(light music) >> Hello, welcome back everybody to theCUBE's coverage in New York City of AWS Summit 2022. I'm John Furrier, host of theCUBE. We had Dave Vellante, Lisa Martin here earlier. I'm going to wrap it up here with James Forrester, last interview of the day here in New York. Wish we would have had another day. It's a packed house, 10,000 people. James Forrester's the VP Worldwide Technical Leader for VMware's Cloud on AWS. On AWS is a big distinction. James, welcome to theCube. Thanks for coming on. >> Thank you so much, John. It's great to be here. >> So I think it's been like six years since the announcement of VMware's Cloud on AWS, which is a separate instance, separate hardware, but it's changed the game for VMware. You guys have done a lot of work, successful traction with customers. Clarified, I remember at that time, it really clarified VMware's Cloud play. Which then gave VMware more time to work on what it's doing now, which is, you know, using all their assets and their operations with Tanzu, Monterey, Cloud Native, Cross Cloud. What they call you guys call Cross Cloud, I call Super Cloud, action, a lot of stuff happening. So thanks for coming on. Okay. So first question is, what's the future look like for VMware's Cloud on AWS? >> Super bright, super bright. And there's a couple of great reasons for that. I think firstly, what we're seeing is that customers have now made enough progress in their cloud journeys. Many of them have chosen AWS and they're going full force. We're going to help them go faster. We're going to help them get there and get native to those adjacent services much quicker with more confidence and more resiliency. So it's a super exciting time to be doing what we do. >> You know, VMware has had a steady install base, okay. I mean basically it's like almost ingrained in the operations. What do you guys see as that next level step up function? Because you know, obviously Broadcom is buying VMware. Obviously that utility will be in place, but there's more. There's more there that customers can tap into. This is the promise of the cross-cloud. How do you talk about that when you got the AWS action? How does that all integrate? >> Yeah, absolutely. And of course, because so many customers are going to AWS on their own cloud journeys right now, what we get to have the conversation about is how they can get there more confidently. And so for customers who are just starting out, who are looking at their application portfolios, who have a ton of skilled IT professionals who they want to bring into that cloud journey, they can use the skills they already have. For those folks who are a little bit further along but they may be finding that refactoring their applications is more complex, more difficult that they anticipated, we give them a way of moving with confidence and with much less risk so they can do those cloud journeys that they anticipated. >> You know, James, I want to get your thoughts on what the state of the current situation is, vis-à-vis, your customers and your customers' appetite for AWS services. 'Cause one of the promises of the original deal was clarifying messaging but more importantly, customers can get the VMware Cloud and take advantage of the higher level services on AWS. What's the update there? What's the current state of the art? What's some of the patterns that you're seeing on the uptake of services and how they're working together? >> Yeah, it's a great call out. And honestly, one of the misconceptions that I address right out of the gate is that somehow going VMware Cloud takes you away from those services. It doesn't, it gets you closer to them. Full, direct, native access to all of those hundreds of great AWS services. So what we often find is that customers have their enterprise data, inside data workloads in their data centers. But what they want to do is get that up next to the AWS services that can use it, like Redshift and Athena and Glue. They can move those workloads right adjacent to those services to start using them right away. So it's a great way to look at the platform. >> So one of the observations that's pretty well understood right now by most people, I'd say 90%, if not more, not a hundred percent 'cause I've heard people like not get it, but it's pretty clear that the operating model for the the enterprise will be hybrid as a steady state. I don't think there's any debate on that unless you think there is. >> Do you feel the same- >> No debate. No debate. >> Okay. Hybrid's a steady state. What does that mean as clients start to think about edge and their data centers. 'Cause now the private cloud is back in the game. So I've heard people talk about private cloud, which we, I think we coined the term with Dave, Wikibon years ago, but it kind of went away because that was not the public cloud. So public cloud won, on premise didn't go away. We saw Amazon with Outpost. So now they're like, I can still have stuff on prem and run it in a cloud operations. So they're calling that private cloud, I think. So you're starting to hear the same things. What it means basically is that hybrid is winning. It's the standard. What does the hybrid environment look like from a VMware perspective as you guys look at that and have been building that out 'cause you have customers that are on premises. >> Yeah. >> Is it just to the cloud and back? Is it, is there any changes? Is there new connective tissue? Is there a glue layer? What's the operating model for VMware customers? >> Well, customers wanted those same benefits from public cloud agility, cost benefits, elasticity, innovation, sovereignty, sustainability, but they wanted to be able to do that everywhere. They wanted it in their data centers. They wanted it at the edge. And as you've pointed out public cloud delivered that for customers. AWS first out there delivering that for customers. Now with innovations like VMware Cloud and AWS outpost, we're able to bring that back into the data center. We're able to bring those same benefits of public cloud into the customers on-prem environment. And you're right. We see hybrid just rolling and rolling and being able to offer our solution across all of it. >> Yeah, we're big fans of VMware because theCube's 12 years old, we've been at every VMworld. Now they're calling it VMware Explorer, the events coming up. So the folks watching, plug for VMware Explorer, formerly VMworld, it's on the schedule. Content catalog just came out last week. It's looking pretty good. So put a plug out there. We'll be there with theCube, two sets. So you know, if you're going to VMworld, now Explorer go register, get up there. It's in San Francisco, always a great event. vSphere and vSAN, always great products. But you got Carbon Black, you got Security. So these things have all been working kind of pistons for VMware. Tanzu, I know Raghu and those guys are doing it. Craig McLuckie and team, they're working on that. You got Tanzu, you got Monterey. That's the new cloud native thing. How is that tracking vis-à-vis, the operating model of the the core engine, vSphere, vSAN and others. And then with the native services of Cloud. So you got AWS Cloud with VMware Cloud, vSphere, vSAN, Carbon Black, and Security. And then you got the Tanzu over here. How are those three things coming together? >> Well, the services that customers know and love first and foremost that they've been running the mission critical workloads on, vSphere, vSAN, NSX. What VMware cloud and AWS is, is a packaging together of those services. So customers don't have to configure it all themselves and do the heavy lifting. We manage and run it on their behalf. What we are adding to that most recently with Tanzu is now the ability to run containers within the same environment. 'Cause customers tell us they've got parts of their organization that are very much on vSphere VMs. Parts of their organization are moving to containers. We want be able to provide a single operating model, a single layer, a single way of managing all of that. No matter where it's deployed. >> You know, remember back in the day, when Raghu wasn't the CEO, Carl Eschenbach was there, Sanjay Poonen was there. Carl's now at Sequoia Capital, Raghu's a CEO. Sanjay's kind of looking for a next gig. I always said, why doesn't vSphere and NSX become that abstraction layer and commoditize the network so that white boxes and Dell and HP could all play in that layer? It just never happened yet. Is that something you guys talk about at all? Like, I mean in the, in the smokey room, in the execs, is that happening? What's the vision? >> Well, we always work backwards- from customers, right? (John laughing) And what customers are telling us is they want us to help them with that undifferentiated heavy lifting. So who knows where that could take us, but right now we're very focused on helping those customers move with confidence to the cloud. >> You didn't take the bait on that one. I appreciate that. (James laughing) Okay. So let's get some perspective. You're out with customers. What are the big things that you're seeing right now from your customers right now? 'Cause you look behind us here, 10,000 people at this event. This is not a no-show. This is not a throwaway event in, you know, somewhere in the corner of the world. This is New York City, only one summit. This is bigger than Snowflake Summit and that was packed. So from an event standpoint, this is pretty a big game statement here for AWS. These companies are not experiencing headwinds, they're changing. So what are your customers telling you around what they're looking at for the cloud native architecture? I mean obviously the digital transformation is continuing, obviously clouds here. And again, we were saying earlier, this is the first time in history that the cloud hyperscalers have been in market during a so-called downturn. So there's no other data. 2008, I wouldn't call 'em up and running. They were building, but AWS, Azure, others, these cloud players they're in market. And so you're starting to see kind of some data coming out saying, Hey, this thing's still working, the engine of innovation is cranking out and it's not slowing down the digital transformation. It might change the capital markets and valuations but it's not changing customers. That's what I'm hearing. Now, you probably would agree with that, right? >> James: I think that's exactly right. >> Okay. So let's stay with that. If you believe that, then it's like, okay, what are they doing? So what are customers doubling down on? What are some of the patterns you're seeing in the environment today that you could share with the audience? >> Yeah, so I think first and foremost is that steady transition to the cloud to deliver all of those benefits, agility, cost, elasticity, innovation, sovereignty, sustainability that hasn't gone away at all. In fact, it's only accelerated. With workloads like virtual desktops, which became so critical during COVID the need to be able to provide that kind of scalable elastic capacity has only increased. Now, coupled with that, most of these customers are already on a cloud journey. And while some folks may have had the luxury of letting that go a little bit more slowly, nowadays the urgency is pervasive across all of the industries that we get to talk to in New York. Everyone needs to go faster. Everybody's not seeing the progress that they expected that we think we can help them deliver. So the opportunity I think that's come out of COVID is more workloads, different use cases, disaster recovery, ransomware- >> Is that more of an awareness or reality or both? >> Both. Absolutely. >> Okay. So let me ask the next question. 'Cause this is a good conversation, I think. I agree a hundred percent. We're seeing the same exact thing. Now let's talk about how companies are thinking about the real opportunity that's emerged, which is refactoring the business model without actually changing the makeup of the organization per se, to take on new territories and potentially take over categories. >> James: Mm hmm. >> So I mean a data warehouse and a data cloud's kind of the same thing. Snowflake probably wouldn't like me saying that they're a data warehouse because they call themselves a data cloud, but it's kind of the same thing, just refactored on AWS. >> James: Yep. >> That's a super cloud. So that's an opportunity for everyone to do that in every vertical. How many customers are actually thinking that way and actually taking steps to pursue that, capture that opportunity? Or do you agree it's the opportunity? >> No, I think that that is an opportunity and I love that idea of super cloud in that what I think customers have started to realize, over the last couple of years in particular, is it's very difficult to take advantage of all of those great cloud services if your applications are still behind a whole lot of different layers of firewalls and so forth. So getting the application close to those services, in proximity to those services is that first step in modernization. Then it doesn't have to be a change the wings on the plane while it's flying conversation, which- >> John: Yeah. >> You know, is very risky for a lot of organizations. >> John: Exactly. >> It's a let's get the plane going a little bit faster. Let's get the plane going a little bit smoother, and let's get the plane to its destination with less risk. >> You know, James, that reminds me of the old school conversations of non disruptive operations. Remember those days? >> James: I do, yeah. >> Mostly around storage and, and servers. But that's what basically what you're saying. Transform while operating, right? >> James: Exactly. >> So this is, you can do both. You got to make time and it's a talent question too. I'd love to get your thoughts on how customers are thinking about who do you put on which task. 'Cause you want your A players on both areas. You don't want all your A players, what I hear, CSOs and CIOs telling me is that, I put all my A players on transformation, I got no one running the business. >> James: Mm hmm. >> So you got to kind of balance. That's a cultural team decision. >> It's a cultural team decision. It's also a skills marketplace decision. >> John: Yeah. >> And there's a practical reality to the skills that are available and how fast you can hire them. So a big part of the conversation that we have is when customers have existing skills sets, plug those into their transformation, plug those into their business outcomes. I like to use the phrase, "Let's make heroes out of IT" because they can be a much more critical player than they think they can be. Yeah, IT basically is not even around anymore. It's part of the organization. And then you have data science and data engineering coming in. So it's, you know, IT is not a department anymore, it's the company >> Exactly right. >> If you're kind of going down that road, yeah. >> Yeah. Alright, so final question. What's the biggest change you've seen and observed in your current year and a half? You know, we're coming out of COVID, knowing what was before, what sea change, what inflection point are we in now? How would you describe this current market? 'Cause again, we're kind of in a unique market. You know, you got crypto around the corner, people getting attracted to that, little bubbly obviously, reality of cloud and 2.0 or super cloud emerging. On premise is not going away. Edge exploding on the industrial side, especially with machine learning coming along. So this operating model is clearly in sight. What's the biggest observation you've noticed. >> I think it's the sense of urgency over the last couple of years in that most customers I talked to are no longer relaxed about the timing of delivering cloud capabilities to their organizations. Most customers are on sort of a transformation journey of their own and digital transformation and cloud transformation are absolutely fundamental to that. >> One more real quick follow up question if you don't mind, 'cause I appreciate your time. One of the things that's come up a lot in our conversations is the role of the ecosystem. Not only as a part of the business model but also validation of the enablement that cloud offers companies. You have an enabling platform, your ecosystem is well known. And so your customers are starting to develop ecosystems. So if the cloud model kind of trickles like downstream, ecosystem is kind of a proof of something. >> James: Mm hmm. >> What's your view of all this ecosystem discussion as we transform this next generation? >> Yeah, I think it touches on a couple of things. So obviously there is a technology ecosystem, which is evolving very rapidly in support of cloud and cloud transformation. But what's interesting, I think is the business ecosystem that's evolving around it. We're seeing our customers evolve their own businesses to assume that those cloud capabilities will be available to them. And if the cloud capabilities are not available to them in a timely fashion, then the ecosystem starts to have a domino effect. So the ecosystems are interdependent between business, and technology, and skills, and talent. And I think that's a great to be >> James Forrester, they're going to shut us down. The speakers are on, they're going to pull the plug. Thanks for being our last interview here in New York City and bringing us home. Really appreciate you taking the time to come on theCube. >> John, thanks so much. Great to be here, really enjoyed it. Okay. We are wrapping it up here in New York City. I'm John Ford with theCube, great day. For Lisa Martin, Dave Vellante, and the entire crew of theCube here on the ground. Live in person events are back. theCube hybrid, get online, check out our coverage there. The SiliconANGLE and thecube.net. I'm John Furrier signing off from New York City. See you next time. (light music)

>>Hello and welcome to the AWS partners showcase season one, episode two. I'm your host of the cube John ferry. We're here with two great guests who John Kumar, CEO of and Sabina Joseph, the general manager of AWS. Welcome to the show. Welcome to welcome to the cube, >>John. Good to see you >>Again. Great to see both of you both cube. Alumna's great to see how the businesses is going, going very well. Cloud scale, continuing to dominate Columbia is doing extremely well. Tell us more about what's going on in Columbia. What's your mission? What kinds of use cases are you seeing? Napa John, that's helping you guys keep your growth trajectory and solve your customer problems. >>Yeah. Firstly, thank you, John. Thank you, Sabina. Great to be here is a backup as a service platform. That's built natively on AWS for AWS, and we do support other use cases beyond AWS. But our primary mission is to basically deliver, you know, a ransomware data protection solution, you know, on AWS for AWS customers. Right? So if we think about it, you know, one of the things that's, you know, typically holding back any company to put mission critical workloads on a fantastic platform, a public cloud platform like AWS is to make sure that the data is protected in the event of any attack. And it's also done with extreme amount of simplicity, right? So that nobody is doing the heavy lift of doing backup themselves, right? So that's what really drew me or provides. It's a service. It's a turnkey service that provides, you know, data protection on AWS, whatever. >>Well, you're a frequent cube alumni. We're always talking about the importance of that, but I want to ask you this year more than ever, you're seeing it at the center of the conversation built in from day one, you're seeing a lot more threats, certainly mentioned ransomware and more there's more and more online attacks that's impacting this particular area more than ever before. Can you comment on what your focus has been this year around that? >>Yeah, I see it. If you think about tumor's evolution, our primary mission has been to go and protect every data source, but guess what? Right with more and more move to the public cloud and you look just AWS is journey and that pioneer in public cloud going from, you know, whatever 3 billion in revenues, 10 years ago to north of 70 billion run rate today, there's so much of data that is in the public cloud and the, and the most important thing that customers need is they want to free themselves from going and protecting this data themselves. Right? And, and there's a lot of scale in these environments, right? If you look at customers running hundreds of thousands of AWS accounts across every region on AWS, and if you give them that kind of flexibility and that kind of scale, what they want is give me a turnkey solution that just allows me to go and protect all of these workloads running across all of these regions in a service that takes the data out of my accounts separately in an air gap fashion, right. And that's really what we basically provide. And that's what we focused on over the last 12 months. Right? So if you look at what we have done is we've gone after every important service on AWS TC to EBS RDS, S3, dynamo, sequel databases, and other databases running on top of BC too. So now that becomes the comprehensive set of things that somebody needs to use to really deliver an application on top of the public cloud. And that's where we want for, >>And the growth has been there and the results on Amazon because of the refactoring has been huge. Can you share any examples of some successes that you've had with, with the AWS refactoring and all that good stuff going on? >>Yeah. I mean, I think that what we have seen is, you know, customers that basically told us that before you guys existed, we had to go and build these things ourselves, right. Again, you know, they had all the, the, the blocks to go and do it themselves, but it was so much of a heavy lift to go and do it themselves. And again, they didn't want to be in a, you know, in that business. So, so what we have done essentially for, and we have, you know, we have some joint customers at a pretty massive scale that basically have said that, okay, let me just use your solution to protect my critical assets. Like, you know, things, you know, sitting in S3 and really, you know, we'll use gloomy as a, as a >>Yeah, I think that's a great example of the refactoring Sabina. Gotta, I gotta ask you, you obviously you're at the center of this. You have your hand on the wheel of the partnerships and all the innovators out there. The growth of AWS just has been spectacular because there's value being created. Again, companies are refactoring their business on the cloud and you're at the center of it. So talk about the partnership with Clooney. Can you tell us how it all started and where it's going? >>Yeah, thanks for having me here, John, and good to see you again, Fujian, if I'm not mistaken for John, we met each other at the San Francisco summit, the AWS San Francisco summit, actually I believe it was in 2016 or 2017. You can correct me if I'm wrong here, but yes, I think so. It was, it was in the 8% a month of April. I still remember it. And that's when, you know, you kind of mentioned to me about and this modern backup as a service solution that you were creating, you're still in stealth mode. So you couldn't talk a lot about it. And B started to engage deeply on the partnership, right from 2017. And initially we were kind of focused around helping Colombia build a solution using our well-architected review. And then as soon as we all came out of stealth mode, we started to engage more deeply around deeper integrations and also on go to market activities. >>As you know, AWS has a very prescriptive approach to our partnerships. So we started to work with around the five pillars of security, reliability, cost optimization, performance, and operational excellence to really help them tune the solution on AWS. And we also started to engage with our service teams and I have to thank Paul John and his team here. They really embraced those deeper and broader integrations, many services that Pooja mentioned, but also specifically want to mention S3 EBS. And our Columbia was also a launch partner for AWS outpost when AWS in fact, launched outpost. So I want to kind