>>The Cube Presents UI Path Forward five. Brought to you by UI Path, >>Everybody. We're back in Las Vegas. The cube's coverage we're day one at UI Path forward. Five. Pascal Borne is here. He's an expert and bestselling author in the topic of AI and automation and the book Intelligent Automation. Welcome to the world of Hyper Automation, the first book on the topic. And of course, Ray Wong is back on the cube. He's the founder, chairman and principal analyst, Constellation Reese, also bestselling author of Everybody Wants To Rule the World. Guys, thanks so much for coming on The Cubes. Always a pleasure. Ray Pascal, First time on the Cube, I believe. >>Yes, thank you. Thanks for the invitation. Thank you. >>So what is artificial about artificial intelligence, >>For sure, not people. >>So, okay, so you guys are both speaking at the conference, Ray today. I think you're interviewing the co CEOs. What do you make of that? What's, what are you gonna, what are you gonna probe with these guys? Like, how they're gonna divide their divide and conquer, and why do you think the, the company Danielle in particular, decided to bring in Rob Sland? >>Well, you know what I mean, Like, you know, these companies are now at a different stage of growth, right? There's that early battle between RPA vendors. Now we're actually talking something different, right? We're talking about where does automation go? How do we get the decisioning? What's the next best action? That's gonna be the next step. And to take where UI path is today to somewhere else, You really want someone with that enterprise cred and experience the sales motions, the packages, the partnership capabilities, and who else better than Roblin? He, that's, he's done, he can do that in his sleep, but now he's gotta do that in a new space, taking whole category to another level. Now, Daniel on the other hand, right, I mean, he's the visionary founder. He put this thing from nothing to where he is today, right? I mean, at that point you want your founder thinking about the next set of ideas, right? So you get this interesting dynamic that we've seen for a while with co CEOs, those that are doing the operations, getting the stuff out the door, and then letting the founders get a chance to go back and rethink, take a look at the perspective, and hopefully get a chance to build the next idea or take the next idea back into the organization. >>Right? Very well said. Pascal, why did you write your book on intelligent automation and, and hyper automation, and what's changed since you've written that book? >>So, I, I wrote this book, An Intelligent Automation, two years ago. At that time, it was really a new topic. It was really about the key, the, the key, the key content of the, of the book is really about combining different technologies to automate the most complex end to end business processes in companies. And when I say capabilities, it's, we, we hear a lot about up here, especially here, robotic process automation. But up here alone, if you just trying to transform a company with only up here, you just fall short. Okay? A lot of those processes need more than execution. They need language, they need the capacity to view, to see, they need the capacity to understand and to, and to create insights. So by combining process automation with ai, natural language processing, computer vision, you give this capability to create impact by automating end to end processes in companies. >>I, I like the test, what I hear in the keynote with independent experts like yourself. So we're hearing that that intelligent automation or automation is a fundamental component of digital transformation. Is it? Or is it more sort of a back office sort of hidden in inside plumbing Ray? What do you think? >>Well, you start by understanding what's going on in the process phase. And that's where you see discover become very important in that keynote, right? And that's where process mining's playing a role. Then you gotta automate stuff. But when you get to operations, that's really where the change is going to happen, right? We actually think that, you know, when you're doing the digital transformation pieces, right? Analytics, automation and AI are coming together to create a concept we call decision velocity. You and I make a quick decision, boom, how long does it take to get out? Management committee could free forever, right? A week, two months, never. But if you're thinking about competing with the automation, right? These decisions are actually being done a hundred times per second by machine, even a thousand times per second. That asymmetry is really what people are facing at the moment. >>And the companies that are gonna be able to do that and start automating decisions are gonna be operating at another level. Back to what Pascal's book talking about, right? And there are four questions everyone has to ask you, like, when do you fully intelligently automate? And that happens right in the background when you augment the machine with a human. So we can find why did you make an exception? Why did you break a roll? Why didn't you follow this protocol so we can get it down to a higher level confidence? When do you augment the human with the machine so we can give you the information so you can act quickly. And the last one is, when do you wanna insert a human in the process? That's gonna be the biggest question. Order to cash, incident or resolution, Hire to retire, procure to pay. It doesn't matter. When do you want to put a human in the process? When do you want a man in the middle, person in the middle? And more importantly, when do you want insert friction? >>So Pascal, you wrote your book in the middle of the, the pandemic. Yes. And, and so, you know, pre pandemic digital transformation was kind of a buzzword. A lot of people gave it lip service, eh, not on my watch, I don't have to worry about that. But then it became sort of, you're not a digital business, you're out of business. So, so what have you seen as the catalyst for adoption of automation? Was it the, the pandemic? Was it sort of good runway before that? What's changed? You know, pre isolation, post isolation economy. >>You, you make me think about a joke. Who, who did your best digital transformation over the last years? The ceo, C H R O, the Covid. >>It's a big record ball, right? Yeah. >>Right. And that's exactly true. You know, before pandemic digital transformation was a competitive advantage. >>Companies that went into it had an opportunity to get a bit better than their, their competitors during the pandemic. Things have changed completely. Companies that were not digitalized and automated could not survive. And we've seen so many companies just burning out and, and, and those companies that have been able to capitalize on intelligent automation, digital transformations during the pandemic have been able not only to survive, but to, to thrive, to really create their place on the market. So that's, that has been a catalyst, definitely a catalyst for that. That explains the success of the book, basically. Yeah. >>Okay. Okay. >>So you're familiar with the concept of Stew the food, right? So Stew by definition is something that's delicious to eat. Stew isn't simply taking one of every ingredient from the pantry and throwing it in the pot and stirring it around. When we start talking about intelligent automation, artificial intelligence, augmented intelligence, it starts getting a bit overwhelming. My spy sense goes off and I start thinking, this sounds like mush. It doesn't sound like Stew. So I wanna hear from each of you, what is the methodical process that, that people need to go through when they're going through digital trans transmission, digital transformation, so that you get delicious stew instead of a mush that's just confused everything in your business. So you, Ray, you want, you want to, you wanna answer that first? >>Yeah. You know, I mean, we've been talking about digital transformation since 2010, right? And part of it was really getting the business model, right? What are you trying to achieve? Is that a new type of offering? Are you changing the way you monetize something? Are you taking existing process and applying it to a new set of technologies? And what do you wanna accomplish, right? Once you start there, then it becomes a whole lot of operational stuff. And it's more than st right? I mean, it, it could be like, well, I can't use those words there. But the point being is it could be a complete like, operational exercise. It could be a complete revenue exercise, it could be a regulatory exercise, it could be something about where you want to take growth into the next level. And each one of those processes, some of it is automation, right? There's a big component of it today. But most of it is really rethinking about what you want things to do, right? How do you actually make things to be successful, right? Do I reorganize a process? Do I insert a place to do monetization? Where do I put engagement in place? How do I collect data along the way so I can build better feedback loop? What can I do to build the business graph so that I have that knowledge for the future so I can go forward doing that so I can be successful. >>The Pascal should, should, should the directive be first ia, then ai? Or are these, are these things going to happen in parallel naturally? What's your position on that? Is it first, >>So it, so, >>So AI is part of IA because that's, it's, it's part of the big umbrella. And very often I got the question. So how do you differentiate AI in, I a, I like to say that AI is only the brain. So think of ai cuz I'm consider, I consider AI as machine learning, Okay? Think of AI in a, like a brain near jar that only can think, create, insight, learn, but doesn't do anything, doesn't have any arms, doesn't have any eyes, doesn't not have any mouth and ears can't talk, can't understand with ia, you, you give those capabilities to ai. You, you basically, you create a cap, the capability, technological capability that is able to do more than just thinking, learning and, and create insight, but also acting, speaking, understanding the environment, viewing it, interacting with it. So basically performing these, those end to end processes that are performed currently by people in companies. >>Yeah, we're gonna get to a point where we get to what we call a dynamic scenario generation. You're talking to me, you get excited, well, I changed the story because something else shows up, or you're talking to me and you're really upset. We're gonna have to actually ch, you know, address that issue right away. Well, we want the ability to have that sense and respond capability so that the next best action is served. So your data, your process, the journey, all the analytics on the top end, that's all gonna be served up and changed along the way. As we go from 2D journeys to 3D scenarios in the metaverse, if we think about what happens from a decentralized world to decentralized, and we think about what's happening from web two to web three, we're gonna make those types of shifts so that things are moving along. Everything's a choose your end venture journey. >>So I hope I remember this correctly from your book. You talked about disruption scenarios within industries and within companies. And I go back to the early days of, of our industry and East coast Prime, Wang, dg, they're all gone. And then, but, but you look at companies like Microsoft, you know, they were, they were able to, you know, get through that novel. Yeah. Ibm, you know, I call it survived. Intel is now going through their, you know, their challenge. So, so maybe it's inevitable, but how do you see the future in terms of disruption with an industry, Forget our industry for a second, all industry across, whether it's healthcare, financial services, manufacturing, automobiles, et cetera. How do you see the disruption scenario? I'm pretty sure you talked about this in your book, it's been a while since I read it, but I wonder if you could talk about that disruption scenario and, and the role that automation is going to play, either as the disruptor or as the protector of the incumbents. >>Let's take healthcare and auto as an example. Healthcare is a great example. If we think about what's going on, not enough nurses, massive shortage, right? What are we doing at the moment? We're setting five foot nine robots to do non-patient care. We're trying to capture enough information off, you know, patient analytics like this watch is gonna capture vitals from a going forward. We're doing a lot what we can do in the ambient level so that information and data is automatically captured and decisions are being rendered against that. Maybe you're gonna change your diet along the way, maybe you're gonna walk an extra 10 minutes. All those things are gonna be provided in that level of automation. Take the car business. It's not about selling cars. Tesla's a great example. We talk about this all the time. What Tesla's doing, they're basically gonna be an insurance company with all the data they have. They have better data than the insurance companies. They can do better underwriting, they've got better mapping information and insights they can actually suggest next best action do collision avoidance, right? Those are all the things that are actually happening today. And automation plays a big role, not just in the collection of that, that information insight, but also in the ability to make recommendations, to do predictions and to help you prevent things from going wrong. >>So, you know, it's interesting. It's like you talk about Tesla as the, the disrupting the insurance companies. It's almost like the over the top vendors have all the data relative to the telcos and mopped them up for lunch. Pascal, I wanna ask you, you know, the topic of future of work kind of was a bromide before, but, but now I feel like, you know, post pandemic, it, it actually has substance. How do you see the future of work? Can you even summarize what it's gonna look like? It's, it's, Or are we here? >>It's, yeah, it's, and definitely it's, it's more and more important topic currently. And you, you all heard about the great resignation and how employee experience is more and more important for companies according to have a business review. The companies that take care of their employee experience are four times more profitable that those that don't. So it's a, it's a, it's an issue for CEOs and, and shareholders. Now, how do we get there? How, how do we, how do we improve the, the quality of the employee experience, understanding the people, getting information from them, educating them. I'm talking about educating them on those new technologies and how they can benefit from those empowering them. And, and I think we've talked a lot about this, about the democratization local type of, of technologies that democratize the access to those technologies. Everyone can be empowered today to change their work, improve their work, and finally, incentivization. I think it's a very important point where companies that, yeah, I >>Give that. What's gonna be the key message of your talk tomorrow. Give us the bumper sticker, >>If you will. Oh, I'm gonna talk, It's a little bit different. I'm gonna talk for the IT community in this, in the context of the IT summit. And I'm gonna talk about the future of intelligent automation. So basically how new technologies will impact beyond what we see today, The future of work. >>Well, I always love having you on the cube, so articulate and, and and crisp. What's, what's exciting you these days, you know, in your world, I know you're traveling around a lot, but what's, what's hot? >>Yeah, I think one of the coolest thing that's going on right now is the fact that we're trying to figure out do we go to work or do we not go to work? Back to your other point, I mean, I don't know, work, work is, I mean, for me, work has been everywhere, right? And we're starting to figure out what that means. I think the second thing though is this notion around mission and purpose. And everyone's trying to figure out what does that mean for themselves? And that's really, I don't know if it's a great, great resignation. We call it great refactoring, right? Where you work, when you work, how we work, why you work, that's changing. But more importantly, the business models are changing. The monetization models are changing macro dynamics that are happening. Us versus China, G seven versus bricks, right? War on the dollar. All these things are happening around us at this moment and, and I think it's gonna really reshape us the way that we came out of the seventies into the eighties. >>Guys, always a pleasure having folks like yourself on, Thank you, Pascal. Been great to see you again. All right, Dave Nicholson, Dave Ante, keep it right there. Forward five from Las Vegas. You're watching the cue.

(upbeat music) >> Good afternoon. theCUBE is live at VMware Explorer. Lisa Martin here in San Francisco with Dave Nicholson. This is our second day of coverage talking all things VMware and it's ecosystem. We're excited to welcome from DXC Technology, James Bion, Hybrid Cloud and Multi Cloud Offering manager to have a conversation next. Welcome to the program. >> Thank you very much. >> Welcome. >> Talk to us a little bit about before we get into the VMware partnership, what's new at DXC? What's going on? >> So DXC is really evolving and revitalizing into more of a cloud orientated company. So we're already driving change in our customers at the moment. We take them on that cloud journey, but we're taking them in the right way, in a structured mannered way. So we are really excited about it, we're kicking off our Cloud First type, Cloud Right sort of story and helping customers on that journey. >> Yesterday in the keynote, VMware was talking about customers are on this Cloud chaos phase, they want to get to Cloud Smart. You're saying they want to get to Cloud Right. Talk to us about what DXC Cloud Right is, what does it mean? What does it enable businesses to achieve? >> That's a very good question. So DXC has come up with this concept of Cloud Right, we looked at it from a services and outcome. So what do customers want to achieve? And how do we get it successfully? This is not a technology conversation, this is about putting the right workloads at the right place, at the right time, at the right cost to get the right value for your business. It's not about just doing it for the sake of doing it, okay. There's a lot of changes it's not technology only you've got to change how people operate. You've got to work through the organizational change. You need to ensure that you have the right security in place to maintain it. And it's about value, really about value proposition. So we don't just focus on cost, we focus on operations of it, we focus on security of it. We focus on ensuring the value proposition of it and putting not just for one Cloud, it's the right place. Big focus on Hybrid and Multi Cloud solutions in particular, we're very excited about what's happening with VMware Cloud on maybe AWS or et cetera because we see there a real dynamic change for our customers where they can transition across to the right Cloud services, at the right time, at the right place, but minimal disruption to the actual operation of their business. Very easy to move a workload into that place using the same skilled resources, the same tools, the same environment that you have had for many years, the same SLAs. Customers don't want a variance in their SLAs, they just want an outcome at a right price and the right time. >> Right, what are some of the things going on with the VMware partnership and anything you know, here we are at this the event called the theme is "The Center of the Multi Cloud Universe", which I keep saying sounds like a Marvel movie, I think there needs to be some superheroes here. But how is DXC working with VMware to help customers that are in Multi Cloud by default, not by design? >> That's a very good one. So DXC works jointly with VMware for more than a thousand clients out there. Wide diversity of different clients. We go to market together, we work collaboratively to put roadmaps in place for our clients, it's a unified team. On top of that, we have an extremely good VMware practice, joint working VMware team working directly with DXC dedicated resources and we deliver real value for clients. For example, we have a customer experience zone, we have a customer innovation zone so we can run proof of concepts on all the different VMware technologies for customers. If they want to try something different, try and push the boundaries a little bit with the VMware products, we can do that for them. But at the end of the day we deliver outcome based services. We are not there to deliver a piece of software, but a technology which show the customer the value of the service that they've been receiving within that. So we bring the VMware fantastic technologies in and then we bring the DXC managed services which we do so well and we look after our customers and do the right thing for our customers. >> So what does the go-to market strategy look like from a DXC perspective? We say that there are a finite number of strategic seats at the customer table. DXC has longstanding deep relationships with customers, so does VMware and probably over a shorter period of time, the Hyper scale Cloud Providers. How are you approaching these relationships with customers? Is it you bringing in your friends from the cloud? Is it the cloud bringing in their friend DXC? What does it look like? >> So we have relationships with all of them, but were agnostic. So we are the people who bring it all together into that unified platform and services that the customers expect. VMware will bring us certainly to the table and we'll bring VMware to the table. Equally, we work very collaboratively with all the cloud providers and we work in deals together. They bring us deals, we bring them deals. So it works extremely well from that perspective, but of course it's a multi-cloud world these days. We don't just deal with one cloud provider, we'll normally have all of the different services to find the right place for our customers. >> Now, one thing that that's been mentioned from DXC is this idea that Cloud First which has been sort of a mantra that scores you points if you're a CIO lately, maybe that's not the best way to wake up in the morning. Why not saying, Cloud First? >> So we have a lot of clients who who've tried that Cloud First journey and they've aggressively taken on migration of workloads. And now that they've settled in a few of those they're discovering maybe the ROI isn't quite what they expected it was going to be. That transformation takes a long time, a very long time. We've seen some of the numbers around averaging a hundred apps can take up to seven years to transition and transform, that's a long time. It makes you almost less agile by doing the transformation quite ironically. So DXC's Cloud Right program really helps you to ensure that you assess those workloads correctly, you target the ones that are going to give you the best business value, possibly the best return on investment using our Cloud and advisory practice to do that. And then obviously off the back of that we've got our migration teams and our run services and our application modernization factories and our application platforms for that. So DXC Cloud Right can certainly help our customers on that journey and get that sort of Hybrid Multi Cloud solution that suits their particular outcomes, not just one Cloud provider. >> So Cloud Right isn't just Cloud migration? >> No. >> People sometimes confuse digital transformation with Cloud migration. >> Correct. >> So to be clear Cloud Right and DXC has the ability to work with customers on not just, oh, here, this is how we box it up and ship it out, but what makes sense to box up and ship out. >> Correct, and it's all about that whole end to end life cycle. Remember, this is not just a technology conversation, this is an end to end business conversation. It's the outcomes are important, not the technology. That's why you have good partners like DXC who will help you on that technology journey. >> Let's talk about in the dynamics of the market the last couple of years, we saw so many customers in every industry race to the Cloud, race to digitally transform. You bring up a good point of people interchangeably talking about digital transformation, Cloud migration, but we saw the massive adoption of SaaS technologies. What are you seeing? Are you seeing customers in that sort of Cloud chaos as VMware calls it? That you're coming in with the Cloud Right approach saying, let's actually figure out, you may have done this because of the pandemic maybe it was accelerated, you needed to facilitate collaboration or whatnot, but actually this is the right approach. Are you seeing a lot of customers in that situation? >> We are certainly seeing some customers going into that chaos world. Some of them are still in the early stages of their journey and are taking a more cautious step towards in particular, the companies that would die on systems to be up available all the time. Others have gone too far, the other are in extreme are in the chaos world. And our Cloud Right program will certainly help them to pull their chaos back in, identify what workloads are potentially running in the wrong place, get the framework in place for ensuring that security and governance is in place. Ensuring that we don't have a cost spend blowout in particular, make sure that security is key to everything that we do and operations is key to everything we do. We have our own intelligent Platform X, it's called, our service management platform which is really the engine that sits behind our delivery mechanism. And that's got a whole lot of AI analytics engines in there to identify things and proactively identify workload placements, workload repairs, scripting, and hyper automation behind that too, to keep available here and there. And that's really some of our Cloud Right story, it's not just sorting out the mess, it's sorting out and then running it for you in the right way. >> So what does a typical, a customer engagement look like for a customer in that situation? >> So we would obviously engage our client right advisory team and they would come in and sit down with your application owners, sit down with the business units, identify what success needs to look like. They do all the discovery, they'll run it through our engines to identify what workloads are in the right place, should go to the right place. Just 'cause you can do something doesn't mean you should do something and that's an important thing. So we will come back with that and say, this is where I think your cloud roadmap journey should be. And obviously that takes an intuitive process, but we then can pick off the key topics early at the right time and that low hanging fruit that's really going to drive that value for the customer. >> And where are your customer conversations these days? I mean from a Cloud perspective, digital transformation, we're seeing everything escalate up the C-suite? Are you engaging the executives in this conversation so that they really want to facilitate, let's do things the right way that's the most efficient that allows us as a business to do what we're best at? >> So where we've seen programs fail is where we don't have executive leadership and brought in from day one. So if you don't have that executive and business driver and business leadership, then you're definitely not going to be successful. So to answer your question, yes, of course we are, but we also working directly with the IT departments as well. >> So you just brought up an insight executive alignment, critically important. Based on what you've experienced in the real world, contrast that with the sort of message to the world that we hear constantly about Cloud and IT, what would be the most shocking thing that you can share with us that people might not be aware of? It's like what shocks you the most about the disconnect between what everybody talks about and the reality on the ground? Don't name any names of anyone, but give us an example of the like, this is what's really going on. >> So, we certainly are seeing that big sort of move into Cloud quickly, okay. And then the big bill shock comes and just moving a workload across doesn't mean you're in Cloud, it's a transition and transformation to the SaaS and power services, it's where you get your true value out of cloud. So the concept that just 'cause it's in Cloud it's cheap is not always the case. Doing it right in Cloud is definitely going to have some cost value, but it's going to bring other additional values to their business. It's going to give them agility, it's going to give them resilience. So if you look at all three of those platforms cost, agility, and resilience and live across all three of those, then you're definitely going to get the best outcomes. And we've certainly seen some of those where they haven't taken all of those into consideration, quite often it's cost is what drives it, not the other two. And if you can't keep operations up working efficiently then you are in a lot of trouble. >> So Cloud wrong comes with sticker shock. >> It certainly does. >> What's on the horizon for DXC? >> We're certainly seeing a big drive towards apps modernization and certainly help our customers on that journey. DXC is definitely a Cloud company, may that be on Hybrid Cloud, Private Cloud, Public Cloud, DXC is certainly leading that edge and pushing it forward. >> Excellent, James, thank you so much for joining us on the program today talking about what Cloud Right is, the right approach, how you're helping customers really get to that right approach with the people, the processes, and the technology. We appreciate your time. >> Thank you very much. >> For our guest and Dave Nicholson, I'm Lisa Martin. You're watching theCUBE live from VMware Explorer, 2022. Our next guest joins us momentarily so don't change the channel. (upbeat music)

>>Thanks. Hey, everyone, welcome back to the cubes. Continuing coverage of snowflakes. Summit 22 live from Caesars Forum in Las Vegas. Lisa Martin here. I have three guests here with me. We're gonna be talking about Snowflake Ventures and the snowflakes start up Challenge. That's in its second year. I've got Harry Glaser with me. Co founder and CEO of Model Bit Start Up Challenge finalist Damon Bryan joins us as well. The CTO and co founder of Hyper Affinity. Also a startup Challenge Finalists. And Stephane Williams to my left here, VP of Corporate development and snowflake Ventures. Guys, great to have you all on this little mini panel this morning. >>Thank you. >>Thank you. >>Let's go ahead, Harry, and we'll start with you. Talk to the audience about model. But what do you guys do? And then we'll kind of unpack the snowflake. The Snowflakes challenge >>Model bit is the easiest way for data scientists to deploy machine learning models directly into Snowflake. We make use of the latest snowflake functionality called Snow Park for python that allows those models to run adjacent to the data so that machine learning models can be much more efficient and much more powerful than they were before. >>Awesome. Damon. Give us an overview of hyper affinity. >>Yes, so hyper affinity were Decision Intelligence platform. So we helped. Specifically retailers and brands make intelligent decisions through the use of their own customer, data their product data and put data science in a I into the heart of the decision makers across their business. >>Nice Step seven. Tell us about the startup challenge. We talked a little bit about it yesterday with CMO Denise Pearson, but I know it's in its second year. Give us the idea of the impetus for it, what it's all about and what these companies embody. >>Yeah, so we This is the second year that we've done it. Um, we it was really out of, um Well, it starts with snowflake Ventures when we started to invest in companies, and we quickly realised that there's there's a massive opportunity for companies to be building on top of the Lego blocks, uh, of snowflake. And so, um, open up the competition. Last year it was the inaugural competition overlay analytics one, Um, and since then, you've seen a number of different functionalities and features as part of snowflakes snow part. Being one of them native applications is a really exciting one going forward. Um, the companies can really use to accelerate their ability to kind of deliver best in class applications using best in class technology to deliver real customer outcomes and value. Um, so we've we've seen tremendous traction across the globe, 250 applicants across 50. I think 70 countries was mentioned today, so truly global in nature. And it's really exciting to see how some of the start ups are taking snowflake to to to new and interesting use cases and new personas and new industries. >>So you had 200 over 250 software companies applied for this. How did you did you narrow it down to three? >>We did. Yeah, >>you do that. >>So, behind the scenes, we had a sub judging panel, the ones you didn't see up on stage, which I was luckily part of. We had kind of very distinct evaluation criteria that we were evaluating every company across. Um and we kind of took in tranches, right? We we took the first big garden, and we kind of try to get that down to a top 50 and top 50. Then we really went into the details and we kind of across, um, myself in ventures with some of my venture partners. Um, some of the market teams, some of the product and engineering team, all kind of came together and evaluated all of these different companies to get to the top 10, which was our semifinalists and then the semi finalists, or had a chance to present in front of the group. So we get. We got to meet over Zoom along the way where they did a pitch, a five minute pitch followed by a Q and A in a similar former, I guess, to what we just went through the startup challenge live, um, to get to the top three. And then here we are today, just coming out of the competition with with With folks here on the table. >>Wow, Harry talked to us about How did you just still down what model bit is doing into five minutes over Zoom and then five minutes this morning in person? >>I think it was really fun to have that pressure test where, you know, we've only been doing this for a short time. In fact model. It's only been a company for four or five months now, and to have this process where we pitch and pitch again and pitch again and pitch again really helped us nail the one sentence value proposition, which we hadn't done previously. So in that way, very grateful to step on in the team for giving us that opportunity. >>That helps tremendously. I can imagine being a 4 to 5 months young start up and really trying to figure out I've worked with those young start ups before. Messaging is challenging the narrative. Who are we? What do we do? How are we changing or chasing the market? What are our customers saying we are? That's challenging. So this was a good opportunity for you, Damon. Would you say the same as well for hyper affinity? >>Yeah, definitely conquer. It's really helped us to shape our our value proposition early and how we speak about that. It's quite complicated stuff, data science when you're trying to get across what you do, especially in retail, that we work in. So part of what our platform does is to help them make sense of data science and Ai and implement that into commercial decisions. So you have to be really kind of snappy with how you position things. And it's really helped us to do that. We're a little bit further down the line than than these guys we've been going for three years. So we've had the benefit of working with a lot of retailers to this point to actually identify what their problems are and shape our product and our proposition towards. >>Are you primarily working with the retail industry? >>Yes, Retail and CPG? Our primary use case. We have seen any kind of consumer related industries. >>Got it. Massive changes right in retail and CPG the last couple of years, the rise of consumer expectations. It's not going to go back down, right? We're impatient. We want brands to know who we are. I want you to deliver relevant content to me that if I if I bought a tent, go back on your website, don't show me more tense. Show me things that go with that. We have this expectation. You >>just explain the whole business. But >>it's so challenging because the brothers brands have to respond to that. How do you what is the value for retailers working with hyper affinity and snowflake together. What's that powerhouse? >>Yeah, exactly. So you're exactly right. The retail landscape is changing massively. There's inflation everywhere. The pandemic really impacted what consumers really value out of shopping with retailers. And those decisions are even harder for retailers to make. So that's kind of what our platform does. It helps them to make those decisions quickly, get the power of data science or democratise it into the hands of those decision makers. Um, so our platform helps to do that. And Snowflake really underpins that. You know, the scalability of snowflake means that we can scale the data and the capability that platform in tangent with that and snowflake have been innovating a lot of things like Snow Park and then the new announcements, announcements, uni store and a native APP framework really helping us to make developments to our product as quick as snowflakes are doing it. So it's really beneficial. >>You get kind of that tailwind from snowflakes acceleration. It sounds like >>exactly that. Yeah. So as soon as we hear about new things were like, Can we use it? You know, and Snow Park in particular was music to our ears, and we actually part of private preview for that. So we've been using that while and again some of the new developments will be. I'm on the phone to my guys saying, Can we use this? Get it, get it implemented pretty quickly. So yeah, >>fantastic. Sounds like a great aligned partnership there, Harry. Talk to us a little bit about model bit and how it's enabling customers. Maybe you've got a favourite customer example at model bit plus snowflake, the power that delivers to the end user customer? >>Absolutely. I mean, as I said, it allows you to deploy the M L model directly into snowflake. But sometimes you need to use the exact same machine learning model in multiple endpoints simultaneously. For example, one of our customers uses model bit to train and deploy a