish what your business is. And will there be some repatriation of workloads possibly. But there will be a very important hybrid mix. And I think we're gonna continue to see that trend and I think that's exactly where everyone's going in. Hp is going as well. >>All right, then we've got to leave it there. Thanks so much for your insights, appreciate it. We're gonna definitely have you back you and I are going to do some cool stuff together. So we'll talk next time. Thanks all right, and thank you for watching, this is Dave Volonte for the keeps coverage of H P E Green Lakes announcement, keep it right there. Mm

>>mhm >>mm >>Hello and welcome back to HPD discovered 2021. My name is Dave Volonte and we're going to dig into H P E. Green Lake, we've heard a lot about this, we want to find out how real it is and test a little bit of how how can help solve your business problems. We also want to understand Green Lake relative to the competition. HPV was the first, as you probably know to declare it all in with an as a service model and virtually every major infrastructure player has now followed suit. So we want to hear from HP directly how it's different from the competition, where it's innovating and that means we're gonna poke a little bit of customer examples and how the partner ecosystem is adopting and responding to Green Lake and with me is the right person to do this is keith White, who is the senior Vice President General Manager of the Green Lake cloud services business unit at HP, keith, great to see you, thanks for coming back to the cube. >>Okay, fantastic to see you as always. So thanks so much for having me. >>Yeah, it's our pleasure. So look, we're hearing a lot leading up to discover and at this event about Green Lake you got momentum now, everybody's excited about it. What's driving demand? Where's the excitement coming from? >>No, it's a great question. And you know, the reality is customers are expecting this cloud experience, right? So they they've been using the public cloud, they've been engaging on that front and this cloud experience is really driven, a pretty high amount of customer expectations, make itself served, make it automated, make it easy to consume, only want to pay for what I'm using and then manage it all for me on the back end. But 60 to 70% of apps and data will stay on prem per Gardner and I D. C. And so give me that experience on prem. And so that's why I think Green Lake has gotten so much interest, so much positive growth and momentum is because we're bringing that cloud experience to our customers in their data center, in their Coehlo or at the edge and that's where they want to see it just as much. And so since the world is now hybrid, we have a fantastic solution for folks. >>So you, you were first in this game and so you took some arrows and I'm interested in how Green Lake has evolved, Take us through the journey maybe what were some of the bumps in the road that you had to overcome? Maybe how it compares with the competition. Maybe some of the things that they're going to have to go through as well to get to the point where you are. >>No, it's true. And you know, the great thing is HP as a company is really moving to be much more of a cloud services and software company. And you know, we're seeing this from our competition, as you mentioned, have followed suit. But in essence, you know, you have to move from just sort of providing lease type financing type scenarios for our customers into truly delivering that cloud experience. And that's what's been so exciting over this last year is we've gone from just the basic cloud services, compute storage, networking and VMS to really providing containers as a service, bare metal as a service. Uh, machine learning ops, S. A P V. D I. You know, we've now created a set of workloads and as you heard it discover we're now delivering industry solutions, so electronic medical records for hospitals or high delivery payment transaction processing for, for financial, so that the challenge of moving from just sort of leasing basic capabilities to a true cloud experience that again pay as I go, fully automated self serve, all managed for me has really been a challenge and it's exciting, it's exciting to see customers jump on and really sort of lean in and see the business value that comes from having that level of solution >>keith, am I correct in that pretty much every large tech company has a services arm and they could, they could sort of brute force, some kind of cloud like experience and that's kind of what people have done historically the layer in a financial like leasing financial as you said and and but every situation was unique, it was kind of a snowflake if you will and you guys are probably there a few years ago as well and so I'm interested in sort of how you evolved beyond that. Was it a mindset was a technology, was it sort of cultural? You know, it came from the top as well, but maybe you could describe that a little bit. >>Yeah, the ship comes from our customers because what's happening is customers no longer trying to buy component parts. They're saying it's really about Tesla's like, hey, I want you to deliver this for me. In essence, we're running the data center for them now. We're running their machine learning operations environment for them. Now, you know, we're migrating their mainframe over now. And so what's happening is these sls are really, what matters to customers like that? It's not so much about, hey, what are the speeds and feeds and this and that? And so yes, you can sort of brute force that piece of it. But what you really are having to do is create this deep partnership and relationship with your customer to truly understand their business challenges and then provide them with that capability. Now I think the things that's exciting is yes, the public cloud gives you some some significant benefits for certain workloads and certain capabilities. But what we're hearing from customers is hey, I want to have much more control over my data center. I want to ensure that it has the security required. I want to make sure that I can make the adjustments necessary and so you're doing all that at a lower cost with open platform that I can use a variety of tools and other applications just makes it that much more powerful. So I think that's what we're seeing is we're getting into what our customers really requiring and then you know the most interesting thing is how do you make it work with my entire environment because I am running Azure and I am running A W. S. And I am running google and I'm running some other things. And so how does this cloud really helped me bring all those together to really govern that hybrid estate? And that's where I think Green Lake has really shine. >>So it kind of part of the secret sauce is automation because you've got to be, you still have, you have to be competitive, you know, at least within reason to cloud cost, sometimes it's going to be less expensive, maybe sometimes it can be more expensive. You've got some advantages in certain cases where, you know, there's government governance things and and you know, we don't have to go through all that, but there's the automation but you've got to be profitable at this too. So there's the automation, there's the tooling, there's the openness. So, so that was really a key part of it. Is it not that sort of automating? >>That's right. Automation is key as is really understanding what that customer environment is and optimizing for that piece of it. And so as you heard, we're really excited to announce our Green Lake Lighthouse, which is really providing workload optimized systems that are fully managed for them that provide that capability to run multiple workloads for that customer. But at the same time, to your point, there's a lot of charges that happened on the public cloud side. So, you know, data is the new, you know, gold if you will right, everyone's trying to monetize their data, trying to use it to make decisions and really understand what's happening across their environment and in the cloud. You know, if you put it up in the cloud, you have to pay to get it out. The egress charges can be significant and it's also a bit slower at times because of the latency that happens across that that that connection. And so we are now in a situation where we're seeing a lot of customers that are really trying to analyze their data, leveraging our HPC systems, leveraging our machine learning operation systems in order to really get that data happening, Getting the dancers out much, much faster and a much lower cost than what it would cost them to do that in the cloud. >>So you have some experience at this now. I wonder if we could dig into the customers how customers are using Green Lake. Maybe you can give some examples of success. >>Yeah. Yeah, no. You know it's exciting because you know first off everyone's looking at their digital transformation and that means something different for every single customer, so really understanding what they're trying to do from a transformation standpoint and then saying, okay, well how can we bring a solution to help accelerate that? To help be uh, you know, more connected to your customers to help improve your product delivery. We went to Lyondellbasell for example, one of the largest manufacturers in the world. And you know, they said, hey look, we don't want to run our data center anymore. Most most customers are trying to get out of the data center management business and they're saying, hey, run this for me, uh let me free up resources to go focus on things that really can drive additional value for our customers instead of keeping the lights on patching, blah blah blah. So we have taken their entire environment and moved it to a Coehlo and we're managing it now for them. And so in essence we freed up not just a ton of resources, but they have also been able to drop their carbon footprint, which is also this whole sustainability push is significant as well. And then you look at a customer like care stream, one of the largest medical diagnostic companies in the world, saying