of commend CLU, CLU MEO, and the entire team kind of embracing this technology and innovation and this modern backup as a service approach. And also also embracing how we want to focus on the five key pillars that I mentioned. >>And that's a great example of success when you ride the wave, which I talk about the ACLU, Colombia trends in the data protection, because one of the things that you pointed out earlier is the ransomware. Okay. That's a big one, right? That's a big, hot area. How, how is the cloud, first of all, how is that going? And then how has the cloud equation changed the ransomware defense and protection piece of it? >>Yeah. Now I just, I wonder I had a little bit on what Sabina mentioned before I answered the question, John, if you don't mind. Sure. I think that collaboration is where is the reason why we are here today, right? Like if you think about it, like we were the first design partners to go and build, you know, the EBS direct API, right. And we work closely with the EBS teams, not just for the API, but the cost structure of it. How would somebody like us use it? So we are at the bleeding edge of some of these services that we are using and that has enabled us, you know, to be where we are today. So again, thank you very much to be enough for this fantastic partnership. And again, there's so much to go and do to really go and nail this in a, in a, in a, in a great way on, on the public cloud. >>So now coming back to your question, John, you know, fundamentally, if you see right, you know, what happened is when, when, when customers move to the public cloud, you know, right there, you know, the ease of use with which, you know, AWS provides these services, right? And the consumption of these services actually drives some amazing behavior, right? Where people actually want to go and build, build, build, and build. But then it comes a time where somebody comes in and says, okay, you know, are you compliant? Right. You know, do you have the right compliance in place? You have all these accounts that you have, but what is running in each of these accounts, you have visibility in those accounts. And are these accounts that the data in these accounts is this gap, right? This is getting air gap in the same region, or does it need to be across regions? >>Right. You know, I'm in the east, do I need to, you know, have an air gap in the west and so on and so forth. Right? So all of these, you know, confluence of all these things come in and by the, all these problems existed in on-premise world, they get translated in, in the public cloud, where do I need to replicate my data, doing it to back it up? Do I need air gapped in a, like an on-prem world? You had a data domain of plans, which was separate from your primary storage for a reason, same similar something similar now needs to happen here for compliance reasons and for ransomware reason. So a lot of parallels here is just that here we are, it almost feels like, you know, as they say, right, the more things changed. The more they remain the same. That's what it is in the public cloud again. >>Well, that's a good point. I mean, let's take that example of on premises versus the cloud. Also, the clouds got more scale too, by the way. So now you've got regions, this is a common problem that customers are having, you can build your own and, or use solutions, but if you don't get ahead of it, the compliance question can bite you in the, you know what, because you then got to go back and retrofit everything. So, so that's kind of what I hear a lot on my end is like, okay, I want to be compliant from day one. I want to have an answer when asked, I don't want to have to go to old techniques that don't fit the cloud. That comes up a lot. What's your answer to that? >>Yeah, no, no. We were pretty much right. I think it's like, you know, when it, when it comes to compliance and all of these things, you know, people at the end of the day are looking for that same foundation of, of things. The same questions are asked for an encryption. You know, you know, I is my data where it needs to be when it needs to be right. What is my recovery point? Objective? What is my recovery time objective? All of these things basically come together. And now, as you said, it's just the scale that you're dealing is, is extremely different in the cloud and the, and the services, right? The easier it is that, you know, it is to use these services. And especially what AWS does, it makes it so easy. So compelling that same ease of use needs to get translated with a SAS service, like what we are doing with data protection, right? That that ease of use is very important. You have to preserve that sanctity >>Sabina. Let's get back to you. You mentioned earlier about the design partner, that benefits for Colombia. Now let's take it to the next level. As customers really realize they have a problem, they need solutions and you're on the AWS side. So you gotta have the answers for the customers. You've got to put people together, make things work. There's a variety of things that you guys offer. What are some of the different facets of the ISV or the partner programs that you offer to partners like Clooney, you know, that they can benefit from? >>Absolutely John, we believe in a win-win approach to the partnerships because that's what makes partnerships durable over time. We're always striving to do better here. And we continue to broaden our investments. As you know, John, the AWS management team, right from Adam Phillipsky, our CEO down firmly believe that partners are critical to our success, our longterm success, and as partners like CLU MEO work to lean in with us with more investment resources, our technology innovation. We also ensure that we are doing our part by providing value back to Cleo about a few years ago, as you might recall, right. We really did a lot of investment in our sales team on the AWS side. Well, one of the tanks me and also our partners observed is while we were making investments in the AWS sales team, I don't think we were doing a great job at helping our partners with reaching out to those customers. >>What we call as co-sale and partners gave us feedback on this. We are very partner and customer feedback driven, and we introduced in fact, a new role called the ISP success manager, ISS, who are basically embedded in our field. And they work with partners to help them close opportunities. And also net new opportunities are we've also in 2020. I believe that re-invent, we launched the ISB accelerate program whereby we offer incentives to the AWS field team to work with our partners to close existing opportunities and also bring in net new opportunities. So all of this has led to closer collaboration in the field between both our field teams, Muir's field team and our field team, but also accelerated mutual customer wins. I'm not saying that we are doing everything great. We still have a long ways to go. And we are constantly getting feedback from cluneal and also some of our other key partners, and we'll continue to get better at it. But I think the role of the ISV success manager and also the ISP accelerate program has been key to bringing in cold cell success. >>Well, John, what's your take on, is this a good partnership for you? I mean, see, the wave of Vegas has got the growth numbers. You mentioned that, but from a partnership standpoint, you're closing business, they got scale. Is it working? How do you organize your company to take advantage of these benefits? Can you share your thoughts? >>Absolutely not. We have embraced the ecosystem wholeheartedly 100%, but if you think about it, what we have done is look at our offering on AWS marketplace. There's an example, right? We are the only company I would say in our domain, obviously that routes our entire business through AWS marketplace. Whether obviously we get a lot of organic benefit from AWS marketplace, people go and search for a solution and from your shows up, and obviously they go and onboard self onboard themselves, and guess what? We let them self onboard themselves. And we rely on AWS's billing automatically. So you don't need to talk to us. You can just get billed automatically in your AWS bill and you get your data protection solution. Or if you directly reached out to us, guess what we do. We actually route you through AWS marketplace. All the onboarding is just to one place and it's a fantastic experience. >>So we have gone like all in, on that experience and completely like, you know, internalized that that's the right way to do things. And of course, thanks to, you know, Sabina's team and the marketplace team to create that platform so that we could actually plug it into it. But that's the kind of benefits that we have that we have, you know, taken advantage of a DWI. That's one example, another example that Sabina mentioned, right, which is the whole ACE program. We put a ton of registrations on AIS and with all the wins that we get on AWS, they could broadcast it to the sellers. So that creates its own vicious cycle in terms of more coming into the pipeline and more closing in. So, so these are just two small examples, but there's other examples that we look at our recent press release, where AWS, you know, when we, when we launched yesterday data protection and backup, the GM of AWSs three supported us in the press release. So there's things like that, that it's a, it's a fantastic collaboration. That's working really well for our joint customers. Sorry. >>And tell us something about the partnership between 80 of us, including, you know, that people might not be aware of some of the things that Poojan said that they're different out there that, that are, co-selling go marketing, that you guys offer people you guys work together on. >>Yeah. The, the ISV accelerate program that was created, it was really created with partners like Klunier in mind, our SAS partners. I think that that is something very, very unique between our partnership and, you know, I, I want to double click on what Poojan said, which is riding their opportunities through marketplace, right? All of their opportunities. That is something pretty unique. They understand the richness of the platform and also how customers are procuring software today in this world. And they've embraced that. And we really appreciate that. And I want to say, you know, another thing about Qumulo is they're all in on AWS, which is another unique thing. There are not a lot of, I would say all in partnerships in my world and I manage infrastructure, business apps, applications, and industry partnerships from the Americas globally. And all of those things are very, very unique in our partnership, which has led to success. Right. We started very, very early stage when Columbia was in stealth mode in 2017 and look where we've come today. And it's really kudos to Paul, John and his entire team for believing in the partnership for leaning in with us and for placing that trust with us. >>Awesome. Pooja, any final words you'd like to share for folks out there about the conversation and what's going on in Columbia? >>Yeah, no, absolutely. You know, as I said, I think we have been fortunate to be very early adopters of all these technologies and go and really build what a true cloud native solution has to be. Right. And, and again, right, you know, this is what customers are really looking for. And people are looking for, you know, at least on the data protection side, you know, ransomware air gap solution, people are looking for a solution natively built on the cloud because that's the only way a solution can deliver something at the scale and the cost structure that is needed to have, you know, a data protection solution in the public cloud. So, so this has been just a fantastic thing end to end, you know, for us overall. And we really look forward to, you know, going, you know, doing much more with AWS as we essentially go and scale, >>I have to ask, but before we, before we go, cause you're the CEO of the company and founder having all that backend infrastructure from Amazon, just on the resources, great. It creates a market for your product, but also the sales piece, you know, they got the marketplace, you mentioned, that's a big expense that you don't have to carry, you know, and you get revenue and top line. I mean, that's an impact for startups out there and growing companies. That's a pretty big deal. What's your, what's your advice to folks out there who are trying to think about the buy versus use the leverage of the, of the marketplace, which is, which is at large scale, because as a CEO, you're, you've got to make these decisions. What's your opinion on that? >>It's not, it's not as, as easy as I make it sound to do your own part. You know, AWS is, is, is, is huge, right? It's huge. And so we have to do our part to educate everybody within the, you know, even the AWS seller base to make sure that they internalize the fact that this is the right solution for the customers, for our joint customers, right? So we have to do that all day long. So there's no running away the no shortcut to everything, but obviously AWS does its part to make it very, as easy as possible, but there's a lot of heavy lifting we still have to do. And I think that'll only become easier and easier over the next few years >>And Sabina your takeout at AVS. You've got a great job. You were with all the hot growth companies. This is the big wave we're on right now with the cloud next generation clouds here, a lot of opportunities. >>Absolutely. And it's, and it's thanks to Pooja and, and partners like Lumeo that really understand what it takes to build a cloud native solution because it's part of it is building. And part of it is the co-selling go-to-market engine and embracing both of that is critical to success. >>Well, thank you both for coming on this journey here on the cube, as part of the showcase, push on. Great to see you to being a great to see you as well. And thanks for sharing that insight. Appreciate it. >>Thank you very much. >>Okay. AWS partners showcase speeding innovation with AWS. I'm John Ford, your host of the cube. Thanks for watching.

>>Well, welcome back to the cubes coverage of AWS reinvent 2021. We're here joined by Ian buck, general manager and vice president of accelerated computing at Nvidia I'm. John Ford, your host of the QB. And thanks for coming on. So in video, obviously, great brand congratulates on all your continued success. Everyone who has does anything in graphics knows the GPU's are hot and you guys get great brand great success in the company, but AI and machine learning was seeing the trend significantly being powered by the GPU's and other systems. So it's a key part of everything. So what's the trends that you're seeing, uh, in ML and AI, that's accelerating computing to the cloud. Yeah, >>I mean, AI is kind of drape bragging breakthroughs innovations across so many segments, so many different use cases. We see it showing up with things like credit card, fraud prevention and product and content recommendations. Really it's the new engine behind search engines is AI. Uh, people are applying AI to things like, um, meeting transcriptions, uh, virtual calls like this using AI to actually capture what was said. Um, and that gets applied in person to person interactions. We also see it in intelligence systems assistance for a contact center, automation or chat bots, uh, medical imaging, um, and intelligence stores and warehouses and everywhere. It's really, it's really amazing what AI has been demonstrated, what it can do. And, uh, it's new use cases are showing up all the time. >>Yeah. I'd love to get your thoughts on, on how the world's evolved just in the past few years, along with cloud, and certainly the pandemics proven it. You had this whole kind of full stack mindset initially, and now you're seeing more of a horizontal scale, but yet enabling this vertical specialization in applications. I mean, you mentioned some of those apps, the new enablers, this kind of the horizontal play with enablement for specialization, with data, this is a huge shift that's going on. It's been happening. What's your reaction to that? >>Yeah, it's the innovations on two fronts. There's a horizontal front, which is basically the different kinds of neural networks or AIS as well as machine learning techniques that are, um, just being invented by researchers for, uh, and the community at large, including Amazon. Um, you know, it started with these convolutional neural networks, which are great for image processing, but as it expanded more recently into, uh, recurrent neural networks, transformer models, which are great for language and language and understanding, and then the new hot topic graph neural networks, where the actual graph now is trained as a, as a neural network, you have this underpinning of great AI technologies that are being adventure around the world in videos role is try to productize that and provide a platform for people to do that innovation and then take the next step and innovate vertically. Um, take it, take it and apply it to two particular field, um, like medical, like healthcare and medical imaging applying AI, so that radiologists can have an AI assistant with them and highlight different parts of the scan. >>Then maybe troublesome worrying, or requires more investigation, um, using it for robotics, building virtual worlds, where robots can be trained in a virtual environment, their AI being constantly trained, reinforced, and learn how to do certain activities and techniques. So that the first time it's ever downloaded into a real robot, it works right out of the box, um, to do, to activate that we co we are creating different vertical solutions, vertical stacks for products that talk the languages of those businesses, of those users, uh, in medical imaging, it's processing medical data, which is obviously a very complicated large format data, often three-dimensional boxes in robotics. It's building combining both our graphics and simulation technologies, along with the, you know, the AI training capabilities and different capabilities in order to run in real time. Those are, >>Yeah. I mean, it's just so cutting edge. It's so relevant. I mean, I think one of the things you mentioned about the neural networks, specifically, the graph neural networks, I mean, we saw, I mean, just to go back to the late two thousands, you know, how unstructured data or object store created, a lot of people realize that the value out of that now you've got graph graph value, you got graph network effect, you've got all kinds of new patterns. You guys have this notion of graph neural networks. Um, that's, that's, that's out there. What is, what is a graph neural network and what does it actually mean for deep learning and an AI perspective? >>Yeah, we have a graph is exactly what it sounds like. You have points that are connected to each other, that established relationships and the example of amazon.com. You might have buyers, distributors, sellers, um, and all of them are buying or recommending or selling different products. And they're represented in a graph if I buy something from you and from you, I'm connected to those end points and likewise more deeply across a supply chain or warehouse or other buyers and sellers across the network. What's new right now is that those connections now can be treated and trained like a neural network, understanding the relationship. How strong is that connection between that buyer and seller or that distributor and supplier, and then build up a network that figure out and understand patterns across them. For example, what products I may like. Cause I have this connection in my graph, what other products may meet those requirements, or also identifying things like fraud when, when patterns and buying patterns don't match, what a graph neural networks should say would be the typical kind of graph connectivity, the different kind of weights and connections between the two captured by the frequency half I buy things or how I rate them or give them stars as she used cases, uh, this application graph neural networks, which is basically capturing the connections of all things with all people, especially in the world of e-commerce, it's very exciting to a new application, but applying AI to optimizing business, to reducing fraud and letting us, you know, get access to the products that we want, the products that they have, our recommendations be things that, that excited us and want us to buy things >>Great setup for the real conversation that's going on here at re-invent, which is new kinds of workloads are changing. The game. People are refactoring their business with not just replatform, but actually using this to identify value and see cloud scale allows you to have the compute power to, you know, look at a note on an arc and actually code that. It's all, it's all science, all computer science, all at scale. So with that, that brings up the whole AWS relationship. Can you tell us how you're working with AWS before? >>Yeah. 80 of us has been a great partner and one of the first cloud providers to ever provide GPS the cloud, uh, we most more recently we've announced two new instances, uh, the instance, which is based on the RA 10 G GPU, which has it was supports the Nvidia RTX technology or rendering technology, uh, for real-time Ray tracing and graphics and game streaming is their highest performance graphics, enhanced replicate without allows for those high performance graphics applications to be directly hosted in the cloud. And of course runs everything else as well, including our AI has access to our AI technology runs all of our AI stacks. We also announced with AWS, the G 5g instance, this is exciting because it's the first, uh, graviton or ARM-based processor connected to a GPU and successful in the cloud. Um, this makes, uh, the focus here is Android gaming and machine learning and France. And we're excited to see the advancements that Amazon is making and AWS is making with arm and the cloud. And we're glad to be part of that journey. >>Well, congratulations. I remember I was just watching my interview with James Hamilton from AWS 2013 and 2014. He was getting, he was teasing this out, that they're going to build their own, get in there and build their own connections, take that latency down and do other things. This is kind of the harvest of all that. As you start looking at these new new interfaces and the new servers, new technology that you guys are doing, you're enabling applications. What does, what do you see this enabling as this, as this new capability comes out, new speed, more, more performance, but also now it's enabling more capabilities so that new workloads can be realized. What would you say to folks who want to ask that question? >>Well, so first off I think arm is here to stay and you can see the growth and explosion of my arm, uh, led of course, by grab a tiny to be. I spend many others, uh, and by bringing all of NVIDIA's rendering graphics, machine learning and AI technologies to arm, we can help bring that innovation. That arm allows that open innovation because there's an open architecture to the entire ecosystem. Uh, we can help bring it forward, uh, to the state of the art in AI machine learning, the graphics. Um, we all have our software that we released is both supportive, both on x86 and an army equally, um, and including all of our AI stacks. So most notably for inference the deployment of AI models. We have our, the Nvidia Triton inference server. Uh, this is the, our inference serving software where after he was trained to model, he wanted to play it at scale on any CPU or GPU instance, um, for that matter. So we support both CPS and GPS with Triton. Um, it's natively integrated with SageMaker and provides the benefit of all those performance optimizations all the time. Uh, things like, uh, features like dynamic batching. It supports all the different AI frameworks from PI torch to TensorFlow, even a generalized Python code. Um, we're activating how activating the arm ecosystem as well as bringing all those AI new AI use cases and all those different performance levels, uh, with