lead scoring model. So you know when somebody comes into your website and they fill out the form like they want to talk to a sales person, is this gonna be a really good customer? Do we think or maybe not so great? Maybe they won't pay quite as much, and that lead scoring model actually runs on the website using model bit so that you can deploy display a custom experience to that customer we know right away. If this is an A, B, C or D lead, and therefore do we show them a salesperson contact form? Do we just put them in the marketing funnel? Based on that lead score simultaneously, the business needs to know in the back office the score of the lead so that they can do things like routed to the appropriate salesperson or update their sales forecasts for the end of the quarter. That same model also runs in the in the snowflake warehouse so that those back office systems can be powered directly off of snowflake. The fact that they're able to train and deploy one model into two production environment simultaneously and manage all that is something they can only do with bottled it. >>Lead scoring has been traditionally challenging for businesses in every industry, but it's so incredibly important, especially as consumers get pickier and pickier with. I don't want I don't want to be measured. I want to opt out. What sounds like what model but is enabling is especially alignment between sales and marketing within companies, which is That's also a big challenge at many companies face for >>us. It starts with the data scientist, right? The fact that sales and marketing may not be aligned might be an issue with the source of truth. And do we have a source of truth at this company? And so the idea that we can empower these data scientists who are creating this value in the company by giving them best in class tools and resources That's our dream. That's our mission. >>Talk to me a little bit, Harry. You said you're only 4 to 5 months old. What were the gaps in the market that you and your co founders saw and said, Guys, we've got to solve this. And Snowflake is the right partner to help us do it. >>Absolutely. We This is actually our second start up, and we started previously a data Analytics company that was somewhat successful, and it got caught up in this big wave of migration of cloud tools. So all of data tools moved and are moving from on premise tools to cloud based tools. This is really a migration. That snowflake catalyst Snowflake, of course, is the ultimate in cloud based data platforms, moving customers from on premise data warehouses to modern cloud based data clouds that dragged and pulled the rest of the industry along with it. Data Science is one of the last pieces of the data industry that really hasn't moved to the cloud yet. We were almost surprised when we got done with our last start up. We were thinking about what to do next. The data scientists were still using Jupiter notebooks locally on their laptops, and we thought, This is a big market opportunity and we're We're almost surprised it hasn't been captured yet, and we're going to get in there. >>The other thing. I think it's really interesting on your business that we haven't talked about is just the the flow of data, right? So that the data scientist is usually taking data out of a of a of a day like something like Smoke like a data platform and the security kind of breaks down because then it's one. It's two, it's three, it's five, it's 20. Its, you know, big companies just gets really big. And so I think the really interesting thing with what you guys are doing is enabling the data to stay where it's at, not copping out keeping that security, that that highly governed environment that big companies want but allowing the data science community to really unlock that value from the data, which is really, really >>cool. Wonderful for small startups like Model Bit. Because you talk to a big company, you want them to become a customer. You want them to use your data science technology. They want to see your fed ramp certification. They want to talk to your C. So we're two guys in Silicon Valley with a dream. But if we can tell them the data is staying in snowflake and you have that conversation with Snowflake all the time and you trust them were just built on top. That is an easy and very smooth way to have that conversation with the customer. >>Would you both say that there's credibility like you got street cred, especially being so so early in this stage? Harry, with the partnership with With Snowflake Damon, we'll start with you. >>Yeah, absolutely. We've been using Snowflake from day one. We leave from when we started our company, and it was a little bit of an unknown, I guess maybe 23 years ago, especially in retail. A lot of retailers using all the legacy kind of enterprise software, are really starting to adopt the cloud now with what they're doing and obviously snowflake really innovating in that area. So what we're finding is we use Snowflake to host our platform and our infrastructure. We're finding a lot of retailers doing that as well, which makes it great for when they wanted to use products like ours because of the whole data share thing. It just becomes really easy. And it really simplifies it'll and data transformation and data sharing. >>Stephane, talk about the startup challenge, the innovation that you guys have seen, and only the second year I can. I can just hear it from the two of you. And I know that the winner is back in India, but tremendous amount of of potential, like to me the last 2.5 days, the flywheel that is snowflake is getting faster and faster and more and more powerful. What are some of the things that excite you about working on the start up challenge and some of the vision going forward that it's driving. >>I think the incredible thing about Snowflake is that we really focus as a company on the data infrastructure and and we're hyper focused on enabling and incubating and encouraging partners to kind of stand on top of a best of breed platform, um, unlocked value across the different, either personas within I T organisations or industries like hypothermia is doing. And so it's it's it's really incredible to see kind of domain knowledge and subject matter expertise, able to kind of plug into best of breed underlying data infrastructure and really divide, drive, drive real meaningful outcomes for for for our customers in the community. Um, it's just been incredible to see. I mean, we just saw three today. Um, there was 250 incredible applications that past the initial. Like, do they check all the boxes and then actually, wow, they just take you to these completely different areas. You never thought that the technology would go and solve. And yet here we are talking about, you know, really interesting use cases that have partners are taking us to two >>150. Did that surprise you? And what was it last year. >>I think it was actually close to close to 2 to 40 to 50 as well, and I think it was above to 50 this year. I think that's the number that is in my head from last year, but I think it's actually above that. But the momentum is, Yeah, it's there and and again, we're gonna be back next year with the full competition, too. So >>awesome. Harry, what is what are some of the things that are next for model bed as it progresses through its early stages? >>You know, one thing I've learned and I think probably everyone at this table has internalised this lesson. Product market fit really is everything for a start up. And so for us, it's We're fortunate to have a set of early design partners who will become our customers, who we work with every day to build features, get their feedback, make sure they love the product, and the most exciting thing that happened to me here this week was one of our early design partner. Customers wanted us to completely rethink how we integrate with gets so that they can use their CI CD workflows their continuous integration that they have in their own get platform, which is advanced. They've built it over many years, and so can they back, all of model, but with their get. And it was it was one of those conversations. I know this is getting a little bit in the weeds, but it was one of those conversations that, as a founder, makes your head explode. If we can have a critical mass of those conversations and get to that product market fit, then the flywheel starts. Then the investment money comes. Then you're hiring a big team and you're off to the races. >>Awesome. Sounds like there's a lot of potential and momentum there. Damon. Last question for you is what's next for hyper affinity. Obviously you've got we talked about the street cred. >>Yeah, what's >>next for the business? >>Well, so yeah, we we've got a lot of exciting times coming up, so we're about to really fully launch our products. So we've been trading for three years with consultancy in retail analytics and data science and actually using our product before it was fully ready to launch. So we have the kind of main launch of our product and we actually starting to onboard some clients now as we speak. Um, I think the climate with regards to trying to find data, science, resources, you know, a problem across the globe. So it really helps companies like ours that allow, you know, allow retailers or whoever is to democratise the use of data science. And perhaps, you know, really help them in this current climate where they're struggling to get world class resource to enable them to do that >>right so critical stuff and take us home with your overall summary of snowflake summit. Fourth annual, nearly 10,000 people here. Huge increase from the last time we were all in person. What's your bumper sticker takeaway from Summit 22 the Startup Challenge? >>Uh, that's a big closing statement for me. It's been just the energy. It's been incredible energy, incredible excitement. I feel the the products that have been unveiled just unlock a tonne, more value and a tonne, more interesting things for companies like the model bit I profanity and all the other startups here. And to go and think about so there's there's just this incredible energy, incredible excitement, both internally, our product and engineering teams, the partners that we have spoke. I've spoken here with the event, the portfolio companies that we've invested in. And so there's there's there's just this. Yeah, incredible momentum and excitement around what we're able to do with data in today's world, powered by underlying platform, like snowflakes. >>Right? And we've heard that energy, I think, through l 30 plus guests we've had on the show since Tuesday and certainly from the two of you as well. Congratulations on being finalist. We wish you the best of luck. You have to come back next year and talk about some of the great things. More great >>things hopefully will be exhibited next year. >>Yeah, that's a good thing to look for. Guys really appreciate your time and your insights. Congratulations on another successful start up challenge. >>Thank you so much >>for Harry, Damon and Stefan. I'm Lisa Martin. You're watching the cubes. Continuing coverage of snowflakes. Summit 22 live from Vegas. Stick around. We'll be right back with a volonte and our final guest of the day. Mhm, mhm

(upbeat music) >> Okay, we're back. I'm John Furrier with theCUBE and we're going to go deeper into a deep dive into unified cloud networking solution from Pluribus and NVIDIA. And we'll examine some of the use cases with Alessandro Barbieri, VP of product management at Pluribus Networks and Pete Lumbis, the director of technical marketing and video remotely. Guys thanks for coming on, appreciate it. >> Yeah thanks a lot. >> I'm happy to be here. >> So a deep dive, let's get into the what and how. Alessandro, we heard earlier about the Pluribus and NVIDIA partnership and the solution you're working together in. What is it? >> Yeah, first let's talk about the what. What are we really integrating with the NVIDIA BlueField the DPU technology? Pluribus has been shipping in volume in multiple mission critical networks, this Netvisor ONE network operating systems. It runs today on merchant silicon switches and effectively it's standard based open network operating system for data center. And the novelty about this operating system is that it integrates distributed the control plane to automate effect with SDN overlay. This automation is completely open and interoperable and extensible to other type of clouds. It's not enclosed. And this is actually what we're now porting to the NVIDIA DPU. >> Awesome, so how does it integrate into NVIDIA hardware and specifically how is Pluribus integrating its software with the NVIDIA hardware? >> Yeah, I think we leverage some of the interesting properties of the BlueField DPU hardware which allows actually to integrate our network operating system in a manner which is completely isolated and independent from the guest operating system. So the first byproduct of this approach is that whatever we do at the network level on the DPU card is completely agnostic to the hypervisor layer or OS layer running on the host. Even more, we can also independently manage this network node this switch on a NIC effectively, managed completely independently from the host. You don't have to go through the network operating system running on X86 to control this network node. So you truly have the experience effectively top of rack for virtual machine or a top of rack for Kubernetes spots, where if you allow me with analogy, instead of connecting a server NIC directly to a switchboard, now we are connecting a VM virtual interface to a virtual interface on the switch on an niche. And also as part of this integration, we put a lot of effort, a lot of emphasis in accelerating the entire data plan for networking and security. So we are taking advantage of the NVIDIA DOCA API to program the accelerators. And these you accomplish two things with that. Number one, you have much better performance. They're running the same network services on an X86 CPU. And second, this gives you the ability to free up I would say around 20, 25% of the server capacity to be devoted either to additional workloads to run your cloud applications or perhaps you can actually shrink the power footprint and compute footprint of your data center by 20% if you want to run the same number of compute workloads. So great efficiencies in the overall approach. >> And this is completely independent of the server CPU, right? >> Absolutely, there is zero code from Pluribus running on the X86. And this is why we think this enables a very clean demarcation between compute and network. >> So Pete, I got to get you in here. We heard that the DPU enable cleaner separation of DevOps and NetOps. Can you explain why that's important because everyone's talking DevSecOps, right? Now, you've got NetSecOps. This separation, why is this clean separation important? >> Yeah, I think, it's a pragmatic solution in my opinion. We wish the world was all kind of rainbows and unicorns, but it's a little messier than that. I think a lot of the DevOps stuff and that mentality and philosophy. There's a natural fit there. You have applications running on servers. So you're talking about developers with those applications integrating with the operators of those servers. Well, the network has always been this other thing and the network operators have always had a very different approach to things than compute operators. And I think that we in the networking industry have gotten closer together but there's still a gap, there's still some distance. And I think that distance isn't going to be closed and so, again, it comes down to pragmatism. And I think one of my favorite phrases is look, good fences make good neighbors. And that's what this is. >> Yeah, and it's a great point 'cause DevOps has become kind of the calling car for cloud, right? But DevOps is a simply infrastructures code and infrastructure is networking, right? So if infrastructure is code you're talking about that part of the stack under the covers, under the hood if you will. This is super important distinction and this is where the innovation is. Can you elaborate on how you see that because this is really where the action is right now? >> Yeah, exactly. And I think that's where one from the policy, the security, the zero trust aspect of this, right? If you get it wrong on that network side, all of a sudden you can totally open up those capabilities. And so security's part of that. But the other part is thinking about this at scale, right? So we're taking one top of rack switch and adding up to 48 servers per rack. And so that ability to automate, orchestrate and manage its scale becomes absolutely critical. >> Alessandro, this is really the why we're talking about here and this is scale. And again, getting it right. If you don't get it right, you're going to be really kind of up you know what? So this is a huge deal. Networking matters, security matters, automation matters, DevOps, NetOps, all coming together clean separation. Help us understand how this joint solution with NVIDIA fits into the Pluribus unified cloud networking vision because this is what people are talking about and working on right now. >> Yeah, absolutely. So I think here with this solution we're attacking two major problems in cloud networking. One, is operation of cloud networking and the second, is distributing security services in the cloud infrastructure. First, let me talk about first what are we really unifying? If we're unifying something, something must be at least fragmented or disjointed. And what is disjointed is actually the network in the cloud. If you look wholistically how networking is deployed in the cloud, you have your physical fabric infrastructure, right? Your switches and routers. You build your IP clause, fabric leaf and spine topologies. This is actually a well understood problem I would say. There are multiple vendors with let's say similar technologies, very well standardized, very well understood and almost a commodity I would say building an IP fabric these days, but this is not the place where you deploy most of your services in the cloud particularly from a security standpoint. Those services are actually now moved into the compute layer where cloud builders have to instrument a separate network virtualization layer where they deploy segmentation and security closer to the workloads. And this is where the complication arise. This high value part of the cloud network is where you have a plethora of options that they don't talk to each other and they're very dependent on the kind of hypervisor or compute solution you choose. For example, the networking API between an ESXi environment or an Hyper-V or a Zen are completely disjointed. You have multiple orchestration layers. And then when you throw in also Kubernetes in this type of architecture, you are introducing yet another level of networking. And when Kubernetes runs on top of VMs which is a prevalent approach, you actually are stuck in multiple networks on the compute layer that they eventually ran on the physical fabric infrastructure. Those are all ships in the knights effectively, right? They operate as completely disjointed and we're trying to tackle this problem first with the notion of a unified fabric which is independent from any workloads whether this fabric spans on a switch which can be connected to bare metal workload or can span all the way inside the DPU where you have your multi hypervisor compute environment. It's one API, one common network control plane and one common set of segmentation services for the network. That's problem number one. >> It's interesting I hear you talking and I hear one network among different operating models. Reminds me of the old serverless days. There's still servers but they call it serverless. Is there going to be a term network-less because at the end of the day it should be one network, not multiple operating models. This is a problem that you guys are working on, is that right? I'm just joking serverless and network-less, but the idea is it should be one thing. >> Yeah, effectively what we're trying to do is we're trying to recompose this fragmentation in terms of network cooperation across physical networking and server networking. Server networking is where the majority of the problems are because as much as you have standardized the ways of building physical networks and cloud fabrics with IP protocols and internet, you don't have that sort of operational efficiency at the server layer. And this is what we're trying to attack first with this technology. The second aspect we're trying to attack is how we distribute security services throughout the infrastructure more efficiently whether it's micro-segmentation is a stateful firewall services or even encryption. Those are all capabilities enabled by the BlueField DPU technology. And we can actually integrate those capabilities directly into the network fabric limiting dramatically at least for east west traffic the sprawl of security appliances whether virtual or physical. That is typically the way people today segment and secure the traffic in the cloud. >> Awesome. Pete, all kidding aside about network-less and serverless kind of fun play on words there, the network is one thing it's basically distributed computing, right? So I'd love to get your thoughts about this distributed security with zero trust as the driver for this architecture you guys are doing. Can you share in more detail the depth of why DPU based approach is better than alternatives? >> Yeah, I think what's beautiful and kind of what the DPU brings that's new to this model is completely isolated compute environment inside. So it's the, yo dog, I heard you like a server so I put a server inside your server. And so we provide ARM CPUs, memory and network accelerators inside and that is completely isolated from the host. The actual X86 host just thinks it has a regular niche in there, but you actually have this full control plane thing. It's just like taking your top of rack switch and shoving it inside of your compute node. And so you have not only this separation within the data plane, but you have this complete control plane separation so you have this element that the network team can now control and manage, but we're taking all of the functions we used to do at the top of rack switch and we're distributing them now. And as time has gone on we've struggled to put more and more and more into that network edge. And the reality is the network edge is the compute layer, not the top of rack switch layer. And so that provides this phenomenal enforcement point for security and policy. And I think outside of today's solutions around virtual firewalls, the other option is centralized appliances. And even if you can get one that can scale large enough, the question is, can you afford it? And so what we end up doing is we kind of hope that NVIDIA's good enough or we hope that the VXLAN tunnel's good enough. And we can't actually apply more advanced techniques there because we can't financially afford that appliance to see all of the traffic. And now that we have a distributed model with this accelerator, we could do it. >> So what's in it for the customer real quick and I think this is an interesting point you mentioned policy. Everyone in networking knows policy is just a great thing. And as you hear it being talked about up the stack as well when you start getting to orchestrating microservices and whatnot all that good stuff going on there, containers and whatnot and modern applications. What's the benefit to the customers with this approach because what I heard was more scale, more edge, deployment flexibility relative to security policies and application enablement? What's the customer get out of this architecture? What's the enablement? >> It comes down to taking again the capabilities that we're in that top of rack switch and distributing them down. So that makes simplicity smaller, blast radius' for failures smaller failure domains, maintenance on the networks and the systems become easier. Your ability to integrate across workloads becomes infinitely easier. And again, we always want to kind of separate each one of those layers so just as in say a VXLAN network, my leaf in spine don't have to be tightly coupled together. I can now do this at a different layer and so you can run a DPU with any networking in the core there. And so you get this extreme flexibility. You can start small, you can scale large. To me the possibilities are endless. >> It's a great security control plan. Really flexibility is key and also being situationally aware of any kind of threats or new vectors or whatever's happening in the network. Alessandro, this is huge upside, right? You've already identified some successes with some customers on your early field trials. What are they doing and why are they attracted to the solution? >> Yeah, I think the response from customer has been the most encouraging and exciting for us to sort of continue and work and develop this product. And we have actually learned a lot in the process. We talked to tier two, tier three cloud providers. We talked to SP, Soft Telco type of networks as well as inter large enterprise customers. In one particular case one, let me call out a couple of examples here just to give you a flavor. There is a cloud provider in Asia who is actually managing a cloud where they're offering services based on multiple hypervisors. They are native services based on Zen, but they also on ramp into the cloud workloads based on ESXi and KVM depending on what the customer picks from the menu. And they have the problem of now orchestrating through their orchestrate or integrating with Zen center, with vSphere, with OpenStack to coordinate this multiple environments. And in the process to provide security, they actually deploy virtual appliances everywhere which has a lot of cost complication and eats up into the server CPU. The promise that they saw in this technology, they call it actually game changing is actually to remove all this complexity, having a single network and distribute the micro segmentation service directly into the fabric. And overall they're hoping to get out it tremendous OPEX benefit and overall operational simplification for the cloud infrastructure. That's one important use case. Another global enterprise customer is running both ESXi and Hyper-V environment and they don't have a solution to do micro segmentation consistently across hypervisors. So again, micro segmentation is a huge driver security. Looks like it's a recurring theme talking to most of these customers. And in the Telco space, we're working with few Telco customers on the CFT program where the main goal is actually to harmonize network cooperation. They typically handle all the VNFs with their own homegrown DPDK stack. This is overly complex. It is frankly also slow and inefficient. And then they have a physical network to manage. The idea of having again one network to coordinate the provisioning of cloud services between the Telco VNFs and the rest of the infrastructure is extremely powerful on top of the offloading capability opted by the BlueField DPUs. Those are just some examples. >> That was a great use case. A lot more potential I see that with the unified cloud networking, great stuff, Pete, shout out to you 'cause at NVIDIA we've been following your success us for a long time and continuing to innovate as cloud scales and Pluribus with unified networking kind of bring it to the next level. Great stuff, great to have you guys on and again, software keeps driving the innovation and again, networking is just a part of it and it's the key solution. So I got to ask both of you to wrap this up. How can cloud operators who are interested in this new architecture and solution learn more because this is an architectural shift? People are working on this problem, they're try to think about multiple clouds, they're try to think about unification around the network and giving more security, more flexibility to their teams. How can people learn more? >> Yeah, so Alessandro and I have a talk at the upcoming NVIDIA GTC conference. So it's the week of March 21st through 24th. You can go and register for free nvidia.com/gtc. You can also watch recorded sessions if you end up watching this on YouTube a little bit after the fact. And we're going to dive a little bit more into the specifics and the details and what we're providing in the solution. >> Alessandro, how can we people learn more? >> Yeah, absolutely. People can go to the Pluribus website, www.pluribusnetworks.com/eft and they can fill up the form and they will contact Pluribus to either know more or to know more and actually to sign up for the actual early field trial program which starts at the end of April. >> Okay, well, we'll leave it there. Thank you both for joining, appreciate it. Up next you're going to hear an independent analyst perspective and review some of the research from the enterprise strategy group ESG. I'm John Furrier with theCUBE, thanks for watching. (upbeat music)

>>Mm. >>Welcome back to the Cube. Special presentation. Simplifying Hybrid Cloud Brought to You by Cisco We're here with Vegas Rattana, who's the director of product management for you? CSS Cisco and James Leach, who was director of business development at Cisco. Gents, welcome back to the Cube. Good to see you again. >>Hey, thanks for having us. >>Okay, Jim, let's start. We know that when it comes to navigating a transition to hybrid cloud, it's a complicated situation for a lot of customers and as organisations that they hit the pavement for their hybrid cloud journeys, one of the most common challenges that they face. What are they telling you? How is Cisco specifically UCS helping them deal with these problems? >>Well, you know, first, I think that's a That's a great question. And, you know, the customer centric view is is the way that we've taken. Um, it's kind of the approach we've taken from Day one, right? So I think that if you look at the challenges that we're solving for their customers are facing, you could break them into just a few kind of broader buckets. The first would definitely be applications, right? That's the That's where the rubber meets your proverbial road. Um, with the customer. And I would say that you know, what we're seeing is the challenges customers are facing within applications come from the way that applications have evolved. So what we're seeing now is more data centric applications. For example, um, those require that we are able to move, um, and process large datasets really in real time. Um, and the other aspect of application, I think, to give our customers kind of some pose some challenges would be around the fact that they're changing so quickly. So the application that exists today or the day that they make a purchase of infrastructure to be able to support that application. That application is most likely changing so much more rapidly than the infrastructure can't keep up with today. So, um, that creates some some challenges around. How do I build the infrastructure? How do I write? Size it without over provisioning, for example. But also there's a need for some flexibility around life cycle and planting those purchase cycles based on the life cycle of the different hardware elements and within the infrastructure, which I think is the second bucket of challenges. We see customers who are being forced to move away from the like a modular or blade approach, which offers a lot of operational and consolidation benefits. And they have to move to something like, um, Iraq server model for some applications because of these needs that these data centric applications have. And that creates a lot of opportunity for silo going. The infrastructure and those silos, in turn, create multiple operating models within the A data centre environment that, you know, again drive a lot of complexity. So that complexity is definitely the the enemy here. Um, and then finally, I think life cycles. We're seeing this democratisation of of processing, if you will, right, so it's no longer just CPU focus. We have GPU. We have F p g A. We have things that are being done in storage and the fabrics that stitch them together that are all changing rapidly and have very different life cycles. So when those life cycles don't align for a lot of our customers, they see a challenge in how they can can manage this these different life cycles and still make a purchase without having to make too big of a compromise in one area or another because of the misalignment of life cycles. So that is a kind of the other bucket. And then finally, I think management is huge, right? So management at its core is really right size for for our customers and give them the most value when it when it meets the mark around scale and scope. Um, back in 2000 and nine, we weren't meeting that mark in the industry and UCS came about and took management outside the chassis, right? We put at the top of the rack, and that works great for the scale and scope we needed at that time. However, as things have changed, we're seeing a very new scale and scope needed, Right? So we're talking about hybrid cloud world that has to manage across data centres across clouds. And, um, you know, having to stitch things together for some of our customers poses a huge challenge. So there are tools for all of those those operational pieces that that touched the application that touched the infrastructure. But they're not the same tool. They tend to be, um, disparate tools that have to be put together. So our customers, you know, don't really enjoy being in the business of building their own tools. So, um, so that creates a huge challenge. And one where I think that they really crave that full hybrid cloud stack that has that application visibility but also can reach down into the infrastructure. >>Right? You know, Jim, I said in my my Open that you guys, Cisco sort of changed the server game with the original UCS. But the X Series is the next generation, the generation of the next decade, which is really important cause you touched on a lot of things. These data intensive workloads, alternative processors to sort of meet those needs. The whole cloud operating model and hybrid cloud has really changed. So how's it going with the X Series? You made a big splash last year. What's the reception been in the field? >>Actually, it's been great. Um, you know, we're finding that customers can absolutely relate to our UCS X series story. Um, I think that the main reason they relate to it as they helped create it, right, it was their feedback and their partnership that they gave us Really, those problem areas, those, uh, those areas that we could solve for the customer that actually add significant value. So, you know, since we brought you see s to market back in 2000 and nine, we had this unique architectural, um uh, paradigm that we created. And I think that created a product which was the fastest in Cisco history. Um, in terms of growth, Um, what we're seeing now is X series is actually on a faster trajectory. So we're seeing a tremendous amount of uptake. We're seeing, uh, both in terms of the number of customers. But also, more importantly, the number of workloads that our customers are using and the types of workloads are growing. Right? So we're growing this modular segment that exists not just, um, you know, bringing customers onto a new product, But we're actually bringing them into the product in the way that we had envisioned, which is one infrastructure that can run any application and do it seamlessly. So we're really excited to be growing this modular segment. Um, I think the other piece, you know that, you know, we judge ourselves is, you know, sort of not just within Cisco, but also within the industry and I think right now is a You know, a great example. Our competitors have taken kind of swings and misses over the past five years at this, um, at a kind of a new next architecture, and we're seeing a tremendous amount of growth even faster than any any of our competitors have seen. When they announced something, um, that was new to this space. So I think that the ground up work that we did is really paying off. Um, and I think that what we're also seeing is it's not really a leapfrog game, Um, as it may have been in the past, Um, X series is out in front today, and we're extending that lead with some of the new features and capabilities we have. So we're delivering on the story that's already been resonating with customers, and we're pretty excited that we're seeing the results as well. So as our competitors hit walls, I think we're you know, we're executing on the plan that we laid out back in June when we launched that series to the world. And, uh, you know, as we as we continue to do that, um, we're seeing, you know, again tremendous uptake from our customers. >>So thank you for that, Jim. So viscous. I was just on Twitter just today, actually talking about the gravitational pull. You've got the public clouds pulling C x o is one way. And you know I'm Prem folks pulling the other way and hybrid cloud So organisations are struggling with a lot of different systems and architectures and and ways to do things. And I said that what they're trying to do is abstract all that complexity away, and they need infrastructure to support that. And I think your stated aim is really to try to help with that with that confusion with the X series. Right? So how so? Can you explain that? >>Sure. And and and that's the right, Uh, the context that you built up right there, Dave, if you walk into Enterprise Data Centre, you see platform of computer systems spread all across because every application has its unique needs. And hence you find Dr Note Driving system memory system, computing system, coordinate system and a variety of farm factors. When you do, you, for you and every one of them typically come with a variety of adapters and cables and so forth Just create silence of resources. Fabric is broad. The actress brought the power and cooling implications the rack, you know, the space challenges and above all, the multiple management plane that they come of it, which makes it very difficult for I t to have one common centre policy and enforce it all across across the firmware and software and so forth and then think about the great challenges of the baroness makes it even more complex as these go through the great references of their own. As a result, we observe quite a few of our customers. Uh, you know, really, uh, seeing Anna slowness in that agility and high burden, uh, in the cost of overall ownership, this is where the X rays