hey we gotta be able to allow our doctors to be able to um analyze and diagnose things much much faster through our X ray systems and through our diagnostic machines. And so they have implemented our machine learning operations scenario to dramatically speed up those types of capabilities. So as you go down the list and you start to see these customers really um leveraging technology to meet that digital transformation, saving costs, moving their business forward, creating new business models. It's just, it's really exciting. >>What about partners keith? How how have they responded? I mean, on the one hand, you know, that's great opportunities for them, you know, they're they're transforming their own business model. On the other hand, you know, maybe they were comfortable with the old model, they got a big house, nice, nice boat, you >>know? >>But how are they changing their their their business and how are they leaning in >>similar to what we're seeing? The opportunity for partners is dramatic, right? Because what happens is you have to have a very different relationship with your customer to truly understand their digital transformation. Their business challenges the problems that they're having to address. And so where we're seeing partners really, really sort of the opportunity is where there's the services and that sort of deeper relationship piece of it. So in essence, it's creating much more opportunity because the white spaces dramatic we're seeing, I want to say it's in the 30 to $40 billion worth of market opportunity as we move into an as a service on prem world. So they're seeing that opportunity. They're seeing the ability to add services on top of that and deepen the relationship with our customers. And you know, it's it's from my SVS. We're working closely with S. A. P. For example, to deliver their new rise private cloud customer edition. We're working closely with loosest, for example, who is doing a lot of payment processing type scenarios Nutanix and their database as a service scenario and Splunk because again, we went back to the data piece and these guys are doing so much big data type implementations for risk analytics and and regulatory type scenarios. It's just significant. And so because there's such a push to keep things on prem to have the security to reduce the latency to get rid of the egress charges and everything else. There's just a significant white space for both our partners and then from our distributors and resellers, they're getting to change their business model again, to get much deeper in that relationship with our customers >>to be Green Lake is, I mean it's H. P. E. As a service, it's your platform. And so I wonder if you can think about how you're thinking about uh, share with us, How you think about platform innovation? Um, you've got the pricing model, you know, flex up, flex down. Is there other technology we should know about and other things that are going to move you forward in this battle for the next great hybrid cloud and edge platform? >>Yeah, it's a great push because if you think about it, we are Green Lake is the edge to cloud platform And in essence because we have such a strong edge capability with the arab acquisition we made a few years back. That's really significant momentum with the Silver Peak acquisition to give us SD when you've got that edge connectivity all the way up to our high performance computing. And so you'll see us deliver high performance computing as a service. We're announcing that here at discover um you'll see us announced, you know, machine learning ops I mentioned ASAP, but also a virtual desktops. I think the pandemic has brought a lot more work from home type scenarios and customers really want to have that secure desktop. And so, working with partners like Citrix and Nutanix and and VM ware and Crew were able to provide that again, unique scenario for our customers. And so, um, yeah, the innovation is going to keep coming. You know, I mentioned bare metal as a service because many people are starting to really leverage the metal that's out there. You're seeing us also engaged with folks like intel on our silicon on demand. So this is a really exciting technology because what it allows us to do is turn on cores when we need them. So hey, I need additional capacity. I need some power. Let's turn on some cores. But then I turn off those cores when I'm not using them. You go to a software core based software pricing model, like an oracle or a sequel server. I'm saving dramatic cost now because I don't have to pay for all the cores that are on the system. I'm only paying the licenses for the ones that I use. And so that should bring dramatic cost savings to our customers as well. So we're looking from the silicon all the way up. Uh you know, you hear us talk about project Aurora, which is our security capability. We're looking at the silicon level, but we're also looking at the the container and bare metal and then obviously the workloads in the industry solution. So we're sprinting forward. We're listening to our customers were taking their feedback. We're seeing what they're prioritizing and because we have that tight relationship with them as we help move them to the direction they want to go, it's giving us a ton of fantastic inside information for what really matters. >>Right, Thank you for that. So, I want to ask you about data. A lot of organizations are kind of rethinking their ideal data architecture, their organization. They're they're they're seeing the amount of data that is potentially going to be created at the edge, thinking about ai inference and influencing at the edge and maybe reimagining their data organization in this age of insight. I wonder how Green Lake fits into that. How are you thinking about the new era of data and specifically Green Lakes role? >>Yeah, you mentioned the age of insights and and it really is right. So we've moved sort of as the next phase of digital transformation is basically saying, hey look, I've got all this data. I've got to first get my arms around my data estate because in essence it's in all these different pockets around. And so Green Lake gives you that ability to really get that data estate established. Then I want to take and get the answers in the analytics out of it. And then I want to monetize that data either out to my customer set or out to my industry or out to other scenarios as well. And so as we start to deliver our develops capability, our ai and analytics capabilities through HPC. And it's an open platform. So it allows data scientists to easy boot up easily boot up a cluster with which to do their models and their training and their algorithms. But we can also then use and Estancia at that into the business decisions that our customers are trying to make again without the significant cost that they're seeing on that on the public cloud side and in a very secure way because they have the data exactly where they need it. You'll see us continue to do sort of disaster recovery and data protection and those types of scenarios both with our partners and from H P E. So it's exciting to just understand that now you're going to have the tools and resources so you can actually focus on those business outcomes versus how do I protect the data? Where do I start, how do I get my model set up, etcetera. All that becomes automated and self service. You mentioned earlier >>When you talk to customers Keith one of the big sort of challenges that you're addressing. What's the typical, there was no typical but the but the real nuts that they're trying to crack is it financial? We want to move from Capex to opec's is that hey we want this cloud model but we can't do it in the public cloud for a variety of reasons, edicts, organization leaders or we want to modernize our our state. What are the real sort of sticking points that you're addressing with Green Lake? >>Yeah, I think it's threefold and you sort of touched on those. So one is, it really does start with modernization. Hey, you know, we've got to take costs out of the equation. We've got to reduce our carbon footprint. We've got to automate these things because we have limited resources and how do we maximize the ones that we have? And so I mentioned earlier, getting out of the data center, modernizing our apps, really monetizing our data. So I think that's number one. Number two is what you said as well, which is, hey look, I don't need to have all these capital assets. I don't want to be in charge of managing all all these assets. I just want the capability and so being able to sell them that service that says, hey, we can, we can do X number of desktops for your V. D. I. We can run your S. A. P. Environment or we can make sure that you have the, the analytics structure set up to be able to run your models that becomes super compelling and it frees up a lot of resources in cash on that front as well. And then I think the third thing is what you said, which is the world is hybrid. And so I need to find out what's going to run best in my on prem environment and what's going to run best up in the cloud. And I want to be able to optimize that so that I'm not wasting costs in one place or the other, and I want to be able to govern and govern that holistically. So I have the ability to see what's happening end to end across that so I can manage my business most effectively. So I think those are the three big things that people are really excited about with Green Lake as they enable those things. Um and you know, the reality is that it also means that they have a new partner to help them really think through how can they move forward? So it's not them by themselves. Uh It's really in a one plus one equals three type scenario and then you bring the ecosystem in and now you've got, you know, things working really well. So, >>so big enterprise tech, it's like, it's like the NFL is a sort of a copycat league. And so what, you know what I'm saying? But you guys all got >>big, yeah, >>you've got great resources, hey, this West Coast office exactly is gonna work. We're gonna get a short passing game going. And