our partnership with AWS and all the different clouds. >>And you got to making it really easy for people to use, use the technology that brings up the next kind of question I want to ask you. I mean, a lot of people are really going in jumping in the big time into this. They're adopting AI. Either they're moving in from prototype to production. There's always some gaps, whether it's knowledge, skills, gaps, or whatever, but people are accelerating into the AI and leaning into it hard. What advancements have is Nvidia made to make it more accessible, um, for people to move faster through the, through the system, through the process? >>Yeah, it's one of the biggest challenges. The other promise of AI, all the publications that are coming all the way research now, how can you make it more accessible or easier to use by more people rather than just being an AI researcher, which is, uh, uh, obviously a very challenging and interesting field, but not one that's directly in the business. Nvidia is trying to write a full stack approach to AI. So as we make, uh, discover or see these AI technologies come available, we produce SDKs to help activate them or connect them with developers around the world. Uh, we have over 150 different STKs at this point, certain industries from gaming to design, to life sciences, to earth scientist. We even have stuff to help simulate quantum computing. Um, and of course all the, all the work we're doing with AI, 5g and robotics. So, uh, we actually just introduced about 65 new updates just this past month on all those SDKs. Uh, some of the newer stuff that's really exciting is the large language models. Uh, people are building some amazing AI. That's capable of understanding the Corpus of like human understanding, these language models that are trained on literally the continent of the internet to provide general purpose or open domain chatbots. So the customer is going to have a new kind of experience with a computer or the cloud. Uh, we're offering large language, uh, those large language models, as well as AI frameworks to help companies take advantage of this new kind of technology. >>You know, each and every time I do an interview with Nvidia or talk about Nvidia my kids and their friends, they first thing they said, you get me a good graphics card. Hey, I want the best thing in their rig. Obviously the gaming market's hot and known for that, but I mean, but there's a huge software team behind Nvidia. This is a well-known your CEO is always talking about on his keynotes, you're in the software business. And then you had, do have hardware. You were integrating with graviton and other things. So, but it's a software practices, software. This is all about software. Could you share kind of more about how Nvidia culture and their cloud culture and specifically around the scale? I mean, you, you hit every, every use case. So what's the software culture there at Nvidia, >>And it is actually a bigger, we have more software people than hardware people, people don't often realize this. Uh, and in fact that it's because of we create, uh, the, the, it just starts with the chip, obviously building great Silicon is necessary to provide that level of innovation, but as it expanded dramatically from then, from there, uh, not just the Silicon and the GPU, but the server designs themselves, we actually do entire server designs ourselves to help build out this infrastructure. We consume it and use it ourselves and build our own supercomputers to use AI, to improve our products. And then all that software that we build on top, we make it available. As I mentioned before, uh, as containers on our, uh, NGC container store container registry, which is accessible for me to bus, um, to connect to those vertical markets, instead of just opening up the hardware and none of the ecosystem in develop on it, they can with a low-level and programmatic stacks that we provide with Kuda. We believe that those vertical stacks are the ways we can help accelerate and advance AI. And that's why we make as well, >>Ram a little software is so much easier. I want to get that plug for, I think it's worth noting that you guys are, are heavy hardcore, especially on the AI side. And it's worth calling out, uh, getting back to the customers who are bridging that gap and getting out there, what are the metrics they should consider as they're deploying AI? What are success metrics? What does success look like? Can you share any insight into what they should be thinking about and looking at how they're doing? >>Yeah. Um, for training, it's all about time to solution. Um, it's not the hardware that that's the cost, it's the opportunity that AI can provide your business and many, and the productivity of those data scientists, which are developing, which are not easy to come by. So, uh, what we hear from customers is they need a fast time to solution to allow people to prototype very quickly, to train a model to convergence, to get into production quickly, and of course, move on to the next or continue to refine it often. So in training is time to solution for inference. It's about our, your ability to deploy at scale. Often people need to have real time requirements. They want to run in a certain amount of latency, a certain amount of time. And typically most companies don't have a single AI model. They have a collection of them. They want, they want to run for a single service or across multiple services. That's where you can aggregate some of your infrastructure leveraging the trading infant server. I mentioned before can actually run multiple models on a single GPU saving costs, optimizing for efficiency yet still meeting the requirements for latency and the real time experience so that your customers have a good, a good interaction with the AI. >>Awesome. Great. Let's get into, uh, the customer examples. You guys have obviously great customers. Can you share some of the use cases, examples with customers, notable customers? >>Yeah. I want one great part about working in videos as a technology company. You see, you get to engage with such amazing customers across many verticals. Uh, some of the ones that are pretty exciting right now, Netflix is using the G4 instances to CLA um, to do a video effects and animation content. And, you know, from anywhere in the world, in the cloud, uh, as a cloud creation content platform, uh, we work in the energy field that Siemens energy is actually using AI combined with, um, uh, simulation to do predictive maintenance on their energy plants, um, and, and, uh, doing preventing or optimizing onsite inspection activities and eliminating downtime, which is saving a lot of money for the engine industry. Uh, we have worked with Oxford university, uh, which is Oxford university actually has over two, over 20 million artifacts and specimens and collections across its gardens and museums and libraries. They're actually using convenient GPS and Amazon to do enhance image recognition, to classify all these things, which would take literally years with, um, uh, going through manually each of these artifacts using AI, we can click and quickly catalog all of them and connect them with their users. Um, great stories across graphics, about cross industries across research that, uh, it's just so exciting to see what people are doing with our technology together with, >>And thank you so much for coming on the cube. I really appreciate Greg, a lot of great content there. We probably going to go another hour, all the great stuff going on in the video, any closing remarks you want to share as we wrap this last minute up >>Now, the, um, really what Nvidia is about as accelerating cloud computing, whether it be AI, machine learning, graphics, or headphones, community simulation, and AWS was one of the first with this in the beginning, and they continue to bring out great instances to help connect, uh, the cloud and accelerated computing with all the different opportunities integrations with with SageMaker really Ks and ECS. Uh, the new instances with G five and G 5g, very excited to see all the work that we're doing together. >>Ian buck, general manager, and vice president of accelerated computing. I mean, how can you not love that title? We want more, more power, more faster, come on. More computing. No, one's going to complain with more computing know, thanks for coming on. Thank you. Appreciate it. I'm John Farrell hosted the cube. You're watching Amazon coverage reinvent 2021. Thanks for watching.

>>Hi, everyone. Welcome back to the cubes coverage of splunk.com, virtual 2021. I'm John Ford, your host of the cube. We're here with Teresa Carlson, special guests cube alumni. Who's now the president and chief growth officer of Splunk. Teresa, welcome back to the queue. >>So glad you're here with us >>As the president of Splunk. Great to see you. Great to see you. So we've had many conversations in the queue. When you were the chief of public sector of Amazon web services, you grew that business significantly over the years. We've documented on the cube and we've talked about I've written about it. Um, now Splunk, it feels a lot like AWS was back in LA a couple of years ago, where you have this amazing product everyone's using. They don't lose customers. They're getting customers they're in the middle of the security thing, which you know a lot about, and they have this large enterprise base growing. It's just a minute. Grazer leaning in Splunk is, seems to be going to the next level. >>Totally. Well, you nailed it. I would say we're definitely in a scale mode at this point at Splunk. And also to your point, our customers are so loyal to us and we're seeing actually customers with more than a million dollars doubling their spend almost with us. Uh, it's pretty cool. And now we have this cloud portfolio, which is one of my jobs, as you know, I love, I've got my cloud shirt on. I've been believer in cloud. I'm a real believer. You know, I saw the transformational effects of cloud in real time, over 11 years and bringing that here even more to utilize that in our security and observability spaces is quite phenomenal. And then you see again in a much more, uh, set of segmented workloads, how customers take advantage of this. And of course today, like no other John security is just top of mind. It's always been you and I talked earlier about how security kind of evolved over the years and public sector led some of that over time. And then commercial industry say, you know, wow, that today it's, I mean, it's more than top of mind for not just every enterprise organization and government entity, but it's also every board out there. It's something that we think about internal threat, external threat. How do we manage it? How do we get the data around it to understand it? And then how do we take action on it? >>I seen you up on stage as a senior leader here at Splunk, um, at the virtual venue at a great keynote was a lot of news. And we'll get into that in a second, but I want to ask you, knowing you personally and covering you over the years of Amazon web services, you've been a fierce competitor. Okay. But you also have been a great people, person, people loved working for you, Splunk, is it the same? We've been covering them just as long as we cover an ADFS. The culture seemed to fit because Splunk is kind of competitive, but they're kind of quiet, competitive culture. Yeah. Interesting. Tell us about, tell us about your experience. >>Well, and I think we can, yeah, we can do it in our own Spanky way. I'm learning new it's six minutes today that I've been as blind quiches and believable that I've been here this long already, but, uh, Splunk has a very quirky culture, which I led. They have a lot of fan. They have a big following and I'm so sorry that everyone couldn't attend in person, but the virtual social media feeds are off the charts. I mean, I'm just, I'm having so much fencing high already. They come together. It's a real community, but, uh, yeah, on the competition front, here's what reminds me so much about my old world is that I always love that when somebody wakes up and realizes that it's a huge industry and they want to participate. And that's kind of what happened when I was at AWS and now it's blank. >>I'm like, Hey, all these companies are waking up and saying, data's this real thing. It's like a $90 billion plus industry and growing, and then data with security. Hello, are you kidding me? So I feel like really that's kind of what's happened. And Splunk has such a unique set of tools and solutions that just work, they work. And that's what customers, I have heard that statement from customers and partners so much that it just works. And the other thing that's pretty unique about us, I would say John is our ability to navigate between an on-prem world and a cloud world in a unique set of areas like IOT, edge computing. So wherever customer's data is multiple clouds, we're able to take advantage of that for the customer. So they make the choice of where that data comes from and they use the splint tooling then to be able to get those insights and information >>Well, great to have you on the Cuban grid, that's swung to have you, and they're going to be lucky to have you going to do a lot stuff, knowing you and knowing the Splunk community and the team here. A great team. Now talking about the announcements, look at what's going on. Obviously security is still in everything. Yep. A couple of things, rebranding of the partner versus sends a huge message of the ecosystem. You know, that movie you've seen that movie before, um, digital journey for customer success. Again, they have tons of customers that have been with them from beginning and new customers, but they've got to go government action going on here. Whereas you know, a lot about the government logging in monetization program. >>Yeah. Well, as you know, the government, uh, you got 11, but they do continually come up with N fended mandates. And my government customers always have said, oh my gosh, I've got another unfunded mandate. So we're really helping them at that because yes, while it's infested in this budget this year, as it states, they know how important it is. And I do think this initiative is something that is going to have a waterfall effect into the commercial industries. Also just like a lot of these things do and around security, uh, but it's important that we help our government customer made as best as they can. So we've come up with, I think, a very unique offering that they can take advantage of for Splunk and we're going to be out there helping them every way. And, and hopefully John L also helped them learn more about cross governmental, what they're doing and how they can understand from their logs and metrics even more about how to protect. Yes. >>One of the things that we've talked about before in the past, but how cloud-scale, and as creates ecosystems, Amazon VMware, you seeing all these ecosystems that have been thriving for, for decades, Splunk has an ecosystem developing very, very fast. Their partners are, are loyal and they're making money with them. And they're being delivered solutions as data becomes the new enablement. How do you see the role of the partners that growing? How do you see them evolving over time? >>Well, let me just tell you, I'm, I'm a real believer in the partner community. I mean, firsthand over the years, my time at Microsoft at AWS, I saw it as an unbelievable force multiplier to your business. And I mean that, and they do things that you don't even think of. I, you know, I'm always amazed at partners. I'm like, oh, you're using the tool for that. Wow. So while we are broadly good, we're, we're very good at what we do, but we cannot understand every horizontal or vertical industry out there. And the reason it's important to have partners, they can take you to places that you never dreamed. And for us, if you look at the categories, we need our CSP or cloud service providers to be able to really help us make sure that we take advantage of the cloud platforms that are out there and our primary, we AWS, and then Google cloud. >>Uh, and then after that we work, we work with both those a migration. You saw Steve Schmidt today. Good friend of mine love Steve. And the work we're doing. And you saw, we were one of the first migration partners with AWS. You'll see us continue that program. We'll work together to continue to look for security services jointly that we can offer. And we're a customer of theirs. They're a customer of ours. It makes a good partnership. And then additionally, you have, uh, you have your MSPs, right? Your managed service providers. And today we talked about blue buoyant who had multiples, and these are partners out there that have a unique offering for me, generally managed security or observability in the marketplace. They take the Splunk toolkit, they add to it and they have it off, offered out to their customers. Um, and then you have your largest size like Accenture. I'm so excited about that. First of all, led Julie Sweet. She's an amazing CEO and leader. Uh, and w in what they're doing with this, they've been a long-standing partner of ours, but now they've actually made us part of their, one of their 11 business groups. So it's Accenture plus Splunk, and now they'll take us into all of their industries together. So it's huge. And, you know, >>Does that mean cause, cause this is a business deal. This isn't just like a, you know, some sort of deal where you guys saying we're going together. This is a specific division. >>That's right. That's right. So they have a leaven partners that they work with. AWS is one of them. SAP's one of them. Uh, IBM's one of them, Salesforce, I believe is one of them. And they have, they have experts at Accenture that can go into customers to implement tools and services for customers at the enterprise level. And so they have selected. Splunk is one of those business partners that you heard Paul today talk about. We already have 400 customers together and growing, we will expand that, but it's a joint effort of both go-to-market selling and technical resources that will deliver. But for Splunk, again, it's back to that horizontal and vertical slicing where they can take us into security practice that they have chosen. Splunk is one of their security offerings and it's important that we really support them. But also in the splint, a partner verse, we're going to do some new things. >>John, if I just first take and talk about it, we've had a great partner program, but now we're going to Korea's credits, uh, technology, architecture, tooling support, uh, getting in, you know, to certify themselves, to be pro serve ready for those migrations and modernizations. But also really what we heard from a lot of them is they need more training and education remaster to understand our new cloud offerings. And that makes sense. So it's more digital and more cloud oriented with these partners. And then guess what they would love for us to talk about how great they are and we should. So when we get them out there that helps our customers really understand the offerings they have in the marketplace >>At Brooke honeymoon was saying she didn't do a lot more listening and they're working on this next level partner verse. I found that really interesting, all sorts of Katie beyond key. I talked with she's the SVP of customer success, something you're I know you're obsessed about. You always work backwards from the customers as the AWS way. How do you view customer stuff? Because you have a lot of different customers, you have diverse customers. What's important. What are you going to keep Katie's on top of this, but what's your view. >>We ha we do have a lot of different customers. However, we have a concentration of the largest, most important and influential customers in the world. So our customer base is very large enterprise oriented, multiple departments within that enterprise take advantage of Splunk. We work with 90 to the 100 fortune 100 companies, and we've worked with them for a long time. And like I said, we're continuing to see them use more of splice, not less as blank. And the way that that happens is, and I hear from him, I sit and talk to him and they're like, now we're using Splunk in these multiple departments and we need to bring it all together at the enterprise level for the C-suite to look at it. Now, I know it sounds a little strange John, but that's changed a bit over the years. And that is because, you know, if you look at big spenders at an enterprise, he spends a lot of money because they need to at dev, you know, uh, security, right. Security infrastructure, and they need to monitor all that. They need to understand it, but guess what they want, understand it now at the corporate level. And they need it at the CIO, they need at the Cisco level for threat analysis. And then now boards want more and more that information they want to roll up of what's happening. So we're seeing a trend where the C-suite, the senior executives really are much more interested in Splunk. It used to be very departmental. >>I'll throw another wrench in the equation. There is one developers want shifting left. They want real time data security policy in the development, CDC at pipelining. So another problem. Yeah. >>Yeah. And developers lever tools. And again, they're, they're another unique group I should totally talk about. That takes your tools to another level and really fears that ways within their customer set to take advantage of the tooling. >>He's a great to see you. Congratulations on a new opportunity here. And the leadership at Splunk, um, really perfectly poised to take the growth of the cloud. That's. So I have to ask you, what's your mission? What's your mission for the next year as you come on? You're six months in what's the, >>Well, for us, here's blankets, continuing to scale, really listening to our customers and partners. It sounds, I don't want it to sound like a cliche. We really are spending time listening and working back, Sean and I are working. He's their president of technology products and technology. He and I are working very closely to look at features and functionality that we need to be talking about. Uh, it is about taking advantage of the partner community in a way to support them, to help again, get us into new areas of the business. And then lastly, continue to make sure that we have the training and education for customers directly because our tools and technologies are evolving. And if I've learned anything over the last 11 years is cloud is a step change for a lot of customers and they're still hybrid. So it's important that we meet them where they are, but help them get over that bridge so that they have that full digital journey. So that's what you're going to see me focused on. I'm super excited. >>I was talking with Claire, the CMO just before you leave, I want to get your reaction. This event went virtual the last minute. It became a studio here in Silicon valley. You're a media company now Splunk. Yeah. >>It's like it. I mean, it is amazing what we accomplished today. Uh, I, you know, I don't want to pre give numbers, but we had way, way over 20,000 today, online and, uh, growing. So the numbers we're still looking at, but it was unbelievable. And we had, I think we had had like 22,000 registered and we even got more. So people joined in, they stay, they watched the keynote, there were out narrow specialty sessions. And I all agree, like it was pretty cool. It was a step change because we were thinking about doing it in person. We took a pulse and we said, you know, we think we can actually do a better job this year because of COVID steel. If we do it all virtually and it turned out and we have you, so look at this, you're like, we have you here. And I love your cool backdrop here, John. Yeah. >>Well, you guys do a great job. You guys are a media company. Now you're telling your own stories direct. There's a lot of stories to tell. Thank you for coming on the cube. Great to see you >>Again. John's great to see you because the >>Cubes coverage here at.com 2021 virtual I'm John for your host of the cube. Thanks for watching.