powered by inter side. We have one simple goal. We want to make sure our customers get out of that complexities. They become more Asyl and drive lower tco and we are delivering it by doing three things. Three aspects of simplification first simplify their whole infrastructure by enabling them to run their entire workload on single infrastructure and infrastructure, which removes the narrowness of fun factor and infrastructure which reduces direct from footprint that is required infrastructure were power and cooling better served in the Lord. Second, we want to simplify it with by delivering a cloud operating model where they can create the policy ones across compute network stories and deployed all across. And third, we want to take away the pain they have by simplifying the process of upgrade and any platform evolution that they are going to go through the next 23 years. So that's where the focus is on just driving down the simplicity lowering down there. >>That's key. Less friction is is always a good thing now, of course, because we heard from the hyper flex guys earlier, they had news. Not to be outdone, you have hard news as well. What innovations are you announcing around X series today? >>Absolutely. So we are following up on the excited, exciting extras announcement that we made in June last year. Day and we are now introducing three innovation on experience with the bowl of three things First, expand the supported World War and extra days. Second, take the performance to new levels. Third dramatically reduced the complex cities in the data centre by driving down the number of adapters and cables. To that end, three new innovations are coming in. First, we are introducing the support for the GPU note using a cable list and very unique X fabric architecture. This is the most elegant design to add the GPS to the compute note in the model of form factor thereby, our customers can now power in AML workload on any workload that needs many more number of GPS. Second, we are bringing in GPS right onto the computer note and thereby the our customers can now fire up the accelerated video upload, for example, and turf, which is what you know we are extremely proud about, is we are innovating again by introducing the fifth generation of our very popular unified fabric technology with the increased bandwidth that it brings in, coupled with the local drive capacity and density is that we have on the computer note our customers can now fire up the big data workloads the F C I work. Lord, uh, the FDA has worked with all these workloads that have historically not lived in the model of form. Factor can be run over there and benefit from the architectural benefits that we have. Second, with the announcement of fifth generation fabric, we become the only vendor to now finally enable 100 gig and two and single board banned word and the multiple of those that are coming in there. And we are working very closely with our partners to deliver the benefit of these performance through our Cisco validated design to oversee a franchise. And third, the innovations in, uh, in the in the fifth and public again allow our customers to have fewer physical adapters, made the Internet adapter made with our general doctors or maybe the other stories adapters. They reduced it down and coupled with the reduction in the cable so very, very excited about these three big announcements that we're making in this part of the great >>A lot There. You guys have been busy. So thank you for that. Because so, Jim, you talked a little bit about the momentum that you have. Customers are adopting. What problems are they telling you that X series addresses and and how do they align with where where they want to go in the future? >>Um, that's a great question. I think if you go back to um and think about some of the things that we mentioned before. Um, in terms of the problems that we originally set out to solve, we're seeing a lot of traction. So what the cost mentioned, I think, is really important, right? Those pieces that we just announced really enhanced that story and really move again to kind of to the next level of, of taking advantage of some of these problem solving for our customers. You know, if you look, you know, I think the cost mentioned accelerated VD. That's a great example. Um, these are where customers you know, they need to have this dense compute. They need video acceleration, they need type policy management, right. And they need to be able to deploy these, um, these systems anywhere in the world. Well, that's exactly what we're hitting on here with X series right now, we're hitting the mark in every every single way, right? We have the highest compute config density that we can offer across the, you know, the very top end configurations of CPUs. Um, and a lot of room to grow. Um, we have the the premier cloud based management. You know, hybrid cloud suite. Um uh, in the industry. Right. So check there. We have the flexible GPU accelerators that that the cost just talked about that we're announcing both on the system and also adding additional ones to the through the use of the X fabric, which is really, really critical to this launch as well. And, uh, you know, I think finally, the fifth generation of fabric interconnect and virtual interface card, um, and an intelligent fabric module go hand in hand in creating this 100 gig and end bandwidth story that we can move a lot of data again. You know, having all this performance is only as good as what we can get in and out of it, right? So giving customers the ability to manage it anywhere be able to get the bandwidth that they need to be able to get the accelerators that are flexible to that fit exactly their needs. This is huge, right? This solves a lot of the problems we can take off right away with the infrastructure. As I mentioned, X fabric is really critical here because it opens a lot of doors here. We're talking about GPS today, but in the future, there are other elements that we can disaggregate like the GPS that solve these lifecycle mismanagement issues. They solve issues around the form factor limitations. It solves all these issues for like it does for GPU. We can do that with storage or memory in the future, So that's going to be huge, right? This is disaggregate Asian that actually delivers right. It's not just a gimmicky bar trick here that we're doing. This is something that that customers can really get value out of Day one. And then finally, I think the future readiness here. You know, we avoid saying future proof because we're kind of embracing the future here. We know that not only are the GPS going to evolve, the CPUs are going to evolve the drives, the storage modules are going to evolve. All of these things are changing very rapidly. The fabric that stitches them together. It's critical, and we know that we're just on the edge of some of the developments that are coming with C XL with with some of the the PC express changes that are coming in the in the very near future. So we're ready to go X and the X fabric is exactly the vehicle that's going to be able to deliver those technologies to our customers. Our customers are out there saying that you know, they want to buy into something like X Series that has all the operational benefits, but at the same time, they have to have the comfort in knowing that they're protected against being locked out of some technology that's coming in the future. We want our customers to take these disruptive technologies and not be disrupted, but use them to disrupt, um, their competition as well. So, um, you know, we're really excited about the pieces today, and I think it goes a long way towards continuing to tell the customer benefit story that X Series brings And, um, again, stay tuned because it's going to keep getting better as we go. >>A lot of headroom, uh, for scale and the management piece is key. There just have time for one more question because talk to give us some nuggets on the road map. What's next for? For X X series that we can look forward to? >>Absolutely Dave, as as we talked about. And James also hinted this is the future radio architecture, a lot of focus and innovation that we are going through is about enabling our customers to seamlessly and painlessly adopt very disruptive hardware technologies that are coming up no infantry place. And there we are, looking into enabling the customer journey as the transition from PCH in less than 4 to 5 to six without rip and replace as they embraced the Excel without rip and replace as they embrace the newer paradigm of computing through the desegregated memory desegregated P. C, A, r N B and dance drives and so forth. We're also looking forward to extract Brick Next Generation, which will and now that dynamic assignment of GPS anywhere within the chassis and much more. Um, so this this is again all about focusing on the innovation that will make the Enterprise Data Centre operations a lot more simpler and drive down the PCO by keeping them not only covered for today, but also for future. So that's where some of the focus is on there. >>Okay, Thank you guys. We'll leave it there in a moment. I'll have some closing thoughts. >>Mhm

>>mhm. >>With me now are Manish Agarwal, senior director of product management for Hyper Flex at Cisco at Flash for all number four. Love that on Twitter And Deron Williams, the director of business development and sales for Cisco Mister Hyper flex at Mr Hyper Flex on Twitter. Thanks, guys. Hey, we're going to talk about some news and and hyper flex and what role it plays in accelerating the hybrid cloud journey. Gentlemen, welcome to the Cube. Good to see you. >>Thanks, David. >>Thanks. Hi, >>Daryn. Let's start with you. So for hybrid cloud you gotta have on Prem Connection. Right? So you've got to have basically a private cloud. What are your thoughts on that? >>Yeah, we agree. You can't, but you can't have a hybrid cloud without that private element. And you've got to have a strong foundation in terms of how you set up the whole benefit of the cloud model you're building in terms of what you want to try and get back from the cloud, you need a strong foundation. I'm conversions provides that we see more and more customers requiring a private cloud, and they're building with hyper convergence in particular hyper flex no to make all that work. They need a good, strong Cloud operations model to be able to connect both the private and the public. And that's where we look at insight. We've got solution around that. To be able to connect that around a Saas offering that looks around simplified operations, gives them optimisation and also automation to bring both private and public together in that hybrid world. >>Darren, let's stay with you for a minute when you talk to your customers. What are they thinking these days, when it comes to implementing hyper converged infrastructure in both the the enterprise and and at the edge? What are they trying to achieve? >>So there's many things they're trying to achieve? Probably the most brutal honesty is they're trying to save money. That's probably the quickest answer, but I think they're trying to look at in terms of simplicity. How can they remove layers of components they've had before in their infrastructure? We see obviously collapsing of storage into hyper conversions and storage networking, and we've got customers that have saved 80% worth of savings by doing that, a collapse into hyper conversion infrastructure away from their three tier infrastructure. Also about scalability. They don't know the end game, so they're looking about how they can size for what they know now and how they can grow that with hyper conversions. Very easy is one of the major factors and benefits of hyper conversions. They also obviously need performance and consistent performance. They don't want to compromise performance around their virtual machines when they want to run multiple workloads. They need that consistency all the way through. And then probably one of the biggest ones is that around. The simplicity model is the management layer ease of management to make it easier for their operations that we've got customers that have told us they've saved 50% of costs in their operations model, deploying out flex also around the time savings. They make massive time savings which they can reinvest in their infrastructure and their operations teams in being able to innovate and go forward. And then I think that we one of the biggest pieces we've seen as people move away from three tier architecture is the deployment elements, and the ease of deployment gets easy with hyper converged, especially with edge edges of major key use case for us and what I want. What our customers want to do is get the benefit of the data centre at the edge without a big investment. They don't compromise in performance, and they want that simplicity in both management employment. And we've seen analysts recommendations around what their readers are telling them in terms of how management deployments key for it, operations teams and how much they're actually saving by deploying edge and taking the burden away when they deployed hyper conversions. As I said, the savings elements to keep it and again, not always, but obviously those are his studies around about public Cloud being quite expensive at times over time for the wrong workloads. So by bringing them back, people can make savings. We again have customers that have made 50% savings over three years compared to their public cloud usage. So I'd say that's the key things that customers looking for >>Great. Thank you for that, Darrin minutes. We have some hard news. You've been working a lot on evolving the hyper flex line. What's the big news that you've just announced? >>Yeah, Thanks. Leave. So there are several things that we are announcing today. the first one is a new offer, um, called hyper Flex Express. This is, you know, Cisco Inter site lead and Cisco and decide managed it Hyper flex configurations that we feel are the fastest part to hybrid cloud. The second is we're expanding our server portfolio by adding support for HX on AM Iraq, U. C s and Iraq. And the third is a new capability that we're introducing that we're calling local contemporaries witness. And let me take a minute to explain what this is. This is a very nifty capability to optimise for forage environments. So, you know, this leverages the Ciscos ubiquitous presence. Uh, the networking, um, you know, products that we have in the environments worldwide. So the smallest hyper flex configuration that we have is, uh it do not configuration, which is primarily used in edge environment. Think of a, you know, a back home in a department store or a oil rig. Or it might even be a smaller data centre, uh, somewhere, uh, on the globe. For these two not configurations. There is always a need for a third entity that, you know, industry term for that is either a witness or an arbitrator. Uh, we had that for hyper flex as well. The problem that customers faces where you host this witness it cannot be on the cluster because it's the job of the witnesses to when the when the infrastructure is going down, it basically breaks, um, sort of upgrade rates. Which note gets to survive, so it needs to be outside of the cluster. But finding infrastructure, uh, to actually host this is a problem, especially in the edge environments where these are resource constrained environment. So what we've done is we've taken that witness. We've converted it into a container reform factor and then qualified a very large a slew of Cisco networking products that we have right from S. R. S R. Texas catalyst, industrial routers, even even a raspberry pi that can host host this witness, eliminating the need for you to find yet another piece of infrastructure or doing any, um, you know, care and feeding of that infrastructure. You can host it on something that already exists in the environment. So those are the three things that we're announcing today. >>So I want to ask you about hyper Flex Express. You know, obviously the whole demand and supply chain is out of whack. Everybody's global supply chain issues are in the news. Everybody's dealing with it. Can you expand on that? A little bit more Can can hyper flex express help customers respond to some of these issues. >>Yeah, indeed. The, uh, you know, the primary motivation for hyper Flex Express was indeed, uh, an idea that, you know, one of the folks around my team had, which was to build a set of hyper flex configurations that are, you know, would have a shorter lead time. But as we were brainstorming, we were actually able to tag on multiple other things and make sure that, you know, there is in it for something in it for customers, for sales as well as our partners. So, for example, you know, for customers, we've been able to dramatically simplify the configuration and the instal for hyper flex express. These are still hypertext configurations, and you would, at the end of it, get a hyper flex cluster. But the part to that cluster is much much simplifying. Second is that we've added in flexibility where you can now deploy these, uh, these are data centre configurations But you can deploy these with or without fabric interconnects, meaning you can deploy it with your existing top of rack. Um, we've also, you know, already attract attractive price point for these. And of course, you know these will have better lead times because we made sure that, you know, we are using components that are that we have clear line of sight from a supply perspective for partner and sales. This is represents a high velocity sales motion, a faster turnaround time, Uh, and a frictionless sales motion for our distributors. Uh, this is actually a settled, risky, friendly configurations, which they would find very easy to stalk and with a quick turnaround time, this would be very attractive for the deceased as well. >>It's interesting many. So I'm looking at some fresh survey data. More than 70% of the customers that were surveyed this GTR survey again mentioned at the top. More than 70% said they had difficulty procuring, uh, server hardware and networking was also a huge problem. So so that's encouraging. What about Manisha AMG that's new for hyper flex? What's that going to give customers that they couldn't get before? >>Yeah, so you know, in the short time that we've had UCS am direct support, we've had several record breaking benchmark results that we've published. So it's a it's a It's a powerful platform with a lot of performance in it and hyper flex. Uh, you know, the differentiator that we've had from Day one is that it is. It has the industry leading storage performance. So with this, we're going to get the fastest compute together with the fastest storage and this we are hoping that will basically unlock, you know, a unprecedented level of performance and efficiency, but also unlock several new workloads that were previously locked out from the hyper converged experience. >>Yeah, cool. Uh, so, Darren, can >>you can you give us >>an idea as to how hyper flexes is doing in the field? >>Sure, Absolutely So both me and my initial been involved right from the start and before it was called Hyper Flex, and we've had a great journey, and it's very excited to see where we're taking where we've been with the technology. So we have over 5000 customers worldwide, and we're currently growing faster year over year than the market. The majority of our customers are repeat buyers, which is always a good sign in terms of coming back when they approved the technology and are comfortable with technology. They repeat by for expanding capacity, putting more workloads on. They're using different use cases on there. And from an energy perspective, more numbers of science so really good. Endorsement the technology. We get used across all verticals or segments, um, to house mission critical applications as well as the traditional virtual server infrastructures. Uh, and we are the lifeblood of our customers around those mission critical customers think one example, and I apologise for the worldwide audience. But this resonates with the American audiences the Super Bowl. So the sofa like stadium that housed the Super Bowl actually has Cisco hyper Flex running all the management services through from the entire stadium for digital signage. Four K video distribution, and it's complete completely cashless. So if that were to break during Super Bowl, that would have been a big, uh, news article, but it was run perfectly. We in the design of the solution, we're able to collapse down nearly 200 servers into a few notes across a few racks and have 100 120 virtual machines running the whole stadium without missing a heartbeat. And that is mission critical for you to run Super Bowl and not be on the front of the press afterwards for the wrong reasons. That's a win for us. So we really are really happy with High Flex where it's going, what it's doing. And some of the use cases were getting involved in very, very excited. >>Come on, Darren. It's Super Bowl NFL. That's a That's international now. And, you know, the NFL >>NFL. It's >>invading London. Of course I see the picture of the real football over your shoulder, But last question for many is give us a little roadmap. What's the future hold for hyper flex? >>Yeah, so you know, as Darren said, both Darren and I have been involved the type of flicks since the beginning, Uh, but I think the best is yet to come. There are three main pillars for for hyper Flex. One is in. The site is central to our strategy. It provides a lot of customer benefit from a single pane of glass management. But we're going to take this beyond the Lifecycle management, which is for hyper flex, which is integrated in winter side today and element management. We're going to take it beyond that and start delivering customer value on the dimensions of a job. Because Interstate really provides us an ideal platform to gather starts from all the clusters across the globe. Do AML and do some predictive analysis with that and return it back as, uh, you know, customer valued, um, actionable insights. So that is one. The second is you'll see us expand the hyper flex portfolio. Go beyond you see us to third party server platforms, and newer, you see a server platforms as well. But the highlight there is one that I'm really really excited about and think that there is a lot of potential in terms of the number of customers we can help is a checks on X CDs. Experience is another thing that we're able to, uh you know, uh, announcing a bunch of capabilities on in this particular launch. But a check sonic series. We'll have that by the end of this calendar year, and that should unlock with the flexibility of X series of hosting a multitude of workloads and the simplicity of hyper flex. We're hoping that would bring a lot of benefits to new workloads, that we're locked out previously. And then the last thing is hyper flex leader platform. This is the heart of the offering today, Uh, and you'll see the hyper flex data platform itself. It's a distributed architecture, unique distributed architecture primarily where we get our, you know, record breaking performance from you'll see it get faster, more scalable, more resilient. And we'll optimise it for, you know, containerised workloads, meaning it will get granular containerised container granular management capabilities and optimised for public. So those are some things that were the team is busy working on, and we should see that come to fruition. I'm hoping that we'll be back at this forum and maybe before the end of the year and talking about some of these new capabilities. >>That's great. Thank you very much for that. Okay, guys, we got to leave it there and you know many She was talking about the HX on X Series. That's huge. Customers are gonna love that, and it's a great transition because in a moment I'll be back with Vikas Ratna and Jim Leach and we're gonna dig into X series. Some real serious engineering went into this platform, and we're gonna explore what it all means. You're watching simplifying hybrid cloud on the cube, your leader in enterprise tech coverage.

>>Alteryx is a company with a long history that goes all the way back to the late 1990s. Now the one consistent theme over 20 plus years has been that Ultrix has always been a data company early in the big data and Hadoop cycle. It saw the need to combine and prep different data types so that organizations could analyze data and take action Altrix and similar companies played a critical role in helping companies become data-driven. The problem was the decade of big data, brought a lot of complexities and required immense skills just to get the technology to work as advertised this in turn limited, the pace of adoption and the number of companies that could really lean in and take advantage of the cloud began to change all that and set the foundation for today's theme to Zuora of digital transformation. We hear that phrase a ton digital transformation. >>People used to think it was a buzzword, but of course we learned from the pandemic that if you're not a digital business, you're out of business and a key tenant of digital transformation is democratizing data, meaning enabling, not just hypo hyper specialized experts, but anyone business users to put data to work. Now back to Ultrix, the company has embarked on a major transformation of its own. Over the past couple of years, brought in new management, they've changed the way in which it engaged with customers with the new subscription model and it's topgraded its talent pool. 2021 was even more significant because of two acquisitions that Altrix made hyper Ana and trifecta. Why are these acquisitions important? Well, traditionally Altryx sold to business analysts that were part of the data pipeline. These were fairly technical people who had certain skills and were trained in things like writing Python code with hyper Ana Altryx has added a new persona, the business user, anyone in the business who wanted to gain insights from data and, or let's say use AI without having to be a deep technical expert. >>And then Trifacta a company started in the early days of big data by cube alum, Joe Hellerstein and his colleagues at Berkeley. They knocked down the data engineering persona, and this gives Altryx a complimentary extension into it where things like governance and security are paramount. So as we enter 2022, the post isolation economy is here and we do so with a digital foundation built on the confluence of cloud native technologies, data democratization and machine intelligence or AI, if you prefer. And Altryx is entering that new era with an expanded portfolio, new go-to market vectors, a recurring revenue business model, and a brand new outlook on how to solve customer problems and scale a company. My name is Dave Vellante with the cube and I'll be your host today. And the next hour, we're going to explore the opportunities in this new data market. And we have three segments where we dig into these trends and themes. First we'll talk to Jay Henderson, vice president of product management at Ultrix about cloud acceleration and simplifying complex data operations. Then we'll bring in Suresh Vetol who's the chief product officer at Altrix and Adam Wilson, the CEO of Trifacta, which of course is now part of Altrix. And finally, we'll hear about how Altryx is partnering with snowflake and the ecosystem and how they're integrating with data platforms like snowflake and what this means for customers. And we may have a few surprises sprinkled in as well into the conversation let's get started. >>We're kicking off the program with our first segment. Jay Henderson is the vice president of product management Altryx and we're going to talk about the trends and data, where we came from, how we got here, where we're going. We get some launch news. Well, Jay, welcome to the cube. >>Great to be here, really excited to share some of the things we're working on. >>Yeah. Thank you. So look, you have a deep product background, product management, product marketing, you've done strategy work. You've been around software and data, your entire career, and we're seeing the collision of software data cloud machine intelligence. Let's start with the customer and maybe we can work back from there. So if you're an analytics or data executive in an organization, w J what's your north star, where are you trying to take your company from a data and analytics point of view? >>Yeah, I mean, you know, look, I think all organizations are really struggling to get insights out of their data. I think one of the things that we see is you've got digital exhaust, creating large volumes of data storage is really cheap, so it doesn't cost them much to keep it. And that results in a situation where the organization's, you know, drowning in data, but somehow still starving for insights. And so I think, uh, you know, when I talk to customers, they're really excited to figure out how they can put analytics in the hands of every single person in their organization, and really start to democratize the analytics, um, and, you know, let the, the business users and the whole organization get value out of all that data they have. >>And we're going to dig into that throughout this program data, I like to say is plentiful insights, not always so much. Tell us about your launch today, Jay, and thinking about the trends that you just highlighted, the direction that your customers want to go and the problems that you're solving, what role does the cloud play in? What is what you're launching? How does that fit in? >>Yeah, we're, we're really excited today. We're launching the Altryx analytics cloud. That's really a portfolio of cloud-based solutions that have all been built from the ground up to be cloud native, um, and to take advantage of things like based access. So that it's really easy to give anyone access, including folks on a Mac. Um, it, you know, it also lets you take advantage of elastic compute so that you can do, you know, in database processing and cloud native, um, solutions that are gonna scale to solve the most complex problems. So we've got a portfolio of solutions, things like designer cloud, which is our flagship designer product in a browser and on the cloud, but we've got ultra to machine learning, which helps up-skill regular old analysts with advanced machine learning capabilities. We've got auto insights, which brings a business users into the fold and automatically unearths insights using AI and machine learning. And we've got our latest edition, which is Trifacta that helps data engineers do data pipelining and really, um, you know, create a lot of the underlying data sets that are used in some of this, uh, downstream analytics. >>Let's dig into some of those roles if we could a little bit, I mean, you've traditionally Altryx has served the business analysts and that's what designer cloud is fit for, I believe. And you've explained, you know, kind of the scope, sorry, you've expanded that scope into the, to the business user with hyper Anna. And we're in a moment we're going to talk to Adam Wilson and Suresh, uh, about Trifacta and that recent acquisition takes you, as you said, into the data engineering space in it. But in thinking about the business analyst role, what's unique about designer cloud cloud, and how does it help these individuals? >>Yeah, I mean, you know, really, I go back to some of the feedback we've had from our customers, which is, um, you know, they oftentimes have dozens or hundreds of seats of our designer desktop product, you know, really, as they look to take the next step, they're trying to figure out how do I give access to that? Those types of analytics to thousands of people within the organization and designer cloud is, is really great for that. You've got the browser-based interface. So if folks are on a Mac, they can really easily just pop, open the browser and get access to all of those, uh, prep and blend capabilities to a lot of the analysis we're doing. Um, it's a great way to scale up access to the analytics and then start to put it in the hands of really anyone in the organization, not just those highly skilled power users. >>Okay, great. So now then you add in the hyper Anna acquisition. So now you're targeting the business user Trifacta comes into the mix that deeper it angle that we talked about, how does this all fit together? How should we be thinking about the new Altryx portfolio? >>Yeah, I mean, I think it's pretty exciting. Um, you know, when you think about democratizing analytics and providing access to all these different groups of people, um, you've not been able to do it through one platform before. Um, you know, it's not going to be one interface that meets the, of all these different groups within the organization. You really do need purpose built specialized capabilities for each group. And finally, today with the announcement of the alternates analytics cloud, we brought together all of those different capabilities, all of those different interfaces into a single in the end application. So really finally delivering on the promise of providing analytics to all, >>How much of this you've been able to share with your customers and maybe your partners. I mean, I know OD is fairly new, but if you've been able to get any feedback from them, what are they saying about it? >>Uh, I mean, it's, it's pretty amazing. Um, we ran a early access, limited availability program that led us put a lot of this technology in the hands of over 600 customers, um, over the last few months. So we have gotten a lot of feedback. I tell you, um, it's been overwhelmingly positive. I think organizations are really excited to unlock the insights that have been hidden in all this data. They've got, they're excited to be able to use analytics in every decision that they're making so that the decisions they have or more informed and produce better business outcomes. Um, and, and this idea that they're going to move from, you know, dozens to hundreds or thousands of people who have access to these kinds of capabilities, I think has been a really exciting thing that is going to accelerate the transformation that these customers are on. >>Yeah, those are good. Good, good numbers for, for preview mode. Let's, let's talk a little bit about vision. So it's democratizing data is the ultimate goal, which frankly has been elusive for most organizations over time. How's your cloud going to address the challenges of putting data to work across the entire enterprise? >>Yeah, I mean, I tend to think about the future and some of the investments we're making in our products and our roadmap across four big themes, you know, in the, and these are really kind of enduring themes that you're going to see us making investments in over the next few years, the first is having cloud centricity. You know, the data gravity has been moving to the cloud. We need to be able to provide access, to be able to ingest and manipulate that data, to be able to write back to it, to provide cloud solution. So the first one is really around cloud centricity. The second is around big data fluency. Once you have all of the data, you need to be able to manipulate it in a performant manner. So having the elastic cloud infrastructure and in database processing is so important, the third is around making AI a strategic advantage. >>So, uh, you know, getting everyone involved and accessing AI and machine learning to unlock those insights, getting it out of the hands of the small group of data scientists, putting it in the hands of analysts and business users. Um, and then the fourth thing is really providing access across the entire organization. You know, it and data engineers, uh, as well as business owners and analysts. So, um, cloud centricity, big data fluency, um, AI is a strategic advantage and, uh, personas across the organization are really the four big themes you're going to see us, uh, working on over the next few months and, uh, coming coming year. >>That's good. Thank you for that. So, so on a related question, how do you see the data organizations evolving? I mean, traditionally you've had, you know, monolithic organizations, uh, very specialized or I might even say hyper specialized roles and, and your, your mission of course is the customer. You, you, you, you and your customers, they want to democratize the data. And so it seems logical that domain leaders are going to take more responsibility for data, life cycles, data ownerships, low code becomes more important. And perhaps this kind of challenges, the historically highly centralized and really specialized roles that I just talked about. How do you see that evolving and, and, and what role will Altryx play? >>Yeah. Um, you know, I think we'll see sort of a more federated systems start to emerge. Those centralized groups are going to continue to exist. Um, but they're going to start to empower, you know, in a much more de-centralized way, the people who are closer to the business problems and have better business understanding. I think that's going to let the centralized highly skilled teams work on, uh, problems that are of higher value to the organization. The kinds of problems where one or 2% lift in the model results in millions of dollars a day for the business. And then by pushing some of the analytics out to, uh, closer to the edge and closer to the business, you'll be able to apply those analytics in every single decision. So I think you're going to see, you know, both the decentralized and centralized models start to work in harmony and a little bit more about almost a federated sort of a way. And I think, you know, the exciting thing for us at Altryx is, you know, we want to facilitate that. We want to give analytic capabilities and solutions to both groups and types of people. We want to help them collaborate better, um, and drive business outcomes with the analytics they're using. >>Yeah. I mean, I think my take on another one, if you could comment is to me, the technology should be an operational detail and it has been the, the, the dog that wags the tail, or maybe the other way around, you mentioned digital exhaust before. I mean, essentially it's digital exhaust coming out of operationals systems that then somehow, eventually end up in the hand of the domain users. And I wonder if increasingly we're going to see those domain users, users, those, those line of business experts get more access. That's your goal. And then even go beyond analytics, start to build data products that could be monetized, and that maybe it's going to take a decade to play out, but that is sort of a new era of data. Do you see it that