so that happened. So I feel like, okay, you've raised the bar now on as a service and that's gonna become table stakes. Um you know, it's got a lot of work to get there. I know, and it's a it's a journey, but but when you think about the future uh for H. P. E. Uh what's exciting you the most? >>I think what's exciting me the most is this the reaction that we're seeing with customers because in essence it gets them out of the bits and bytes and speeds and feeds and you know, um >>you >>know, component goo and really gets into business value, business outcomes sls and, and that's what they're looking for because what they're trying to do is break out of, you know that day to day and be able to really focus on the future and where they're going. So I think that's one, I think the second big thing is as you see all these things come together, um you know, we're able to basically provide customers with, I would say a mindset that's like, hey, I can do this holistically, but I can always pick and choose the best that I want and if I ramp up, I have capacity. If I ramp down, I don't have to pay for first scenarios. And so I'm getting the best of both worlds across that piece of it. And then third is I mentioned it earlier. But this whole relationship thing is so important because you know, this isn't about technology anymore. As much as it it is about what's the value that you're going to get out of that technology. And how does that help us move the company and the world forward? Like I love the fact that H. P. E. Was so involved in this pandemic. >>You know, >>with our systems were able to actually uh to run a set of of algorithms and analysis on how to, you know, find a vaccine on how to how to address the things that are going forward. You've seen us now up in space and as we, we broaden our frontier and so as a company you're seeing technology turned into things that are truly helping the world go forward. I think that's exciting as well. >>Yeah. Space. It's like the ultimate edge. >>I >>like you said to me if I take it, it's not not about ports and Mick, nips and gigabytes anymore. It's about the outcome. You mentioned before the S L. A. Um, you know, the thing about, you know, think about virtual, it's great. We have to get in the plane. Its downside. We all know we can't hang out, you know, afterwards, you know, have a drink or you know, chit chat about what's going on in the world, but we can't reach a lot more people. But the other downside of virtual is, you know, you don't have the hallway track. It's not like, hey, did you check out that, that demo on IOT? It's really cool. Where is that? So give us the hallway track. How can folks learn more about discover where would you direct folks? >>You bet. You know, I'm doing a full spot. Obviously let me start with at the top right Antonio Neri our ceo he's going to lay out the whole strategy and then I'll have a spotlight. It's about a 30 minute deep dive on all of these things that that you and I just talked about and then we've got a bunch of breakout sessions were doing some with our partners like Nutanix and others, um, Microsoft as well as we talk about, we didn't really touch on that, but you know, we have a strong partnership with the hyper scholars with Microsoft and with others because in essence customers are expecting an integrated solution that's hybrid. And so, you know, we're showcasing all of that with the with the discover breakouts as well and they're available on demand. We have a huge opportunity with respect to that, so really excited and you know, frankly we're here to help, like I hope people understand this is our opportunity to help you be successful and so please know that our ears are wide open to hear what the challenges are and we're ready to help customers as they needed. >>I'm glad you mentioned the partnership with Microsoft and other hyper skills. I feel like keith, the the Hyper scale is giving us a gift. They've spent last year they spent over $100 billion on Capex build out. That is like, it's like the internet. Thank you. >>Now we're gonna build on >>top of it, we're gonna build an abstraction layer that hides all that underlying complexity. We're gonna connect things and and that's really your job. That's really kind of what you're bringing to the table I think with Green Lake and some of these innovations. So >>I really >>appreciate it. Go ahead please. >>I appreciate the time as well. It's always a pleasure and it's always exciting to get a chance to share with you and and as always, any time you don't want me back, I'm happy to happy to join. Alright, >>would love to do that. So appreciate that. And thank you for spending some time with us. Stay tuned for more great coverage from HPD discovered 21 everything is available on demand as well as the that is the other good thing about virtually go back and watch all this content. This is Dave Volonte for the cube the leader in enterprise tech coverage. Be right back

>>Welcome back to HPD discovered 2021. My name is Dave Volonte and you're watching the cubes virtual coverage of discovering we're super excited to have Jason Newton back in the cube. He's part of the HPV mastermind alliance behind its messaging and marketing and he's been instrumental and up leveling the conversation over the last several years from ports and lungs and gigahertz, two topics that resonate with business technology executives, which is basically every executive on the planet. Jason. Great to see you welcome back to the program. >>Hey, I'm thrilled to be here. >>Okay, We're gonna talk about the future of enterprise tech and the evolution of cloud hybrid cloud, its expansion to the edge where we are today, where we're headed and how we're going to get there. And I'm excited to start this off. We're living in an era where value and competition. We talk about this all the time is defined by data and the insights that organizations can extract from that data, the products and services that >>they can build, >>that our data centric, What do you think this means to HP and what does it mean for your customers? >>Well, I think we're at the right moment at the right time and I think for the customer it just what's happening now, what's possible to create value from data, it's just a tremendous opportunity to accelerate the transformation they were already driving for their business. Um, we're seeing our customers do amazing things with data, not just monetizing data, but like world changing types of things around uh healthcare and finance, transforming experiences for their customers and all of this is being driven by data. >>Well, I'm, I'm excited to see how you guys approach that. I mean you're talking about this, you know, the cloud to edge strategy and I've been having discussions with various execs at discover obviously remotely about how far hp egos and certainly you're gonna have compute everywhere. And Aruba seems to me to be a really interesting part of that platform. You're gonna go to the deep edge, so you got a lot of assets in the arsenal. How are you thinking about that? >>Well, it really needs to come together into one experience and you mentioned Aruba, I mean that's where it all starts with secure connectivity. The more that we connect things up in a secure way, the more data that we're going to be able to create, analyze and act upon. So it really plays a critical world. But if you look at h p e, we really have an embarrassment of riches of assets and expertise and partnerships at global scale and there's not a part of our business that isn't focused on some part of the data challenges that customers have, from edge computing to supercomputing to storage. What we're doing with the Admiral software, it's all focused on helping customers take in that data and then create insights from it, create new innovations from it. >>Talk a little bit more about the customer challenges that you're specifically solving at H. P. E. What what do you see there? How are you thinking about that? >>And I think one of the biggest ones where the conversation always starts with is you know I have a lot of data but it's all in silos. Um even within my organization or in some cases I know there's data out there but it's in another silo. How do I get access to it? How do I hear that word a lot When we talk to customers, you need to get access for my teams to that data. So first step is just how do I bring it all together? How do I Federated all of that data in one place? That's one area that we're helping customers solve. Um The second is in order to bring those those pieces together, the different data owners have to have a trust right to share the data because often there's not an incentive for them to do that. Like I own the data, I don't want to share it. So we have to establish different parameters or capabilities in order to enable that type of of trust and sharing. And there has to be some mutual benefit right as part of that. And we see that with inside of companies and we see it with multiple different organizations. Once you can overcome those, those are really hard challenges. Once you overcome those things, everything becomes astronomically more easy to deal with and everything starts to go faster. And that's kind of where we're trying to get people on that modern day to maturity curve up to that point where they do have federation. They do have curation, they are able to share. They know what they're going to benefit from it. And then we can get on to the task of enabling the teams to do analytics. It's at speed and scale. >>You talk you talk about federation. So there's an interesting challenge that you're describing and you and I have had some good conversations about this because you want to kind of you to obtain that data if you will and put it in a place that you can actually get to it, share it, make it discoverable. And of course at the same time it's all over the place. So you've kind of got these these pods that are that can talk to each other uh and facilitate that, that kind of data sharing and then what I call, you know, building data products, building data