>>From around the globe. It's the queue with digital coverage of AWS reinvent 2020 sponsored by Intel, AWS and our community partners. >>Welcome back to the cubes. Live coverage for ADFS reinvent 2020 I'm John Ford with the cube, your host. We are the cube virtual. We're not there in person this year. We're remote with the pandemic and we're here for the keynote analysis for Verner Vogels, and we've got some great analysts on and friends of the cube cube alumni is Rob Hirschfeld is the founder and CEO of Rakin a pioneer in the dev ops space, as well as early on on the bare metal, getting on the whole on-premise he's seen the vision and I can tell you, I've talked to him many times over the years. He's been on the same track. He's on the right wave frog. Great to have you on. I'm going to have to start Veatch, come on. Y'all come on as well, but great to see you. Thanks, pleasure to be here. Um, so the keynote with Verna was, you know, he's like takes you on a journey, you know, and, and virtual is actually a little bit different vibe, but I thought he did an exceptional job of stage layout and some of the virtual stage craft. Um, but what I really enjoyed the most was really this next level, thinking around systems thinking, right, which is my favorite topic, because, you know, we've been saying, going back 10 years, the cloud is just, here's a computer, right. It's operating system. And so, um, this is the big thing. This is, what's your reaction to the keynote. >>Wow. So I think you're right. This is one of the challenges with what Amazon has been building is it's, you know, it is a lock box, it's a service. So you don't, you don't get to see behind the scenes. You don't really get to know how they run these services. And what, what I see happening out of all of those pieces is they've really come back and said, we need to help people operate this platform. And, and that shouldn't be surprising to anyone. Right? Last couple of years, they've been rolling out service, service service, all these new things. This talk was really different for Verner's con normal ones, because he wasn't talking about whizzbang new technologies. Um, he was really talking about operations, um, you know, died in the wool. How do we make the system easier to use? How do we expose things? What assistance can we have in, in building applications? Uh, in some cases it felt like, uh, an application performance monitoring or management APM talk from five or even 10 years ago, um, canaries, um, you know, Canary deployments, chaos engineering, observability, uh, sort of bread and butter, operational things. >>We have Savi Joel, who's a influencer cloud computing Xtrordinair dev ops guru. Uh, we don't need dev ops guru from Amazon. We got Sarpy and prop here. So it'd be great to see you. Um, you guys had a watch party. Um, tell me what the reaction was, um, with, of the influencers in the cloud or ADI out there that were looking at Vernon's announcement, because it does attract a tech crowd. What was your take and what was the conversation like? >>Yeah, we kinda geeked out. Um, we had a watch party and we were commenting back and forth, like when we were watching it. I think that the general consensus is that the complexity of AWS stack itself is, is increasing. Right. And they have been focused on developers a lot, I think a lot longer than they needed to be a little bit. I think, uh, now they need to focus on the operations. Like we, we are, we all love dev ops talks and it's very fancy and it's very modern way of building software. But if you think deep down that, like once we developed software traditionally and, and also going forward, I think we need to have that separation. Once you develop something in production, it's, it's, it's operating right. Once you build a car, you're operating car, you're not building car all the time. Right? >>So same with the software. Once you build a system, it should have some stability where you're running it, operating it for, for a while, at least before you touch it or refactoring all that stuff. So I think like building and operating at the same time, it's very good for companies like Amazon, AWS, especially, uh, and, and Google and, and, and Facebook and all those folks who are building technology because they are purely high-tech companies, but not for GM Ford Chrysler or Kaiser Permanente, which is healthcare or a school district. The, they, they need, need to operate that stuff once it's built. So I think, uh, the operationalization of cloud, uh, well, I think take focus going forward a lot more than it has and absorbable Deanna, on a funny note, I said, observability is one of those things. I, now these days, like, like, you know, and the beauty pageants that every contestant say is like, whatever question you asked, is it Dora and the answer and say at the end world peace, right? >>And that's a world peace term, which is the absorbability. Like you can talk about all the tech stuff and all that stuff. And at the end you say observability and you'll be fine. So, um, what I'm making is like observability is, and was very important. And when I was talking today about like how we can enable the building of absorbability into this new paradigm, which is a microservices, like where you pass a service ID, uh, all across all the functions from beginning to the end. Right. And so, so you can trace stuff. So I think he was talking, uh, at that level. Yeah. >>Let me, let's take an observer Billy real quick. I have a couple of other points. I want to get your opinions on. He said, quote, this three, enabling major enabling technologies, powering observability metrics, logging and tracing here. We know that it would, that is of course, but he didn't take a position. If you look at all the startups out there that are sitting there, the next observability, there's at least six that I know of. I mean, that are saying, and then you got ones that are kind of come in. I think signal effects was one. I liked, like I got bought by Splunk and then is observability, um, a feature, um, or is it a company? I mean, this is something that kind of gets talked about, right? I mean, it's, I mean, is it really something you can build a business on or is it a white space? That's a feature that gets pulled in what'd you guys react to that? >>So this is a platform conversation and, and, you know, one of the things that we've been having conversations around recently is this idea of platforms. And, and, you know, I've been doing a lot of work on infrastructure as code and distributed infrastructure and how people want infrastructure to be more code, like, which is very much what, what Verna was, was saying, right? How do we bring development process capabilities into our infrastructure operations? Um, and these are platform challenges. W what you're asking about from, uh, observability is perspective is if I'm running my code in a platform, if I'm running my infrastructure as a platform, I actually need to understand what that platform is doing and how it's making actions. Um, but today we haven't really built the platforms to be very transparent to the users. And observability becomes this necessary component to fix all the platforms that we have, whether they're Kubernetes or AWS, or, you know, even going back to VMware or bare metal, if you can't see what's going on, then you're operating in the blind. And that is an increasingly big problem. As we get more and more sophisticated infrastructure, right? Amazon's outage was based on systems can being very connected together, and we keep connecting systems together. And so we have to be able to diagnose and troubleshoot when those connections break or for using containers or Lambdas. The code that's running is ephemeral. It's only around for short periods of time. And if something's going wrong in it, it's incredibly hard to fix it, >>You know? And, and also he, you know, he reiterated his whole notion of log everything, right? He kept on banging on the drum on that one, like log everything, which is actually a good practice. You got to log everything. Why wouldn't you, >>I mean, how you do, but they don't make it easy. Right? Amazon has not made it easy to cross, cross, and, uh, connect all the data across all of those platforms. Right? People think of Amazon as one thing, but you know, the people who are using it understand it's actually a collection of services. And some of those are not particularly that tied together. So figuring out something that's going on across, across all of your service bundles, and this isn't an Amazon problem, this is an industry challenge. Especially as we go towards microservices, I have to be able to figure out what happened, even if I used 10 services, >>Horizontal, scalability argument. Sorry. Do you want to get your thoughts on this? So the observability, uh, he also mentioned theory kind of couched it before he went into the talk about systems theory. I'm like, okay. Let's, I mean, I love systems, and I think that's going to be the big wake up call here for the next 10 years. That's a systems mindset. And I think, you know, um, Rob's right. It's a platform conversation. When you're thinking about an operating system or a system, it has consequences when things change, but he talked about controllability versus, uh, observability and kinda T that teed up the, well, you can control systems controls, or you can have observability, uh, what's he getting at in all of this? What's he trying to say, keep, you know, is it a cover story? Is it this, is it a feature? What was the, what was the burner getting at with all this? >>Uh, I, I, I believe they, they understand that, that, uh, that all these services are very sort of micro in nature from Amazon itself. Right. And then they are not tied together as Rob said earlier. And they, he addressed that. He, uh, he, uh, announced that service. I don't know the name of that right now of problem ahead that we will gather all the data from all the different places. And then you can take a look at all the data coming from different services at this at one place where you have the service ID passed on to all the servers services. You have to do that. It's a discipline as a software developer, you have to sort of adhere to even in traditional world, like, like, you know, like how you do logging and monitoring and tracing, um, it's, it's your creativity at play, right? >>So that's what software is like, if you can pass on, I was treating what they gave an example of Citrix, uh, when, when, when you are using like tons of applications with George stream to your desktop, through Citrix, they had app ID concept, right? So you can trace what you're using and all that stuff, and you can trace the usage and all that stuff, and they can, they can map that log to that application, to that user. So you need that. So I think he w he was talking about, I think that's what he's getting too. Like we have to, we have to sort of rethink how we write software in this new Microsoft, uh, sort of a paradigm, which I believe it, it's a beautiful thing. Uh, as long as we can manage it, because Microsoft is, are spread across like, um, small and a smaller piece of software is everywhere, right? So the state, how do we keep the state intact? How do we, um, sort of trace things? Uh, it becomes a huge problem if we don't do it right? So it it's, um, it's a little, this is some learning curve for most of the developers out there. So 60 dash 70% >>Rob was bringing this up, get into this whole crash. And what is it kind of breakdown? Because, you know, there's a point where you don't have the Nirvana of true horizontal scalability, where you might have microservices that need to traverse boundaries or systems, boundaries, where, or silos. So to Rob's point earlier, if you don't see it, you can't measure it or you can't get through it. How do you wire services across boundaries? Is that containers, is that, I mean, how does this all work? How do you guys see that working? I just see a train wreck there. >>It's, it's a really hard problem. And I don't think we should underestimate it because everything we toast talked about sounds great. If you're in a single AWS region, we're talking about distributed infrastructure, right? If you think about what we've been seeing, even more generally about, you know, edge sites, uh, colo on prem, you know, in cloud multi-region cloud, all these things are actually taking this one concept and you're like, Oh, I just want to store all the log data. Now, you're not going to store all your log data in one central location anymore. That in itself, as a distributed infrastructure problem, where I have to be able to troubleshoot what's going on, you know, and know that the logs are going to the right place and capture the data, that's really important. Um, and one of the innovations in this that I think is going to impact the industry over the next couple of years is the addition of more artificial intelligence and machine learning, into understanding operations patterns and practices. >>And I think that that's a really significant industry trend where Amazon has a distinct advantage because it's their systems and it's captive. They can analyze and collect a lot of data across very many customers and learn from those things and program systems that learn from those things. Um, and so the way you're going to keep up with this is not by logging more and more data, but by doing exactly what we're talking through, which was how do I analyze the patterns with machine learning so that I can get predictive analysis so that I can understand something that looks wrong and then put people on checking it before it goes wrong. >>All right, I gotta, I gotta bring up something controversial. I can't hold back any longer. Um, you know, Mark Zuckerberg said many, many years ago, all the old people, they can do startups, they're too old and you gotta be young and hungry. You gotta do that stuff. If we're talking systems theory, uh, automated meta reasoning, evolvable systems, resilience, distributed computing, isn't that us old guys that have actually have systems experience. I mean, if you're under the age of 30, you probably don't even know what a system is. Um, and, or co coded to the level of systems that we use to code. And I'm putting my quote old man kind of theory, only kidding, by the way on the 30. But my point is there is a generation of us that had done computer science in the, in the eighties and seventies, late seventies, maybe eighties and nineties, it's all it was, was systems. It was a systems world. Now, when you have a software world, the aperture is increasing in terms of software, are the younger generation of developers system thinkers, or have we lost that art, uh, or is it doesn't matter? What do you guys think? >>I, I think systems thinking comes with age. I mean, that's, that's sort of how I think, I mean, like I take the systems thinking a greater sort of, >>Um, world, like state as a system country, as a system and everything is a system, your body's a system family system, so it's the same way. And then what impacts the system when you operated internal things, which happened within the system and external, right. And we usually don't talk about the economics and geopolitics. There's a lot of the technology. Sometimes we do, like we have, I think we need to talk more about that, the data sovereignty and all that stuff. But, but even within the system, I think the younger people appreciate it less because they don't have the, they don't see, um, software taught like that in the universities. And, and, and, and by these micro micro universities now online trainings and stuff like sweaty, like, okay, you learn this thing and you're good at it saying, no, no, it's not like that. So you've got to understand the basics and how the systems operate. >>Uh, I'll give you an example. So like we were doing the, the, the client server in early nineties, and then gradually we moved more towards like having ESB enterprise services, bus where you pass a state, uh, from one object to another, and we can bring in the heterogeneous, uh, languages. This thing is written in Java. This is in.net. This is in Python. And then you can pass it through that. Uh, you're gonna make a state for, right. And that, that was contained environment. Like ESBs were contained environment. We were, I, I wrote software for ESPs myself at commerce one. And so like, we, what we need today is the ESP equallant in the cloud. We don't have that. >>Rob, is there a reverse ageism developers? I mean, if you're young, you might not have systems. What do you think? I, I don't agree with that. I actually think that the nature of the systems that we're programming forces people into more distributed infrastructure thinking the platforms we have today are much better than they were, you know, 20 years ago, 30 years ago, um, in the sense that I can do distributed infrastructure programming without thinking about it very much anymore, but you know, people know, they know how to use cloud. They know how to use a big platform. They know how to break things into microservices. I, I think that these are inherent skills that people need to think about that you're you're right. There is a challenge in that, you know, you get very used to the platform doing the work for you, and that you need to break through it, but that's an experiential thing, right? >>The more experienced developers are going to have to understand what the platforms do. Just like, you know, we used to have to understand how registers worked inside of a CPU, something I haven't worried about for a long, long time. So I, I don't think it's that big of a problem. Um, from, from that perspective, I do think that the thing that's really hard is collaboration. And so, you know, it's, it's hard people to people it's hard inside of a platform. It's hard when you're an Amazon size and you've been rolling out services all over the place and now have to figure out how to fit them all together. Um, and that to me is, is a design problem. And it's more about being patient and letting things, uh, mature. If anything might take away from this keynote is, you know, everybody asked Amazon to take a breath and work on usability and, and cross cross services synchronizations rather than, than adding more services into the mix. And that's, >>That's a good point. I mean, again, I bring up the conversation because it's kind of the elephant in the room and I make it being controversial to make a point there. So our view, because, you know, I interviewed Judy Estrin who helped found the internet with Vince Cerf. She's well-known for her contributions for the TCP IP protocol. Andy Besta Stein. Who's the, who's the Rembrandt of motherboards. But as Pat Gelsinger, CEO of VMware, I would say both said to me on the cube that without systems thinking, you don't understand consequences of when things change. And we start thinking about this microservices conversation, you start to hear a little bit of that pattern emerging, where those systems, uh, designs matter. And then you have, on the other hand, you have this modern application framework where serverless takes over. So, you know, Rob back to your infrastructure as code, it really isn't an either, or they're not mutually exclusive. You're going to have a set of nerds and geeks engineering systems to make them better and easier and scalable. And then you're going to have application developers that need to just make it work. So you start to see the formation of kind of the, I won't say swim lanes, but I mean, what do you guys think about that? Because you know, Judy and, um, Andy better sign up. They're kind of right. Uh, >>Th th the enemy here, and we're seeing this over and over again is complexity. And, and the challenge has been, and serverless is like, those people like, Oh, I don't have to worry about servers anymore because I'm dealing with serverless, which is not true. What you're doing is you're not worrying about infrastructure as much, but you, the complexity, especially in a serverless infrastructure where you're pulling, you know, events from all sorts of things, and you have one, one action, one piece of code, you know, triggering a whole bunch of other pieces of code in a decoupled way. We are, we are bringing so much complexity into these systems, um, that they're very hard to conceive of. Um, and AIML is not gonna not gonna address that. Um, I think one of the things that was wonderful about the setting, uh, in the sugar factory and at all of that, you know, sort of very mechanical viewpoint, you know, when you're actually connecting all things together, you can see it. A lot of what we've been building today is almost impossible to observe. And so the complexity price that we're paying in infrastructure is going up exponentially and we can't sustain infrastructures like that. We have to start leveling that in, right? >>Your point on the keynote, by the way, great call out on, on the, on the setting. I thought that was very clever. So what do you think about this? Because as enterprises go through this transformation, one of the big conversations is the solution architecture, the architecture of, um, how you lay all this out. It's complexity involved. Now you've got on premise system, you've got cloud, you've got edge, which you're hearing more and more local processing, disconnected systems, managing it at the edge with visualization. We're going to hear more about that, uh, with Dirk, when he comes on the queue, but you know, just in general as a practitioner out there, what, what's, what's your, what do you see people getting their arms around, around this, this keynote? What do they, what's your thoughts? >>Yeah, I, I think, uh, the, the pattern I see emerging is like, or in the whole industry, regardless, like if you put, when does your sign is that like, we will write less and less software in-house I believe that SAS will emerge. Uh, and it has to, I mean, that is the solution to kill the complexity. I believe, like we always talk about software all the time and we, we try to put this in the one band, like it's, everybody's dining, same kind of software, and they have, I'm going to complexity and they have the end years and all that stuff. That's not true. Right. If you are Facebook, you're writing totally different kind of software that needs to scale differently. You needs a lot of cash and all that stuff, right. Gash like this and cash. Well, I ain't both gases, but when you are a mid size enterprise out there in the middle, like fly over America, what, uh, my friend Wayne says, like, we need to think about those people too. >>Like, how do they drive software? What kind of software do they write? Like how many components they have in there? Like they have three tiers of four tiers. So I think they're a little more simpler software for internal use. We have to distinguish these applications. I always talk about this, like the systems of record systems of differentiation, the system of innovation. And I think cloud will do great. And the newer breed of applications, because you're doing a lot of, a lot of experimentation. You're doing a lot of DevOps. You have two pizza teams and all that stuff, which is good stuff we talk about, well, when you go to systems of record, you need stability. You need, you need some things which is operational. You don't want to touch it again, once it's in production. Right? And so the, in between that, that thing is, I think that's, that's where the complexity lies the systems are, which are in between those systems of record and system or innovation, which are very new Greenfield. That, that's what I think that's where we need to focus, uh, our, um, platform development, um, platform as a service development sort of, uh, dollars, if you will, as an industry, I think Amazon is doing that right. And, and Azura is doing that right to a certain extent too. I, I, I, I worry a little bit about, uh, uh, Google because they're more tilted towards the data science, uh, sort of side of things right now. >>Well, Microsoft has the most visibility into kind of the legacy world, but Rob, you're shaking your head there. Um, on his comment, >>You know, I, I, you know, I, I watched the complexity of all these systems and, and, you know, I'm not sure that sass suffocation of everything that we're doing is leading to less is pushing the complexity behind a curtain so that you, you, you can ignore the man behind the curtain. Um, but at the end of the day, you know what we're really driving towards. And I think Amazon is accelerating this. The cloud is accelerating. This is a new set of standard operating processes and procedures based on automation, based on API APIs, based on platforms, uh, that ultimately, I think people could own and could come back to how we want to operate it. When I look at what we w we were just shown with the keynote, you know, it was an, is things that application performance management and monitoring do. It's, it's not really Amazon specific stuff. There's no magic beans that Amazon is growing operational knowledge, you know, in Amazon, greenhouses that only they know how to consume. This is actually pretty block and tackle stuff. Yeah. And most people don't need to operate it at that