way? >>Absolutely. We're actually making big investments in our products and capabilities to be able to create analytic applications and to enable somebody who's an analyst or business user to create an application on top of the data and analytics layers that they have, um, really to help democratize the analytics, to help prepackage some of the analytics that can drive more insights. So I think that's definitely a trend we're going to see more. >>Yeah. And to your point, if you can federate the governance and automate that, then that can happen. I mean, that's a key part of it, obviously. So, all right, Jay, we have to leave it there up next. We take a deep dive into the Altryx recent acquisition of Trifacta with Adam Wilson who led Trifacta for more than seven years. It's the recipe. Tyler is the chief product officer at Altryx to explain the rationale behind the acquisition and how it's going to impact customers. Keep it right there. You're watching the cube. You're a leader in enterprise tech coverage. >>It's go time, get ready to accelerate your data analytics journey with a unified cloud native platform. That's accessible for everyone on the go from home to office and everywhere in between effortless analytics to help you go from ideas to outcomes and no time. It's your time to shine. It's Altryx analytics cloud time. >>Okay. We're here with. Who's the chief product officer at Altryx and Adam Wilson, the CEO of Trifacta. Now of course, part of Altryx just closed this quarter. Gentlemen. Welcome. >>Great to be here. >>Okay. So let me start with you. In my opening remarks, I talked about Altrix is traditional position serving business analysts and how the hyper Anna acquisition brought you deeper into the business user space. What does Trifacta bring to your portfolio? Why'd you buy the company? >>Yeah. Thank you. Thank you for the question. Um, you know, we see, uh, we see a massive opportunity of helping, um, brands, um, democratize the use of analytics across their business. Um, every knowledge worker, every individual in the company should have access to analytics. It's no longer optional, um, as they navigate their businesses with that in mind, you know, we know designer and are the products that Altrix has been selling the past decade or so do a really great job, um, addressing the business analysts, uh, with, um, hyper Rana now kind of renamed, um, Altrix auto. We even speak with the business owner and the line of business owner. Who's looking for insights that aren't real in traditional dashboards and so on. Um, but we see this opportunity of really helping the data engineering teams and it organizations, um, to also make better use of analytics. Um, and that's where the drive factor comes in for us. Um, drive factor has the best data engineering cloud in the planet. Um, they have an established track record of working across multiple cloud platforms and helping data engineers, um, do better data pipelining and work better with, uh, this massive kind of cloud transformation that's happening in every business. Um, and so fact made so much sense for us. >>Yeah. Thank you for that. I mean, you, look, you could have built it yourself would have taken, you know, who knows how long, you know, but, uh, so definitely a great time to market move, Adam. I wonder if we could dig into Trifacta some more, I mean, I remember interviewing Joe Hellerstein in the early days. You've talked about this as well, uh, on the cube coming at the problem of taking data from raw refined to an experience point of view. And Joe in the early days, talked about flipping the model and starting with data visualization, something Jeff, her was expert at. So maybe explain how we got here. We used to have this cumbersome process of ETL and you may be in some others changed that model with ELL and then T explain how Trifacta really changed the data engineering game. >>Yeah, that's exactly right. Uh, David, it's been a really interesting journey for us because I think the original hypothesis coming out of the campus research, uh, at Berkeley and Stanford that really birth Trifacta was, you know, why is it that the people who know the data best can't do the work? You know, why is this become the exclusive purview of the highly technical? And, you know, can we rethink this and make this a user experience, problem powered by machine learning that will take some of the more complicated things that people want to do with data and really help to automate those. So, so a broader set of, of users can, um, can really see for themselves and help themselves. And, and I think that, um, there was a lot of pent up frustration out there because people have been told for, you know, for a decade now to be more data-driven and then the whole time they're saying, well, then give me the data, you know, in the shape that I could use it with the right level of quality and I'm happy to be, but don't tell me to be more data-driven and then, and, and not empower me, um, to, to get in there and to actually start to work with the data in meaningful ways. >>And so, um, that was really, you know, what, you know, the origin story of the company and I think is, as we, um, saw over the course of the last 5, 6, 7 years that, um, you know, uh, real, uh, excitement to embrace this idea of, of trying to think about data engineering differently, trying to democratize the, the ETL process and to also leverage all these exciting new, uh, engines and platforms that are out there that allow for processing, you know, ever more diverse data sets, ever larger data sets and new and interesting ways. And that's where a lot of the push-down or the ELT approaches that, you know, I think it could really won the day. Um, and that, and that for us was a hallmark of the solution from the very beginning. >>Yeah, this is a huge point that you're making is, is first of all, there's a large business, it's probably about a hundred billion dollar Tam. Uh, and the, the point you're making, because we've looked, we've contextualized most of our operational systems, but the big data pipeline is hasn't gotten there. But, and maybe we could talk about that a little bit because democratizing data is Nirvana, but it's been historically very difficult. You've got a number of companies it's very fragmented and they're all trying to attack their little piece of the problem to achieve an outcome, but it's been hard. And so what's going to be different about Altryx as you bring these puzzle pieces together, how is this going to impact your customers who would like to take that one? >>Yeah, maybe, maybe I'll take a crack at it. And Adam will, um, add on, um, you know, there hasn't been a single platform for analytics, automation in the enterprise, right? People have relied on, uh, different products, um, to solve kind of, uh, smaller problems, um, across this analytics, automation, data transformation domain. Um, and, um, I think uniquely Alcon's has that opportunity. Uh, we've got 7,000 plus customers who rely on analytics for, um, data management, for analytics, for AI and ML, uh, for transformations, uh, for reporting and visualization for automated insights and so on. Um, and so by bringing drive factor, we have the opportunity to scale this even further and solve for more use cases, expand the scenarios where it's applied and so multiple personas. Um, and we just talked about the data engineers. They are really a growing stakeholder in this transformation of data and analytics. >>Yeah, good. Maybe we can stay on this for a minute cause you, you you're right. You bring it together. Now at least three personas the business analyst, the end user slash business user. And now the data engineer, which is really out of an it role in a lot of companies, and you've used this term, the data engineering cloud, what is that? How is it going to integrate in with, or support these other personas? And, and how's it going to integrate into the broader ecosystem of clouds and cloud data warehouses or any other data stores? >>Yeah, no, that's great. Uh, yeah, I think for us, we really looked at this and said, you know, we want to build an open and interactive cloud platform for data engineers, you know, to collaboratively profile pipeline, um, and prepare data for analysis. And that really meant collaborating with the analysts that were in the line of business. And so this is why a big reason why this combination is so magic because ultimately if we can get the data engineers that are creating the data products together with the analysts that are in the line of business that are driving a lot of the decision making and allow for that, what I would describe as collaborative curation of the data together, so that you're starting to see, um, uh, you know, increasing returns to scale as this, uh, as this rolls out. I just think that is an incredibly powerful combination and, and frankly, something that the market is not crack the code on yet. And so, um, I think when we, when I sat down with Suresh and with mark and the team at Ultrix, that was really part of the, the, the big idea, the big vision that was painted and got us really energized about the acquisition and about the potential of the combination. >>And you're really, you're obviously writing the cloud and the cloud native wave. Um, and, but specifically we're seeing, you know, I almost don't even want to call it a data warehouse anyway, because when you look at what's, for instance, Snowflake's doing, of course their marketing is around the data cloud, but I actually think there's real justification for that because it's not like the traditional data warehouse, right. It's, it's simplified get there fast, don't necessarily have to go through the central organization to share data. Uh, and, and, and, but it's really all about simplification, right? Isn't that really what the democratization comes down to. >>Yeah. It's simplification and collaboration. Right. I don't want to, I want to kind of just what Adam said resonates with me deeply. Um, analytics is one of those, um, massive disciplines inside an enterprise that's really had the weakest of tools. Um, and we just have interfaces to collaborate with, and I think truly this was all drinks and a superpower was helping the analysts get more out of their data, get more out of the analytics, like imagine a world where these people are collaborating and sharing insights in real time and sharing workflows and getting access to new data sources, um, understanding data models better, I think, um, uh, curating those insights. I boring Adam's phrase again. Um, I think that creates a real value inside the organization because frankly in scaling analytics and democratizing analytics and data, we're still in such early phases of this journey. >>So how should we think about designer cloud, which is from Altrix it's really been the on-prem and the server desktop offering. And of course Trifacta is with cloud cloud data warehouses. Right. Uh, how, how should we think about those two products? Yeah, >>I think, I think you should think about them. And, uh, um, as, as very complimentary right designer cloud really shares a lot of DNA and heritage with, uh, designer desktop, um, the low code tooling and that interface, uh, the really appeals to the business analysts, um, and gets a lot of the things that they do well, we've also built it with interoperability in mind, right. So if you started building your workflows in designer desktop, you want to share that with design and cloud, we want to make it super easy for you to do that. Um, and I think over time now we're only a week into, um, this Alliance with, um, with, um, Trifacta, um, I think we have to get deeper inside to think about what does the data engineer really need? What's the business analysts really need and how to design a cloud, and Trifacta really support both of those requirements, uh, while kind of continue to build on the trifecta on the amazing Trifacta cloud platform. >>You know, >>I think we're just going to say, I think that's one of the things that, um, you know, creates a lot of, uh, opportunity as we go forward, because ultimately, you know, Trifacta took a platform, uh, first mentality to everything that we built. So thinking about openness and extensibility and, um, and how over time people could build things on top of factor that are a variety of analytic tool chain, or analytic applications. And so, uh, when you think about, um, Ultrix now starting to, uh, to move some of its capabilities or to provide additional capabilities, uh, in the cloud, um, you know, Trifacta becomes a platform that can accelerate, you know, all of that work and create, uh, uh, a cohesive set of, of cloud-based services that, um, share a common platform. And that maintains independence because both companies, um, have been, uh, you know, fiercely independent, uh, and, and really giving people choice. >>Um, so making sure that whether you're, uh, you know, picking one cloud platform and other, whether you're running things on the desktop, uh, whether you're running in hybrid environments, that, um, no matter what your decision, um, you're always in a position to be able to get out your data. You're always in a position to be able to cleanse transform shape structure, that data, and ultimately to deliver, uh, the analytics that you need. And so I think in that sense, um, uh, you know, this, this again is another reason why the combination, you know, fits so well together, giving people, um, the choice. Um, and as they, as they think about their analytics strategy and their platform strategy going forward, >>Yeah. I make a chuckle, but one of the reasons I always liked Altrix is cause you kinda did the little end run on it. It can be a blocker sometimes, but that created problems, right? Because the organization said, wow, this big data stuff has taken off, but we need security. We need governance. And it's interesting because you've got, you know, ETL has been complex, whereas the visualization tools, they really, you know, really weren't great at governance and security. It took some time there. So that's not, not their heritage. You're bringing those worlds together. And I'm interested, you guys just had your sales kickoff, you know, what was their reaction like? Uh, maybe Suresh, you could start off and maybe Adam, you could bring us home. >>Um, thanks for asking about our sales kickoff. So we met for the first time and you've got a two years, right. For, as, as it is for many of us, um, in person, uh, um, which I think was a, was a real breakthrough as Qualtrics has been on its transformation journey. Uh, we added a Trifacta to, um, the, the potty such as the tour, um, and getting all of our sales teams and product organizations, um, to meet in person in one location. I thought that was very powerful for other the company. Uh, but then I tell you, um, um, the reception for Trifacta was beyond anything I could have imagined. Uh, we were working out him and I will, when he's so hot on, on the deal and the core hypotheses and so on. And then you step back and you're going to share the vision with the field organization, and it blows you away, the energy that it creates among our sellers out of partners. >>And I'm sure Madam will and his team were mocked, um, every single day, uh, with questions and opportunities to bring them in. But Adam, maybe you should share. Yeah, no, it was, uh, it was through the roof. I mean, uh, uh, the, uh, the amount of energy, the, uh, certainly how welcoming everybody was, uh, uh, you know, just, I think the story makes so much sense together. I think culturally, the company is, are very aligned. Um, and, uh, it was a real, uh, real capstone moment, uh, to be able to complete the acquisition and to, and to close and announced, you know, at the kickoff event. And, um, I think, you know, for us, when we really thought about it, you know, when we ended, the story that we told was just, you have this opportunity to really cater to what the end users care about, which is a lot about interactivity and self-service, and at the same time. >>And that's, and that's a lot of the goodness that, um, that Altryx is, has brought, you know, through, you know, you know, years and years of, of building a very vibrant community of, you know, thousands, hundreds of thousands of users. And on the other side, you know, Trifacta bringing in this data engineering focus, that's really about, uh, the governance things that you mentioned and the openness, um, that, that it cares deeply about. And all of a sudden, now you have a chance to put that together into a complete story where the data engineering cloud and analytics, automation, you know, coming together. And, um, and I just think, you know, the lights went on, um, you know, for people instantaneously and, you know, this is a story that, um, that I think the market is really hungry for. And certainly the reception we got from, uh, from the broader team at kickoff was, uh, was a great indication. >>Well, I think the story hangs together really well, you know, one of the better ones I've seen in, in this space, um, and, and you guys coming off a really, really strong quarter. So congratulations on that jets. We have to leave it there. I really appreciate your time today. Yeah. Take a look at this short video. And when we come back, we're going to dig into the ecosystem and the integration into cloud data warehouses and how leading organizations are creating modern data teams and accelerating their digital businesses. You're watching the cube you're leader in enterprise tech coverage. >>This is your data housed neatly insecurely in the snowflake data cloud. And all of it has potential the potential to solve complex business problems, deliver personalized financial offerings, protect supply chains from disruption, cut costs, forecast, grow and innovate. All you need to do is put your data in the hands of the right people and give it an opportunity. Luckily for you. That's the easy part because snowflake works with Alteryx and Alteryx turns data into breakthroughs with just a click. Your organization can automate analytics with drag and drop building blocks, easily access snowflake data with both sequel and no SQL options, share insights, powered by Alteryx data science and push processing to snowflake for lightning, fast performance, you get answers you can put to work in your teams, get repeatable processes they can share in that's exciting because not only is your data no longer sitting around in silos, it's also mobilized for the next opportunity. Turn your data into a breakthrough Alteryx and snowflake >>Okay. We're back here in the queue, focusing on the business promise of the cloud democratizing data, making it accessible and enabling everyone to get value from analytics, insights, and data. We're now moving into the eco systems segment the power of many versus the resources of one. And we're pleased to welcome. Barb Hills camp was the senior vice president partners and alliances at Ultrix and a special guest Terek do week head of technology alliances at snowflake folks. Welcome. Good to see you. >>Thank you. Thanks for having me. Good to see >>Dave. Great to see you guys. So cloud migration, it's one of the hottest topics. It's the top one of the top initiatives of senior technology leaders. We have survey data with our partner ETR it's number two behind security, and just ahead of analytics. So we're hovering around all the hot topics here. Barb, what are you seeing with respect to customer, you know, cloud migration momentum, and how does the Ultrix partner strategy fit? >>Yeah, sure. Partners are central company's strategy. They always have been. We recognize that our partners have deep customer relationships. And when you connect that with their domain expertise, they're really helping customers on their cloud and business transformation journey. We've been helping customers achieve their desired outcomes with our partner community for quite some time. And our partner base has been growing an average of 30% year over year, that partner community and strategy now addresses several kinds of partners, spanning solution providers to global SIS and technology partners, such as snowflake and together, we help our customers realize the business promise of their journey to the cloud. Snowflake provides a scalable storage system altereds provides the business user friendly front end. So for example, it departments depend on snowflake to consolidate data across systems into one data cloud with Altryx business users can easily unlock that data in snowflake solving real business outcomes. Our GSI and solution provider partners are instrumental in providing that end to end benefit of a modern analytic stack in the cloud providing platform, guidance, deployment, support, and other professional services. >>Great. Let's get a little bit more into the relationship between Altrix and S in snowflake, the partnership, maybe a little bit about the history, you know, what are the critical aspects that we should really focus on? Barb? Maybe you could start an Interra kindly way in as well. >>Yeah, so the relationship started in 2020 and all shirts made a big bag deep with snowflake co-innovating and optimizing cloud use cases together. We are supporting customers who are looking for that modern analytic stack to replace an old one or to implement their first analytic strategy. And our joint customers want to self-serve with data-driven analytics, leveraging all the benefits of the cloud, scalability, accessibility, governance, and optimizing their costs. Um, Altrix proudly achieved. Snowflake's highest elite tier in their partner program last year. And to do that, we completed a rigorous third party testing process, which also helped us make some recommended improvements to our joint stack. We wanted customers to have confidence. They would benefit from high quality and performance in their investment with us then to help customers get the most value out of the destroyed solution. We developed two great assets. One is the officer starter kit for snowflake, and we coauthored a joint best practices guide. >>The starter kit contains documentation, business workflows, and videos, helping customers to get going more easily with an altered since snowflake solution. And the best practices guide is more of a technical document, bringing together experiences and guidance on how Altryx and snowflake can be deployed together. Internally. We also built a full enablement catalog resources, right? We wanted to provide our account executives more about the value of the snowflake relationship. How do we engage and some best practices. And now we have hundreds of joint customers such as Juniper and Sainsbury who are actively using our joint solution, solving big business problems much faster. >>Cool. Kara, can you give us your perspective on the partnership? >>Yeah, definitely. Dave, so as Barb mentioned, we've got this standing very successful partnership going back years with hundreds of happy joint customers. And when I look at the beginning, Altrix has helped pioneer the concept of self-service analytics, especially with use cases that we worked on with for, for data prep for BI users like Tableau and as Altryx has evolved to now becoming from data prep to now becoming a full end to end data science platform. It's really opened up a lot more opportunities for our partnership. Altryx has invested heavily over the last two years in areas of deep integration for customers to fully be able to expand their investment, both technologies. And those investments include things like in database pushed down, right? So customers can, can leverage that elastic platform, that being the snowflake data cloud, uh, with Alteryx orchestrating the end to end machine learning workflows Alteryx also invested heavily in snow park, a feature we released last year around this concept of data programmability. So all users were regardless of their business analysts, regardless of their data, scientists can use their tools of choice in order to consume and get at data. And now with Altryx cloud, we think it's going to open up even more opportunities. It's going to be a big year for the partnership. >>Yeah. So, you know, Terike, we we've covered snowflake pretty extensively and you initially solve what I used to call the, I still call the snake swallowing the basketball problem and cloud data warehouse changed all that because you had virtually infinite resources, but so that's obviously one of the problems that you guys solved early on, but what are some of the common challenges or patterns or trends that you see with snowflake customers and where does Altryx come in? >>Sure. Dave there's there's handful, um, that I can come up with today, the big challenges or trends for us, and Altrix really helps us across all of them. Um, there are three particular ones I'm going to talk about the first one being self-service analytics. If we think about it, every organization is trying to democratize data. Every organization wants to empower all their users, business users, um, you know, the, the technology users, but the business users, right? I think every organization has realized that if everyone has access to data and everyone can do something with data, it's going to make them competitively, give them a competitive advantage with Altrix is something we share that vision of putting that power in the hands of everyday users, regardless of the skillsets. So, um, with self-service analytics, with Ultrix designer they've they started out with self-service analytics as the forefront, and we're just scratching the surface. >>I think there was an analyst, um, report that shows that less than 20% of organizations are truly getting self-service analytics to their end users. Now, with Altryx going to Ultrix cloud, we think that's going to be a huge opportunity for us. Um, and then that opens up the second challenge, which is machine learning and AI, every organization is trying to get predictive analytics into every application that they have in order to be competitive in order to be competitive. Um, and with Altryx creating this platform so they can cater to both the everyday business user, the quote unquote, citizen data scientists, and making a code friendly for data scientists to be able to get at their notebooks and all the different tools that they want to use. Um, they fully integrated in our snow park platform, which I talked about before, so that now we get an end to end solution caring to all, all lines of business. >>And then finally this concept of data marketplaces, right? We, we created snowflake from the ground up to be able to solve the data sharing problem, the big data problem, the data sharing problem. And Altryx um, if we look at mobilizing your data, getting access to third-party datasets, to enrich with your own data sets, to enrich with, um, with your suppliers and with your partners, data sets, that's what all customers are trying to do in order to get a more comprehensive 360 view, um, within their, their data applications. And so with Altryx alterations, we're working on third-party data sets and marketplaces for quite some time. Now we're working on how do we integrate what Altrix is providing with the snowflake data marketplace so that we can enrich these workflows, these great, great workflows that Altrix writing provides. Now we can add third party data into that workflow. So that opens up a ton of opportunities, Dave. So those are three I see, uh, easily that we're going to be able to solve a lot of customer challenges with. >>So thank you for that. Terrick so let's stay on cloud a little bit. I mean, Altrix is undergoing a major transformation, big focus on the cloud. How does this cloud launch impact the partnership Terike from snowflakes perspective and then Barb, maybe, please add some color. >>Yeah, sure. Dave snowflake started as a cloud data platform. We saw our founders really saw the challenges that customers are having with becoming data-driven. And the biggest challenge was the complexity of having imagine infrastructure to even be able to do it, to get applications off the ground. And so we created something to be cloud-native. We created to be a SAS managed service. So now that that Altrix is moving to the same model, right? A cloud platform, a SAS managed service, we're just, we're just removing more of the friction. So we're going to be able to start to package these end to end solutions that are SAS based that are fully managed. So customers can, can go faster and they don't have to worry about all of the underlying complexities of, of, of stitching things together. Right? So, um, so that's, what's exciting from my viewpoint >>And I'll follow up. So as you said, we're investing heavily in the cloud a year ago, we had two pre desktop products, and today we have four cloud products with cloud. We can provide our users with more flexibility. We want to make it easier for the users to leverage their snowflake data in the Alteryx platform, whether they're using our beloved on-premise solution or the new cloud products were committed to that continued investment in the cloud, enabling our joint partner solutions to meet customer requirements, wherever they store their data. And we're working with snowflake, we're doing just that. So as customers look for a modern analytic stack, they expect that data to be easily accessible, right within a fast, secure and scalable platform. And the launch of our cloud strategy is a huge leap forward in making Altrix more widely accessible to all users in all types of roles, our GSI and our solution provider partners have asked for these cloud capabilities at scale, and they're excited to better support our customers, cloud and analytic >>Are. How about you go to market strategy? How would you describe your joint go to market strategy with snowflake? >>Sure. It's simple. We've got to work backwards from our customer's challenges, right? Driving transformation to solve problems, gain efficiencies, or help them save money. So whether it's with snowflake or other GSI, other partner types, we've outlined a joint journey together from recruit solution development, activation enablement, and then strengthening our go to market strategies to optimize our results together. We launched an updated partner program and within that framework, we've created new benefits for our partners around opportunity registration, new role based enablement and training, basically extending everything we do internally for our own go-to-market teams to our partners. We're offering partner, marketing resources and funding to reach new customers together. And as a matter of fact, we recently launched a fantastic video with snowflake. I love this video that very simply describes the path to insights starting with your snowflake data. Right? We do joint customer webinars. We're working on joint hands-on labs and have a wonderful landing page with a lot of assets for our customers. Once we have an interested customer, we engage our respective account managers, collaborating through discovery questions, proof of concepts really showcasing the desired outcome. And when you combine that with our partners technology or domain expertise, it's quite powerful, >>Dark. How do you see it? You'll go to market strategy. >>Yeah. Dave we've. Um, so we initially started selling, we initially sold snowflake as technology, right? Uh, looking at positioning the diff the architectural differentiators and the scale and concurrency. And we noticed as we got up into the larger enterprise customers, we're starting to see how do they solve their business problems using the technology, as well as them coming to us and saying, look, we want to also know how do you, how do you continue to map back to the specific prescriptive business problems we're having? And so we shifted to an industry focus last year, and this is an area where Altrix has been mature for probably since their inception selling to the line of business, right? Having prescriptive use cases that are particular to an industry like financial services, like retail, like healthcare and life sciences. And so, um, Barb talked about these, these starter kits where it's prescriptive, you've got a demo and, um, a way that customers can get off the ground and running, right? >>Cause we want to be able to shrink that time to market, the time to value that customers can watch these applications. And we want to be able to, to tell them specifically how we can map back to their business initiatives. So I see a huge opportunity to align on these industry solutions. As BARR mentioned, we're already doing that where we've released a few around financial services working in healthcare and retail as well. So that is going to be a way for us to allow customers to go even faster and start to map two lines of business with Alteryx. >>Great. Thanks Derek. Bob, what can we expect if we're observing this relationship? What should we look for in the coming year? >>A lot specifically with snowflake, we'll continue to invest in the partnership. Uh, we're co innovators in this journey, including snow park extensibility efforts, which Derek will tell you more about shortly. We're also launching these great news strategic solution blueprints, and extending that at no charge to our partners with snowflake, we're already collaborating with their retail and CPG team for industry blueprints. We're working with their data marketplace team to highlight solutions, working with that data in their marketplace. More broadly, as I mentioned, we're relaunching the ultra partner program designed to really better support the unique partner types in our global ecosystem, introducing new benefits so that with every partner, achievement or investment with ultra score, providing our partners with earlier access to benefits, um, I could talk about our program for 30 minutes. I know we don't have time. The key message here Alteryx is investing in our partner community across the business, recognizing the incredible value that they bring to our customers every day. >>Tarik will give you the last word. What should we be looking for from, >>Yeah, thanks. Thanks, Dave. As BARR mentioned, Altrix has been the forefront of innovating with us. They've been integrating into, uh, making sure again, that customers get the full investment out of snowflake things like in database push down that I talked about before that extensibility is really what we're excited about. Um, the ability for Ultrix to plug into this extensibility framework that we call snow park and to be able to extend out, um, ways that the end users can consume snowflake through, through sequel, which has traditionally been the way that you consume snowflake as well as Java and Scala, not Python. So we're excited about those, those capabilities. And then we're also excited about the ability to plug into the data marketplace to provide third party data sets, right there probably day sets in, in financial services, third party, data sets and retail. So now customers can build their data applications from end to end using ultrasound snowflake when the comprehensive 360 view of their customers, of their partners, of even their employees. Right? I think it's exciting to see what we're going to be able to do together with these upcoming innovations. Great >>Barb Tara, thanks so much for coming on the program, got to leave it right there in a moment, I'll be back with some closing thoughts in a summary, don't go away. >>1200 hours of wind tunnel testing, 30 million race simulations, 2.4 second pit stops make that 2.3. The sector times out the wazoo, whites are much of this velocity's pressures, temperatures, 80,000 components generating 11.8 billion data points and one analytics platform to make sense of it all. When McLaren needs to turn complex data into insights, they turn to Altryx Qualtrics analytics, automation, >>Okay, let's summarize and wrap up the session. We can pretty much agree the data is plentiful, but organizations continue to struggle to get maximum value out of their data investments. The ROI has been elusive. There are many reasons for that complexity data, trust silos, lack of talent and the like, but the opportunity to transform data operations and drive tangible value is immense collaboration across various roles. And disciplines is part of the answer as is democratizing data. This means putting data in the hands of those domain experts that are closest to the customer and really understand where the opportunity exists and how to best address them. We heard from Jay Henderson that we have all this data exhaust and cheap storage. It allows us to keep it for a long time. It's true, but as he pointed out that doesn't solve the fundamental problem. Data is spewing out from our operational systems, but much of it lacks business context for the data teams chartered with analyzing that data. >>So we heard about the trend toward low code development and federating data access. The reason this is important is because the business lines have the context and the more responsibility they take for data, the more quickly and effectively organizations are going to be able to put data to work. We also talked about the harmonization between centralized teams and enabling decentralized data flows. I mean, after all data by its very nature is distributed. And importantly, as we heard from Adam Wilson and Suresh Vittol to support this model, you have to have strong governance and service the needs of it and engineering teams. And that's where the trifecta acquisition fits into the equation. Finally, we heard about a key partnership between Altrix and snowflake and how the migration to cloud data warehouses is evolving into a global data cloud. This enables data sharing across teams and ecosystems and vertical markets at massive scale all while maintaining the governance required to protect the organizations and individuals alike. >>This is a new and emerging business model that is very exciting and points the way to the next generation of data innovation in the coming decade. We're decentralized domain teams get more facile access to data. Self-service take more responsibility for quality value and data innovation. While at the same time, the governance security and privacy edicts of an organization are centralized in programmatically enforced throughout an enterprise and an external ecosystem. This is Dave Volante. All these videos are available on demand@theqm.net altrix.com. Thanks for watching accelerating automated analytics in the cloud made possible by Altryx. And thanks for watching the queue, your leader in enterprise tech coverage. We'll see you next time.