services and technology is at the point now, it's evolving to enable us to do that. It's a look back at the last 10 years, it's just far too complex. >>Yeah, we heard Antonio earlier today talk about, you know, building not private clouds, but private data spaces. And it's really that idea of how do I, how do I bring an experience to the data? Right. That is agile and fast and cloud, like or cloud. And in the case of what we're actually doing now building a cloud platform um if that's exactly where customers are trying to get to um and we look at these data spaces as the advantage by going bringing that to the data. Obviously there's the, you know, the physics of it, the performance and that kind of thing. But you know, we can pay more attention to like data sovereignty laws, um, you know, we can dress things like data ownership within these spaces so that teams can come together and freely collaborate and and act on that data together. >>You know, I've been watching you guys for now several years and you've you've taken this messaging and marketing thing pretty seriously. Even a lot of times, you know, we see it all a lot of times is this gimmicks and I don't mean that necessarily a bad way. There's actually some really good gimmicky marketing that gets a lot of attention, but your approach is different. Um it's very thoughtful. Uh it's cultural, I'll say you're trying to cultural sort of what you say with what you do. And so I want to ask you how you're going about, you know, changing the way in which you provide solutions. I sort of alluded that uh, to that at the top versus how you've done it in the past and how you're helping customers redefine their business for success. >>Well, the way that we're thinking about that is um and I think you heard it very clearly and consistently from Antonio earlier today, we're transforming into an edge to cloud company. Okay, We are building an edge to cloud platform. That is Green Lake. That platform is the way that will deliver cloud services to our customers for their workloads to their datasets wherever that needs to be. We're committed to a truly hybrid model, right edge on prem cloud together. So those elements, it starts to crystallize. I think a lot more about who this company is. The type of challenges that we need to solve. Talking about the things is not, is not interesting to customers. They want to know what problems can you help me solve? How fast can you do it right? What outcome can you help me achieve? And that's the way that you know, we, we talked about this a lot dave that we continue to transform and have those, those more meaningful conversations and like I said, every time we get to the data challenges, they know the opportunities there. They have a dream and a vision of what they want to go do. They just need a partner like HP to help them get there. >>So we talk a lot about Green Lake and as a service, you guys were threw the gauntlet down first. I gotta give you props because you're kind of all in on it. You're not a halfway house. I'll give you that much. But now we've seen at least I can count at least four other large competitors follow suit. How should we think about your strategy and specifically your advantage relative to the competitors? Let's let's talk first in terms of as a service in Green Lake and then maybe >>overall. Yeah, I mean, I think you see a lot of people following Green Lakes lead, we've been out in front for a while. We were the first to say the world will be hybrid and it is, we were the first to make the big bet at the edge. We were the first to see that not all the data is going to go into one unified location, it's going to continue to be distributed and therefore a cloud experience has to travel to that data. We created the Green Lake brand years before anybody else did. And now, while they're just now trying to figure out how do I do hardware is a service or a better way to sell my products. We're moving on, we're focused on the workloads and the workflows and the data sets. Um, Green Lake is much, much more mature and now that we have everybody on board across the company, we're moving much faster as well. Right? And that's more of a statement for the traditional competitors. Right? The traditional spaces, you know, they're still just stuck on like hardware, service infrastructure as a service were at the workload level and much higher. And I think what you're seeing from the public cloud players is, wow, data center an on prem and edges hard. Um, a lot harder than, than I think they really anticipated. And uh, you know, they're, they're reassessing. So I feel like we're in the place where the world is moving to, right? And we're really writing, you know, the first chapter of the new hp? Um Not the last >>has it, has it changed the way this as a service mentality, has it changed the way or how has it changed the way in which your product groups >>are behaving? Um quite a bit um you know, it is a mindset shift and you know it's and uh I think we have the culture that will successfully enabled because we've always been so customer centric, I think as you move two and as a service it becomes much more about how do I ensure customer success? Right? How do I, how do I put an environment in place and then use that as an opportunity to solve more problems across our customers environments? So I think that aspect is what you know really is driving our thinking now is what new services can I can I land on the green Lake edge to cloud platform to solve different data centric challenges? >>Yeah. You talked about, you know, lead and where you are in the majority model. What do you what do you what was the hardest part about making that change? Was it the, was it the leadership was that the sales compensation, was it to get the product guys out of the widgets? What was the hardest thing? >>Yeah, I think, I think go to market is as big a challenge as anything. Um You know, I I think in marketing it's our job to show the art of the possible in the future um even if it's uncomfortable for the organization. Um and I think that helps articulate Antonio's vision and give him a true north and he's a fabulous leader in a culture that you know, they believe and trust in him and so they're following. Um, but, you know, the challenges are, um, not so much, you know, the technology, uh, in many cases it is the people and the skills and uh, you know, building those new relationships within accounts and uh, those aspects, those intangible things. Um, so, you know, we're doing a lot around um enablement, sales, enablement. And of course with our uh, and most importantly with our our partners who are out there selling for us. It is a it is a new approach, but it's a good approach because it's so customer centric, it's not product centric. >>So what are the, so how are the customers and partners reacting? Of course you're gonna say great, but how do you know, like, what what kind of metrics do you look at, what kind of things that are important to you to track, that gives you confidence that you're you're on the right track. >>They're buying more stuff. >>Okay, rhetoric. >>Yeah. No, I mean um like I think there was some skepticism, you know, at first because we have been doing some of that infrastructure as a service type of thing for a while before we ever had a Green Lake brand. And they're like, well, is this just the same thing? Like No, we're truly cloud defying this platform. We're building a cloud native platform. You saw it in the announcements today, right? With cloud native security, just like you get in the public cloud that you can deploy and run these these workloads um in your choice of location and the more that we can show evidence of our messaging in the experience that we actually deliver. That's when customers start to lean. And so we look at a ton of metrics. I mean, you know, it's not one data point. We listen to Gardner. Um you know, we have our own internal research that we do, we're constantly getting feedback from our field. In fact, last week was two weeks ago, we had a board of advisors meeting brought in, you know, some of our top top customers just to hear from them, you know, um you know, what are we doing? Good, What we're not doing good. So it's it's a lot of different pieces that go into, how are we doing with the customer and how are they into this? But this is we're only doing what they told us they wanted. Bring me bring the cloud to me and my data. I can't move at all. But I don't want different operating models. I want a consistent experience. I want to be able to focus and innovate. I don't want to deal with, you know, the underlying pieces of the infrastructure. >>Right? And >>so yeah, we're doing what they ask. >>So they okay, but that sounds good. But then it's hard to do that. I mean, you got to put real is, that's a lot of elbow grease, a lot of investment, a lot of innovation. Uh, like you say, you got to line the organizations. That's, that's not a trivial task. I mean, I tell you, Jason, I've been, I've been hearing this, you know, early days, even 10 years ago, I think we're finally at the point now where the industry is responding to what those customers really want. And of course, you know, it's like Steve jobs with the iPhone, ask them what they want, they're not going to tell you an iPhone, right? They maybe they didn't know 10 years ago, but I think it really came into focus in the last several years and investment is a key there. >>Yeah. I mean I think the last decade was the digital transformation was all about, you know, how do I bring speed to code and take advantage of public cloud and and I think that took us further. It took us, but now, okay, the next chapter is a very data century. How do I bring speed agility to data and data analytics and especially at the edge and where things are, you know, need to live. How do I make a consistent experience that's gonna be our focus for the next 10 years. And like I said, I feel like we're at the right moment in history as a company with the right assets, expertise partnerships to go and help customers take advantage of