type of scale to be successful. >>It's a great point. I mean, let's, let's pick up on that for the last couple of minutes we have left. Cause I think that's a great, great double-down because you're thinking about the mantra, Hey, everything is a service, you know, that's great for business model. You know, you hand it over to the techies. They go, wait a minute. What does that actually mean? It's harder. But when I talk to people out there and you hear people talking about everything is a service or sanctification, I do agree. I think you're putting complexity behind the curtain, but it's kind of the depends answer. So if you're going to have everything as a service, the common thesis is it has to have support automation everywhere. You got to automate things to make things sassiphy specified, which means you need five nines, like factory type environments. They're not true factories, but Rob, to your point, if you're going to make something a SAS, it better be Bulletproof. Because if you're, if you're automating something, it better be automated, right? You can measure things all you want, but if it's not automated, like a, like a, >>And you have no idea what's going on behind the curtains with some of these, these things, right. Especially, you know, I know our business and you know, our customers' businesses, they're, they're reliant on more and more services and you have no idea, you know, the persistence that service, if they're going to break an API, if they're going to change things, a lot of the stuff that Amazon is adding here defensively is because they're constantly changing the wheels on the bus. Um, and that is not bad operational practice. You should be resilient to that. You should have processes that are able to be constantly updated and CICB pipelines and, you know, continuous deployments, you shouldn't expect to, to, you know, fossilize your it environment in Amber, and then hope it doesn't have to change for 10 years. But at the same time, we'll work control your house. >>That's angle about better dev ops hypothetical, like a factory, almost metaphor. Do you care if the cars are being shipped down the assembly line and the output works and the output, if you have self-healing and you have these kinds of mechanisms, you know, you could have do care. The services are being terminated and stood up and reformed as long as the factory works. Right? So again, it's a complexity level of how much it, or you want to bite off and chew or make work. So to me, if it's automated, it's simple, did it work or not? And then the cost of work to be, what's your, what's your angle on this? Yeah. >>I believe if you believe in systems thinking, right. You have to believe in, um, um, the concept of, um, um, Oh gosh, I'm losing over minor. Um, abstraction. Right? So abstraction is your friend in software. Abstraction is your friend anyways, right? That's how we, humans pieces actually make a lot more progress than any other sort of living things here in this world. So that's why we are smart. We can abstract complexity behind the curtains, right? We, we can, we can keep improving, like from the, the, you know, wooden cart to the car, to the, to the plane, to the other, like, we, we, we have this, like when, when we see we are flying these airplanes, like 90% of the time they're on autopilot, like that's >>Hi, hiding my attractions is, is about evolution. Evolvable software term. He said, it's true. All right, guys, we have one minute left. Um, let's close this out real quick. Each of you give a closing statement on what you thought of the keynote and Verner's talk prop, we'll start with you. >>Uh, you know, as always, it's a perf keynote, uh, very different this year because it was so operationally focused and using the platform and, and helping people run their, their, off their applications and software better. And I think it's an interesting turn that we've been waiting for for Amazon, uh, to look at, you know, helping people use their own platform more. Um, so, uh, refreshing change and I think really powerful and well delivered. I really did like the setting >>Great shopping. And when we found, I found out today, that's Teresa Carlson is now running training and certification. So I'm expecting that to be highly awesomely accelerated a success there. Sorry, what's your take real quick on burners talk, walk away. Keynote thoughts. >>I, I, I think it was what I expected it to be like, he focused on the more like a software architecture kind of discussion. And he focused this time a little more on the ops side and the dev side, which I think they, they are pivoting a little bit, um, because they, they want to sell more AWS stuff to us, uh, to the existing enterprises. So I think, um, that was, um, good. Uh, I wish at the end, he said, not only like, go, go build, but also go build and operate. So can, you know, they all say, go build, build, build, but like, who's going to operate this stuff. Right. So I think, um, uh, I will see a little shift, I think, going forward, but we were talking earlier, uh, during or watch party that I think, uh, going forward, uh, AWS will open start open sourcing the commoditized version of their cloud, which have been commoditized by other vendors and gradually they will open source it so they can keep the hold onto the enterprises. I think that's what my take is. That's my prediction is >>Awesome and want, I'll make sure I'm at your watch party next time. Sorry. I missed it. Nobody's taking notes. Try and prepare. Sorry, Rob. Thanks for coming on and sharing awesome insight and expertise to experts in cloud and dev ops. I know them. And can firstly vouch for their awesomeness? Thanks for coming on. I think Verner can verify what I thought already was reporting Amazon everywhere. And if you connect the dots, this idea of reasoning, are we going to have smarter cloud? That's the next conversation? I'm John for your host of the cube here, trying to get smarter with Aus coverage. Thanks to Robin. Sarvi becoming on. Thanks for watching.

from the cube studios in Palo Alto in Boston connecting with thought leaders all around the world this is a cube conversation hello and welcome to the cube conversation here in the Palo Alto studio I'm John four host of the cube we are here at the quarantine crew of the cube having the conversations that matter the most now and sharing that with you got a great guest here Phil Quaid was the chief information security officer of Fortinet also the author of book digital bing-bang which I just found out he wrote talking about the difference cybersecurity and the physical worlds coming together and we're living that now with kovat 19 crisis were all sheltering in place Phil thank you for joining me on this cube conversation so I want to get in this quickly that I think the main top thing is that we're all sheltering in place anxiety is high but people are now becoming mainstream aware of what we all in the industry have been known for a long time role of data cybersecurity access to remote tools and we're seeing the work at home the remote situation really putting a lot of pressure on as I've been reporting what I call at scale problems and one of them is security right one of them is bandwidth we're starting to see you know the throttling of the packets people are now living with the reality like wow this is really a different environment but it's been kind of a disruption and has created crimes of opportunity for bad guys so this has been a real thing everyone's aware of it across the world this is something that's now aware on everyone's mind what's your take on this because you guys are fighting the battle and providing solutions and we're doing for a long time around security this highlights a lot of the things in the surface area called the world with what's your take on this carbon 19 orton s been advocating for architectures and strategies that allow you to defend anywhere from the edge through the core all the way up to the cloud boom so with you know high speed and integration and so all the sudden what we're seeing not just you know in the US but the world as well is that that edge is being extended in places that we just hadn't thought about or our CV that people just hadn't planned for before so many people or telecommunication able to move that edge securely out to people's homes and more remote locations and do so providing the right type of security of privacy if those communications that are coming out of those delicate ears I noticed you have a flag in the background and for the folks that might not know you spent a lot of time at the NSA government agency doing a lot of cutting-edge work I mean going back to you know really you know post 9/11 - now you're in the private sector with Fortinet so you don't really speak with the agency but you did live through a time of major transformation around Homeland Security looking at data again different physical thing you know terrorist attacks but it did bring rise to large-scale data to bring to those things so I wanted to kind of point out I saw the flag there nice nice touch there but now that you're in the private sector it's another transformation it's not a transition we're seeing a transformation and people want to do it fast and they don't want to have disruption this is a big problem what's your reaction to that yeah I think what you're reporting out that sometimes sometimes there's catalysts that cause major changes in the way you do things I think we're in one of those right now that we're already in the midst of an evolutionary trend towards more distributed workforces and as I mentioned earlier doing so with the right type of security privacy but I would think what I think the global camp in debt endemic is showing is that we're all going to be accelerating that that thing is like it's gonna be a lot less evolutionary and a little bit more faster that's what happens when you have major world events like this being 911 fortunate tragedies it causes people to think outside the box or accelerate what they're already doing I think wearing that in that world today yeah it pulls forward a lot of things that are usually on the planning side and it makes them reality I want to get your thoughts because not only are CEOs and their employees all thinking about the new work environment but the chief information security officer is people in your role have to be more aware as more things happening what's on the minds of CISOs around the world these days obviously the pandemics there what are you seeing what are some of the conversations what are some of the thought processes what specifically is going on in the of the chief information security officer yeah I think there's probably a there's probably two different two different things there's the there's the emotional side and there's the analytic side on the emotional side you might say that some Caesars are saying finally I get to show how cyber security can be in an abler of business right I can allow you to to to maintain business continuity by allowing your workers to work from home and trying sustain business and allow you to keep paying their salary is very very important to society there's a very important time to step up as the seaso and do what's helpful to sustain mission in on the practical side you say oh my goodness my job's gotten a whole lot harder because I can rely less and less on someone's physical controls that use some of the physical benefits you get from people coming inside the headquarters facility through locked doors and there's personal congress's and personal identification authentication you need to move those those same security strategies and policies and you need to move it out to this broad eggs it's gotten a lot bigger and a lot more distributed so I want to ask you around some of the things they're on cyber screws that have been elevated to the top of the list obviously with the disruption of working at home it's not like an earthquake or a tornado or hurricane or flood you know this backup and recovery for that you know kind of disaster recovery this has been an unmitigated disaster in the sense of it's been unfor casted I was talking to an IT guy he was saying well we provisioned rvv lands to be your VPNs to be 30% and now they need a hundred percent so that disruption is causing I was an under forecast so in cyber as you guys are always planning in and protecting has there been some things that have emerged that are now top of mind that are 100 percent mindshare base or new solutions or new challenges why keep quite done what we're referring to earlier is that yep any good see so or company executive is going to prepare for unexpected things to a certain degree you need it whether it be spare capacity or the ability to recover from something an act of God as you mentioned maybe a flood or tornado or hurricane stuff like that what's different now is that we have a disruption who which doesn't have an end date meaning there's a new temporal component that's been introduced that most companies just can't plan for right even the best of companies that let's say Ronald very large data centers they have backup plans where they have spare fuel to run backup generators to provide electricity to their data centers but the amount of fuel they have might only be limited to 30 days or so it's stored on-site we might think well that's pretty that's a lot of for thinking by storing that much fuel on site for to allow you to sort of work your way through a hurricane or other natural disaster what we have now is a is a worldwide crisis that doesn't have a 30-day window on it right we don't know if it's gonna be 30 days or 120 days or or you know even worse than that so what's different now is that it's not just a matter of surging in doing something with band-aids and twine or an extra 30 days what we need to do is as a community is to prepare solutions that can be enduring solutions you know I have some things that if the absent I might like to provide a little color what those types of solutions are but that that would be my main message that this isn't just a surge for 30 days this is a surge or being agile with no end in sight take a minute explain some of those solutions what are you seeing whatever specific examples and solutions that you can go deeper on there yeah so I talked earlier about the the edge meaning the place where users interact with machines and company data that edge is no longer at the desktop down the hallway it could be 10 miles 450 miles away to where anyone where I'm telling you I'm commuting crumb that means we need to push the data confidentiality things out between the headquarters and the edge you do that with things like a secure secured tunnel it's called VPNs you also need to make sure that the user identification authentication this much is a very very secure very authentic and with high integrity so you do that with multi-factor authentication there's other things that we like that that are very very practical that you do to support this new architecture and the good news is that they're available today in the good news at least with some companies there already had one foot in that world but as I mentioned earlier not all companies had yet embraced the idea of where you're going to have a large percentage of your workforce - until a community so they're not quite so they're there they're reacting quickly to to make sure this edge is better protected by identification and authentication and begins I want to get to some of those edge issues that now translate to kind of physical digital virtualization of of life but first I want to ask you around operational technology and IT OT IT these are kind of examples where you're seeing at scale problem with the pandemic being highlighted so cloud providers etc are all kind of impacted and bring solutions to the table you guys at Foot are doing large scale security is there anything around the automation side of it then you've seen emerge because all the people that are taking care of being a supplier in this new normal or this crisis certainly not normal has leveraged automation and data so this has been a fundamental value proposition that highlights what we call the DevOps movement in the cloud world but automation has become hugely available and a benefit to this can you share your insights into how automation is changing with cyber I think you up a nice question for me is it allowed me to talk about not only automation but convergence so it's let's hit automation first right we all even even pre-crisis we need to be better at leveraging automation to do things that machines do best allow people to do higher-order things whether it's unique analysis or something else with a with a more distributed workforce and perhaps fewer resources automation is more important ever to automatically detect bad things that are about to happen automatically mitigating them before they get or they get to bad you know in the cybersecurity world you use things like agile segmentation and you use like techniques called soar it's a type of security orchestration and you want to eat leverage those things very very highly in order to leverage automation to have machines circum amount of human services but you also brought up on my favorite topics which is ot graceful technology though OTS you know are the things that are used to control for the past almost a hundred years now things in the physical world like electric generators and pipes and valves and things like that often used in our critical infrastructures in my company fort net we provide solutions that secure both the IT world the traditional cyber domain but also the OT systems of the world today where safety and reliability are about most important so what we're seeing with the co19 crisis is that supply chains transportation research things like that a lot of things that depend on OT solutions for safety and reliability are much more forefront of mine so from a cybersecurity strategy perspective what you want to do of course is make sure your solutions in the IT space are well integrated with you solutions in the OT space to the so an adversary or a mistake in cause a working to the crack in causing destruction that convergence is interesting you know we were talking before you came on camera around the fact that all these events are being canceled but that really highlights the fact that the physical spaces are no longer available the so-called ot operational technologies of events is the plumbing the face-to-face conversations but everyone's trying to move to digital or virtual eyes that it's not as easy as just saying we did it here we do it there there is a convergence and some sort of translation this new there's a new roles there's new responsibilities new kinds of behaviors and decision making that goes on in the physical and digital worlds that have to then come together and get reimagined and so what's your take on all this because this is not so much about events but although that's kind of prime time problem zooming it is not the answer that's a streaming video how do you replicate the value of physical into the business value in digital it's not a one-to-one so it's quite possible that that we might look back on this event to cover 19 experience we might look back at it in five or ten years and say that was simply a foreshadowing of our of the importance of making sure that our physical environment is appropriate in private what I mean is that with the with the rapid introduction of Internet of Things technologies into the physical world we're going to have a whole lot of dependencies on the thing inconveniences tendencies inconveniences on things an instrument our physical space our door locks or automobiles paths our temperatures color height lots of things to instrument the physical space and so there's gonna be a whole lot of data that's generated in that cyber in a physical domain increasingly in the future and we're going to become dependent upon it well what happens if for whatever reason in the in the future that's massively disruptive so all of a sudden we have a massive disruption in the physical space just like we're experiencing now with open 19 so again that's why it makes sense now to start your planning now with making sure that your safety and reliability controls in the physical domain are up to the same level security and privacy as the things in your IT delete and it highlights what's the where the value is to and it's a transformation I was just reading an article around spatial economics around distance not being together it's interesting on those points you wrote a book about this I want to get your thoughts because in this cyber internet or digital or virtualization of physical to digital whether it's events or actual equipment is causing people to rethink architectures you mentioned a few of them what's the state of the art thinking around someone who has the plan for this again is in its complex it's not just creating a gateway or a physical abstraction layer of software between two worlds there's almost a blending or convergence here what's your what's your thoughts on what's the state of the art thinking on this area yeah the book that I number of a very esteemed colleagues contribute to what we said is that it's time to start treating cybersecurity like a science let's not pretend it's a dark art that we have to relearn every couple years and what what we said in the in the digital Big Bang is that humankind started flourishing once we admitted our ignorance in ultimately our ignorance in the physical world and discovered or invented you can right word the disciplines of physics and chemistry and once we recognize that our physical world was driven by those scientific disciplines we started flourishing right the scientific age led to lots of things whether it would be transportation health care or lots of other things to improve our quality of life well if you fast forward 14 billion years after that cosmic Big Bang which was driven by physics 50 years ago or so we had a digital Big Bang where there was a massive explosion of bits with the invention of the internet and what we argue in the book is that let's start treating cybersecurity like a science or the scientific principle is that we ought to write down and follow a Rousseau's with you so we can thrive in the in the in a digital Big Bang in the digital age and one more point if you don't mind what we what we noted is that the internet was invented to do two things one connect more people or machines than ever imagined in to do so in speeds that were never imagined so the in the Internet is is optimized around speed in connectivity so if that's the case it may be a fundamental premise of cybersecurity science is make sure that your cyber security solutions are optimized around those same two things that the cyber domains are optimized around speed in integration continue from there you can you can build on more and more complex scientific principles if you focus on those fundamental things and speed and integration yeah that's awesome great insight they're awesome I wanted to throw in while you had the internet history lesson down there also was interesting was a very decentralization concept how does that factor in your opinion to some of the security paradigms is that helped or hurt or is it create opportunities for more secure or does it give the act as an advantage yeah I love your questions is your it's a very informed question and you're in a give me good segue to answer the way you know it should be answer yeah the by definition the distributed nature of the Internet means it's an inherently survivable system which is a wonderful thing to have for a critical infrastructure like that if one piece goes down the hole doesn't go down it's kind of like the power grid the u.s. the u.s. electrical power grid there's too many people who say the grid will go down well that's that's just not a practical thing it's not a reality thing the grades broken up into three major grades and there's AB ulis strategies and implementations of diversification to allow the grid to fail safely so it's not catastrophic Internet's the same thing so like my nipple like I was saying before we ought to de cyber security around a similar principle that a catastrophic failure in one partner to start cybersecurity architecture should result in cascading across your whole architecture so again we need to borrow some lessons from history and I think he bring up a good one that the internet was built on survivability so our cybersecurity strategies need to be the same one of the ways you do that so that's all great theory but one of the ways you do that of course is by making your cybersecurity solutions so that they're very well integrated they connect with each other so that you know speaking in cartoon language you know if one unit can say I'm about to fail help me out and another part of your architecture can pick up a slack and give you some more robust security in that that's what a connected the integrated cyber security architecture do for you yeah it's really fascinating insight and I think resiliency and scale are two things I think are going to be a big wave is going to be added into the transformations that going on