>> Alteryx is a company with a long history that goes all the way back to the late 1990s. Now the one consistent theme over the past 20-plus years, however, is that Alteryx has always been a data company. Early in the big data and Hadoop cycle. It saw the need to combine and prep different data types, so that organizations could confidently analyze data and take action. Alteryx and similar companies played a critical role in helping, helping companies become, data driven. Alex, let me start over. Shit, sorry. Sorry, Leonard. Alteryx is a company with a long history that goes all the way back to the late 1990s. Now the one consistent theme over 20 plus years has been that Alteryx has always been a data company early in the big data and Hadoop cycle. It saw the need to combine and prep different data types so that organizations could analyze data and take action. Alteryx and similar companies played a critical role in helping companies become data driven. The problem was the decade of big data, brought a lot of complexities and required immense skills just to get the technology to work as advertised. This in turn limited, the pace of adoption and the number of companies that could really lean in and take advantage. Now, the cloud began to change all that, and set the foundation for today's themed, de jor of digital transformation. We hear that phrase a ton, digital transformation. People used to think it was a buzzword but of course we learn from the pandemic that if you're not a digital business, you're out of business. And a key tenant of digital transformation is democratizing data. Meaning enabling not just hyper specialized experts but anyone, business users to put data to work. Now back to Alteryx, the company has embarked on a major transformation of its own over the past couple of years. Brought in new management, they've changed the way in which it engaged it with customers with a new subscription model, and it's top graded. It's talent pool. 2021 was even more significant because of two acquisitions that Alteryx made, Hyper Anna and Trifecta. Why are these acquisitions important? While traditionally Altrix sold to business analysts that were part of the data pipeline. These were fairly technical people who had certain skills, and were trained in things like writing Python code. With Hyper Anna, Alteryx has added a new persona the business user, anyone in the business who wanted to gain insights from data and, or let's say use AI without having to be a deep technical expert. And then Trifecta, a company started in the early days of big data by Cubelum, Joe Hellerstein and his colleagues at Berkeley. They knock down the data engineering persona, and this gives Alteryx a complimentary extension into IT where things like governance and security are paramount. So as we enter 2022, the post isolation economy is here, and we do so with a digital foundation, built on the confluence of cloud native technologies, data democratization and machine intelligence or AI, if you prefer. And Alteryx is entering that new era with an expanded portfolio, new go to market vectors, a recurring revenue business model, and a brand new outlook on how to solve customer problems and scale a company. My name is Dave Volante with the Cube and I'll be your host today in the next hour we're going to explore the opportunities in this new data market. And we have three segments where we dig into these trends and themes. First we'll talk to Jay Henderson, vice president of product management at Alteryx about cloud accelerate and simplifying complex data operations. Then we'll bring in Crajesh vitall. Who's the chief product officer at Alteryx and Adam Wilson the CEO of trifecta, which of course is now part of Alteryx. And finally, we'll hear about how Alteryx is partnering with snowflake in the ecosystem and how they're integrating with data platforms like snow flick and what this means for customers. And we may have a few surprises sprinkled in as well into the conversation let's get started.

>>we're back, we're assessing the as a service space. H. P. S. Green Lake announcements, my name is Dave balanta, you're watching the cube die on Hinchcliffe is here along with Holger muller, these are the constellation kids, extraordinary analysts guys. Great to see you again. I mean it super experienced. You guys, you deal with practitioners, you deal your technologist, you've been following this business for a long time. Diane, We spoke to Holger earlier, I want to start with you uh when you look at this whole trend to as a service, you see a lot of traditional enterprise companies, hard traditionally hardware companies making that move for for a lot of obvious reasons are they sort of replicating in your view, a market that you know well and sas what's your take on how they're doing generally that trend and how HP is >>operating well. Hp has had a unique heritage. They're coming at the whole cloud story and you know the Hyper Scaler story from a different angle than a lot of their competitors and that's mostly a good thing because most of the world is not yet on the cloud, They actually came from H. P. S original world, their line of servers and networks and so on. Um and and so they bring a lot of credibility saying we really understand the world you live in now but we want to take you to that that as a service future. Uh and and you know, since we understand you so well and we also understand where this is going and we can adapt that to that world. Have a very compelling story and I think that with green like you know, was first started about four years ago, it was off to the side uh you know, with all the other offerings now it's it's really grown up, it's matured a lot and I think you know, as we talked about the announcements, we'll see that a lot of key pieces have fallen into place to make it a very compelling hybrid cloud option for the enterprise. >>Let's talk about the announcement. Was there anything in particular that stood out the move to data management? I think it's pretty interesting is a tam expansion strategy. What's your take on the >>announcement? Well, the you know, the unified analytics uh story I think is really important now. That's the technology piece where they say, they say we can give you a data fabric, you can access your data outside of its silos. It doesn't address a lot of the process and cultural issues around data ownership inside the enterprise, but it's you know, having in the actual platform and as you articulating it as a platform, that's one of the things that was also evident, they were getting better and better at saying this is a hybrid cloud platform and it has all the pieces that you would expect, especially the things like being able to bring your data from wherever it is to wherever people needed to be. Uh you know, that's the Holy Grail, so really glad to see that component in particular. I also like the cloud adoption framework saying we understand how to take you from this parochial world of servers that you have and do a cloud date of hybrid world and then maybe eventually get you get you to a public cloud. We understand all the steps and all the components uh I think that's uh you know, I have a study that fully in depth but it seems to have all the moving parts >>chime in anything stand out to, you >>know, I think it's great announcements and the most important things H. P. S and transformation and when you and transformation people realize who you've been, the old and they're here. Maybe the mass of the new but an experienced technology but I will not right away saying oh it's gonna happen right. It's going to happen like this is gonna be done, it's ready, it's materials ready to use and so on. So this is going to give more data points, more proof points, more capabilities that HB is moving away from whatever they were before. That's not even say that to a software services as a service as you mentioned provider. It's >>been challenging, you look at the course of history for companies that try to go from being a hardware company to a software company, uh HP itself, you know, sort of gave up on that IBM you could say, you know semi succeeded but they've they've struggled what's different >>That will spend 30 billion, >>30 >>four. Exactly. So and of course Cisco is making that transition. I mean every traditional large companies in that transition. What about today? Well, first of all, what do you think about HP es, prospects of doing so? And are there things today in the business that make that, you know more faster, whether it's containers or the cloud itself or just the scale of the internet? >>I mean it's fascinating topic, right? And I think many of the traditional players in the space failed because they wanted to mimic the cloud players and they simply couldn't muster up the Capex, which you need to build up public cloud. Right? Because if you think of the public cloud players then didn't put it up for the cloud offering, they put it up because they need themselves right, amazon is an online retailer google as a search and advertising giant Microsoft is organic load from from from office, which they had to bring to the cloud. So it was easier for them to do that. So no wonder they failed. The good news is they haven't lost much of their organic load. Hp customers are still HP customer service, celebrity security in their own premises and now they're bringing the qualities of the cloud as a service, the pay as you go capabilities to the on premise stack, which helps night leader to reduce complexity and go to what everybody in the post pandemic world wants to get to, which is I only pay for what I use and that's super crucial because business goes up and down. We're riding all the waves in a much, much faster way than ever before. Right before we had seven year cycles, it was kind of like cozy almost now we're down to seven weeks, sometimes seven days, sometimes seven hour cycles. And I don't want to pay for it infrastructure, which was great for how my business was two years ago. I want to pay for it as I use it now as a pivot now and I'm going to use >>Diane. How much of this? Thank you for that whole girl. How much of this is what customers want and need versus sort of survival tactics on the vendors >>part. So I think that there, if you look at where customers want to go, they know they have to go cloud, they had to go as a service. Um, and that they need to make multiple steps to get there. And for the most part, I see green light is being a, a highly credible market response to say, you know, we understand IT better, we helped build you guys up over the last 30 years. We can take you the rest of the way, here's all the evidence and the proof points, which I think a lot of the announcements provide uh, and they're very good on cloud native, but the area where the story, um, you may not be the fullest strength it needs to be is around things like multi cloud. So when I talked to almost any large organization C I O. They have all the clouds need to know, how do I make all this fit together? How do I reconcile that? So for the most part, I think it's closely aligned with actual customer requirements and customer needs. I think these have additional steps to go >>is that, do you feel like that's a a priority? In other words, they got to kind of take a linear path. They got to solve the problem for their core customer base or is it, do you feel like that's not even necessarily an aspiration? And it seems like customers, I want them to go. There is what I'm >>inferring that you're, so I do. Well let's go back to the announcement specifically. So there's there are two great operational announcements, one around the cloud physics and the other one around info site. It gives a wealth of data, you know, full stack about how things are operating, where the needs are, how you might be able to get more efficiencies, how you can shut down silicon, you're not using a lot of really great information, but all that has to live with a whole bunch of other consoles and everybody is really craving the single piece of glass. That's what they want is they want to reduce complexity as holder was saying and say, I want to be able to get my arms around my data center and all of my cloud assets. But I don't want to have to check each cloud. I want it in one place. So uh, but it's great to see those announcements position them for that next step. They have these essential components that are that look, you know, uh, they look best to breed in terms of their capabilities are certainly very modern now. They have to get the rest of that story. >>Hope you were mentioning Capex. I added it up I think last year the big four include Alibaba, spent 100 billion on the Capex and generally the traditional on prem players have been defensive around cloud. Not everything is moving to the cloud, we all know that. But I, I see that as a gift in a way that the companies like HP can build on top of into Diane's point that, you know, extend cross clouds out to the edge, which is, you know, a trillion dollar opportunity, which is just just massive. What are your thoughts on HBs opportunities there and chances of maybe breaking away from the pack >>I think definitely well there's no matter pack left, like there's only 23, it's a triumvirate of maybe it's a good thing from a marketing standpoint. There's not a long list of people who give me hardware in my data center. But I think it increases their chances, right? Like I said, it's a transformation, there's more credibility, there's more data point, there's more usage. I can put more workloads on this. And I see, I also will pay attention to that and look at that for the transformation. No question. >>Yeah. And speaking of C. I. O. S. What are you hearing these days? What's their reaction to this whole trend toward as a service? Do they, do they welcome it? Do they feel like okay it's a wait and see. Uh I need more proof points. What's the sentiment? >>Well, you have to divide the Ceo market basically two large groups. One is the the ones that are highly mature. They tend to be in larger organizations are very sophisticated consumers of everything. They see the writing on the wall and that for most things certainly not everything as a service makes the most sense for all the reasons we know, agility and and and speed, you know, time to value scalability, elasticity, all those great things. Uh And then you have the the other side of the market which they really crave control. They have highly parochial worlds that they've built up um that are hard to move to the cloud because they're so complex and intertwined because they haven't had that high maturity. They have a lot of spaghetti architecture. They're not really ready to move the cloud very quickly. So the the second audience though is the largest one and it's uh you know, the hyper scales are probably getting a lot of the first ones. Um, but the bigger markets, really the second one where the folks that need a lot of help and they have a lot of legacy hardware and software that they need to move and that H P. E understands very well. And so I think from that standpoint they're well positioned to take advantage of an untapped market are relatively untapped market in comparison. Hey, >>in our business we all get pulled in different directions because it would get to eat. But what are some of the cool things you guys are working on in your research that you might want people to know about? >>Uh, I just did a market overview for enterprise application platforms. I'm a strong believer that you should not build all your enterprise software yourself, but you can't use everything that you get from your typical SAs provider. So it's focusing on the extent integration and build capabilities. Bill is very, very important to create the differentiation in the marketplace and all the known sauce players basically for their past. Right? My final example is always to speak in cartoons, right? The peanuts, right? There's Linus of this comfort blanket. Right? The past capability of the SARS player is the comfort blanket, right? You don't fit 100% there or you want to build something strategic or we'll never get to that micro vertical. We have a great enterprise application, interesting topic. >>Especially when you see what's happening with Salesforce and Service now trying to be the platform platforms. I have to check that out. How about >>Diane? Well and last year I had a survey conducted a survey with the top 100 C IOS and at least in my view about what they're gonna do to get through this year. And so I'm redoing that again to say, you know, what are they gonna do in 2022? Because there's so many changes in the world and so, you know, last year digital transformation, automation cybersecurity, we're at the top of the list and it'll be very interesting. Cloud was there too in the top five. So we're gonna see what, how it's all going to change because next year is the year of hybrid work where we're all we have to figure out how half of our businesses are in the office and half are at home and how we're gonna connect those together and what tools we're gonna make, that everybody's trying to figure >>out how to get hybrid. Right, so definitely want to check out that research guys. Thanks so much for coming to the cubes. Great to see you. >>Thanks. Thanks Dave >>Welcome. Okay and thank you for watching everybody keep it right there for more great content from H. P. S. Green Lake announcement. You're watching the cube. Mm this wasn't

>>Mhm Welcome to the cubes coverage of HP discover 2021. I'm your host lisa martin. I've got a couple of guests with me here from emphasis. Alumni Yuma lacks empathy. Is back. Senior vice president and regional head of EMEA emphasis Yuma. It's great to see you welcome back to the program. >>Yeah. Hi Liza. It's great to be back for discover 2021. It's been a great opportunity to meet with health, a lot of our stakeholders and HP. >>Excellent. We're gonna dig into that. And so do Cutie is here as well. The Cto Cloud Advisory, VP hybrid cloud engineering platforms and automation at emphasis. Sergey Welcome to the program. >>Thank you lisa. It's a pleasure to be in the program is my first time but I really enjoy it. Well, >>Welcome. Welcome. So the next 15 minutes or so we're gonna unpack a survey that was just done as we know cloud has catalyzed a lot in the last year. One of those being cloud adoption. Talk to us about some of the things that you've seen as more and more enterprises are moving workloads to cloud. How is a hybrid cloud enabling businesses to grow, enabling them to actually have a competitive edge? >>Uh lisa if you uh if you look at the pre covid scenario and what there are many, many clients which actually made a significant move into cloud, but there were many few, a few of the companies who didn't really take a mature uh cloud adoption. But those companies which actually did the adoption, we see that have taken a big step with the help of the when the covid hit them because they were able to be very resilient. But at the same time they were able to the cloud adoption really help them to improve their business profits. Uh When we did this cloud radar survey across all the geography is we didn't get across the U. S. The latin, the issue pacific the EMEA markets. And when we looked at uh what our clients and enterprises were able to recover and get all of this whole cloud adoption. We've we've got a number of 414 billions of profits that the enterprises can make by using this cloud adoption. And that's what we saw in this survey that we did with our clients. >>Yeah, that's huge enterprises. The survey found can add up to you said 414 billion and that new profits annually through effective cloud adoption and sticking with you for a second. What does emphasis described as effective cloud adoption? >>When we look at cloud adoption, we have enterprises who started shifting workloads which are very comfortable for them. And then uh then they started to take the more mature understanding of moving workloads which were very critical to the business. So when we look at effective, it is a combination of both the ones that were very easy to go to the cloud, the ones that made business is able to bring in new applications and new go to markets uh to their segments to their clients. But then it is also about taking some of those legacy world clothes and making a choice the right choice to take it by transforming those applications and environments uh, into the cloud direction. And that's what we call us effective. It's just not the easy ones but also those complex and legacy rebuild ones that that effectively goes on to transform itself into a new way for the for their clients and for the experience of the users. >>It's a big changes coming, big opportunities. So as we see, we've talked about this for many times, more and more companies moving to multi cloud arrangements for a variety of reasons, what have been some of the things that emphasis has experienced and what are some of your viewpoints on a multi cloud? >>Thank you, lisa. So, um, if you look around >>right, you know, hybrid >>cloud has been the new normal. Right? And um, and if you look at it, private cloud is becoming an essential component for hosting applications. You know, uh you know, when you look at it, it's more about applications which have low latency requirements, it has regulatory requirements or it has a static demand of infrastructure. Now, what emphasis has done in this space is is that, you know, we have um we have developed a framework which we call it as a right cloud solution framework >>and this is >>focused on implementing a hybrid, multi cloud leveraging and in house developed tools and frameworks as well as platforms along with our strategic partner ecosystem, >>that is our biggest contribution >>onto the hybrid multi cloud world. Now, the foundation of our framework is emphasis public cloud platform. It's a unified multi cloud management platform. It can provision, it can orchestrate, it can also manage the cloud deployment across multiple of the environment. It can be a private, it can be public or it can be on the edge. >>Now, apart from all of these >>things, it also offers features and functionalities very similar to the hyper scholars and either it can be in terms of the user experience or it can be in a commercial model or a technology stack or it can be reports or it can be persona based user experience and integration with multiple systems. It brings all of these functionalities >>seamlessly >>across the >>multiple hybrid >>ecosystem protect. That's the biggest contribution from emphasis in this space. >>Got it. Okay. As we see the just clear growth of multi cloud in every industry. Talk to us about what the cloud radar survey uncovered with respective you've mentioned that big number, the correlation between cloud transformation and profitable growth for enterprises across any industry. >>So I did mention about it uh Liza in in the previous question as well. Then we looked at when we look at enterprises trying to take the cloud adoption. The big benefits for the enterprises do happen when they crossed that uh layer of moving a significant part of their existing legacy in a very transformed new world. And that brings in the new way of working for their customers, for their end users and internally as well for their various stakeholders. And that I think is creating a cost structure for them, which is very, very optimal from where they were. But at the same time, it is enabling their ecosystem of of users and customers to come and operate in a very seamless fashion. And that is the biggest advantage of uh boosting profits for them at the same time, cutting costs within the, within the internal stakeholders. So at one stage you're optimizing your cost at another stage, you're bringing in a easiness for your clients to operate on, which is actually creating that enlarged profit boost. >>We're sticking with you for a second. If we unpack that growth, that business profit growth opportunity that the survey uncovered, Are we talking about things like faster time to market, increasing scale? What are some of the things underneath that hood? >>So, if you if you look at uh traditionally cloud was considered uh the enabler for quick, faster time to market. But now cloud has become the central theme for resilience. If you look at the covid pandemic, uh, those, those enterprises which were already cloud enabled, we're able to resiliently and sustain their business and grow their businesses. So as economy started opening up, if I can talk about an automotive client who is today enriching businesses out of china because they have the first economy that has opened up after the pandemic. So you see a lot of enablement for those enterprises which have already taken the cloud journey. And if you look at Today enterprises are in somewhere around 17-18% of of cloud adopt mint and if they can take that to the 40%, that's when they will see that kind of boosted profits. And we can clearly see about $400 plus billion dollars of profits that enterprises can make. >>All right, so let's talk to you for a second. If we look at some of the survey results, the acceleration that is expected to be seen by in the next year of enterprises moving so many more workloads to cloud. You talked about hybrid cloud. Talk to me about how the experience of working with HP in creating joint solution suites is going to help the customers facilitate and drive that transformation. >>Thank you lisa. So if you look at H P E, H P E comes with a fine set of technology and commercial constructs, you know, that complements our right cloud framework >>and they offer >>the solutions. The whole sort of a lot of solutions offer private cloud as a service which is a major component of our right club framework. >>Either it is a >>continuous service with HP is as ephemeral data platform on HP hardware, or >>Vida as a >>service based on a compose Herbal and Converse infrastructure or H P. S cloud built on >>HPC cloud, build on Cray systems >>and all of them commercially supported with an H. P. S. Green leg offering makes it very attractive for our customers. Now, these integrations have helped us in providing a >>very similar >>metering and billing along with the chargeback solutions, very much in line with what is being provided by Hyper scholars. Apart from this, we >>also work very closely with >>H P E >>to create a >>very compelling sourcing strategy for driving hybrid, cloud driven digital transformation while taking cost out and protecting the existing investments through various financial models for our customers, helping them in terms of transforming their digital estate in the, in the new cloud world. >>And um, I want to get your perspective as well, the HP emphasis partnership talk to me about that being a win win for your clients in every industry. >>So actually uh Liza is a great question and this probably is my third uh cube interview and I've told this previously as well in my previous interviews as well. The relationship between emphasis and hedge P. Is very very strategy and it's it's very very top down driven. And today we've seen very high transformative opportunities that two organizations have come together and we won't call it win win but we call it a win win win which is essentially win for HP win for emphasis but even for the clients as well. So if you look at some of the engagements that we have jointly done, everything has been transformative. I can talk about uh energy client where we've done a huge which will V. D. I. Uh engagement with them where we have been able to take them very uh seamlessly when the covid pandemic hit them so that there are significant part of their right to users but be able to operate from their residences. Uh I can talk about a great story about how we had enabled Green Lake for a wind energy company. Uh and how that Green Lake capability help the customer to migrate the application seamlessly uh to a hybrid cloud. And there are so many examples of similar scale and size when we look at clients in the manufacturing space and the automobile sector where we've really done work very closely with PHP across all regions and all geography is uh to make this what I would call when when very partnership. >>I like that when when when who wouldn't want that one more question for you. Talk to me about the next, as we talked about some of those survey results and I think folks can find that survey, the cloud radar survey on the emphasis dot com website. I found it on the homepage there. But looking at how much Transformation is expected in the next 12 months or so, what are some of the things that we can expect from emphasis on H. P. E. to help drive and catalyze that growth that you expect to see in the next 12 months? >>Yeah. And I was talking to you before this interview and you said that yes, we gotta look at this. And I was feeling very happy that you have the opportunity to look at the side. And you said that look there's an opportunity to also make to continuously provide feedback. And we're very happy for clients to come in and look at it and do provide us the feedback. This is a constant learning for us. We have a big learning company Uh and when it comes to uh the next 12 months of agenda, I think the pipeline is very robust for both us and the hp. In terms of the way we want to take proactive transformational opportunities to the to our clients create a value differentiation on the hybrid cloud for them. And uh clearly uh this this survey clearly came back to reflect back to us that our strategy that we've done together as partners is the right strategy because there is a significant headroom for growth uh in the cloud space for both emphasis and H. B. >>Excellent. Well gentlemen, thank you for joining me today, talking to me about what emphasis and HP are doing together, unpacking some of the significant insights that the cloud radar survey has uncovered. We appreciate your time. >>Thank you lisa. Thank you. Thank you for giving us this >>opportunity. Absolutely. For election. Saw ju I'm lisa martin. You're watching the cubes coverage of HP discover 2021. Yeah. Mhm. Yeah.