that. >>Well it's interesting the last decade we talked about big data. We don't use that term much anymore, but like many things like the internet for example, it's over something or maybe it's overhyped at the beginning, but it's always under hyped when you actually see the force that can be. I I feel like we actually are now entering the true data era. So, so you're excited about a lot of things obviously as a service, but I gotta, I got a sense there's more that you're not sharing with us. So what are you most excited about for HP in the future? >>Well, like I said, becoming that edge to cloud company watching Green Lake blossom as it is. I mean tremendous innovations that we announced today and yes, there's things I can't share that I know are coming later this year. I have seen the roadmaps. It's it's it's really compelling, very compelling and impressive the things that we're doing with asthma role combined that together with with Green Lake and that experience the types of data analytic platform environments that we can build to unify those data silos to accelerate the machine learning and analytics teams. Um it's really all coming together and those are the things that I'm excited about. Um you know, changing that perception of H. P. E. Is infrastructure as a service and hardware is a service and that kind of thing. It's not about as a service is the experience, right? The value is in the data and watching us be able to help customers solve those data challenges and seize those those data opportunities is what I'm most excited about. >>Well the other thing too is the world has some big challenges, population and energy. You know, we could just make the huge list and and I feel like tech companies not only are in a position to help but I think they have a they have a responsibility and I gotta say I think most tech companies big large tech companies are stepping up and have great leadership around that. And what are your thoughts on that? >>Well yeah we talked about value from data. It's all about the insights is where the value comes from but values not always about profit and monetization data truly does have the opportunity to solve some of the world's biggest challenges. Um I was just reading this morning about C. G. A. I. R. And the things that they're doing in agriculture with these, they've got a big data set platform that um I think could be literally the thing that ends up helping solve world hunger. The thing that everyone sort of jokes about. I'm like no seriously now with the data that could be possible. >>Yeah, I think you're right, I think we are going to solve world hunger, world nutrition maybe a different story, but we'll tackle that next. Um last question, you know, what else should we be focused on at discover how can folks learn more >>well? You know, this is a three day event, so today was really about the news and excitement and clarifying our position as an edge to cloud company and the Green Lake is our edge to cloud platform. The way that we deliver the cloud to you. Um Tomorrow is really about how all of that vision strategy manifests itself into the experience and the products and solutions that you can consume. Um There'll also be a lot of sharing of uh the keynote is when I'm looking forward to with Dr England Go, he's ahead of ai and he's gonna be sharing all the lessons and learnings from hundreds of engagements that he's been driving with customers, showing exactly how to overcome the data silo problem, the trust problem, how to bring agility to analytics and then thursday is kind of the geek out day, right? We get to talk to Hewlett Packard labs, we get to go and touch the technology, meet the technologists, interact with them. Um and and understand what are those technologies that are gonna be crucial You know, for the next 10 years of data driven transformation. >>Some really exciting stuff there. Jason, thank you so much for spending some time on the cube again. Really great to see you. >>I appreciate the invite every time is a pleasure. Thank you. >>Thanks for being with us for our ongoing coverage of HPD discovered 21 this is Dave Volonte, you're watching the cube. The leader in digital check coverage will be right back. >>Mhm. Mhm.

>>from around the globe. It's the Cube with digital coverage of HP Green Lake day made possible by Hewlett Packard Enterprise. Okay, we're not gonna dive right into some of the news and get into the Green Lake Announcement details. And with me to do that is Keith White is the senior vice president and general manager for Green Lake Cloud Services and Hewlett Packard Enterprise. Keith, thanks for your time. Great to see you. >>Hey, thanks so much for having me. I'm really excited to be here. >>You're welcome. And so listen, before we get into the hard news, can you give us an update on just Green Lake and the business? How's it going? >>You bet. No, it's fantastic. And thanks, you know, for the opportunity again. And hey, I hope everyone's at home staying safe and healthy. It's been a great year for HP Green Lake. There's a ton of momentum that we're seeing in the market place. Uh, we've booked over $4 billion of total contract value to date, and that's over 1000 customers worldwide, and frankly, it's worldwide. It's in 50 50 different countries, and this is a variety of solutions. Variety of workloads. So really just tons of momentum. But it's not just about accelerating the current momentum. It's really about listening to our customers, staying ahead of their demands, delivering more value to them and really executing on the HB Green Lake. Promise. >>Great. Thanks for that and really great detail. Congratulations on the progress, but I know you're not done. So let's let's get to the news. What do people need to know? >>Awesome. Yeah, you know, there's three things that we want to share with you today. So first is all about it's computing. So I could go into some details on that were actually delivering new industry work clothes, which I think will be exciting for a lot of the major industries that are out there. And then we're expanding RHP capabilities just to make things easier and more effective. So first off, you know, we're excited to announce today, um, acceleration of mainstream as adoption for high performance computing through HP Green Lake. And you know, in essence, what we're really excited about is this whole idea of it's a. It's a unique opportunity to write customers with the power of an agile, elastic paper use cloud experience with H. P s market. See systems. So pretty soon any enterprise will be able to tackle their most demanding compute and did intensive workloads, power, artificial intelligence and machine learning initiatives toe provide better business insights and outcomes and again providing things like faster time to incite and accelerated innovation. So today's news is really, really gonna help speed up deployment of HPC projects by 75% and reduced TCO by upto 40% for customers. >>That's awesome. Excited to learn more about the HPC piece, especially. So tell us what's really different about the news today From your perspective. >>No, that's that's a great thing. And the idea is to really help customers with their business outcomes, from building safer cars to improving their manufacturing lines with sustainable materials. Advancing discovery for drug treatment, especially in this time of co vid or making critical millisecond decisions for those finance markets. So you'll see a lot of benefits and a lot of differentiation for customers in a variety of different scenarios and industries. >>Yeah, so I wonder if you could talk a little bit mawr about specifically, you know exactly what's new. Can you unpack some of that for us? >>You bet. Well, what's key is that any enterprise will be able to run their modeling and simulation work clothes in a fully managed because we manage everything for them pre bundled. So we'll give folks this idea of small, medium and large H p e c h piece services to operate in any data center or in a cold a location. These were close air, almost impossible to move to the public cloud because the data so large or it needs to be close by for Leighton see issues. Oftentimes, people have concerns about I p protection or applications and how they run within that that local environment. So if customers are betting their business on this insight and analytics, which many of them are, they need business, critical performance and experts to help them with implementation and migration as well as they want to see resiliency. >>So is this a do it yourself model? In other words, you know the customers have toe manage it on their own. Or how are you helping there? >>No, it's a great question. So the fantastic thing about HP Green Lake is that we manage it all for the customer. And so, in essence, they don't have to worry about anything on the back end, we can flow that we manage capacity. We manage performance, we manage updates and all of those types of things. So we really make it. Make it super simple. And, you know, we're offering these bundled solutions featuring RHP Apollo systems that are purpose built for running things like modeling and simulation workloads. Um, and again, because it's it's Green Lake. And because it's cloud services, this provides itself. Service provides automation. And, you know, customers can actually, um, manage however they want to. We can do it all for them. They could do some on their own. It's really super easy, and it's really up to them on how they want to manage that system. >>What about analytics? You know, you had a lot of people want to dig deeper into the data. How are you supporting that? >>Yeah, Analytics is key. And so one of the best things about this HPC implementation is that we provide unopened platform so customers have the ability to leverage whatever tools they want to do for analytics. They can manage whatever systems they want. Want to pull data from so they really have a ton of flexibility. But the key is because it's HP Green Lake, and because it's HP es market leading HPC systems, they get the fastest they get the it all managed for them. They only pay for what they use, so they don't need to write a huge check for a large up front. And frankly, they get the best of all those worlds together in order to come up with things that matter to them, which is that true business outcome, True Analytics s so that they could make the decisions they need to run their business. >>Yeah, that's awesome. You guys clearly making some good progress here? Actually, I see it really is a game changer for the types of customers that you described. I mean, particularly those folks that you like. You said You think they can't move stuff into the cloud. They've got to stay on Prem. But they want that cloud experience. I mean, that's that's really exciting. We're gonna have you back in a few minutes to talk about the Green Lake Cloud services and in some of the new industry platforms that you see evolving >>awesome. Thanks so much. I look forward to it. >>Yeah, us too. So Okay, right now we're gonna check out the conversation that I had earlier with Pete Ungaro and Addison Snell on HPC. Let's watch welcome everybody to the spotlight session here green. Late day, We're gonna dig into high performance computing. Let me first bring in Pete Ungaro, Who's the GM for HPC and Mission Critical solutions, that Hewlett Packard Enterprise. And then we're gonna pivot Addison Snell, who is the CEO of research firm Intersect 3. 