now it's it's very interesting you know Phil great conversation I could do a whole hour with you and do a fish lead a virtual panel virtualize that our own event here keynote speech thanks so much for your insight one of things I want to get your thoughts on is something that I've been really thinking a lot lately and gathering perspectives and that is on biosecurity and I say biosecurity I'm referring to covet 19 as a virus because biology involves starting a lab or some people debate all that whether it's true or not but but that's what people work on in the biology world but it spreads virally like malware and has a similar metaphor to cybersecurity so we're seeing conversation starting to happen in Washington DC in Silicon Valley and some of my circles around if biology weapon or it's a tool like open-source software could be a tool for spreading cybersecurity Trojans or other things and techniques like malware spear phishing phishing all these things are techniques that could be deployed metaphorically to viral distribution a biohazard or bio warfare if you will will it look the same and how do you defend against the next covet 19 this is what you know average Americans are seeing the impact of the economy with the shelter in place is that what happens again and how do we prevent it and so a lot of people are thinking about this what is your thoughts because it kind of feels the same way as cybersecurity you got to see it early you got to know what's going on you got to identify it you got to respond to it time to close your contain similar concepts what's your thoughts on with BIOS we don't look with all due respect to the the the bio community let me make a quick analogy to the cyber security strategy right cyber security strategy starts with we start as an attacker so I parts of my previous career I'm an authorized had the opportunity to help develop tools that are very very precisely targeted against foreign adversaries and that's a harder job than you think I mean I think the same is true of anyone of a natural-born or a custom a buyer buyer is that not just any virus has the capability to do a lot of harm to a lot of people selling it so it's it's if that doesn't mean though you can sit back and say since it's hard it'll never happen you need to take proactive measures to look for evidence of a compromise of something whether it's a cyber cyber virus or otherwise you have to actively look for that you have to harm yourself to make sure you're not susceptible to it and once you detect one you need to make sure you have a the ability to do segmentation or quarantine very rapidly very very effectively right so in the cyber security community of course the fundamental strategy is about segmentation you keep different types of things separate that don't need to interact and then if you do have a compromise not everything is compromised and then lastly if you want to gradually say bring things back up to recover you can do some with small chunks I think it's a great analogy segmentation is a good analogy to I think what the nation is trying to do right now by warranty kneeing and gradually reopening up things in in segments in actually mention earlier that some of the other techniques are very very similar you want to have good visibility of where you're at risk and then you can automatically detect and then implement some some mitigations based on that good visibility so I agree with you that it turns out that the cyber security strategies might have a whole lot in common with biohazard I address it's interesting site reliability engineers which is a term that Google coined when they built out their large-scale cloud has become a practice that kind of mindset combined with some of the things that you're saying the cyber security mindset seemed to fit this at scale problem space and I might be an alarmist but I personally believe that we've been having a digital war for many many years now and I think that you know troops aren't landing but it's certainly digital troops and I think that we as a country and a global state and global society have to start thinking about you know these kinds of things where a virus could impact the United States shut down the economy devastating impact so I think Wars can be digital and so I may be an alarmist and a conspirators but I think that you know thinking about it and talking about it might be a good thing so appreciate your insights there Phil appreciated what one other point that might be interesting a few years back I was doing some research with the National Lab and we're looking for novel of cybersecurity analytics and we hired some folks who worked in the biology the bio the biomedical community who were studying a biome fires at the time and it was in recognition that there's a lot of commonality between those who are doing cybersecurity analytics and those reviewing bio biology or biomedical type analytics in you know there was a lot of good cross fertilization between our teams and it kind of helps you bring up one more there's one more point which is what we need to do in cybersecurity in general is have more diversity of workforces right now I don't mean just the traditional but important diversities of sex or color but diversity of experiences right some of the best people I've worked with in the cyber analytics field weren't computer science trained people and that's because they came in problems differently with a different background so one of the things that's really important to our field at large and of course the company my company fort net is to massively increase the amount of cyber security training that's available to people not just the computer scientists the world and the engineers but people in other areas as well the other degree to non-greek people and with that a you know higher level of cyber security training available to a more diverse community not only can we solve the problem of numbers we don't have enough cybersecurity people but we can actually increase our ability to defend against these things I have more greater diversity of thought experience you know that's such a great point I think I just put an exclamation point on that I get that question all the time and the skills gap is should I study computer science and like actually if you can solve problems that's a good thing but really diversity about diversity is a wonderful thing in the age of unlimited compute power because traditionally diversity whether it was protocol diversity or technical diversity or you know human you know makeup that's tend to slow things down but you get higher quality so that's a generalization but you get the point diversity does bring quality and if you're doing a data science you don't want have a blind spot I'm not have enough data so yeah I think a good diverse data set is a wonderful thing you're going to a whole nother level saying bringing diversely skill sets to the table because the problems are diverse is that what you're getting at it is it's one of our I'll say our platforms that we're talking about during the during the covered nineteen crisis which is perhaps there's perhaps we could all make ourselves a little bit better by taking some time out since we're not competing taking some time out and doing a little bit more online training where you can where you can either improve your current set of cybersecurity skills of knowledge or be introduced to them for the first time and so there's one or some wonderful Fortinet training available that can allow both the brand-new folks the field or or the the intermediate level folks with you become higher level experts it's an opportunity for all of us to get better rather than spending that extra hour on the road every day why don't we take at least you know 30 of those 60 minutes or former commute time and usually do some online soccer security treaty feel final question for you great insight great conversation as the world and your friends my friends people we don't know other members of society as they start to realize that the virtualization of life is happening just in your section it's convergence what general advice would you have for someone just from a mental model or mindset standpoint to alleviate any anxiety or change it certainly will be happening so how they can better themselves in their life was it is it thinking more about the the the experiences is it more learning how would you give advice to folks out there who are gonna come out of this post pandemic certainly it's gonna be a different world we're gonna be heightened to digital and virtual but as things become virtualized how can someone take this and make a positive outcome out of all this I I think that the future the future remains bright earlier we talked about sci-fi the integration of the cyber world in the physical world that's gonna provide great opportunities to make us more efficient gives us more free time detect bad things from happening earlier and hopefully mitigating those bad things from happening earlier so a lot of things that some people might use as scare tactics right convergence and Skynet in in robotics and things like that I believe these are things that will make our lives better not worse our responsibilities though is talking about those things making sure people understand that they're coming why they're important and make sure we're putting the right security and privacy to those things as these worlds this physical world and the soccer worlds converged I think the future is bright but we still have some work to do in terms of um making sure we're doing things at very high speeds there's no delay in the cybersecurity we put on top of these applications and make sure we have very very well integrated solutions that don't cause things to become more complex make make things easier to do certainly the winds of change in the big waves with the transformations happening I guess just summarize by saying just make it a head win I mean tailwind not a headwind make it work for you at the time not against it Phil thank you so much for your insights I really appreciate this cube conversation remote interview I'm John Ford with the cube talking about cybersecurity and the fundamentals of understanding what's going on in this new virtual world that we're living in to being virtualized as we get back to work and as things start to to evolve further back to normal the at scale problems and opportunities are there and of course the key was bringing it to you here remotely from our studio I'm John Ferrier thanks for watching [Music]

ladies and gentlemen this is your captain speaking we will soon be taking off on our way to altitude please keep your seatbelts fastened and remain in your seats we will be experiencing turbulence until we are above the clouds ladies and gentlemen we are now cruising at altitude sit back and enjoy the ride [Music] altitude is a community of thought leaders and pioneers cloud architects and enlightened network engineers who have individually and are now collectively leading their own IT teams and the industry on a path to lift cloud networking above the clouds empowering Enterprise IT to architect design and control their own cloud network regardless of the turbulent clouds beneath them it's time to gain altitude ladies and gentlemen Steve Mulaney president and CEO of aviatrix the leader of multi cloud networking [Music] [Applause] all right good morning everybody here in Santa Clara as well as to the what millions of people watching the livestream worldwide welcome to altitude 2020 alright so we've got a fantastic event today really excited about the speakers that we have today and the experts that we have and really excited to get started so one of the things I wanted to just share was this is not a one-time event this is not a one-time thing that we're gonna do sorry for the aviation analogy but you know sherry way aviatrix means female pilot so everything we do as an aviation theme this is a take-off for a movement this isn't an event this is a take-off of a movement a multi-cloud networking movement and community that we're inviting all of you to become part of and-and-and why we're doing that is we want to enable enterprises to rise above the clouds so to speak and build their network architecture regardless of which public cloud they're using whether it's one or more of these public clouds so the good news for today there's lots of good news but this is one good news is we don't have any powerpoint presentations no marketing speak we know that marketing people have their own language we're not using any of that in those sales pitches right so instead what are we doing we're going to have expert panels we've got Simone Rashard Gartner here we've got 10 different network architects cloud architects real practitioners they're going to share their best practices and there are real-world experiences on their journey to the multi cloud so before we start and everybody know what today is in the u.s. it's Super Tuesday I'm not gonna get political but Super Tuesday there was a bigger Super Tuesday that happened 18 months ago and maybe eight six employees know what I'm talking about 18 months ago on a Tuesday every enterprise said I'm gonna go to the cloud and so what that was was the Cambrian explosion for cloud for the price so Frank kibrit you know what a Cambrian explosion is he had to look it up on Google 500 million years ago what happened there was an explosion of life where it went from very simple single-cell organisms to very complex multi-celled organisms guess what happened 18 months ago on a Tuesday I don't really know why but every enterprise like I said all woke up that day and said now I'm really gonna go to cloud and that Cambrian explosion of cloud went meant that I'm moving from very simple single cloud single use case simple environment to a very complex multi cloud complex use case environment and what we're here today is we're gonna go and dress that and how do you handle those those those complexities and when you look at what's happening with customers right now this is a business transformation right people like to talk about transitions this is a transformation and it's actually not just the technology transformation it's a business transformation it started from the CEO and the boards of enterprise customers where they said I have an existential threat to the survival of my company if you look at every industry who they're worried about is not the other 30 year old enterprise what they're worried about is the three year old enterprise that's leveraging cloud that's leveraging AI and that's where they fear that they're going to actually get wiped out right and so because of this existential threat this is CEO lead this is board led this is not technology led it is mandated in the organization's we are going to digitally transform our enterprise because of this existential threat and the movement to cloud is going to enable us to go do that and so IT is now put back in charge if you think back just a few years ago in cloud it was led by DevOps it was led by the applications and it was like I said before their Cambrian explosion is very simple now with this Cambrian explosion and enterprises getting very serious and mission critical they care about visibility they care about control they care about compliance conformance everything governance IT is in charge and and and that's why we're here today to discuss that so what we're going to do today is much of things but we're gonna validate this journey with customers did they see the same thing we're gonna validate the requirements for multi-cloud because honestly I've never met an enterprise that is not going to be multi-cloud many are one cloud today but they all say I need to architect my network for multiple clouds because that's just what the network is there to support the applications and the applications will run and whatever cloud it runs best in and you have to be prepared for that the second thing is is architecture again with IT in charge you architecture matters whether it's your career whether it's how you build your house it doesn't matter horrible architecture your life is horrible forever good architecture your life is pretty good so we're gonna talk about architecture and how the most fundamental and critical part of that architecture and that basic infrastructure is the network if you don't get that right nothing works right way more important and compute way more important than storm dense storage network is the foundational element of your infrastructure then we're going to talk about day 2 operations what does that mean well day 1 is one day of your life that's who you wire things up they do and beyond I tell everyone in networking and IT it's every day of your life and if you don't get that right your life is bad forever and so things like operations visibility security things like that how do I get my operations team to be able to handle this in an automated way because it's not just about configuring it in the cloud it's actually about how do I operationalize it and that's a huge benefit that we bring as aviatrix and then the last thing we're going to talk and it's the last panel we have I always say you can't forget about the humans right so all this technology all these things that we're doing it's always enabled by the humans at the end of the day if the humans fight it it won't get deployed and we have a massive skills gap in cloud and we also have a massive skill shortage you have everyone in the world trying to hire cloud network architects right there's just not enough of them going around so at aviatrix we as leaders do we're gonna help address that issue and try to create more people we created a program and we call the ACE program again an aviation theme it stands for aviatrix certified engineer very similar to what Cisco did with CCI ease where Cisco taught you about IP networking a little bit of Cisco we're doing the same thing we're gonna teach network architects about multi-cloud networking and architecture and yeah you'll get a little bit of aviatrix training in there but this is the missing element for people's careers and also within their organization so we're gonna we're gonna go talk about that so great great event great show when to try to keep it moving I'd next want to introduce my my host he's the best in the business you guys have probably seen him multiple million times he's the co CEO and co-founder of tube Jon Fourier okay awesome great great speech they're awesome I'd totally agree with everything you said about the explosion happening and I'm excited here at the heart of Silicon Valley to have this event it's a special digital event with the cube and aviatrix were we live streaming to millions of people as you said maybe not a million maybe not really take this program to the world this is a little special for me because multi-cloud is the hottest wave and cloud and cloud native networking is fast becoming the key engine of the innovation so we got an hour and a half of action-packed programming we have a customer panel two customer panels before that Gartner is going to come on talk about the industry we have a global system integrators we talk about how they're advising and building these networks and cloud native networking and then finally the Aces the aviatrix certified engineer is gonna talk more about their certifications and the expertise needed so let's jump right in and let's ask someone rashard to come on stage from Gartner check it all up [Applause] okay so kicking things off sitting started gartner the industry experts on cloud really kind of more to your background talk about your background before you got the gardener yeah before because gardener was a chief network architect of a fortune five companies with thousands of sites over the world and I've been doing everything and IT from a C programmer in a 92 a security architect to a network engineer to finally becoming a network analyst so you rode the wave now you're covering at the marketplace with hybrid cloud and now moving quickly to multi cloud is really was talking about cloud natives been discussed but the networking piece is super important how do you see that evolving well the way we see Enterprise adapt in cloud first thing you do about networking the initial phases they either go in a very ad hoc way is usually led by non non IT like a shadow I to your application people are some kind of DevOps team and it's it just goes as it's completely unplanned decreed VP sees left and right with different account and they create mesh to manage them and their direct connect or Express route to any of them so that's what that's a first approach and on the other side again it within our first approach you see what I call the lift and shift way we see like enterprise IT trying to basically replicate what they have in a data center in the cloud so they spend a lot of time planning doing Direct Connect putting Cisco routers and f5 and Citrix and any checkpoint Palo Alto divides that the audinate that are sent removing that to that cloud and I ask you the aha moments gonna come up a lot of our panels is where people realize that it's a multi cloud world I mean they either inherit clouds certainly they're using public cloud and on-premises is now more relevant than ever when's that aha moment that you're seeing where people go well I got to get my act together and get on this well the first but even before multi-cloud so these two approach the first one like the ad hoc way doesn't scale at some point idea has to save them because they don't think about the two they don't think about operations they have a bunch of VPC and multiple clouds the other way that if you do the left and shift wake they cannot take any advantages of the cloud they lose elasticity auto-scaling pay by the drink these feature of agility features so they both realize okay neither of these ways are good so I have to optimize that so I have to have a mix of what I call the cloud native services within each cloud so they start adapting like other AWS constructor is your construct or Google construct then that's what I call the optimal phase but even that they realize after that they are very different all these approaches different the cloud are different identities is completely difficult to manage across clouds I mean for example AWS has accounts there's subscription and in adarand GCP their projects it's a real mess so they realize well I can't really like concentrate use the cloud the cloud product and every cloud that doesn't work so I have I'm doing multi cloud I like to abstract all of that I still wanna manage the cloud from an API to interview I don't necessarily want to bring my incumbent data center products but I have to do that in a more API driven cloud they're not they're not scaling piece and you were mentioning that's because there's too many different clouds yes that's the piece there so what are they doing whether they really building different development teams as its software what's the solution well this the solution is to start architecting the cloud that's the third phase I call that the multi cloud architect phase where they have to think about abstraction that works across cloud fact even across one cloud it might not scale as well if you start having like 10,000 security group in AWS that doesn't scale you have to manage that if you have multiple VPC it doesn't scale you need a third party identity provider so it barely scales within one cloud if you go multiple cloud it gets worse and worse see way in here what's your thoughts I thought we said this wasn't gonna be a sales pitch for aviatrix you just said exactly what we do so anyway I'm just a joke what do you see in terms of where people are in that multi-cloud so a lot of people you know everyone I talked to started in one cloud right but then they look and they say okay but I'm now gonna move to adjourn I'm gonna move do you see a similar thing well yes they are moving but they're not there's not a lot of application that use a tree cloud at once they move one app in deserve one app in individuals one get happen Google that's what we see so far okay yeah I mean one of the mistakes that people think is they think multi-cloud no one is ever gonna go multi-cloud for arbitrage they're not gonna go and say well today I might go into Azure because I got a better rate of my instance that's never do you agree with that's never going to happen what I've seen with enterprise is I'm gonna put the workload in the app the app decides where it runs best that may be a sure maybe Google and for different reasons and they're gonna stick there and they're not gonna move let me ask you infrastructure has to be able to support from a networking team be able to do that do you agree with that yes I agree and one thing is also very important is connecting to that cloud is kind of the easiest thing so though while their network part of the cloud connectivity to the cloud is kind of simple I agree IPSec VP and I reckon Express that's a simple part what's difficult and even a provisioning part is easy you can use terraform and create v pieces and v nets across which free cloud providers right what's difficult is the day-to-day operations so it's what to find a to