>>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 to the cubes coverage of HP discover 2021. I'm your host lisa martin. I've got a couple of guests with me here from emphasis. Alumni Yuma lacks empathy. Is back. Senior vice president and regional head of EMEA emphasis Yuma. It's great to see you welcome back to the program. >>Yeah. Hi Liza. It's great to be back for discover 2021. It's been a great opportunity to meet with a lot of our stakeholders and hp. >>Excellent. We're gonna dig into that. And so do Cutie is here as well. The CTO Cloud Advisory, VP hybrid cloud engineering platforms and automation at emphasis Sergey Welcome to the program. >>Thank you lisa. It's a pleasure to be in the program is my first time but I really enjoy it. Well >>Welcome. Welcome. So the next 15 minutes or so we're gonna unpack a survey that was just done as we know cloud has catalyzed a lot in the last year. One of those being cloud adoption. Talk to us about some of the things that you've seen as more and more enterprises are moving workloads to cloud. How is a hybrid cloud enabling businesses to grow, enabling them to actually have a competitive edge? >>Uh lisa if you uh if you look at the pre covid scenario and what there are many, many clients which actually made a significant move into cloud, but there were many few, a few of the companies who didn't really take a mature uh cloud adoption. But those companies which actually did the adoption, we see that have taken a big step with the help of the when the covid hit them because they were able to be very resilient, but at the same time they were able to the cloud adoption really help them to improve their business profits. Uh When we did this cloud reader survey across all the geography is we didn't get across the U. S. The latin, the issue pacific the email markets. And when we looked at uh what our clients and enterprises were able to recover and get all of this whole cloud adoption. We've got a number of 414 billions of profits that the enterprises can make by using this cloud adoption. And that's what we saw in this survey that we did with our clients. >>Yeah, that's huge. Enterprises the survey found can add up to you said 414 billion and that new profits annually through effective cloud adoption and sticking with you for a second. What does emphasis described as effective cloud adoption? >>When we look at cloud adoption, we have enterprises who started shifting workloads which are very comfortable for them. And then uh then they started to take the more mature understanding of moving workloads which were very critical to the business. So when we look at effective, it is a combination of both the ones that were very easy to go to the cloud, the ones that made business is able to bring in new applications and new, go to markets uh, to their segments to their clients. But then it is also about taking some of those legacy world clothes and making a choice the right choice to take it by transforming those applications and environments uh, into the cloud direction. And that's what we call as effective. It's just not the easy ones, but also those complex and legacy rebuild ones that that effectively goes on to transform itself into a new way for the for their clients and for the experience of the users. >>It's a big changes coming, big opportunities. We see, we've talked about this for many times more and more companies moving to multi cloud arrangements for a variety of reasons. What have been some of the things that emphasis has experienced and what are some of your viewpoints on a multi cloud? >>Thank you, lisa. So, um, if you look around right, you know, hybrid cloud has been the new normal. Right? And um and if you look at it, private cloud is becoming an essential component for hosting applications. You know, uh you know, when you look at it, it's more about applications which have low latency requirements, you know, it has regulatory requirements or it has a static demand of infrastructure. Now, what emphasis has done in this space is is that, you know, we have um we have developed a framework which we call it as a right loud solution framework and this is focused on implementing a hybrid multi cloud leveraging an in house developed tools and frameworks as well as platforms along with our strategic Puerto rico system, that is our biggest contribution onto the hybrid multi cloud world. Now, the foundation of our framework is emphasis Polly cloud platform. It's a unified multi cloud management platform. It can provision, it can orchestrate, it can also manage the cloud deployment across multiple of the environment. It can be a private, it can be public or it can be on the edge. Now, apart from all of these things, it also offers features and functionality is very similar to the hyper scholars and either it can be in terms of the user experience or it can be in a commercial model or a technology stack or it can be reports or it can be persona based user experience and integration with multiple systems. It brings all of these functionalities seamlessly across the multiple hybrid ecosystem. That's the biggest contribution from emphasis in this space. >>Got it. Okay. As we see the just clear growth of multi cloud in every industry. Talk to us about what the cloud radar survey uncovered with respective you mentioned that big number, the correlation between cloud transformation and profitable growth for enterprises across any industry. >>So I did mention about it uh lisa in in the previous question as well. When we looked at when we look at enterprises trying to take the cloud adoption, the big benefits for the enterprises do happen when they crossed that uh layer of moving a significant part of their existing legacy in a very transformed new world. And that brings in the new way of working for their customers for their end users and internally as well for their various stakeholders. And that I think is creating a cost structure for them, which is very, very optimal from where they were. But at the same time, it is enabling their ecosystem of of users and customers to come and operate in a very seamless fashion. And that is the biggest advantage of uh boosting profits for them at the same time, cutting costs within the, within the internal stakeholders. So at one stage you're optimizing your cost at another stage, you're bringing in the easiness for your clients to operate on, which is actually creating that enlarged profit boost. >>I'm sticking with you for a second. If we unpack that growth, that business profit growth opportunity that you the survey uncovered, Are we talking about things like faster time to market, increasing scale? What are some of the things underneath that hood? >>So, if you if you look at uh traditionally cloud was considered uh the enabler for quick, faster time to market. But now cloud has become the central theme for resilience. If you look at the covid pandemic, uh, those, those enterprises which were already cloud enabled, we're able to resiliently and sustain their business and grow their businesses. So as economy started opening up, if I can talk about an automotive client who is today enriching businesses out of china because they have the first economy that has opened up after the pandemic. So you see a lot of enablement for those enterprises which have already taken the cloud journey. And if you look at Today, enterprises are in somewhere around 17-18% of of cloud adopt mint and if they can take that to the 40%, that's when they will see that kind of boosted profits. And we can clearly see about $400 plus billion dollars of profits that enterprises can make. >>All right, so let's talk to you for a second. If we look at some of the survey results, the acceleration that is expected to be seen by in the next year of enterprises moving so many more workloads to cloud. You talked about hybrid cloud. Talk to me about how the experience of working with HP in creating joint solution suites is going to help the customers facilitate and drive that transformation. >>Thank you lisa. So if you look at H P E, H P E comes with a fine set of technology and commercial constructs, you know, that complements our right cloud framework and they offer the solutions. The whole sort of a lot of solutions offer private cloud as a service which is a major component of our right club framework. Either it is a continuous service with HP is is immoral data platform on HP hardware or video as a service based on a compose Herbal and Converse infrastructure or H. P. S cloud built on HPC cloud, build on Cray systems and all of them commercially supported with an H. P. S. Green leg offering makes it very attractive for our customers. Now, these integrations have helped us in providing a very similar metering and billing along with the chargeback solutions, very much in line with what is being provided by Hyper scholars. Apart from this, we also work very closely with H. P. E to create a very compelling sourcing strategy for driving hybrid cloud driven digital transformation while taking cost out and protecting the existing investments through various financial models for our customers, helping them in terms of transforming their digital estate in the, in the new cloud world. >>And um, I want to get your perspective as well. The HP emphasis partnership talk to me about that being a win win for your clients in every industry. >>So actually uh Visa is a great question and this probably is my third uh cube interview and I've told this previously as well in my previous interviews as well, the relationship between emphasis and hedge P is very very strategy and it's it's very very top down driven. And today we've seen very high transformative opportunities that two organizations have come together and we won't call it win win, but we call it a win win win, which is essentially win for HPV win for emphasis, but even for the clients as well. So if you look at some of the engagements that we have jointly done, everything has been transformative. I can talk about uh energy client where we've done a huge which will be D I uh engagement with them, where we have been able to take them very uh seamlessly when the covid pandemic hit them so that there are significant part of their right to users but be able to operate from their residences. I can talk about a great story about how we had enabled Green Lake for a wind energy company. Uh and how that Green Lake capability help the customer to migrate the application seamlessly uh to a hybrid cloud. And there are so many examples of similar scale and size when we look at clients in the manufacturing space and the automobile sector, where we've really done work very closely with HP across all regions and all geography is uh to make this what I would call a win win win partnership. >>I like that when when when who wouldn't want that. One more question for you talk to me about the next, as we talked about some of those survey results and I think folks can find that survey the cloud radar survey on the emphasis dot com website. I found it on the homepage there. But looking at how much Transformation is expected in the next 12 months or so, what are some of the things that we can expect from emphasis on H. P. E. to help drive and catalyze that growth that you expect to see in the next 12 months? >>Yeah. And I was talking to you before this interview and you said that yes, we gotta look at this. And I was feeling very happy that you have the opportunity to look at the side. And you said that look there's an opportunity to also make to continuously provide feedback. And we're very happy for clients to come in and look at it and do provide us the feedback. This is a constant learning for us. We have a big learning company Uh and when it comes to uh the next 12 months of agenda, I think the pipeline is very robust for both us and the hp. In terms of the way we want to take proactive transformational opportunities to the to our clients create a value differentiation on the hybrid cloud for them. And uh clearly uh this this survey clearly came back to reflect back to us that our strategy that we've done together as partners is the right strategy because there is a significant headroom for growth uh in the cloud space uh for both emphasis and H. B. >>Excellent. Well gentlemen, thank you for joining me today, talking to me about what emphasis and HP are doing together, unpacking some of the significant insights that the cloud radar survey has uncovered. We appreciate your time. >>Thank you lisa. Thank you. Thank you for giving us this opportunity. >>Absolutely. For election Soju. I'm lisa martin. You're watching the cubes coverage of HP discover 2021. Yeah, yeah.

>>Welcome back to Vienna on 2021 you're watching the Cube and my name is Dave Volonte. You know, the last 10 years of cloud, they were largely about spinning up virtualized compute infrastructure and accessing cheap and simple object storage and some other things like networking. The cloud was largely though a set of remote resources that simplify deployment and supported the whole spate of native applications that have emerged to power the activity of individuals and businesses the next decade, however, promises to build on the troves of data that live in the cloud, make connections to on premises applications and support new application innovations that are agile, iterative, portable and span resources in all in all the clouds, public clouds, private clouds, cross cloud connections all the way out to the near and far edge. In a linchpin of this new application development model is container platforms and container orchestration, which brings immense scale and capability to technology driven organizations, especially as they have evolved from supporting stateless applications to underpinning mission critical workloads as such containers bring complexities and risks that need to be addressed, not the least of which is protecting the massive amounts of data that are flowing through these systems. And with me to discuss these exciting and challenging trends or Danny Allen, who's the ceo of in and Niraj Tolia, the president at Kasten Bivins gentlemen welcome to the cube. >>Thank you delighted to be here with you Dave. >>Likewise, very excited to be a Dave. >>Okay, so Danny big M and a move. Great little acquisition. You're now seeing others try to make similar moves. Why what did you see in cast in? What was the fit? Why'd you make that move? >>Well, I think you nailed it. Dave's. We've seen an evolution in the infrastructure that's being used over the last two decades. So if you go back 20 years, there was a massive digital transformation to enable users to be self service with digital applications. About 2000 or so, 2010, everything started being virtualized. I know virtualization came along before that but virtualization really started to take off because it gave return on investment and gave flexibility all kinds of benefits. But now we're in a third wave which is built on containers. And the amazing thing about containers is that as you said, it allows you to connect multi cloud, hybrid cloud the edge to the core. And they're designed for the consumption world. If you think about the cloud, you can provision things deep provisions things. That's the way that containers are designed the applications and so because they're designed for a consumption based world because they are designed for portability across all of these different infrastructures, it only made sense for us to invest in the industry's leading provider of data protection for kubernetes. And that of course is costume, >>there's some garage, I mean take us back. I mean, you know, container has been around forever. But then, you know, they started to, you know, hit go mainstream and and and and at first, you know, they were obviously ephemeral, stateless apps, kind of lightweight stuff. But but you at the time you and the team said, okay, these are gonna become more complex microservices. Maybe so micro, but you had to have the vision and you made a bet uh maybe take us back to sort of how you saw that and where where's containers have have come from? >>Sure. So let's rewind the clock right. As you said, containers, old technology in the same way virtualization started with IBM mainframes, right, containers in different forms have been around for a while. But I think when the light bulb went off for me was very early days in 2015 when my engineering team, a previous company started complaining. And the reason they were complaining about different other engineering groups and the reason they were complaining was because the right things, things were coming together sooner. We're identifying things sooner. And that's when I said, this is going to be the next wave of infrastructure. The same way watch a light virtualization revolutionized how people built deployed apps. We saw that with containers and in particular in those days we made that bet on commodities. Right? So we said from first Principles and that's where you know, you had other things like Docker, swarm esos, etcetera and we said community, that's going to be the way to go because it is just so powerful and it is, you know, at the end of the day, what we all do is infrastructure. But what we saw was that containers optimizing for the developer, they were optimizing for the people that really build applications, deliver value to all of their and customers. And that is what made us see that even though the initially we only saw stateless applications state will was going to happen because there's just so much momentum behind it And the writing for us at least was on the wall. And that's how we started off on this journey in 2017. >>What are the unique nuances and differences really in terms of protecting containers from a, from a technical standpoint, what what's different? >>So there are a couple of subtle things. Right again, the jokers, you know, I say, is that I'm a recovering infrastructure person have always worked in infrastructure systems in the past and recovering them. But in this case we really had to flip things around right. I've come at it from the cloud disks volumes. VMS perspective, in this case to do the right thing by the customer needed a clean slate approach of coming out from the application down. So what we look at is what does the application look like? And that means protecting, not just the stuff that sits on disk, what your secrets in networking information, all those hundreds of pieces that make up a cloud native application and that involves scale challenges, work, visualisation challenges for admins, KPI So all of that shifts in a very dramatic way. >>So Danny, I mean typically VM you guys haven't done a ton of acquisitions, uh, you've grown organically. So now you, you, you poppin cast in, what does that mean for you from a platform perspective? You know, IBM has this term blue washing when they buy a company did you green wash cast and how did that all work? And again, what does what does it mean from the, from the platform perspective? >>Well, so our platform is designed for this type of integration and the first type of integration we do with any of our technologies because we do have native technologies, if you think about what we do being back up for AWS for Azure, for G C p, we have backup for Acropolis Hyper Visor. These are all native purpose built solutions for those environments and we integrate with what we call being platform services. And one of the first steps that we do of course is we take the data from those native solutions and send it into the repository and the benefit that you get from that is that you have this portable, self describing format that you can move around the vein platform. And so the platform was already designed for this Now. We already showed this at demon. You saw this on the main stage where we have this integration at a data level but it goes beyond that beam platform services allows us to do not just day one operations, but day two operations. Think about um updating the components of those infrastructures or those software components that also allows reporting. So for example you can report on what is protected, what's not protected. So the platform was already designed for this integration model. But the one thing I want to stress is we will always have that stand alone product for kubernetes for uh you know, for the container world. And the reason for that is the administrator for Kubernetes wants their own purpose build solution. They want it running on kubernetes. They want to protect the uniqueness of their infrastructure. If you think about a lot of the container based systems there, They're using structured data. Non structured data. Sure. But they're also using object based storage. They're using message queues. And so they have their nuances. And we want to maintain that in a stand alone product but integrated back into the Corvin platform. >>So we do these we have a data partner called GTR Enterprise Technology Research. They do these quarterly surveys and and they have this metric called net score is a measure of spending momentum and for the last, I don't know, 8, 10, 12 quarters the big four have been robotic process automation. That's hot space. Cloud obviously is hot and then A I of course. And but containers and container orchestration right up there. Those are the Big four that outshine everything else, even things like security and other infrastructure etcetera. So that's good. I mean you guys skating to the puck back in 2015 rush, you've made some announcements and I'm and I'm wondering sort of how they fit into the trends in the industry. Uh, what what's, what's significant about those announcements and you know, what's new that we need to know about. >>Sure. So let me take that one day. So we've made a couple of big interesting announcement. The most recent one of those was four dot release after casting by women platform, right? We call it kitten and right. We've known rate since a couple of weeks colonial pipeline ransom. Where has been in the news in the US gas prices are being driven up because of that. And that's really what we're seeing from customers where we are >>seeing this >>increase in communities adoption today. We have customers from the world's largest banks all the way to weakly connected cruise ships that one could burn. It is on them. People's data is precious. People are running a large fleet of notes for communities, large number of clusters. So what we said is how do you protect against these malicious attacks that want to lock people out? How do you bring in mutability so that even someone with keys to the kingdom can't go compromise your backups and restores, right? So this echoes a lot of what we hear from customers and what we hear about in the news so well protected that. But we still help through to some of the original vision behind cast. And that is, it's not just saying, hey, I give you ransomware protection. We'll do it in such an easy way. The admin barely notices. This new feature has been turned on if they wanted Do it in a way that gives them choice right. If you're running in a public cloud, if you're running at the edge you have choice of infrastructure available to you and do it in a way that you have 100% automation when you have 100 clusters when you deploy on ships, right, you're not going to be able to have we spoke things. So how do you hook into CHED pipelines and make the job of the admin easier? Is what we focused on in that last >>night. And and that's because you're basically doing this at the point of writing code and it's essentially infrastructure as code. We always talk about, you know, you want to you don't want to bolt on data protection as an afterthought, but that's what we've done forever. Uh This you can't >>so in fact I would say step before that day, right are the most leading customers we work with. Right to light up one of the U. S. Government's largest contractors. Um Hey do this before the first line of code is written right there on the scalp cloud as an example. But with the whole shift left that we all hear the cube talks a lot about. We see at this point where as you bring up infrastructure, you bring up a complete development environment, a complete test environment. And within that you want to deploy security, you want to deploy backup your to deploy protection at day zero before the developer in so it's the first line of cordon. So you protected every step of the journey while trying to bolt it on the sound. Seemingly yes, I stitched together a few pieces of technology but it fundamentally impacts how we're going to build the next generation of secure applications >>Danny, I think I heard you say or announced that this is going to be integrated into Wien backup and replication. Um can you explain what that took? Why? That's important. >>Yeah. So the the timeline on this and when we do integrations from these native solutions into the core platform, typically it begins with the data integration, in other words, the data being collected by the backup tool is sent to a repository and that gives us all the benefits of course of things like instant recovery and leveraging, de doop storage appliances and all of that step to typically is around day to operations, things like pushing out updates to that native solutions. So if you look at what we're doing with the backup for AWS and Azure, we can deploy the components, we can deploy the data proxies and data movers. And then lastly there's also a reporting aspect to this because we want to centralize the visibility for the organization across everywhere. So if your policy says hey I need two weeks of backups and after two weeks and I need weekly backups for X amount of time. This gives you the ability to see and manage across the organization. So what we've demonstrated already is this data level integration between the two platforms and we expect this to continue to go deeper and deeper as we move forward. The interesting thing right now is that the containers team often is different than the standard data center I. T. Team but we are quickly seeing the merge and I think the speed of that merging will also impact how quickly we integrate them within our platform. >>Well I mean obviously you see this for cloud developers and now you're bringing this to any developers and you know, if I'm a developer and I'm living in an insurance company, I've been, you know, writing COBOL code for a while, I want to be signed me up. I want to get trained on this, right? Because it's gonna I'm gonna become more valuable. So this is this is where the industry is headed. You guys talk about modern data protection. I wondered if you could you could paint a picture for us of sort of what what this new world of application development and deployment and and data protection looks like and how it's different from the old world. >>Mhm. So I think that if you mentioned the most important word, which is developer, they come first, they are the decision makers in this environment, the other people that have the most bull and rightly so. Oh, so I think that's the biggest thing at the cultural level that is, developers are saying this is what we want and this is what we need to get the job done, we want to move quickly. So some of the things are let's not slow them down. Let's enable them, let's give them any P I to work with. Right? No. Where in bulk of production, use will be api based versus EY base. Let's transparently integrate into the environment. So therefore protection for security, they need zero lines have changed code. Mm So those are some of the ways we approach things. Now when you go look at the requirements of the developers, they said I have a Ci cd pipeline to integrate into that. I have a development pipeline to integrate into that. I deploy across multiple clouds sometimes. Can you integrate into that and work seamlessly across all those environments? And we see those category of us coming up over and over again from people. >>So the developer rights once and it doesn't have to worry about where it's running. Uh it's got the right security, there are a protection and those policies go with it, so that's that's definitely a different world. Um Okay, last question. Uh maybe you guys could each give your opinion on sort of where we're headed, uh what we can expect from the the acquisition, the the integration, what should we look forward to and what should we pay attention to? >>Well, the one obvious thing that you're going to see is tremendous growth on the company's side and that's because Kubernetes is taking off cloud is taking off um SaAS is taking off and so there's obvious growth there. And one of the things that were clearly doing is um we're leveraging the power of of, you know, a few 1000 sales people to bring this out to market. Um, and so there is emerging of of sales and marketing activities and leveraging that scale. But what you shouldn't expect to see anything different on is this obsessive focus on the product, on quality, on making sure that we're highly differentiated that we have a product that the company that our customers and companies actually need no garage. >>Yeah. So I'll agree with everything down, he said. But a couple of things. Excite me a lot. Dave we've been roughly eight months or so since acquisition and I particularly love how last what in this quarter have gone in terms of how we focuses on solving customer problems. All right. So we'll always have that independent support for a cloud date of customers, but I'm excited about not just working with the broadest side of customers and as we scale the team that's going to happen, but providing a bridge to all the folks that grew up in the virtualization world, right? Grew up in the physical wall of physical service, etcetera and saying, how do we make it easy for you to come over to this new container Ization world? What is the on ramps bridging that gap serving as the on ramp? And we're doing a lot of work there from the product integration and independent product features that just make it easy. Right? And we're already seeing feel very good feedback for that from the field right now. >>I really like your position. I just dropped my quarterly cloud update. I focused, I look at the Big Four, the Big Four last year, spent $100 billion on Capex. And I always say that is a gift to companies like yours because you can be that connection point between the virtualization crowd, the on prem cloud, any cloud. Eventually we'll be, we'll be more than just talking about the Edge will actually be out there, you know, doing real work. Uh, and I just see great times ahead for you guys. So thanks so much for coming on the cube explaining this really exciting new area. Really appreciate it. >>Thank you so much. >>Thank you everybody for watching this day. Volonte for the Cube and our continuous coverage of the mon 2021, the virtual edition. Keep it right there. >>Mm mm mm

(Upbeat Music) >> Commvault was an idea that incubated as a project inside of Bell Labs, one of the most prestigious research and development organizations in the world, back in the day. It became an official company in 1996, and Commvault just celebrated its 25th anniversary As such, Commvault has had to reinvent itself many times over the past two and a half decades from riding the waves of the very early PC networking era to supporting a rich set of solutions for the evolving enterprise. This includes things like cloud computing, ransomware, disaster recovery, security compliance, and pretty much all things data protection and data management. And with me to talk about the company, its vision for the future with also a voice of the customer are three great guests. Isabelle Guis is the Chief Marketing Officer of Commvault, Manoj Nair is the GM of Metallic, and Tim Carben is a Principal Systems Engineer with Mitchell International. Folks, welcome to the Commvault power panel. Come inside theCUBE. It's awesome to have you. [Isabelle] Great to be here today. >> All right. First of all, I got to congratulate you celebrating 25 years. That's a long time, not a lot of tech companies make it that far and are still successful and relevant. So Isabelle, maybe you could start off. What do you think has been the driving factor for your ability to kind of lead through the subsequent technological waves that I alluded to upfront? >> So well, 25 years is commendable but we are not counting success in number of years. We're really counting success in how many customers we've helped over those years. And I will say what has been the driving matter for us as who that, has been innovating with our customers. You know, we were there every step of the way when they migrate to hybrid cloud. And now as they go to multi-cloud in a post COVID world where they have to win gold you know, distributed workforce, different types of workloads and devices, we all there too. We assess workload as well. So the innovation keep coming in, thanks to us listening to our customer and then, adding needs that change over the last 25 years and probably for the next 25 as well. You know, we want to be here for customer was thinking that data is an asset, not a liability. And also making sure that we offer them a broad range of use cases to quote why things simple because the world is getting too complex for them. So let's take the complexity on us. >> Thank you for that. So Manoj, you've riffed on the cube before about, you know putting on the binoculars and looking at the future. So, let's talk about that. Where do you see the future for this industry? What are some of the key driving factors that matter? >> It's great to be back on theCUBE. You know, we see our industry no different than lots of other industries. The SaaS Model is rapidly being adopted. And the reason is, you know customers are looking for simplicity, simplicity not just in leveraging, you know the great technology that Commvault has built, but in the business model and the experience. So, you know, that's one of the fastest growing trends that started in consumer apps and other applications, other B to B apps. And now we're seeing it in core infrastructure like data management, data protection. They're also trying to leverage their data better. Make sure it's not fragmented. So how do you deliver more intelligent services? You know, securing the data, insights from the data, transforming the data, and that combination, you know, our ability to do that in a multi-cloud world like Isabelle said, now with increasing edge work loads. Sometimes, you know, our customers say their data centers has a new edge too. So you kind of have this, you know, data everywhere workloads everywhere, yet the desire to deliver that with a holistic experience, we call it the 'power of bank'; the ability to manage your data and leverage the data with the simple lesson without compromise. And that's really what we're seeing as part of the future. >> Okay. I don't know if all want to come back to you and double click on that, but I want to introduce Tim to the conversation here. You bring in the voice of the customer, as they say. Tim, my understanding is Mitchell has been a Commvault customer since the mid-2000s. So, tell us why Commvault, what has kept you with the company for more than 15 years? >> Yeah, we are, it was what, 2006 when we started. And really what it all boils down to it, it's just as Isabel said, innovation. At Mitchell, we're always looking to stay ahead of the trend. And, you know, just to like was mentioned earlier, data is the most important part here. Commvault provides us peace of mind to protect and manage our data. And they do data protection for all of our environments right now. We've been a partner to help in navel our digital transformation including SaaS and cloud adoption. When we start talking about the solutions we have, I mean we of course started in 2006. I mean, this was version version 6 if I remember right. This predates me at the company. Upgraded to seven, eight, nine, we brought in ten, brought in eleven, brought in HyperScale, and then moved on to bring in the Metallic. And Commvault provides the reason for this. I guess I should say is, Commvault provides a reliable backup but most importantly, recovery. Rapid recovery. That's what gives me confidence. That's what helps me sleep better at night. So when I started looking at SaaS as a differentiator to protect our 036 environments or 065 environments, Metallic was a natural choice. And the one thing I wanted to add to that is, it came out cheaper than us building it ourselves. When you take into account resources as well as compute and storage. So again, just a natural choice. >> Yeah. As the saying goes back up as one thing, recovery's everything. Isabelle. Yeah, we've seen the SaaSification of the enterprise. Particularly, you know from the app side. You came from Salesforce. So you, the company that is the poster child for SaaS. But my question is what's catalyzing this shift and why do you think data protection is ready to make the move? >> Well, there's so many good things and that's that. As you know, you remember when people started moving to the cloud and transforming their CAPEX into OPEX. Well SaaS bring yet another level of benefits. IT, we know always has to do more with less. And so SaaS allows you to, once you set up, you've got all the software upgrades automatically without you know, I think it's, why it works. You can better manage your cash flow, because you pay as you grow. And also you have a faster time to value. So all of this at help, the fast adoption and I will tell you today I don't think there is a single customer who doesn't have at least one SaaS application because they have things of value of this. Now, when it comes to backup and recovery everybody's at different stages. You still have On-Premises, you have cloud, there's SaaS, there's Workloads devices. And so what we think was the most important was to offer a broad choice of delivery model being able to support them if they want a software subscription, if they want an integrated appliance, or if they want SaaS as a service model, and also some of our partners actually delivering this in a more custom and managed way as well. So offering choice, because everybody is at a different stage on this journey. When it comes to data management and protection, I actually, you know, I think team is the example of taking full advantage of this bold choice. >> Well, you mentioned Tim that you leaned into Metallic. We have seen the SaaS everywhere. We used to have a email server, right? I mean, you know, On-Prem, that just doesn't happen anymore. But how was Mitchell International thinking about SaaS? Maybe you could share your, from your customer perch, what you're seeing. >> Well, what's interesting about this is, Mitchell is been providing SaaS for a long time. We are a technology company and we do provide solutions, SaaS solutions, to our customers. And this makes it so important to be able to embrace it because we know the value behind it. We're providing that to our customers. And when I look at what Commvault is doing I know that Commvault is doing the same thing. They're providing the SaaS Model as a value to their customers. And it's so important to go with this because we keep our environments cutting edge. As GDPR says, You need to have a cutting edge environment. And if you don't, if you cannot check that box you do not move forward. Commvault has that. And this is one less thing that I have to worry about when choosing Metallic to do my backup of O365. >> So thank you for that, Tim. So Manoj, thinking about what you just heard from Isabelle and Tim, you know, kind of fitting into a company's cloud or hybrid cloud, more importantly, strategy, you were talking before about this. "And", in other words, it's not an either or it's not a zero sum game. It's simpatico, if you will. I wonder if you could elaborate. >> Yeah, no The Power of And, Dave, I'm very proud of that. You know, when I think of The Power of And I think of actually folks like Tim, our customers and Commonwealth first, right. And, and really that, that need for choice. So for example, you know, customers on various different paths to the cloud we kind of homogenize it and say, they're on a cloud journey or they're on a digital transformation journey, but each journey looks different. And so part of that, "And", as Isabella was saying, is really the ability to meet them where they are in that journey. So for example, you know, do you, go in there and say, Hey, you know what, I'm going to be some customers 100% multi-cloud or single cloud even. And that includes SaaS applications and my infrastructure running as a service. So there's a natural fit there saying great all your data protection. You're not going to be running software appliances for that. So you've got to data protection, data management as a service that Metallic is the able to offer across the whole S state. And that's, you know, that's probably a small set of customers, but rapidly growing. Then you see a lot more customers were saying I'm going to do away as you're talking about but the emails are where I'm going to move to office 365, leverage the power of teams. And there's a Shared Responsibility Model there which is different than an On-Prem data protection use case. And so they're, they're able to just add on Metallic to the existing Commonwealth environment, whether