60. So, Pete, starting with you Welcome. And really a pleasure to have you here. I want to first start off by asking you what is the key trends that you see in the HPC and supercomputing space? And I really appreciate if you could talk about how customer consumption patterns are changing. >>Yeah, I appreciate that, David, and thanks for having me. You know, I think the biggest thing that we're seeing is just the massive growth of data. And as we get larger and larger data sets larger and larger models happen, and we're having more and more new ways to compute on that data. So new algorithms like A. I would be a great example of that. And as people are starting to see this, especially they're going through a digital transformations. You know, more and more people I believe can take advantage of HPC but maybe don't know how and don't know how to get started on DSO. They're looking for how to get going into this environment and many customers that are longtime HBC customers, you know, just consume it on their own data centers. They have that capability, but many don't and so they're looking at. How can I do this? Do I need to build up that capability myself? Do I go to the cloud? What about my data and where that resides. So there's a lot of things that are going into thinking through How do I start to take advantage of this new infrastructure? >>Excellent. I mean, we all know HPC workloads. You're talking about supporting research and discovery for some of the toughest and most complex problems, particularly those that affecting society. So I'm interested in your thoughts on how you see Green Lake helping in these endeavors specifically, >>Yeah, One of the most exciting things about HPC is just the impact that it has, you know, everywhere from, you know, building safer cars and airplanes. Thio looking at climate change, uh, to, you know, finding new vaccines for things like Covic that we're all dealing with right now. So one of the biggest things is how do we take advantage event and use that to, you know, benefit society overall. And as we think about implementing HPC, you know, how do we get started? And then how do we grow and scale as we get more and more capability? So that's the biggest things that we're seeing on that front. >>Yes. Okay, So just about a year ago, you guys launched the Green Lake Initiative and the whole, you know, complete focus on as a service. So I'm curious as to how the new Green Lake services the HPC services specifically as it relates to Greenlee. How do they fit in the H. P s overall high performance computing portfolio and the strategy? >>Yeah, great question. You know, Green Lake is a new consumption model for eso. It's a very exciting We keep our entire HPC portfolio that we have today, but extend it with Green Lake and offer customers you know, expanded consumption choices. So, you know, customers that potentially are dealing with the growth of their data or they're moving toe digital transformation applications they can use green light just easily scale up from workstations toe, you know, manage their system costs or operational costs, or or if they don't have staff to expand their environment. Green Light provides all of that in a manage infrastructure for them. So if they're going from like a pilot environment up into a production environment over time, Green Lake enables them to do that very simply and easily without having toe have all that internal infrastructure people, computer data centers, etcetera. Green Lake provides all that for them so they can have a turnkey solution for HBC. >>So a lot easier entry strategies. A key key word that you use. There was choice, though. So basically you're providing optionality. You're not necessarily forcing them into a particular model. Is that correct? >>Yeah, 100%. Dave. What we want to do is just expand the choices so customers can buy a new choir and use that technology to their advantage is whether they're large or small. Whether they're you know, a startup or Fortune 500 company, whether they have their own data centers or they wanna, you know, use a Coehlo facility whether they have their own staff or not, we want to just provide them the opportunity to take advantage of this leading edge resource. >>Very interesting, Pete. It really appreciate the perspective that you guys have bring into the market. I mean, it seems to me it's gonna really accelerate broader adoption of high performance computing, toe the masses, really giving them an easier entry point I want to bring in now. Addison Snell to the discussion. Addison. He's the CEO is, I said of Intersect 3 60 which, in my view, is the world's leading market research company focused on HPC. Addison, you've been following the space for a while. You're an expert. You've seen a lot of changes over the years. What do you see is the critical aspect in the market, specifically as it relates toward this as a service delivery that we were just discussing with Pete and I wonder if you could sort of work in their the benefits in terms of, in your view, how it's gonna affect HPC usage broadly. Yeah, Good morning, David. Thanks very much for having me, Pete. It's great to see you again. So we've been tracking ah lot of these utility computing models in high performance computing for years, particularly as most of the usage by revenue is actually by commercial endeavors. Using high performance computing for their R and D and engineering projects and the like. And cloud computing has been a major portion of that and has the highest growth rate in the market right now, where we're seeing this double digit growth that accounted for about $1.4 billion of the high performance computing industry last year. But the bigger trend on which makes Green like really interesting is that we saw an additional about a billion dollars worth of spending outside what was directly measured in the cloud portion of the market in in areas that we deemed to be cloud like, which were as a service types of contracts that were still utility computing. But they might be under a software as a service portion of the budget under software or some other managed services type of contract that the user wasn't reported directly is cloud, but it was certainly influenced by utility computing, and I think that's gonna be a really dominant portion of the market going forward. And when we look at growth rate and where the market's been evolving, so that's interesting. I mean, basically, you're saying this, you know, the utility model is not brand new. We've seen that for years. Cloud was obviously a catalyst that gave that a boost. What is new, you're saying is and I'll say it this way. I'd love to get your independent perspective on this is so The definition of cloud is expanding where it's you know, people always say it's not a place, it's an experience and I couldn't agree more. But I wonder if you could give us your independent perspective on that, both on the thoughts of what I just said. But also, how would you rate H. P. E s position in this market? Well, you're right, absolutely, that the definition of cloud is expanding, and that's a challenge when we run our surveys that we try to be pedantic in a sense and define exactly what we're talking about. And that's how we're able to measure both the direct usage of ah, typical public cloud, but also ah more flexible notion off as a service. Now you asked about H P E. In particular, And that's extremely relevant not only with Green Lake but with their broader presence in high performance computing. H P E is the number one provider of systems for high performance computing worldwide, and that's largely based on the breath of H. P s offerings, in addition to their performance in various segments. So picking up a lot of the commercial market with their HP apology and 10 plus, they hit a lot of big memory configurations with Superdome flex and scale up to some of the most powerful supercomputers in the world with the HP Cray X platforms that go into some of the leading national labs. Now, Green Light gives them an opportunity to offer this kind of flexibility to customers rather than committing all it wants to a particular purchase price. But if you want to do position those on a utility computing basis pay for them as a service without committing to ah, particular public cloud. I think that's an interesting role for Green Lake to play in the market. Yeah, it's interesting. I mean earlier this year, we celebrated Exa scale Day with support from HP, and it really is all about a community and an ecosystem is a lot of camaraderie going on in the space that you guys are deep into, Addison says. We could wrap. What should observers expect in this HPC market in this space over the next a few