operations what is that what does that actually mean this is the day-to-day operations after you know the natural let's add an app let's add a server let's troubleshoot a problem so so your life something changes how would he do so what's the big concerns I want to just get back to this cloud native networking because everyone kind of knows with cloud native apps are that's been a hot trend what is cloud native networking how do you how do you guys define that because that seems to be the oddest part of the multi cloud wave that's coming as cloud native networking well there's no you know official garner definition but I can create one on and if another spot is do it I just want to leverage the cloud construct and a cloud epi I don't want to have to install like like for example the first version was let's put a virtual router that doesn't even understand and then the cloud environment right if I have if I have to install a virtual machine it has to be cloud aware it has to understand the security group if it's a router it has to be programmable to the cloud API and and understand the cloud environment you know one things I hear a lot from either see Saussure CIOs or CXOs in general is this idea of I'm definitely on going API so it's been an API economy so API is key on that point but then they say okay I need to essentially have the right relationship with my suppliers aka clouds you call it above the clouds so the question is what do i do from an architecture standpoint do I just hire more developers and have different teams because you mentioned that's a scale point how do you solve this this problem of okay I got AWS I got GCP or Azure or whatever do I just have different teams or just expose api's where is that optimization where's the focus well I take what you need from an android point of view is a way a control plane across the three clouds and be able to use the api of the cloud to build networks but also to troubleshoot them and do they to operation so you need a view across a three cloud that takes care of routing connectivity that's you know that's the aviatrix plug of you right there so so how do you see so again your Gartner you you you you see the industry you've been a network architect how do you see this this plane out what are the what are the legacy incumbent client-server on-prem networking people gonna do well these versus people like aviatrix well how do you see that plane out well obviously all the incumbent like Arista cisco juniper NSX right they want to basically do the lift and ship or they want to bring and you know VM I want to bring in a section that cloud they call that NSX everywhere and cisco monks bring you star and the cloud recall that each guy anywhere right so everyone what and and then there's cloud vision for my red star and contrail is in the cloud so they just want to bring the management plane in the cloud but it's still based most of them it's still based on putting a VM them in controlling them right you you extend your management console to the cloud that's not truly cloud native right cloud native you almost have to build it from scratch we like to call that cloud naive clown that so close one letter yeah so that was a big con surgeon reinvent take the tea out of cloud native it's cloud naive that went super viral you guys got t-shirts now I know you love but yeah but that really ultimately is kind of double edged sword you got to be you can be naive on the on the architecture side and rolling out but also suppliers are can be naive so how would you define who's naive and who's not well in fact they're evolving as well so for example in Cisco you it's a little bit more native than other ones because they're really scr in the cloud you can't you you really like configure API so the cloud and NSX is going that way and so is Arista but they're incumbent they have their own tools is difficult for them they're moving slowly so it's much easier to start from scratch Avenue like and you know a network happiness started a few years ago there's only really two aviatrix was the first one they've been there for at least three or four years and there's other ones like al kira for example that just started now that doing more connectivity but they wanna create an overlay network across the cloud and start doing policies and trying abstracting all the clouds within one platform so I gotta ask you I interviewed an executive at VMware Sanjay Pune and he said to me at RSA last week oh the only b2 networking vendors left Cisco and VMware what's your respect what's your response to that obviously I mean when you have these waves as new brands that emerge like aviation others though I think there'll be a lot of startups coming out of the woodwork how do you respond to that comment well there's still a data center there's still like a lot of action on campus and there's the one but from the cloud provisioning and clown networking in general I mean they're behind I think you know in fact you don't even need them to start to it you can if you're small enough you can just keep if you're in AWS you can user it with us construct they have to insert themselves I mean they're running behind they're all certainly incumbents I love the term Andy Jesse's that Amazon Web Services uses old guard new guard to talk about the industry what does the new guard have to do the new and new brands that emerge in is it be more DevOps oriented neck Nets a cops is that net ops is the programmability these are some of the key discussions we've been having what's your view on how you this programmability their most important part is they have to make the network's simple for the dev teams and from you cannot have that you cannot make a phone call and get every line in two weeks anymore so if you move to that cloud you have to make the cloud construct as simple enough so that for example a dev team could say okay I'm going to create this VP see but this VP see automatically being associate to your account you cannot go out on the internet you have to go to the transit VP see so there's a lot of action in terms of the I am part and you have to put the control around them too so to make it as simple as possible you guys both I mean you're the COC aviatrix but also you guys a lot of experience going back to networking going back to I call the OSI mace which for us old folks know what that means but you guys know what this means I want to ask you the question as you look at the future of networking here a couple of objectives oh the cloud guys they got networking we're all set with them how do you respond to the fact that networking is changing and the cloud guys have their own networking what some of the pain points that's going on premises and these enterprises so are they good with the clouds what needs what are the key things that's going on in networking that makes it more than just the cloud networking what's your take on well as I said earlier that once you you could easily provision in the cloud you can easily connect to that cloud is when you start troubleshooting application in the cloud and try to scale so this that's where the problem occurs see what you're taking on it and you'll hear from the from the customers that that we have on stage and I think what happens is all the cloud the clouds by definition designed to the 80/20 rule which means they'll design 80% of the basic functionality and they'll lead to 20% extra functionality that of course every Enterprise needs they'll leave that to ISVs like aviatrix because why because they have to make money they have a service and they can't have huge instances for functionality that not everybody needs so they have to design to the common and that's they all do it right they have to and then the extra the problem is that Cambrian explosion that I talked about with enterprises that's holy that's what they need that they're the ones who need that extra 20% so that's that's what I see is is there's always gonna be that extra functionality the in in an automated and simple way that you talked about but yet powerful with up with the visible in control that they expect of on prep that that's that kind of combination that yin and the yang that people like us are providing some I want to ask you were gonna ask some of the cloud architect customer panels it's the same question this pioneers doing some work here and there's also the laggers who come in behind the early adopters what's gonna be the tipping point what are some of those conversations that the cloud architects are having out there or what's the signs that they need to be on this multi cloud or cloud native networking trend what are some the signals that are going on in their environment what are some of the thresholds or things that are going on that there can pay attention to well well once they have application and multiple cloud and they have they get wake up at 2:00 in the morning to troubleshoot them they don't know it's important so I think that's the that's where the robber will hit the road but as I said it's easier to prove it it's ok it's 80s it's easy use a transit gateway put a few V PCs and you're done and use create some presents like equinox and do Direct Connect and Express route with Azure that looks simple is the operations that's when they'll realize ok now I need to understand our car networking works I also need a tool that give me visibility and control not button tell me that I need to understand the basic underneath it as well what are some of the day in the life scenarios that you envision happening with multi Bob because you think about what's happening it kind of has that same vibe of interoperability choice multi-vendor because you have multi clouds essentially multi vendor these are kind of old paradigms that we've lived through the client server and internet working wave what are some of those scenarios of success and that might be possible it would be possible with multi cloud and cloud native networking well I think once you have good enough visibility to satisfy your customers you know not only like to keep the service running an application running but to be able to provision fast enough I think that's what you want to achieve small final question advice for folks watching on the live stream if they're sitting there as a cloud architect or a CXO what's your advice to them right now in this more because honestly public cloud check hybrid cloud they're working on that that gets on-premise is done now multi clouds right behind it what's your advice the first thing they should do is really try to understand cloud networking for each of their cloud providers and then understand the limitation and is what there's cloud service provider offers enough or you need to look to a third party but you don't look at a third party to start with especially an incumbent one so it's tempting to say on and I have a bunch of f5 experts nothing against that five I'm going to bring my five in the cloud when you can use a needle be that automatically understand Easy's and auto scaling and so on and you understand that's much simpler but sometimes you need you have five because you have requirements you have like AI rules and that kind of stuff that you use for years you cannot do it's okay I have requirement and that met I'm going to use legacy stuff and then you have to start thinking okay what about visibility control about the tree cloud but before you do that you have to understand the limitation of the existing cloud providers so first try to be as native as possible until things don't work after that you can start taking multi-cloud great insight somewhat thank you for coming someone in charge with Gardner thanks for sharing informatica is known as the leading enterprise cloud data management company we are known for being the top in our industry in at least five different products over the last few years especially we've been transforming into a cloud model which allows us to work better with the trends of our customers in order to see agile and effective in the business you need to make sure that your products and your offerings are just as relevant in all these different clouds than what you're used to and what you're comfortable with one of the most difficult challenges we've always had is that because we're a data company we're talking about data that a customer owns some of that data may be in the cloud some of that data may be on Prem some of that data may be actually in their data center in another region or even another country and having that data connect back to our systems that are located in the cloud has always been a challenge when we first started our engagement with aviatrix we only had one plan that was Amazon it wasn't till later that a jerk came up and all of a sudden we found hey the solution we already had in place for her aviatrix already working in Amazon and now works in Missouri as well before we knew what GCP came up but it really wasn't a big deal for us because we already had the same solution in Amazon and integer now just working in GCP by having a multi cloud approach we have access to all three of them but more commonly it's not just one it's actually integrations between multiple we have some data and ensure that we want to integrate with Amazon we have some data in GCP that we want to bring over to a data Lake assure one of the nice things about aviatrix is that it gives a very simple interface that my staff can understand and use and manage literally hundreds of VPNs around the world and while talking to and working with our customers who are literally around the world now that we've been using aviatrix for a couple years we're actually finding that even problems that we didn't realize we had were actually solved even before we came across the problem and it just worked cloud companies as a whole are based on reputation we need to be able to protect our reputation and part of that reputation is being able to protect our customers and being able to protect more importantly our customers data aviatrix has been helpful for us in that we only have one system that can manage this whole huge system in a simple easy direct model aviatrix is directly responsible for helping us secure and manage our customers not only across the world but across multiple clouds users don't have to be VPN or networking experts in order to be able to use the system all the members on my team can manage it all the members regardless of their experience can do different levels of it one of the unexpected advantages of aviatrix is that I don't have to sell it to my management the fact that we're not in the news at 3 o'clock in the morning or that we don't have to get calls in the middle of the night no news is good news especially in networking things that used to take weeks to build or done in hours I think the most important thing about a matrix is it provides me a Beatrix gives me a consistent model that I can use across multiple regions multiple clouds multiple customers okay welcome back to altitude 2020 for the folks on the livestream I'm John for Steve Mulaney with CEO of aviatrix for our first of two customer panels on cloud with cloud network architects we got Bobby Willoughby they gone Luis Castillo of National Instruments David should Nick with fact set guys welcome to the stage for this digital event come on up [Applause] [Music] hey good to see you thank you okay okay customer panelist is my favorite part we get to hear the real scoop gets a gardener given this the industry overview certainly multi clouds very relevant and cloud native networking is the hot trend with a live stream out there and the digital event so guys let's get into it the journey is you guys are pioneering this journey of multi cloud and cloud native networking and is soon gonna be a lot more coming so we want to get into the journey what's it been like is it real you got a lot of scar tissue and what are some of the learnings yeah absolutely so multi cloud is whether or not we we accepted as a network engineers is is a reality like Steve said about two years ago companies really decided to to just to just bite the bullet and and and move there whether or not whether or not we we accept that fact we need to now create a consistent architecture across across multiple clouds and that that is challenging without orchestration layers as you start managing different different tool sets and different languages across different clouds so that's it's really important that to start thinking about that guys on the other panelists here there's different phases of this journey some come at it from a networking perspective some come in from a problem troubleshooting which what's your experiences yeah so from a networking perspective it's been incredibly exciting it's kind of a once-in-a-generation 'el opportunity to look at how you're building out your network you can start to embrace things like infrastructure as code that maybe your peers on the systems teams have been doing for years but it just never really worked on bram so it's really it's really exciting to look at all the opportunities that we have and then all the interesting challenges that come up that you that you get to tackle an effect said you guys are mostly AWS right yep right now though we're we are looking at multiple clouds we have production workloads running in multiple clouds today but a lot of the initial work has been with Amazon and you've seen it from a networking perspective that's where you guys are coming at it from yep we evolved more from a customer requirement perspective started out primarily as AWS but as the customer needed more resources from Azure like HPC you know as your ad things like that even recently Google Google Analytics our journey has evolved into more of a multi cloud environment Steve weigh in on the architecture because this has been the big conversation I want you to lead this second yeah so I mean I think you guys agree the journey you know it seems like the journey started a couple years ago got real serious the need for multi cloud whether you're there today of course it's gonna be there in the future so that's really important I think the next thing is just architecture I'd love to hear what you you know had some comments about architecture matters it all starts I mean every Enterprise I talk to maybe talk about architecture and the importance of architecture maybe Bobby it's a fun architecture perspective we sorted a journey five years ago Wow okay and we're just now starting our fourth evolution of our network marketer and we call it networking security net SEC yeah versus Justice Network yeah and that fourth generation architectures be based primarily upon Palo Alto Networks an aviatrix I have Atrix doing the orchestration piece of it but that journey came because of the need for simplicity ok the need for a multi cloud orchestration without us having to go and do reprogramming efforts across every cloud as it comes along right I guess the other question I also had around architectures also Louis maybe just talk about I know we've talked a little bit about you know scripting right and some of your thoughts on that yeah absolutely so so for us we started we started creating the network constructs with cloud formation and we've we've stuck with that for the most part what's interesting about that is today on premise we have a lot of a lot of automation around around how we provision networks but cloud formation has become a little bit like the new manual for us so we we're now having issues with having the to automate that component and making it consistent with our on premise architecture making it consistent with Azure architecture and Google cloud so it's really interesting to see to see companies now bring that layer of abstraction that SEO and brought to the to the web side now it's going up into into the into the cloud networking architecture so on the fourth generation of you mentioned you're in the fourth gen architecture what do you guys what have you learned is there any lessons scar tissue what to avoid what worked what was some of the that's probably the biggest list and there is that when you think you finally figured it out you have it right Amazon will change something as you or change something you know transit gateways a game changer so in listening to the business requirements is probably the biggest thing we need to do up front but I think from a simplicity perspective we like I said we don't want to do things four times we want to do things one time we won't be able to write to an API which aviatrix has and have them do the orchestration for us so that we don't have to do it four times how important is architecture in the progression is it you guys get thrown in the deep end to solve these problems or you guys zooming out and looking at it it's that I mean how are you guys looking at the architecture I mean you can't get off the ground if you don't have the network there so all of those that we've gone through similar evolutions we're on our fourth or fifth evolution I think about what we started off with Amazon without a direct connect gate without a trans a gateway without a lot of the things that are available today kind of the 80/20 that Steve was talking about just because it wasn't there doesn't mean we didn't need it so we needed to figure out a way to do it we couldn't say oh you need to come back to the network team in a year and maybe Amazon will have a solution for it right you need to do it now and in evolve later and maybe optimize or change the way you're doing things in the future but don't sit around and wait you can't I'd love to have you guys each individually answer this question for the live stream because it comes up a lot a lot of cloud architects out in the community what should they be thinking about the folks that are coming into this proactively and/or realizing the business benefits are there what advice would you guys give them an architecture what should be they be thinking about and what are some guiding principles you could share so I would start with looking at an architecture model that that can that can spread and and give consistency they're different to different cloud vendors that you will absolutely have to support cloud vendors tend to want to pull you into using their native toolset and that's good if only it was realistic to talk about only one cloud but because it doesn't it's it's it's super important to talk about and have a conversation with the business and with your technology teams about a consistent model how do I do my day one work so that I'm not you know spending 80 percent of my time troubleshooting or managing my network because I'm doing that then I'm missing out on ways that I can make improvements or embrace new technologies so it's really important early on to figure out how do I make this as low maintenance as possible so that I can focus on the things that the team really should be focusing on Bobby your advice the architect I don't know what else I can do that simplicity operations is key right all right so the holistic view of j2 operation you mentioned let's can jump in day one is your your your getting stuff set up day two is your life after all right this is kind of what you're getting at David so what does that look like what are you envisioning as you look at that 20 mile stare at post multi-cloud world what are some of the things that you want in a day to operations yeah infrastructure is code is really important to us so how do we how do we design it so that we can fit start making network changes and fitting them into like a release pipeline and start looking at it like that rather than somebody logging into a router seoi and troubleshooting things on in an ad hoc nature so moving more towards the DevOps model yes anything on that day - yeah I would love to add something so in terms of day 2 operations you can you can either sort of ignore the day 2 operations for a little while where you get well you get your feet wet or you can start approaching it from the beginning the fact is that the the cloud native tools don't have a lot of maturity in that space and when you run into an issue you're gonna end up having a bad day going through millions and millions of logs just to try to understand what's going on so that's something that that the industry just now is beginning to realize it's it's such as such a big gap I think that's key because for us we're moving to more of an event-driven operations in the past monitoring got the job done it's impossible to modern monitor something there's nothing there when the event happens all right so the event-driven application and then detection is important yeah I think Gardiner was all about the cloud native wave coming into networking that's going to be here thing I want to get your guys perspectives I know you have different views of how you came on into the journey and how you're executing and I always say the beauties in the eye of the beholder and that kind of applies the network's laid out so Bobby you guys do a lot of high-performance encryption both on AWS and Azure that's kind of a unique thing for you how are you seeing that impact with multi cloud yeah and that's a new requirement for us to where we we have a requirement to encrypt and they never get the question