it's a Commonwealth software or HyperScale, and connect the two. So it's a single integrated experience. And then you kind of go to the other end of the spectrum and say, great customers all in on a SaaS delivered data protection, as you know, and you hear a lot from a lot of your guests and we hear from our customers, there's still a lot of data sitting out there, you know, 90 plus percent of workloads and data centers increasing edge data workloads. And if you were to back up one of those data workloads and say that the only copy can be in the cloud, then that would take like a 10 day recovery isolation. You know, we have some competitors who say that then that's what they have. Our flexibility, our ability to kind of bring in the Hyper-Scale deployment and just, you know, dock it into Metallic, and have a local copy, instant recovery, SLA, remote, you know, backup copy in the cloud for ransomware, or your worst case scenario. That's the kind of flexibility. So all those are scenarios we're really seeing with our customers. And that's kind of really the power advantage. A very unique part of our portfolio, but, you know, companies can have portfolio products, but to have a single integrated offering with that flexibility, that kind of, depending on the use case, you can start here and grow into a different point. That's really the unique part of the power event. Yeah, 10 day RTO just doesn't cut it, but Timmy, maybe you could weigh in here. Why, What was the catalyst for you adopting Metallic and maybe you could share what was the business impact there? >> Well, the catalyst and impact, obviously two different things. The catalyst, when we look at it, there was a lot of what are we going to do with this? We have an environment, we need to back it up, and how are we going to approach this? So we looked at it from a few different standpoints, and of course, when it boils down to it, one of the major reasons was the financial. But when we started looking at everything else that we have available to us and the flexibility that Commvault has in rolling out new solutions, this really was a no brainer at this point. We are able to essentially back up new features and new products, as soon as they're available. Within our Metallic environment, we are running the activate. We are running the the self-service for the end users to where they can actually recover their own files. We are adding the teams into it to be able to recover and perform these backups for teams. And I want to step aside really quick and mentioned something about this because I'd been with, you know, Metallic for a long time and I'd been waiting for this. We've been waiting for an ability to do these backups and anyone I know Manoj knows that I've been waiting for it. And you know, Commvault came back to me a while back and they said, we just have to wait for the API. We have to wait for Microsoft releases. Well, I follow the news. I saw Microsoft released the API, and I think it may have been two days later. Good. Commvault reached out to me and said, Hey we got it available. Are you ready to do this? And that sort of turned around that sort of flexibility being on top of new applications with that, with Salesforce, that is, you know, just not necessarily the reason why I adopted Metallic but one of those things that puts a smile on my face because I adopted Metallic. >> Well, that's an interesting story. I mean, you get the SDKs and if you're a leader you get them, you know, you can put the resources on it and you're ready when, when the product, you know, comes to GA. Manoj, I wonder if we could talk about just the notion of backing up SaaS, part of the announcements today included within Metallic included backup and offerings for Dynamics 365. But my question is why support Dynamics specifically in SaaS apps generally? I mean, customers might say, doesn't my SaaS provider protect my data? Why do I need a third party? And, and the second part of that question is why Commvault? >> Dave a great question as always. I'll start with the second part of the question. It's really three words the Shared Responsibility Model. And, you know, a lot of times our customers as they go into the cloud model they really start understanding that there is something that you're getting a lot of advantages the certain things you don't have to do, but the Shared Responsibility Model is what every cloud and SaaS provider will indoctrinate in its S&As. And certainly the application data is owned by the customer. And the meaning of that is not something that, you know, some SaaS provider can understand. And so that requires specialized skills. And that's a partnership. We've done this now very successfully with Microsoft and LG 65, we've added support for Salesforce, and we see a rapid customer adoption because of that Shared Responsibility Model. If you have, some kind of, an admin issue as we have seen in the news somebody changed their team setting and then lost all their chat. And then that data is discoverable. And you, the customer is responsible for making sure that data is discoverable or ransomware attacks. Again, recovering that SaaS data is your responsibility because the attack could be coming in from your instance not from the SaaS provider. So those are the reasons. Dynamics is, you know, one of the fastest growing SaaS applications from a business applications perspective out there. And as we looked at our roadmap, and you look at at the right compliment, what is the right adjacency, we're seeing this part of Microsoft's Business Application Suite growing, you know, as millions of users out there and it's rapidly growing. And it's also integrated with the rest of the Microsoft family. So we're now, you know, proud to say that we support all three Microsoft clouds, Microsoft Azure, or 365, Dynamics. Those applications are increasingly integrated so we're seeing commonality in customer base and that's a business critical data. And so customers are looking to manage the data, have solutions that they can be sure they can leverage. It's not just protecting data from worst-case scenarios. In the case of some of the apps like Dynamics, we offer a support, like setting up the staging environment. So it's improving productivity of the application admins, and that's really kind of that the value we're bringing able to bring to the table. >> Yeah. You know, that Shared Responsibility Model. I'm glad you brought that up because I think it's oftentimes misunderstood but when you talk to CSOS, they understand it well. They'll tell you the shared responsibility is my responsibility. You know, maybe the cloud provider will secure the object storage bucket for the physical space, but it's on me. So that's really important. So thank you for that. Isabelle, last question, the roadmap, you know, how do you see Commvault's, Metallic SaaS portfolio evolving? What can you tell us? >> Oh, well, it's, it has a big strategic, you know, impact on Commvault for sure on the first portfolio first because of all of our existing customers as you mentioned earlier, 25 years, it's a lot of customers are somehow some workload as SaaS. And so the ability without, you know, adding more complexity without adding another vendor just to be able to protect them in one take, and as teams they bring a smile to his face is really important for us. The second is also a lot of customers come to Commvault for Metallic. This is the first time enter the Commvault community and Commvault family. And as they start protecting their assessed application they realize that they could leverage the same application to protect their own premised data as well. So back to The Power of And, and without writing off their past investments, you know, going to the cloud at the pace they want. So from that perspective, there is a big impact on our customer community the thing is that Metallic it brings I don't know Manoj is way too humble, but, you know, he don't go to this customer every quarter. And, you know, we have added 24 countries to the portfolio, to the product. So we see a rapid adoption. And so obviously back to your question, we see the impacts of Metallic growing and growing fast because of the market demand, because of the rapid innovation we can take the Commvault technology and put it in the SaaS model and our customers really like it. So I'm very excited. I think it's going to be, you know, a great innovation, a great positive impact for customers, and our new customers we're welcoming, which by the way I think half, Manoj correct me, but I think half of the Metallic customer at Commvault and the other half are new to our family. So, they're very bullish about this. And it's just the beginning, as you know, we are 25 years old, or sorry, 25 years young, and looking forward to the next 25. >> Well, I can confirm, you know, we have a data partner survey, partner ETR, Enterprise Technology Research, and I was looking at the Commvault data and it shows within the cloud segment, when you cut the data by cloud, you're actually accelerating, the spending momentum is accelerating. And I think it's a function of, you know, some of the acquisitions you've made, some of the moves you made in integration. So congratulations on 25 years and you know, you're riding the correct wave, Isabelle, Manoj, Tim, thanks so much for coming in theCUBE. It was great to have you. >> Thank you. >> Thank you Dave. >> I really appreciate it. >> And thank you everybody for watching. This is Dave Vellante for theCUBE. We'll see you next time. (Upbeat Music)

momentum is gathering [Music] business is evolving more and more quickly moving through one transformation to the next because change never stops it only accelerates this is a world that demands a new kind of compute deployed from edge to core to cloud compute that can outpace the rapidly changing needs of businesses large and small unlocking new insights turning data into outcomes empowering new experiences compute that can scale up or scale down with minimum investment and effort guided by years of expertise protected by 360-degree security served up as a service to let it control own and manage massive workloads that weren't there yesterday and might not be there tomorrow this is the compute power that will drive progress giving your business what you need to be ready for what's next this is the compute power of hpe delivering your foundation for digital transformation welcome to accelerating next thank you so much for joining us today we have a great program we're going to talk tech with experts we'll be diving into the changing economics of our industry and how to think about the next phase of your digital transformation now very importantly we're also going to talk about how to optimize workloads from edge to exascale with full security and automation all coming to you as a service and with me to kick things off is neil mcdonald who's the gm of compute at hpe neil always a pleasure great to have you on it's great to see you dave now of course when we spoke a year ago you know we had hoped by this time we'd be face to face but you know here we are again you know this pandemic it's obviously affected businesses and people in in so many ways that we could never have imagined but in the reality is in reality tech companies have literally saved the day let's start off how is hpe contributing to helping your customers navigate through things that are so rapidly shifting in the marketplace well dave it's nice to be speaking to you again and i look forward to being able to do this in person some point the pandemic has really accelerated the need for transformation in businesses of all sizes more than three-quarters of cios report that the crisis has forced them to accelerate their strategic agendas organizations that were already transforming or having to transform faster and organizations that weren't on that journey yet are having to rapidly develop and execute a plan to adapt to this new reality our customers are on this journey and they need a partner for not just the compute technology but also the expertise and economics that they need for that digital transformation and for us this is all about unmatched optimization for workloads from the edge to the enterprise to exascale with 360 degree security and the intelligent automation all available in that as a service experience well you know as you well know it's a challenge to manage through any transformation let alone having to set up remote workers overnight securing them resetting budget priorities what are some of the barriers that you see customers are working hard to overcome simply per the organizations that we talk with are challenged in three areas they need the financial capacity to actually execute a transformation they need the access to the resource and the expertise needed to successfully deliver on a transformation and they have to find the way to match their investments with the revenues for the new services that they're putting in place to service their customers in this environment you know we have a data partner called etr enterprise technology research and the spending data that we see from them is it's quite dramatic i mean last year we saw a contraction of roughly five percent of in terms of i.t spending budgets etc and this year we're seeing a pretty significant rebound maybe a six to seven percent growth range is the prediction the challenge we see is organizations have to they've got to iterate on that i call it the forced march to digital transformation and yet they also have to balance their investments for example at the corporate headquarters which have kind of been neglected is there any help in sight for the customers that are trying to reduce their spend and also take advantage of their investment capacity i think you're right many businesses are understandably reluctant to loosen the purse strings right now given all of the uncertainty and often a digital transformation is viewed as a massive upfront investment that will pay off in the long term and that can be a real challenge in an environment like this but it doesn't need to be we work through hpe financial services to help our customers create the investment capacity to accelerate the transformation often by leveraging assets they already have and helping them monetize them in order to free up the capacity to accelerate what's next for their infrastructure and for their business so can we drill into that i wonder if we could add some specifics i mean how do you ensure a successful outcome what are you really paying attention to as those sort of markers for success well when you think about the journey that an organization is going through it's tough to be able to run the business and transform at the same time and one of the constraints is having the people with enough bandwidth and enough expertise to be able to do both so we're addressing that in two ways for our customers one is by helping them confidently deploy new solutions which we have engineered leveraging decades of expertise and experience in engineering to deliver those workload optimized portfolios that take the risk and the complexity out of assembling some of these solutions and give them a pre-packaged validated supported solution intact that simplifies that work for them but in other cases we can enhance our customers bandwidth by bringing them hpe point next experts with all of the capabilities we have to help them plan deliver and support these i.t projects and transformations organizations can get on a faster track of modernization getting greater insight and control as they do it we're a trusted partner to get the most for a business that's on this journey in making these critical compute investments to underpin the transformations and whether that's planning to optimizing to safe retirement at the end of life we can bring that expertise to bayer to help amplify what our customers already have in-house and help them accelerate and succeed in executing these transformations thank you for that neil so let's talk about some of the other changes that customers are seeing and the cloud has obviously forced customers and their suppliers to really rethink how technology is packaged how it's consumed how it's priced i mean there's no doubt in that to take green lake it's obviously a leading example of a pay as pay-as-you-scale infrastructure model and it could be applied on-prem or hybrid can you maybe give us a sense as to where you are today with green lake well it's really exciting you know from our first pay-as-you-go offering back in 2006 15 years ago to the introduction of green lake hpe has really been paving the way on consumption-based services through innovation and partnership to help meet the exact needs of our customers hpe green lake provides an experience that's the best of both worlds a simple pay-per-use technology model with the risk management of data that's under our customers direct control and it lets customers shift to everything as a service in order to free up capital and avoid that upfront expense that we talked about they can do this anywhere at any scale or any size and really hpe green lake is the cloud that comes to you like that so we've touched a little bit on how customers can maybe overcome some of the barriers to transformation what about the nature of transformations themselves i mean historically there was a lot of lip service paid to digital and and there's a lot of complacency frankly but you know that covered wrecking ball meme that so well describes that if you're not a digital business essentially you're going to be out of business so neil as things have evolved how is hpe addressed the new requirements well the new requirements are really about what customers are trying to achieve and four very common themes that we see are enabling the productivity of a remote workforce that was never really part of the plan for many organizations being able to develop and deliver new apps and services in order to service customers in a different way or drive new revenue streams being able to get insights from data so that in these tough times they can optimize their business more thoroughly and then finally think about the efficiency of an agile hybrid private cloud infrastructure especially one that now has to integrate the edge and we're really thrilled to be helping our customers accelerate all of these and more with hpe compute i want to double click on that remote workforce productivity i mean again the surveys that we see 46 percent of the cios say that productivity improved with the whole work from home remote work trend and on average those improvements were in the four percent range which is absolutely enormous i mean when you think about that how does hpe specifically you know help here what do you guys do well every organization in the world has had to adapt to a different style of working and with more remote workers than they had before and for many organizations that's going to become the new normal even post pandemic many it shops are not well equipped for the infrastructure to provide that experience because if all your workers are remote the resiliency of that infrastructure the latencies of that infrastructure the reliability of are all incredibly important so we provide comprehensive solutions expertise and as a service options that support that remote work through virtual desktop infrastructure or vdi so that our customers can support that new normal of virtual engagements online everything across industries wherever they are and that's just one example of many of the workload optimized solutions that we're providing for our customers is about taking out the guesswork and the uncertainty in delivering on these changes that they have to deploy as part of their transformation and we can deliver that range of workload optimized solutions across all of these different use cases because of our broad range of innovation in compute platforms that span from the ruggedized edge to the data center all the way up to exascale and hpc i mean that's key if you're trying to affect the digital transformation and you don't have to fine-tune you know be basically build your own optimized solutions if i can buy that rather than having to build it and rely on your r d you know that's key what else is hpe doing you know to deliver things new apps new services you know your microservices containers the whole developer trend what's going on there well that's really key because organizations are all seeking to evolve their mix of business and bring new services and new capabilities new ways to reach their customers new way to reach their employees new ways to interact in their ecosystem all digitally and that means app development and many organizations of course are embracing container technology to do that today so with the hpe container platform our customers can realize that agility and efficiency that comes with containerization and use it to provide insights to their data more and more that data of course is being machine generated or generated at the edge or the near edge and it can be a real challenge to manage that data holistically and not have silos and islands an hpe esmerald data fabric speeds the agility and access to data with a unified platform that can span across the data centers multiple clouds and even the edge and that enables data analytics that can create insights powering a data-driven production-oriented cloud-enabled analytics and ai available anytime anywhere in any scale and it's really exciting to see the kind of impact that that can have in helping businesses optimize their operations in these challenging times you got to go where the data is and the data is distributed it's decentralized so i i i like the esmerel of vision and execution there so that all sounds good but with digital transformation you get you're going to see more compute in in hybrid's deployments you mentioned edge so the surface area it's like the universe it's it's ever-expanding you mentioned you know remote work and work from home before so i'm curious where are you investing your resources from a cyber security perspective what can we count on from hpe there well you can count on continued leadership from hpe as the world's most secure industry standard server portfolio we provide an enhanced and holistic 360 degree view to security that begins in the manufacturing supply chain and concludes with a safeguarded end-of-life decommissioning and of course we've long set the bar for security with our work on silicon root of trust and we're extending that to the application tier but in addition to the security customers that are building this modern hybrid are private cloud including the integration of the edge need other elements too they need an intelligent software-defined control plane so that they can automate their compute fleets from all the way at the edge to the core and while scale and automation enable efficiency all private cloud infrastructures are competing with web scale economics and that's why we're democratizing web scale technologies like pinsando to bring web scale economics and web scale architecture to the private cloud our partners are so important in helping us serve our customers needs yeah i mean hp has really upped its ecosystem game since the the middle of last decade when when you guys reorganized it you became like even more partner friendly so maybe give us a preview of what's coming next in that regard from today's event well dave we're really excited to have hp's ceo antonio neri speaking with pat gelsinger from intel and later lisa sue from amd and later i'll have the chance to catch up with john chambers the founder and ceo of jc2 ventures to discuss the state of the market today yeah i'm jealous you guys had some good interviews coming up neil thanks so much for joining us today on the virtual cube you've really shared a lot of great insight how hpe is partnering with customers it's it's always great to catch up with you hopefully we can do so face to face you know sooner rather than later well i look forward to that and uh you know no doubt our world has changed and we're here to help our customers and partners with the technology the expertise and the economics they need for these digital transformations and we're going to bring them unmatched workload optimization from the edge to exascale with that 360 degree security with the intelligent automation and we're going to deliver it all as an as a service experience we're really excited to be helping our customers accelerate what's next for their businesses and it's been really great talking with you today about that dave thanks for having me you're very welcome it's been super neal and i actually you know i had the opportunity to speak with some of your customers about their digital transformation and the role of that hpe plays there so let's dive right in we're here on the cube covering hpe accelerating next and with me is rule siestermans who is the head of it at the netherlands cancer institute also known as nki welcome rule thank you very much great to be here hey what can you tell us about the netherlands cancer institute maybe you could talk about your core principles and and also if you could weave in your specific areas of expertise yeah maybe first introduction to the netherlands institute um we are one of the top 10 comprehensive cancers in the world and what we do is we combine a hospital for treating patients with cancer and a recent institute under one roof so discoveries we do we find within the research we can easily bring them back to the clinic and vis-a-versa so we have about 750 researchers and about 3 000 other employees doctors nurses and and my role is to uh to facilitate them at their best with it got it so i mean everybody talks about digital digital transformation to us it all comes down to data so i'm curious how you collect and take advantage of medical data specifically to support nki's goals maybe some of the challenges that your organization faces with the amount of data the speed of data coming in just you know the the complexities of data how do you handle that yeah it's uh it's it's it's challenge and uh yeah what we we have we have a really a large amount of data so we produce uh terabytes a day and we we have stored now more than one petabyte on data at this moment and yeah it's uh the challenge is to to reuse the data optimal for research and to share it with other institutions so that needs to have a flexible infrastructure for that so a fast really fast network uh big data storage environment but the real challenge is not not so much the i.t bus is more the quality of the data so we have a lot of medical systems all producing those data and how do we combine them and and yeah get the data fair so findable accessible interoperable and reusable uh for research uh purposes so i think that's the main challenge the quality of the data yeah very common themes that we hear from from other customers i wonder if you could paint a picture of your environment and maybe you can share where hpe solutions fit in what what value they bring to your organization's mission yeah i think it brings a lot of flexibility so what we did with hpe is that we we developed a software-defined data center and then a virtual workplace for our researchers and doctors and that's based on the hpe infrastructure and what we wanted to build is something that expect the needs of doctors and nurses but also the researchers and the two kind of different blood groups blood groups and with different needs so uh but we wanted to create one infrastructure because we wanted to make the connection between the hospital and the research that's that's more important so um hpe helped helped us not only with the the infrastructure itself but also designing the whole architecture of it and for example what we did is we we bought a lot of hardware and and and the hardware is really uh doing his his job between nine till five uh dennis everything is working within everyone is working within the institution but all the other time in evening and and nights hours and also the redundant environment we have for the for our healthcare uh that doesn't do nothing of much more or less uh in in those uh dark hours so what we created together with nvidia and hpe and vmware is that we we call it video by day compute by night so we reuse those those servers and those gpu capacity for computational research jobs within the research that's you mentioned flexibility for this genius and and so we're talking you said you know a lot of hard ways they're probably proliant i think synergy aruba networking is in there how are you using this environment actually the question really is when you think about nki's digital transformation i mean is this sort of the fundamental platform that you're using is it a maybe you could describe that yeah it's it's the fundamental platform to to to work on and and and what we see is that we have we have now everything in place for it but the real challenge is is the next steps we are in so we have a a software defined data center we are cloud ready so the next steps is to to make the connection to the cloud to to give more automation to our researchers so they don't have to wait a couple of weeks for it to do it but they can do it themselves with a couple of clicks so i think the basic is we are really flexible and we have a lot of opportunities for automation for example but the next step is uh to create that business value uh really for for our uh employees that's a great story and a very important mission really fascinating stuff thanks for sharing this with our audience today really appreciate your time thank you very much okay this is dave vellante with thecube stay right there for more great content you're watching accelerating next from hpe i'm really glad to have you with us today john i know you stepped out of vacation so thanks very much for joining us neil it's great to be joining you from hawaii and i love the partnership with hpe and the way you're reinventing an industry well you've always excelled john at catching market transitions and there are so many transitions and paradigm shifts happening in the market and tech specifically right now as you see companies rush to accelerate their transformation what do you see as the keys to success well i i think you're seeing actually an acceleration following the covet challenges that all of us faced and i wasn't sure that would happen it's probably at three times the paces before there was a discussion point about how quickly the companies need to go digital uh that's no longer a discussion point almost all companies are moving with tremendous feed on digital and it's the ability as the cloud moves to the edge with compute and security uh at the edge and how you deliver these services to where the majority of applications uh reside are going to determine i think the future of the next generation company leadership and it's the area that neil we're working together on in many many ways so i think it's about innovation it's about the cloud moving to the edge and an architectural play with silicon to speed up that innovation yes we certainly see our customers of all sizes trying to accelerate what's next and get that digital transformation moving even faster as a result of the environment that we're all living in and we're finding that workload focus is really key uh customers in all kinds of different scales are having to adapt and support the remote workforces with vdi and as you say john they're having to deal with the deployment of workloads at the edge with so much data getting generated at the edge and being acted upon at the edge the analytics and the infrastructure to manage that as these processes get digitized and automated is is so important for so many workflows we really believe that the choice of infrastructure partner that underpins those transformations really matters a partner that can help create the financial capacity that can help optimize your environments and enable our customers to focus on supporting their business are all super key to success and you mentioned that in the last year there's been a lot of rapid course correction for all of us a demand for velocity and the ability to deploy resources at scale is more and more needed maybe more than ever what are you hearing customers looking for as they're rolling out their digital transformation efforts well i think they're being realistic that they're going to have to move a lot faster than before and they're also realistic on core versus context they're they're their core capability is not the technology of themselves it's how to deploy it and they're we're looking for partners that can help bring them there together but that can also innovate and very often the leaders who might have been a leader in a prior generation may not be on this next move hence the opportunity for hpe and startups like vinsano to work together as the cloud moves the edge and perhaps really balance or even challenge some of the big big incumbents in this category as well as partners uniquely with our joint customers on how do we achieve their business goals tell me a little bit more about how you move from this being a technology positioning for hpe to literally helping your customers achieve their outcomes they want and and how are you changing hpe in that way well i think when you consider these transformations the infrastructure that you choose to underpin it is incredibly critical our customers need a software-defined management plan that enables them to automate so much of their infrastructure they need to be able to take faster action where the data is and to do all of this in a cloud-like experience where they can deliver their infrastructure as code anywhere from exascale through the enterprise data center to the edge and really critically they have to be able to do this securely which becomes an ever increasing challenge and doing it at the right economics relative to their alternatives and part of the right economics of course includes adopting the best practices from web scale architectures and bringing them to the heart of the enterprise and in our partnership with pensando we're working to enable these new ideas of web scale architecture and fleet management for the enterprise at scale you know what is fun is hpe has an unusual talent from the very beginning in silicon valley of working together with others and creating a win-win innovation approach if you watch what your team has been able to do and i want to say this for everybody listening you work with startups better than any other company i've seen in terms of how you do win win together and pinsando is just the example of that uh this startup which by the way is the ninth time i have done with this team a new generation of products and we're designing that together with hpe in terms of as the cloud moves to the edge how do we get the leverage out of that and produce the results for your customers on this to give the audience appeal for it you're talking with pensano alone in terms of the efficiency versus an amazon amazon web services of an order of magnitude i'm not talking 100 greater i'm talking 10x greater and things from throughput number of connections you do the jitter capability etc and it talks how two companies uniquely who believe in innovation and trust each other and have very similar cultures can work uniquely together on it how do you bring that to life with an hpe how do you get your company to really say let's harvest the advantages of your ecosystem in your advantages of startups well as you say more and more companies are faced with these challenges of hitting the right economics for the infrastructure and we see many enterprises of various sizes trying to come to terms with infrastructures that look a lot more like a service provider that require that software-defined management plane and the automation to deploy at scale and with the work we're doing with pinsando the benefits that we bring in terms of the observability and the telemetry and the encryption and the distributed network functions but also a security architecture that enables that efficiency on the individual nodes is just so key to building a competitive architecture moving forwards for an on-prem private cloud or internal service provider operation and we're really excited about the work we've done to bring that technology across our portfolio and bring that to our customers so that they can achieve those kind of economics and capabilities and go focus on their own transformations rather than building and running the infrastructure themselves artisanally and having to deal with integrating all of that great technology themselves makes tremendous sense you know neil you and i work on a board together et cetera i've watched your summarization skills and i always like to ask the question after you do a quick summary like this what are the three or four takeaways we would like for the audience to get out of our conversation well that's a great question thanks john we believe that customers need a trusted partner to work through these digital transformations that are facing them and confront the challenge of the time that the covet crisis has taken away as you said up front every organization is having to transform and transform more quickly and more digitally and working with a trusted partner with the expertise that only comes from decades of experience is a key enabler for that a partner with the ability to create the financial capacity to transform the workload expertise to get more from the infrastructure and optimize the environment so that you can focus on your own business a partner that can deliver the systems and the security and the automation that makes it easily deployable and manageable anywhere you need them at any scale whether the edge the enterprise data center or all the way up to exascale in high performance computing and can do that all as a service as we can at hpe through hpe green lake enabling our customers most critical workloads it's critical that all of that is underpinned by an ai powered digitally enabled service experience so that our customers can get on with their transformation and running their business instead of dealing with their infrastructure and really only hpe can provide this combination of capabilities and we're excited and committed to helping our customers accelerate what's next for their businesses neil it's fun i i love being your partner and your wingman our values and cultures are so similar thanks for letting me be a part of this discussion today thanks for being with us john it was great having you here oh it's friends for life okay now we're going to dig into the world of video which accounts for most of the data that we store and requires a lot of intense processing capabilities to stream here with me is jim brickmeyer who's the chief marketing and product officer at vlasics jim good to see you good to see you as well so tell us a little bit more about velocity what's your role in this tv streaming world and maybe maybe talk about your ideal customer sure sure so um we're leading provider of carrier great video solutions video streaming solutions and advertising uh technology to service providers around the globe so we primarily sell software-based solutions to uh cable telco wireless providers and broadcasters that are interested in launching their own um video streaming services to consumers yeah so this is this big time you know we're not talking about mom and pop you know a little video outfit but but maybe you can help us understand that and just the sheer scale of of the tv streaming that you're doing maybe relate it to you know the overall internet usage how much traffic are we talking about here yeah sure so uh yeah so our our customers tend to be some of the largest um network service providers around the globe uh and if you look at the uh the video traffic um with respect to the total amount of traffic that that goes through the internet video traffic accounts for about 90 of the total amount of data that uh that traverses the internet so video is uh is a pretty big component of um of how people when they look at internet technologies they look at video streaming technologies uh you know this is where we we focus our energy is in carrying that traffic as efficiently as possible and trying to make sure that from a consumer standpoint we're all consumers of video and uh make sure that the consumer experience is a high quality experience that you don't experience any glitches and that that ultimately if people are paying for that content that they're getting the value that they pay for their for their money uh in their entertainment experience i think people sometimes take it for granted it's like it's like we we all forget about dial up right those days are long gone but the early days of video was so jittery and restarting and and the thing too is that you know when you think about the pandemic and the boom in streaming that that hit you know we all sort of experienced that but the service levels were pretty good i mean how much how much did the pandemic affect traffic what kind of increases did you see and how did that that impact your business yeah sure so uh you know obviously while it was uh tragic to have a pandemic and have people locked down what we found was that when people