years? Yeah, that's a great question. What to expect because of 2020 has taught us anything. It's the hazards of forecasting where we think the market is going. When we put out a market forecast, we tend not to look at huge things like unexpected pandemics or wars. But it's relevant to the topic here because, as I said, we were already forecasting Cloud and as a service, models growing. Any time you get into uncertainty, where it becomes less easy to plan for where you want to be in two years, three years, five years, that model speaks well to things that are cloud or as a service to do very well, flexibly, and therefore, when we look at the market and plan out where we think it is in 2020 2021 anything that accelerates uncertainty actually is going. Thio increase the need for something like Green Lake or and as a service or cloud type of environment. So we're expecting those sorts of deployments to come in over and above where we were already previously expected them in 2020 2021. Because as a service deals well with uncertainty. And that's just the world we've been in recently. I think there's a great comments and in a really good framework. And we've seen this with the pandemic, the pace at which the technology industry in particular, of course, HP specifically have responded to support that your point about agility and flexibility being crucial. And I'll go back toe something earlier that Pete said around the data, the sooner we can get to the data to analyze things, whether it's compressing the time to a vaccine or pivoting our business is the better off we are. So I wanna thank Pete and Addison for your perspectives today. Really great stuff, guys. Thank you. >>Yeah, Thank you. >>Alright, keep it right there from, or great insights and content you're watching green leg day. Alright, Great discussion on HPC. Now we're gonna get into some of the new industry examples and some of the case studies and new platforms. Keith HP, Green Lake It's moving forward. That's clear. You're picking up momentum with customers, but can you give us some examples of platforms for industry use cases and some specifics around that? >>You know, you bet, and actually you'll hear more details from Arwa Qadoura she leads are green like the market efforts in just a little bit. But specifically, I want to highlight some examples where we provide cloud services to help solve some of the most demanding workloads on the planet. So, first off in financial services, for example, traditional banks are facing increased competition and evolving customer expectations they need to transform so that they can reduce risk, manage cop and provided differentiated customer experience. We'll talk about a platform for Splunk that does just that. Second, in health care institutions, they face the growing list of challenges, some due to the cove in 19 Pandemic and others. Years in the making, like our aging population and rise in chronic disease, is really driving up demands, and it's straining capital budgets. These global trance create a critical need for transformation. Thio improve that patient experience and their business outcomes. Another example is in manufacturing. They're facing many challenges in order to remain competitive, right, they need to be able to identify new revenue streams run more efficiently from an operation standpoint and scale. Their resource is so you'll hear more about how we're optimizing and delivery for manufacturing with S. A P Hana and always gonna highlight a little more detail on today's news how we're delivering supercomputing through HP Green Lake It's scale and finally, how we have a robust ecosystem of partners to help enterprises easily deploy these solutions. For example, I think today you're gonna be talking to Skip Bacon from Splunk. >>Yeah, absolutely. We sure are. And some really great examples there, especially a couple industries that that stood out. I mean, financial services and health care. They're ripe for transformation and maybe disruption if if they don't move fast enough. So Keith will be coming back to you a little later today to wrap things up. So So thank you. Now, now we're gonna take a look at how HP is partnering with Splunk and how Green Lake compliments, data rich workloads. Let's watch. We're not going to dig deeper into a data oriented workload. How HP Green Lake fits into this use case and with me, a Skip Bacon vice president, product management at Splunk Skip. Good to see >>you. Good to see you as well there. >>So let's talk a little bit about Splunk. I mean, you guys are a dominant player and security and analytics and you know, it's funny, Skip, I used to comment that during the big data, the rise of big data Splunk really never positioned themselves is this big data player, and you know all that hype. But But you became kind of the leader in big data without really, even, you know, promoting it. It just happened overnight, and you're really now rapidly moving toward a subscription model. You're making some strategic moves in the M and a front. Give us your perspective on what's happening at the company and why customers are so passionate about your software. >>Sure, a great, great set up, Dave. Thanks. So, yeah, let's start with the data that's underneath big data, right? I think I think it is usual. The industry sort of seasons on a term and never stops toe. Think about what it really means. Sure, one big part of big data is your transaction and stuff, right? The things that catch generated by all of your Oracle's USC Cheops that reflect how the business actually occurred. But a much bigger part is all of your digital artifacts, all of the machine generated data that tells you the whole story about what led up to the things that actually happened right within the systems within the interactions within those systems. That's where Splunk is focused. And I think what the market is the whole is really validating is that that machine generated data those digital artifacts are a tely least is important, if not more so, than the transactional artifacts to this whole digital transformation problem right there. Critical to showing I t. How to get better developing and deploying and operating software, how to get better securing these systems, and then how to take this real time view of what the business looks like as it's executing in the software right now. And hold that up to and inform the business and close that feedback loop, right? So what is it we want to do differently digitally in order to do different better on the transformation side of the house. So I think a lot of splints. General growth is proof of the value crop and the need here for sure, as we're seeing play out specifically in the domains of ICTs he operations Dev, ops, Cyber Security, right? As well as more broadly in that in that cloak closing the business loop Splunk spin on its hair and growing our footprint overall with our customers and across many new customers, we've been on its hair with moving parts of that footprints who and as a service offering and spawn cloud. But a lot of that overall growth is really fueled by just making it simpler. Quicker, faster, cheaper, easier toe operates Plunkett scale because the data is certainly not slowing down right. There's more and more and more of it every day, more late, their potential value locked up in it. So anything that we can do and that our partners conducive to improve the cost economics to prove the agility to improve the responsiveness of these systems is huge. That that customer value crop and that's where we get so excited about what's going on with green life >>Yeah, so that makes sense. I mean, the digital businesses, a data business. And that means putting data at the core. And Splunk is obviously you keep part of that. So, as I said earlier, spunk your leader in this space, what's the deal with your HP relationship? You touched on that? What should we know about your your partnership? And what's that solution with H h p E? What's that customer Sweet spot. >>Yep. Good. All good questions. So we've been working with HP for quite a while on on a number of different fronts. This Green lake peace is the most interesting and sort of the intersection of, you know, purist intersection of both of these threads of these factories, if you will. So we've been working to take our core data platform deployed on an enterprise operator for kubernetes. Stick that a top H P s green like which is really kubernetes is a service platform and go prove performance, scalability, agility, flexibility, cost economics, starting with some of slugs, biggest customers. And we've proven, you know, alot of those things In great measure, I think the opportunity you know, the ability to vertically scale Splunk in containers that taught beefy boxes and really streamline the automation, the orchestration, the operations, all of that yields what, in the words of one of our mutual customers, literally put it as This is a transformational platform for deploying and operating spot for us so hard at work on the engineering side, hard at work on the architectural referencing, sizing, you know, capacity planning sides, and then increasing really rolling up our sleeves and taking the stuff the market together. >>Yeah, I mean, we're seeing the just the idea of cloud. The definition of cloud expanding hybrid brings in on Prem. We talked about the edge and and I really We've seen Splunk rapidly transitioning its pricing model to a subscription, you know, platform, if you will. And of course, that's what Green Lakes all about. What makes Splunk a good fit for Green Lake and vice versa? What does it mean for customers? >>Sure, So a couple different parts, I think, make make this a perfect marriage. Splunk at its core, if you're using it well, you're using it in a very iterative discovery driven kind of follow you the path to value basis that makes it a little hard to plan the infrastructure and decides these things right. We really want customers to be focused on how to get more data in how to get more value out. And if you're doing it well, those things, they're going to go up