returned to their homes what they did was they turned on their their television they watched on on their mobile devices and we saw a substantial increase in the amount of video streaming traffic um over service provider networks so what we saw was on the order of 30 to 50 percent increase in the amount of data that was traversing those networks so from a uh you know from an operator's standpoint a lot more traffic a lot more challenging to to go ahead and carry that traffic a lot of work also on our behalf and trying to help operators prepare because we could actually see geographically as the lockdowns happened [Music] certain areas locked down first and we saw that increase so we were able to help operators as as all the lockdowns happened around the world we could help them prepare for that increase in traffic i mean i was joking about dial-up performance again in the early days of the internet if your website got fifty percent more traffic you know suddenly you were you your site was coming down so so that says to me jim that architecturally you guys were prepared for that type of scale so maybe you could paint a picture tell us a little bit about the solutions you're using and how you differentiate yourself in your market to handle that type of scale sure yeah so we so we uh we really are focused on what we call carrier grade solutions which are designed for that massive amount of scale um so we really look at it you know at a very granular level when you look um at the software and and performance capabilities of the software what we're trying to do is get as many streams as possible out of each individual piece of hardware infrastructure so that we can um we can optimize first of all maximize the uh the efficiency of that device make sure that the costs are very low but one of the other challenges is as you get to millions and millions of streams and that's what we're delivering on a daily basis is millions and millions of video streams that you have to be able to scale those platforms out um in an effective in a cost effective way and to make sure that it's highly resilient as well so we don't we don't ever want a consumer to have a circumstance where a network glitch or a server issue or something along those lines causes some sort of uh glitch in their video and so there's a lot of work that we do in the software to make sure that it's a very very seamless uh stream and that we're always delivering at the very highest uh possible bit rate for consumers so that if you've got that giant 4k tv that we're able to present a very high resolution picture uh to those devices and what's the infrastructure look like underneath you you're using hpe solutions where do they fit in yeah that's right yeah so we uh we've had a long-standing partnership with hpe um and we work very closely with them to try to identify the specific types of hardware that are ideal for the the type of applications that we run so we run video streaming applications and video advertising applications targeted kinds of video advertising technologies and when you look at some of these applications they have different types of requirements in some cases it's uh throughput where we're taking a lot of data in and streaming a lot of data out in other cases it's storage where we have to have very high density high performance storage systems in other cases it's i gotta have really high capacity storage but the performance does not need to be quite as uh as high from an io perspective and so we work very closely with hpe on trying to find exactly the right box for the right application and then beyond that also talking with our customers to understand there are different maintenance considerations associated with different types of hardware so we tend to focus on as much as possible if we're going to place servers deep at the edge of the network we will make everything um maintenance free or as maintenance free as we can make it by putting very high performance solid state storage into those servers so that uh we we don't have to physically send people to those sites to uh to do any kind of maintenance so it's a it's a very cooperative relationship that we have with hpe to try to define those boxes great thank you for that so last question um maybe what the future looks like i love watching on my mobile device headphones in no distractions i'm getting better recommendations how do you see the future of tv streaming yeah so i i think the future of tv streaming is going to be a lot more personal right so uh this is what you're starting to see through all of the services that are out there is that most of the video service providers whether they're online providers or they're your traditional kinds of paid tv operators is that they're really focused on the consumer and trying to figure out what is of value to you personally in the past it used to be that services were one size fits all and um and so everybody watched the same program right at the same time and now that's uh that's we have this technology that allows us to deliver different types of content to people on different screens at different times and to advertise to those individuals and to cater to their individual preferences and so using that information that we have about how people watch and and what people's interests are we can create a much more engaging and compelling uh entertainment experience on all of those screens and um and ultimately provide more value to consumers awesome story jim thanks so much for keeping us helping us just keep entertained during the pandemic i really appreciate your time sure thanks all right keep it right there everybody you're watching hpes accelerating next first of all pat congratulations on your new role as intel ceo how are you approaching your new role and what are your top priorities over your first few months thanks antonio for having me it's great to be here with you all today to celebrate the launch of your gen 10 plus portfolio and the long history that our two companies share in deep collaboration to deliver amazing technology to our customers together you know what an exciting time it is to be in this industry technology has never been more important for humanity than it is today everything is becoming digital and driven by what i call the four key superpowers the cloud connectivity artificial intelligence and the intelligent edge they are super powers because each expands the impact of the others and together they are reshaping every aspect of our lives and work in this landscape of rapid digital disruption intel's technology and leadership products are more critical than ever and we are laser focused on bringing to bear the depth and breadth of software silicon and platforms packaging and process with at scale manufacturing to help you and our customers capitalize on these opportunities and fuel their next generation innovations i am incredibly excited about continuing the next chapter of a long partnership between our two companies the acceleration of the edge has been significant over the past year with this next wave of digital transformation we expect growth in the distributed edge and age build out what are you seeing on this front like you said antonio the growth of edge computing and build out is the next key transition in the market telecommunications service providers want to harness the potential of 5g to deliver new services across multiple locations in real time as we start building solutions that will be prevalent in a 5g digital environment we will need a scalable flexible and programmable network some use cases are the massive scale iot solutions more robust consumer devices and solutions ar vr remote health care autonomous robotics and manufacturing environments and ubiquitous smart city solutions intel and hp are partnering to meet this new wave head on for 5g build out and the rise of the distributed enterprise this build out will enable even more growth as businesses can explore how to deliver new experiences and unlock new insights from the new data creation beyond the four walls of traditional data centers and public cloud providers network operators need to significantly increase capacity and throughput without dramatically growing their capital footprint their ability to achieve this is built upon a virtualization foundation an area of intel expertise for example we've collaborated with verizon for many years and they are leading the industry and virtualizing their entire network from the core the edge a massive redesign effort this requires advancements in silicon and power management they expect intel to deliver the new capabilities in our roadmap so ecosystem partners can continue to provide innovative and efficient products with this optimization for hybrid we can jointly provide a strong foundation to take on the growth of data-centric workloads for data analytics and ai to build and deploy models faster to accelerate insights that will deliver additional transformation for organizations of all types the network transformation journey isn't easy we are continuing to unleash the capabilities of 5g and the power of the intelligent edge yeah the combination of the 5g built out and the massive new growth of data at the edge are the key drivers for the age of insight these new market drivers offer incredible new opportunities for our customers i am excited about recent launch of our new gen 10 plus portfolio with intel together we are laser focused on delivering joint innovation for customers that stretches from the edge to x scale how do you see new solutions that this helping our customers solve the toughest challenges today i talked earlier about the superpowers that are driving the rapid acceleration of digital transformation first the proliferation of the hybrid cloud is delivering new levels of efficiency and scale and the growth of the cloud is democratizing high-performance computing opening new frontiers of knowledge and discovery next we see ai and machine learning increasingly infused into every application from the edge to the network to the cloud to create dramatically better insights and the rapid adoption of 5g as i talked about already is fueling new use cases that demand lower latencies and higher bandwidth this in turn is pushing computing to the edge closer to where the data is created and consumed the confluence of these trends is leading to the biggest and fastest build out of computing in human history to keep pace with this rapid digital transformation we recognize that infrastructure has to be built with the flexibility to support a broad set of workloads and that's why over the last several years intel has built an unmatched portfolio to deliver every component of intelligent silicon our customers need to move store and process data from the cpus to fpgas from memory to ssds from ethernet to switch silicon to silicon photonics and software our 3rd gen intel xeon scalable processors and our data centric portfolio deliver new core performance and higher bandwidth providing our customers the capabilities they need to power these critical workloads and we love seeing all the unique ways customers like hpe leverage our technology and solution offerings to create opportunities and solve their most pressing challenges from cloud gaming to blood flow to brain scans to financial market security the opportunities are endless with flexible performance i am proud of the amazing innovation we are bringing to support our customers especially as they respond to new data-centric workloads like ai and analytics that are critical to digital transformation these new requirements create a need for compute that's warlord optimized for performance security ease of use and the economics of business now more than ever compute matters it is the foundation for this next wave of digital transformation by pairing our compute with our software and capabilities from hp green lake we can support our customers as they modernize their apps and data quickly they seamlessly and securely scale them anywhere at any size from edge to x scale but thank you for joining us for accelerating next today i know our audience appreciated hearing your perspective on the market and how we're partnering together to support their digital transformation journey i am incredibly excited about what lies ahead for hp and intel thank you thank you antonio great to be with you today we just compressed about a decade of online commerce progress into about 13 or 14 months so now we're going to look at how one retailer navigated through the pandemic and what the future of their business looks like and with me is alan jensen who's the chief information officer and senior vice president of the sawing group hello alan how are you fine thank you good to see you hey look you know when i look at the 100 year history plus of your company i mean it's marked by transformations and some of them are quite dramatic so you're denmark's largest retailer i wonder if you could share a little bit more about the company its history and and how it continues to improve the customer experience well at the same time keeping costs under control so vital in your business yeah yeah the company founded uh approximately 100 years ago with a department store in in oahu's in in denmark and i think in the 60s we founded the first supermarket in in denmark with the self-service and combined textile and food in in the same store and in beginning 70s we founded the first hyper market in in denmark and then the this calendar came from germany early in in 1980 and we started a discount chain and so we are actually building department store in hyber market info in in supermarket and in in the discount sector and today we are more than 1 500 stores in in three different countries in in denmark poland and germany and especially for the danish market we have a approximately 38 markets here and and is the the leader we have over the last 10 years developed further into online first in non-food and now uh in in food with home delivery with click and collect and we have done some magnetism acquisition in in the convenience with mailbox solutions to our customers and we have today also some restaurant burger chain and and we are running the starbuck in denmark so i can you can see a full plate of different opportunities for our customer in especially denmark it's an awesome story and of course the founder's name is still on the masthead what a great legacy now of course the pandemic is is it's forced many changes quite dramatic including the the behaviors of retail customers maybe you could talk a little bit about how your digital transformation at the sawing group prepared you for this shift in in consumption patterns and any other challenges that that you faced yeah i think uh luckily as for some of the you can say the core it solution in in 19 we just roll out using our computers via direct access so you can work from anywhere whether you are traveling from home and so on we introduced a new agile scrum delivery model and and we just finalized the rolling out teams in in in january february 20 and that was some very strong thing for suddenly moving all our employees from from office to to home and and more or less overnight we succeed uh continuing our work and and for it we have not missed any deadline or task for the business in in 2020 so i think that was pretty awesome to to see and for the business of course the pandemic changed a lot as the change in customer behavior more or less overnight with plus 50 80 on the online solution forced us to do some different priorities so we were looking at the food home delivery uh and and originally expected to start rolling out in in 2022 uh but took a fast decision in april last year to to launch immediately and and we have been developing that uh over the last eight months and has been live for the last three months now in the market so so you can say the pandemic really front loaded some of our strategic actions for for two to three years uh yeah that was very exciting what's that uh saying luck is the byproduct of great planning and preparation so let's talk about when you're in a company with some strong financial situation that you can move immediately with investment when you take such decision then then it's really thrilling yeah right awesome um two-part question talk about how you leverage data to support the solid groups mission and you know drive value for customers and maybe you could talk about some of the challenges you face with just the amount of data the speed of data et cetera yeah i said data is everything when you are in retail as a retailer's detail as you need to monitor your operation down to each store eats department and and if you can say we have challenge that that is that data is just growing rapidly as a year by year it's growing more and more because you are able to be more detailed you're able to capture more data and for a company like ours we need to be updated every morning as a our fully updated sales for all unit department single sku selling in in the stores is updated 3 o'clock in the night and send out to all top management and and our managers all over the company it's actually 8 000 reports going out before six o'clock every day in the morning we have introduced a loyalty program and and you are capturing a lot of data on on customer behavior what is their preferred offers what is their preferred time in the week for buying different things and all these data is now used to to personalize our offers to our cost of value customers so we can be exactly hitting the best time and and convert it to sales data is also now used for what we call intelligent price reductions as a so instead of just reducing prices with 50 if it's uh close to running out of date now the system automatically calculate whether a store has just enough to to finish with full price before end of day or actually have much too much and and need to maybe reduce by 80 before as being able to sell so so these automated [Music] solutions built on data is bringing efficiency into our operation wow you make it sound easy these are non-trivial items so congratulations on that i wonder if we could close hpe was kind enough to introduce us tell us a little bit about the infrastructure the solutions you're using how they differentiate you in the market and i'm interested in you know why hpe what distinguishes them why the choice there yeah as a when when you look out a lot is looking at moving data to the cloud but we we still believe that uh due to performance due to the availability uh more or less on demand we we still don't see the cloud uh strong enough for for for selling group uh capturing all our data we have been quite successfully having one data truth across the whole con company and and having one just one single bi solution and having that huge amount of data i think we have uh one of the 10 largest sub business warehouses in global and but on the other hand we also want to be agile and want to to scale when needed so getting close to a cloud solution we saw it be a green lake as a solution getting close to the cloud but still being on-prem and could deliver uh what we need to to have a fast performance on on data but still in a high quality and and still very secure for us to run great thank you for that and thank alan thanks so much for your for your time really appreciate your your insights and your congratulations on the progress and best of luck in the future thank you all right keep it right there we have tons more content coming you're watching accelerating next from hpe [Music] welcome lisa and thank you for being here with us today antonio it's wonderful to be here with you as always and congratulations on your launch very very exciting for you well thank you lisa and we love this partnership and especially our friendship which has been very special for me for the many many years that we have worked together but i wanted to have a conversation with you today and obviously digital transformation is a key topic so we know the next wave of digital transformation is here being driven by massive amounts of data an increasingly distributed world and a new set of data intensive workloads so how do you see world optimization playing a role in addressing these new requirements yeah no absolutely antonio and i think you know if you look at the depth of our partnership over the last you know four or five years it's really about bringing the best to our customers and you know the truth is we're in this compute mega cycle right now so it's amazing you know when i know when you talk to customers when we talk to customers they all need to do more and and frankly compute is becoming quite specialized so whether you're talking about large enterprises or you're talking about research institutions trying to get to the next phase of uh compute so that workload optimization that we're able to do with our processors your system design and then you know working closely with our software partners is really the next wave of this this compute cycle so thanks lisa you talk about mega cycle so i want to make sure we take a moment to celebrate the launch of our new generation 10 plus compute products with the latest announcement hp now has the broadest amd server portfolio in the industry spanning from the edge to exascale how important is this partnership and the portfolio for our customers well um antonio i'm so excited first of all congratulations on your 19 world records uh with uh milan and gen 10 plus it really is building on you know sort of our you know this is our third generation of partnership with epic and you know you are with me right at the very beginning actually uh if you recall you joined us in austin for our first launch of epic you know four years ago and i think what we've created now is just an incredible portfolio that really does go across um you know all of the uh you know the verticals that are required we've always talked about how do we customize and make things easier for our customers to use together and so i'm very excited about your portfolio very excited about our partnership and more importantly what we can do for our joint customers it's amazing to see 19 world records i think i'm really proud of the work our joint team do every generation raising the bar and that's where you know we we think we have a shared goal of ensuring that customers get the solution the services they need any way they want it and one way we are addressing that need is by offering what we call as a service delivered to hp green lake so let me ask a question what feedback are you hearing from your customers with respect to choice meaning consuming as a service these new solutions yeah now great point i think first of all you know hpe green lake is very very impressive so you know congratulations um to uh to really having that solution and i think we're hearing the same thing from customers and you know the truth is the compute infrastructure is getting more complex and everyone wants to be able to deploy sort of the right compute at the right price point um you know in in terms of also accelerating time to deployment with the right security with the right quality and i think these as a service offerings are going to become more and more important um as we go forward in the compute uh you know capabilities and you know green lake is a leadership product offering and we're very very you know pleased and and honored to be part of it yeah we feel uh lisa we are ahead of the competition and um you know you think about some of our competitors now coming with their own offerings but i think the ability to drive joint innovation is what really differentiate us and that's why we we value the partnership and what we have been doing together on giving the customers choice finally you know i know you and i are both incredibly excited about the joint work we're doing with the us department of energy the oak ridge national laboratory we think about large data sets and you know and the complexity of the analytics we're running but we both are going to deliver the world's first exascale system which is remarkable to me so what this milestone means to you and what type of impact do you think it will make yes antonio i think our work with oak ridge national labs and hpe is just really pushing the envelope on what can be done with computing and if you think about the science that we're going to be able to enable with the first exascale machine i would say there's a tremendous amount of innovation that has already gone in to the machine and we're so excited about delivering it together with hpe and you know we also think uh that the super computing technology that we're developing you know at this broad scale will end up being very very important for um you know enterprise compute as well and so it's really an opportunity to kind of take that bleeding edge and really deploy it over the next few years so super excited about it i think you know you and i have a lot to do over the uh the next few months here but it's an example of the great partnership and and how much we're able to do when we put our teams together um to really create that innovation i couldn't agree more i mean this is uh an incredible milestone for for us for our industry and honestly for the country in many ways and we have many many people working 24x7 to deliver against this mission and it's going to change the future of compute no question about it and then honestly put it to work where we need it the most to advance life science to find cures to improve the way people live and work but lisa thank you again for joining us today and thank you more most importantly for the incredible partnership and and the friendship i really enjoy working with you and your team and together i think we can change this industry once again so thanks for your time today thank you so much antonio and congratulations again to you and the entire hpe team for just a fantastic portfolio launch thank you okay well some pretty big hitters in those keynotes right actually i have to say those are some of my favorite cube alums and i'll add these are some of the execs that are stepping up to change not only our industry but also society and that's pretty cool and of course it's always good to hear from the practitioners the customer discussions have been great so far today now the accelerating next event continues as we move to a round table discussion with krista satrathwaite who's the vice president and gm of hpe core compute and krista is going to share more details on how hpe plans to help customers move ahead with adopting modern workloads as part of their digital transformations krista will be joined by hpe subject matter experts chris idler who's the vp and gm of the element and mark nickerson director of solutions product management as they share customer stories and advice on how to turn strategy into action and realize results within your business thank you for joining us for accelerate next event i hope you're enjoying it so far i know you've heard about the industry challenges the i.t trends hpe strategy from leaders in the industry and so today what we want to do is focus on going deep on workload solutions so in the most important workload solutions the ones we always get asked about and so today we want to share with you some best practices some examples of how we've helped other customers and how we can help you all right with that i'd like to start our panel now and introduce chris idler who's the vice president and general manager of the element chris has extensive uh solution expertise he's led hpe solution engineering programs in the past welcome chris and mark nickerson who is the director of product management and his team is responsible for solution offerings making sure we have the right solutions for our customers welcome guys thanks for joining me thanks for having us krista yeah so i'd like to start off with one of the big ones the ones that we get asked about all the time what we've been all been experienced in the last year remote work remote education and all the challenges that go along with that so let's talk a little bit about the challenges that customers have had in transitioning to this remote work and remote education environment uh so i i really think that there's a couple of things that have stood out for me when we're talking with customers about vdi first obviously there was a an unexpected and unprecedented level of interest in that area about a year ago and we all know the reasons why but what it really uncovered was how little planning had gone into this space around a couple of key dynamics one is scale it's one thing to say i'm going to enable vdi for a part of my workforce in a pre-pandemic environment where the office was still the the central hub of activity for work uh it's a completely different scale when you think about okay i'm going to have 50 60 80 maybe 100 of my workforce now distributed around the globe um whether that's in an educational environment where now you're trying to accommodate staff and students in virtual learning uh whether that's uh in the area of things like uh formula one racing where we had uh the desire to still have events going on but the need for a lot more social distancing not as many people able to be trackside but still needing to have that real-time experience this really manifested in a lot of ways and scale was something that i think a lot of customers hadn't put as much thought into initially the other area is around planning for experience a lot of times the vdi experience was planned out with very specific workloads or very specific applications in mind and when you take it to a more broad-based environment if we're going to support multiple functions multiple lines of business there hasn't been as much planning or investigation that's gone into the application side and so thinking about how graphically intense some applications are one customer that comes to mind would be tyler isd who did a fairly large roll out pre-pandemic and as part of their big modernization effort what they uncovered was even just changes in standard windows applications had become so much more graphically intense with windows 10 with the latest updates with programs like adobe that they were really needing to have an accelerated experience for a much larger percentage of their install base than than they had counted on so in addition to planning for scale you also need to have that visibility into what are the actual applications that are going to be used by these remote users how graphically intense those might be what's the login experience going to be as well as the operating experience and so really planning through that experience side as well as the scale and the number of users uh is is kind of really two of the biggest most important things that i've seen yeah mark i'll i'll just jump in real quick i think you you covered that pretty comprehensively there and and it was well done the couple of observations i've made one is just that um vdi suddenly become like mission critical for sales it's the front line you know for schools it's the classroom you know that this isn't a cost cutting measure or a optimization nit measure anymore this is about running the business in a way it's a digital transformation one aspect of about a thousand aspects of what does it mean to completely change how your business does and i think what that translates to is that there's no margin for error right you really need to deploy this in a way that that performs that understands what you're trying to use it for that gives that end user the experience that they expect on their screen or on their handheld device or wherever they might be whether it's a racetrack classroom or on the other end of a conference call or a boardroom right so what we do in in the engineering side of things when it comes to vdi or really understand what's a tech worker what's a knowledge worker what's a power worker what's a gp really going to look like what's time of day look like you know who's using it in the morning who's using it in the evening when do you power up when do you power down does the system behave does it just have the it works function and what our clients can can get from hpe is um you know a worldwide set of experiences that we can apply to making sure that the solution delivers on its promises so we're seeing the same thing you are krista you know we see it all the time on vdi and on the way businesses are changing the way they do business yeah and it's funny because when i talk to customers you know one of the things i heard that was a good tip is to roll it out to small groups first so you could really get a good sense of what the experience is before you roll it out to a lot of other people and then the expertise it's not like every other workload that people have done before so if you're new at it make sure you're getting the right advice expertise so that you're doing it the right way okay one of the other things we've been talking a lot about today is digital transformation and moving to the edge so now i'd like to shift gears and talk a little bit about how we've helped customers make that shift and this time i'll start with chris all right hey thanks okay so you know it's funny when it comes to edge because um the edge is different for for every customer in every client and every single client that i've ever spoken to of hp's has an edge somewhere you know whether just like we were talking about the classroom might be the edge but but i think the industry when we're talking about edge is talking about you know the internet of things if you remember that term from not to not too long ago you know and and the fact that everything's getting connected and how do we turn that into um into telemetry and and i think mark's going to be able to talk through a couple of examples of clients that we have in things like racing and automotive but what we're learning about edge is it's not just how do you make the edge work it's how do you integrate the edge into what you're already doing and nobody's just the edge right and and so if it's if it's um ai mldl there's that's one way you want to use the edge if it's a customer experience point of service it's another you know there's yet another way to use the edge so it turns out that having a broad set of expertise like hpe does to be able to understand the different workloads that you're trying to tie together including the ones that are running at the at the edge often it involves really making sure you understand the data pipeline you know what information is at the edge how does it flow to the data center how does it flow and then which data center uh which private cloud which public cloud are you using i think those are the areas where where we really sort of shine is that we we understand the interconnectedness of these things and so for example red bull and i know you're going to talk about that in a minute mark um uh the racing company you know for them the the edge is the racetrack and and you know milliseconds or partial seconds winning and losing races but then there's also an edge of um workers that are doing the design for for the cars and how do they get quick access so um we have a broad variety of infrastructure form factors and compute form factors to help with the edge and this is another real advantage we have is that we we know how to put the right piece of equipment with the right software we also have great containerized software with our esmeral container platform so we're really becoming um a perfect platform for hosting edge-centric workloads and applications and data processing yeah it's uh all the way down to things like our superdome flex in the background if you have some really really really big data that needs to be processed and of course our workhorse proliance that can be configured to support almost every um combination of workload you have so i know you started with edge krista but but and we're and we nail the edge with those different form factors but let's make sure you know if you're listening to this this show right now um make sure you you don't isolate the edge and make sure they integrate it with um with the rest of your operation mark you know what did i miss yeah to that point chris i mean and this kind of actually ties the two things together that we've been talking about here but the edge uh has become more critical as we have seen more work moving to the edge as where we do work changes and evolves and the edge has also become that much more closer because it has to be that much more connected um to your point uh talking about where that edge exists that edge can be a lot of different places but the one commonality really is that the edge is is an area where work still needs to get accomplished it can't just be a collection point and then everything gets shipped back to a data center or back to some some other area for the work it's where the work actually needs to get done whether that's edge work in a use case like vdi or whether that's edge work in the case of doing real-time analytics you mentioned red bull racing i'll i'll bring that up i mean you talk about uh an area where time is of the essence everything about that sport comes down to time you're talking about wins and losses that are measured as you said in milliseconds and that applies not just to how performance is happening on the track but how you're able to adapt and modify the needs of the car uh adapt to the evolving conditions on the track itself and so when you talk about putting together a solution for an edge like that you're right it can't just be here's a product that's going to allow us to collect data ship it back someplace else and and wait for it to be processed in a couple of days you have to have the ability to analyze that in real time when we pull together a solution involving our compute products our storage products our networking products when we're able to deliver that full package solution at the edge what you see are results like a 50 decrease in processing time to make real-time analytic decisions about configurations for the car and adapting to to real-time uh test and track conditions yeah really great point there um and i really love the example of edge and racing because i mean that is where it all every millisecond counts um and so important to process that at the edge now switching gears just a little bit let's talk a little bit about some examples of how we've helped customers when it comes to business agility and optimizing their workload for maximum outcome for business agility let's talk about some things that we've done to help customers with that mark yeah give it a shot so when we when we think about business agility what you're really talking about is the ability to to implement on the fly to be able to scale up to scale down the ability to adapt to real time changing situations and i think the last year has been has been an excellent example of exactly how so many businesses have been forced to do that i think one of the areas that that i think we've probably seen the most ability to help with customers in that agility area is around the space of private and hybrid clouds if you take a look at the need that customers have to to be able to migrate workloads and migrate data between public cloud environments app development environments that may be hosted on-site or maybe in the cloud the ability to move out of development and into production and having the agility to then scale those application rollouts up having the ability to have some of that some of that private cloud flexibility in addition to a public cloud environment is something that is becoming increasingly crucial for a lot of our customers all right well i we could keep going on and on but i'll stop it there uh thank you so much uh chris and mark this has been a great discussion thanks for sharing how we helped other customers and some tips and advice for approaching these workloads i thank you all for joining us and remind you to look at the on-demand sessions if you want to double click a little bit more into what we've been covering all day today you can learn a lot more in those sessions and i thank you for your time thanks for tuning in today many thanks to krista chris and mark we really appreciate you joining today to share how hpe is partnering to facilitate new workload adoption of course with your customers on their path to digital transformation now to round out our accelerating next event today we have a series of on-demand sessions available so you can explore more details around every step of that digital transformation from building a solid infrastructure strategy identifying the right compute and software to rounding out your solutions with management and financial support so please navigate to the agenda at the top of the page to take a look at what's available i just want to close by saying that despite the rush to digital during the pandemic most businesses they haven't completed their digital transformations far from it 2020 was more like a forced march than a planful strategy but now you have some time you've adjusted to this new abnormal and we hope the resources that you find at accelerating next will help you on your journey best of luck to you and be well [Music] [Applause] [Music] 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