and up and up over time. You don't wanna be constrained by size and capacity planning, procurement cycles for infrastructure. So the Green Lake model, you know, customers got already deployed systems already deployed, capacity available in and as the service basis, very fast, very agile. If they need a next traunch of capacity to bring in that next data set or run, that next set of analytics right it's available immediately is a service, not hey, we've got to kick off the procurement cycle for a whole bunch more hardware boxes. So that flexibility, that agility or key to the general pattern for using Splunk and again that ability to vertically scale stick multiple Splunk instances into containers and load more and more those up on these physical boxes right gives you great cost economics. You know, Splunk has a voracious appetite for data for doing analytics against that data less expensive, we can make that processing the better and the ability to really fully sweat, you know, sweat the assets fully utilize those assets. That kind of vertical scale is the other great element of the Green Lake solution. >>Yes. I mean, when you think about the value prop for for customers with Splunk and HP green, that gets a lot of what you would expect from what we used to talk about with the early days of cloud. Uh, that that flexibility, uh, it takes it away. A lot of the sort of mundane capacity planning you can shift. Resource is you talked about, you know, scale in a in a number of of use cases. So that's sort of another interesting angle, isn't it? >>Yeah. Faster. It's the classic text story. Faster, quicker, cheaper, easier, right? Just take in the whole whole new holy levels and hold the extremes with these technologies. >>What do you see? Is the differentiators with Splunk in HP, Maybe what's different from sort of the way we used to do things, but also sort of, you know, modern day competition. >>Yeah. Good. All good. All good questions. So I think the general attributes of splinter differentiated green Laker differentiated. I think when you put them together, you get this classic one plus one equals three story. So what? I hear from a lot of our target customers, big enterprises, big public sector customers. They can see the path to these benefits. They understand in theory how these different technologies would work together. But they're concerned about their own skills and abilities to go building. Run those and the rial beauty of Green Lake and Splunk is this. All comes sort of pre design, pre integrated right pre built HP is then they're providing these running containers as a service. So it's taking a lot of the skills and the concerns off the customers plate right, allowing them to fast board to, you know, cutting edge technology without any of the wrist. And then, most importantly, allowing customers to focus their very finite resource is their peoples their time, their money, their cycles on the things that are going to drive differentiated value back to the business. You know, let's face facts. Buying and provisioning Hardware is not a differentiating activity, running containers successfully, not differentiating running the core of Splunk. Not that differentiating. He can take all of those cycles and focus them instead on in the simple mechanics. How do we get more data in? Run more analytics on it and get more value out? Right then you're on the path to really delivering differentiated, you know, sustainable competitive basis type stuff back to the business, back to that digital transformation effort. So taking the skills out, taking the worries out, taking the concerns about new tech, out taking the procurement cycles, that improving scalability again quicker, faster, cheaper. Better for sure. >>It's kind of interesting when you when you look at the how the parlance has evolved from cloud and then you had Private Cloud. We talk a lot about hybrid, but I'm interested in your thoughts on why Splunk and HP Green Light green like now I mean, what's happening in the market that makes this the right place and in the right time, so to speak. >>Yeah, again, I put cloud right up there with big data is one of those really overloaded terms. Everything we keep keep redefining as we go if we define it. One way is as an experience instead of outcomes that customers looking for right, what does anyone of our mutual customers really want Well, they want capabilities that air quick to get up and running that air fast, to get the value that are aligned with how the price wise, with how they deliver value to the business and that they can quickly change right as the needs of the business and the operation shift. I think that's the outcome set that people are looking thio. Certainly the early days of cloud we thought were synonymous with public cloud. And hey, the way that you get those outcomes is you push things out. The public cloud providers, you know, what we saw is a lot of that motion in cases where there wasn't the best of alignment, right? You didn't get all those outcomes that you were hoping for. The cost savings weren't there or again. These big enterprises, these big organizations have a whole bunch of other work clothes that aren't necessarily public cloud amenable. But what they want is that same cloud experience. And this is where you see the evolution in the hybrid clouds and into private clouds. Yeah, any one of our customers is looking across the entirety of this landscape, things that are on Prem that they're probably gonna be on Prem forever. Things that they're moving into private cloud environments, things that they're moving into our growing or expanding or landing net new public cloud. They want those same outcomes, the same characteristics across all of that. That's a lot of Splunk value. Crop is a provider, right? Is we can go monitor and help you operate and developed and secure exactly all of that, no matter where it's located. Splunk on Green Lake is all about that stack, you know, working in that very cloud native way even where it made sense for customers to deploy and operate their own software. Even if this want, they're running over here themselves is hoping the modern, secure other work clothes that they put into their public cloud environments. >>Well, it Z another key proof point that we're seeing throughout the day here. Your software leader, you know, HP bring it together. It's ecosystem partners toe actually deliver tangible value. The customers skip. Great to hear your perspective today. Really appreciate you coming on the program. >>My pleasure. And thanks so much for having us take care. Stay well, >>Yeah, Cheers. You too. Okay, keep it right there. We're gonna go back to Keith now. Have him on a close out this segment of the program. You're watching HP Green Lake Day on the Cube. All right, We're So we're seeing some great examples of how Green Lake is supporting a lot of different industries. A lot of different workloads we just heard from Splunk really is part of the ecosystem. Really? A data heavy workload. And we're seeing the progress. HPC example Manufacturing. We talked about healthcare financial services, critical industries that are really driving towards the subscription model. So, Keith, thanks again for joining us. Is there anything else that we haven't hit that you feel are audience should should know about? >>Yeah, you bet. You know, we didn't cover some of the new capabilities that are really providing customers with the holistic experience to address their most demanding workloads with HP Green Lake. So first is our Green Lake managed security services. So this provides customers with an enterprise grade manage security solution that delivers lower costs and frees up a lot of their resource is the second is RHP advisory and Professional Services Group. So they help provide customers with tools and resource is to explore their needs for their digital transformation. Think about workshops and trials and proof of concepts and all of that implementation. Eso You get the strategy piece, you get the advisory piece, and then you get the implementation piece that's required to help them get started really quickly. And then third would be our H. P s moral software portfolio. So this provides customers with the ability to modernize their absent data unify, hybrid cloud and edge computing and operationalized artificial intelligence and machine learning and analytics. >>You know, I'm glad that you brought in the sort of machine intelligence piece in the machine learning because that's, ah, lot of times. That's the reason why people want to go to the cloud at the same time you bring in the security piece a lot of reasons why people want to keep things on Prem. And, of course, the use cases here. We're talking about it, really bringing that cloud experience that consumption model on Prem. I think it's critical critical for companies because they're expanding their notion of cloud computing really extending into hybrid and and the edge with that similar experience or substantially the same experience. So I think folks are gonna look at today's news as real progress. We're pushing you guys on some milestones and some proof points towards this vision is a critical juncture for organizations, especially those look, they're looking for comprehensive offerings to drive their digital transformations. Your thoughts keep >>Yeah, I know you. You know, we know as many as 70% of current and future APS and data are going to remain on Prem. They're gonna be in data centers, they're gonna be in Colo's, they're gonna be at the edge and, you know, really, for critical reasons. And so hybrid is key. As you mentioned, the number of times we wanna help customers transform their businesses and really drive business outcomes in this hybrid, multi cloud world with HP Green Lake and are targeted solutions. >>Excellent. Keith, Thanks again for coming on the program. Really appreciate your time. >>Always. Always. Thanks so much for having me and and take Take care of. Stay healthy, please. >>Alright. Keep it right there. Everybody, you're watching HP Green Lake day on the Cube