should I encryption or not encrypt the answer is always yes you should encrypt when you can encrypt for our perspective we we need to migrate a bunch of data from our data centers we have some huge data centers and then getting that data to the cloud is the timely expense in some cases so we have been mandated that we have to encrypt everything leave from the data center so we're looking at using the aviatrix insane mode appliances to be able to encrypt you know 10 20 gigabits of data as it moves to the cloud itself David you're using terraform you got fire Ned you've got a lot of complexity in your network what do you guys look at the future for yours environment yeah so something exciting that or yeah now is fire net so for our security team they obviously have a lot of a lot of knowledge base around Palo Alto and with our commitments to our clients you know it's it's it's not very easy to shift your security model to a specific cloud vendor right so there's a lot of stuck to compliance of things like that where being able to take some of what you've you know you've worked on for years on Bram and put it in the cloud and have the same type of assurance that things are gonna work and be secured in the same way that they are on prem helps make that journey into the cloud a lot easier and Louis you guys got scripting and get a lot of things going on what's your what's your unique angle on this yeah no absolutely so full disclosure I'm not a not not an aviatrix customer yet it's okay we want to hear the truth that's good Ellis what are you thinking about what's on your mind no really when you when you talk about implementing the tool like this it's really just really important to talk about automation and focus on on value so when you talk about things like encryption and things like so you're encrypting tunnels and crypting the path and those things are it should it should should be second nature really when you when you look at building those back ends and managing them with your team it becomes really painful so tools like a Beatrix that that add a lot of automation it's out of out of sight out of mind you can focus on the value and you don't have to focus on so I gotta ask you guys I'll see aviatrix is here they're their supplier to this sector but you guys are customers everyone's pitching you stuff people are not going to buy my stuff how do you guys have that conversation with the suppliers like the cloud vendors and other folks what's that what's it like we're API all the way you got to support this what are some of the what are some of your requirements how do you talk to and evaluate people that walk in and want to knock on your door and pitch you something what's the conversation like it's definitely it's definitely API driven we we definitely look at the at the PAP i structure of the vendors provide before we select anything that that is always first in mind and also what a problem are we really trying to solve usually people try to sell or try to give us something that isn't really valuable like implementing a solution on the on the on the cloud isn't really it doesn't really add a lot of value that's where we go David what's your conversation like with suppliers you have a certain new way to do things as as becomes more agile and essentially the networking and more dynamic what are some of the conversation is with the either incumbents or new new vendors that you're having what do what do you require yeah so ease of use is definitely definitely high up there we've had some vendors come in and say you know hey you know when you go to set this up we're gonna want to send somebody on site and they're gonna sit with you for your day to configure it and that's kind of a red flag what wait a minute you know do we really if one of my really talented engineers can't figure it out on his own what's going on there and why is that so I you know having having some ease-of-use and the team being comfortable with it and understanding it is really important Bobby how about you I mean the old days was do a bake-off and you know the winner takes all I mean is it like that anymore but what's the Volvic a bake-off last year for us do you win so but that's different now because now when you when you get the product you can install the product and they double your energy or have it in a matter of minutes and so the key is is they can you be operational you know within hours or days instead of weeks but but do we also have the flexibility to customize it to meet your needs could you want to be you want to be put into a box with the other customers when you have needs that your pastor cut their needs yeah almost see the challenge that you guys are living where you've got the cloud immediate value depending how you can roll up any solutions but then you have might have other needs so you got to be careful not to buy into stuff that's not shipping so you're trying to be proactive at the same time deal with what you got I mean how do you guys see that evolving because multi-cloud to me is definitely relevant but it's not yet clear how to implement across how do you guys look at this baked versus you know future solutions coming how do you balance that so again so right now we we're we're taking the the ad hoc approach and experimenting with the different concepts of cloud and and really leveraging the the native constructs of each cloud but but there's a there's a breaking point for sure you don't you don't get to scale this like Alexa mom said and you have to focus on being able to deliver a developer they're their sandbox or they're their play area for the for the things that they're trying to build quickly and the only way to do that is with the with with some sort of consistent orchestration layer that allows you to so use a lot more stuff to be coming pretty quickly hides area I do expect things to start to start maturing quite quite quickly this year and you guys see similar trend new stuff coming fast yeah part of the biggest challenge we've got now is being able to segment within the network being able to provide segmentation between production on production workloads even businesses because we support many businesses worldwide and and isolation between those is a key criteria there so the ability to identify and quickly isolate those workloads is key so the CIOs that are watching or that are saying hey take that he'll do multi cloud and then you know the bottoms-up organization Nick pops you're kind of like off a little bit it's not how it works I mean what is the reality in terms of implementing you know in as fast as possible because the business benefits are but it's not always clear in the technology how to move that fast yeah what are some of the barriers one of the blockers what are the enablers I think the reality is is that you may not think you're multi-cloud but your business is right so I think the biggest barriers there is understanding what the requirements are and how best to meet those requirements and then secure manner because you need to make sure that things are working from a latency perspective that things work the way they did and get out of the mind shift that you know it was a cheery application in the data center it doesn't have to be a Tier three application in the cloud so lift and shift is is not the way to go yeah scale is a big part of what I see is the competitive advantage to a lot these clouds and needs to be proprietary network stacks in the old days and then open systems came that was a good thing but as clouds become bigger there's kind of an inherent lock in there with the scale how do you guys keep the choice open how're you guys thinking about interoperability what are some of the conversations and you guys are having around those key concepts well when we look at when we look at the upfront from a networking perspective it it's really key for you to just enable enable all the all the clouds to be to be able to communicate between them developers will will find a way to use the cloud that best suits their their business need and and like like you said it's whether whether you're in denial or not of the multi cloud fact that then your company is in already that's it becomes really important for you to move quickly yeah and I a lot of it also hinges on how well is the provider embracing what that specific cloud is doing so are they are they swimming with Amazon or Azure and just helping facilitate things they're doing the you know the heavy lifting API work for you or are they swimming upstream and they're trying to hack it all together in a messy way and so that helps you you know stay out of the lock-in because they're you know if they're doing if they're using Amazon native tools to help you get where you need to be it's not like Amazon's gonna release something in the future that completely you know makes you have designed yourself into a corner so the closer they're more than cloud native they are the more the easier it is to to deploy but you also need to be aligned in such a way that you can take advantage of those cloud native technologies will it make sense tgw is a game changer in terms of cost and performance right so to completely ignore that would be wrong but you know if you needed to have encryption you know teach Adobe's not encrypted so you need to have some type of a gateway to do the VPN encryption you know so the aviatrix tool give you the beauty of both worlds you can use tgw with a gateway Wow real quick in the last minute we have I want to just get a quick feedback from you guys I hear a lot of people say to me hey the I picked the best cloud for the workload you got and then figure out multi cloud behind the scenes so that seems to be do you guys agree with that I mean is it do I go Mull one cloud across the whole company or this workload works great on AWS that work was great on this from a cloud standpoint do you agree with that premise and then witness multi-cloud stitch them all together yeah from from an application perspective it it can be per workload but it can also be an economical decision certain enterprise contracts will will pull you in one direction that value but the the network problem is still the same doesn't go away yeah yeah yeah I mean you don't want to be trying to fit a square into a round Hall right so if it works better on that cloud provider then it's our job to make sure that that service is there and people can use it agree you just need to stay ahead of the game make sure that the network infrastructure is there secure is available and is multi cloud capable yeah I'm at the end of the day you guys just validating that it's the networking game now cloud storage compute check networking is where the action is awesome thanks for your insights guys appreciate you coming on the panel appreciate it thanks thank you [Applause] [Music] [Applause] okay welcome back on the live feed I'm John fritz T Blaney my co-host with aviatrix I'm with the cube for the special digital event our next customer panel got great another set of cloud network architects Justin Smith was aura Justin broadly with Ellie Mae and Amit Oh tree job with Koopa welcome to stage [Applause] all right thank you thank you okay he's got all the the cliff notes from the last session welcome back rinse and repeat yeah yeah we're going to go under the hood a little bit I think I think they nailed the what we've been reporting and we've been having this conversation around networking is where the action is because that's the end of the day you got a move a pack from A to B and you get workloads exchanging data so it's really killer so let's get started Amit what are you seeing as the journey of multi cloud as you go under the hood and say okay I got to implement this I have to engineer the network make it enabling make it programmable make it interoperable across clouds and that's like I mean almost sounds impossible to me what's your take yeah I mean it it seems impossible but if you are running an organization which is running infrastructure as a cordon all right it is easily doable like you can use tools out there that's available today you can use third-party products that can do a better job but but put your architecture first don't wait architecture may not be perfect put the best architecture that's available today and be agile to iterate and make improvements over the time we get to Justin's over here so I have to be careful when I point a question in Justin they both have the answer but okay journeys what's the journey been like I mean is there phases we heard that from Gartner people come in to multi cloud and cloud native networking from different perspectives what's your take on the journey Justin yeah I mean from our perspective we started out very much focused on one cloud and as we started doing errands we started doing new products the market the need for multi cloud comes very apparent very quickly for us and so you know having an architecture that we can plug in play into and be able to add and change things as it changes is super important for what we're doing in the space just in your journey yes for us we were very ad hoc oriented and the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas and so rather than it being some iterative approach with our deployments that became a number of different deployments and so we shifted that tore in the network has been a real enabler of this is that it there's one network and it touches whatever cloud we want it to touch and it touches the data centers that we need it to touch and it touches the customers that we need it to touch our job is to make sure that the services that are available and one of those locations are available in all of the locations so the idea is not that we need to come up with this new solution every time it's that we're just iterating on what we've already decided to do before we get the architecture section I want to ask you guys a question I'm a big fan of you know let the app developers have infrastructure as code so check but having the right cloud run that workload I'm a big fan of that if it works great but we just heard from the other panel you can't change the network so I want to get your thoughts what is cloud native networking and is that the engine really that's the enabler for this multi cloud trend but you guys taken we'll start with Amit what do you think about that yeah so you are gonna have workloads running in different clouds and the workloads would have affinity to one cloud over other but how you expose that it matter of how you are going to build your networks how we are gonna run security how we are going to do egress ingress out of it so it's a big problem how do you split says what's the solution what's the end the key pain points and problem statement I mean the key pain point for most companies is how do you take your traditionally on-premise network and then blow that out to the cloud in a way that makes sense you know IP conflicts you have IP space you pub public eye peas and premise as well as in the cloud and how do you kind of make a sense of all of that and I think that's where tools like a v8 ryx make a lot of sense in that space from our site it's it's really simple its latency its bandwidth and availability these don't change whether we're talking about cloud or data center or even corporate IT networking so our job when when these all of these things are simplified into like s3 for instance and our developers want to use those we have to be able to deliver that and for a particular group or another group that wants to use just just GCP resources these aren't we have to support these requirements and these wants as opposed to saying hey that's not a good idea our job is to enable them not to disable them do you think you guys think infrastructure is code which I love that I think it's that's the future it is we saw that with DevOps but I do start getting the networking is it getting down to the network portion where it's network is code because storage and compute working really well is seeing all kubernetes and service master and network as code reality is it there is got work to do it's absolutely there I mean you mentioned net DevOps and it's it's very real I mean in Cooper we build our networks through terraform and on not only just out of fun build an API so that we can consistently build V nets and VPC all across in the same unit yeah and even security groups and then on top an aviatrix comes in we can peer the networks bridge bridge all the different regions through code same with you guys but yeah everything we deploy is done with automation and then we also run things like lambda on top to make changes in real time we don't make manual changes on our network in the data center funny enough it's still manual but the cloud has enabled us to move into this automation mindset and and all my guys that's what they focus on is bringing what now what they're doing in the cloud into the data center which is kind of opposite of what it should be that's full or what it used to be it's full DevOps then yes yeah I mean for us was similar on-premise still somewhat very manual although we're moving more Norton ninja and terraform concepts but everything in the production environment is colored Confirmation terraform code and now coming into the datacenter same I just wanted to jump in on a Justin Smith one of the comment that you made because it's something that we always talk about a lot is that the center of gravity of architecture used to be an on-prem and now it's shifted in the cloud and once you have your strategic architecture what you--what do you do you push that everywhere so what you used to see at the beginning of cloud was pushing the architecture on prem into cloud now I want to pick up on what you said to you others agree that the center of architect of gravity is here I'm now pushing what I do in the cloud back into on pram and and then so first that and then also in the journey where are you at from 0 to 100 of actually in the journey to cloud DUI you 50% there are you 10% yes I mean are you evacuating data centers next year I mean were you guys at yeah so there's there's two types of gravity that you typically are dealing with no migration first is data gravity and your data set and where that data lives and then the second is the network platform that interrupts all that together right in our case the data gravity sold mostly on Prem but our network is now extending out to the app tier that's going to be in cloud right eventually that data gravity will also move to cloud as we start getting more sophisticated but you know in our journey we're about halfway there about halfway through the process we're taking a handle of you know lift and shift and when did that start and we started about three years ago okay okay go by it's a very different story it started from a garage and one hundred percent on the clock it's a business spend management platform as a software-as-a-service one hundred percent on the cloud it was like ten years ago right yes yeah you guys are riding the wave love that architecture Justin I want to ask user you guys mentioned DevOps I mean obviously we saw the huge observability wave which is essentially network management for the cloud in my opinion right yeah it's more dynamic but this isn't about visibility we heard from the last panel you don't know what's being turned on or turned off from a services standpoint at any given time how is all this playing out when you start getting into the DevOps down well this this is the big challenge for all of us as visibility when you talk transport within a cloud you know we very interesting we we have moved from having a backbone that we bought that we own that would be data center connectivity we now I work for as or as a subscription billing company so we want to support the subscription mindset so rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy I my backbone is in the cloud I use the cloud providers interconnections between regions to transport data across and and so if you do that with their native solutions you you do lose visibility there are areas in that that you don't get which is why controlling you know controllers and having some type of management plane is a requirement for us to do what we're supposed to do and provide consistency while doing it a great conversation I loved when you said earlier latency bandwidth I think availability with your sim pop3 things guys SLA I mean you just do ping times between clouds it's like you don't know what you're getting for round-trip times this becomes a huge kind of risk management black hole whatever you want to call blind spot how are you guys looking at the interconnects between clouds because you know I can see that working from you know ground to cloud I'm per cloud but when you start doing with multi clouds workload I mean SL leis will be all over the map won't they just inherently but how do you guys view that yeah I think we talked about workload and we know that the workloads are going to be different in different clouds but they are going to be calling each other so it's very important to have that visibility that you can see how data is flowing at what latency and what our ability is hour is there and our authority needs to operate on that so it's solely use the software dashboard look at the times and look at the latency in the old days strong so on open so on you try to figure it out and then your day is you have to figure out just and what's your answer to that because you're in the middle of it yeah I mean I think the the key thing there is that we have to plan for that failure we have to plan for that latency and our applications it's starting start tracking in your SLI something you start planning for and you loosely couple these services and a much more micro services approach so you actually can handle that kind of failure or that type of unknown latency and unfortunately the cloud has made us much better at handling exceptions a much better way you guys are all great examples of cloud native from day one and you guys had when did you have the tipping point moment or the Epiphany of saying a multi clouds real I can't ignore it I got to factor it into all my design design principles and and everything you're doing what's it was there a moment or was it was it from day one now there are two divisions one was the business so in business there was some affinity to not be in one cloud or to be in one cloud and that drove from the business side so it has a cloud architect our responsibility was to support that business and other is the technology some things are really running better in like if you are running dot network load or you are going to run machine learning or AI so that you have you would have that preference of one cloud over other so it was the bill that we got from AWS I mean that's that's what drives a lot of these conversations is the financial viability of what you're building on top of it which is so we this failure domain idea which is which is fairly interesting is how do I solve or guarantee against a failure domain you have methodologies with you know back-end direct connects or interconnect with GCP all of these ideas are something that you have to take into account but that transport layer should not matter to whoever we're building this for our job is to deliver the frames in the packets what that flows across how you get there we want to make that seamless and so whether it's a public internet API call or it's a back-end connectivity through Direct Connect it doesn't matter it just has to meet a contract that you signed with your application folks yeah that's the availability piece just on your thoughts on that I think any comment on that so actually multi clouds become something much more recent in the last six to eight months I'd say we always kind of had a very much an attitude of like moving to Amazon from our private cloud is hard enough why complicate it further but the realities of the business and as we start seeing you know improvements in Google and Asia and different technology spaces the need for multi cloud becomes much more important as well as those are acquisition strategies I matured we're seeing that companies that used to be on premise that we typically acquire are now very much already on a cloud and if they're on a cloud I need to plug them into our ecosystem and so that's really change our multi cloud story in a big way I'd love to get your thoughts on the clouds versus the clouds because you know you compare them Amazon's got more features they're rich with features I see the bills are haiku people using them but Google's got a great Network Google's networks pretty damn good and then you got a sure what's the difference between the clouds who where they've evolved something whether they peak in certain areas better than others what what are the characteristics which makes one cloud better do they have a unique feature that makes Azure better than Google and vice versa what do you guys think about the different clouds yeah to my experience I think there is the approach is different in many places Google has a different approach very devops friendly and you can run your workload like your network can spend regions time I mean but our application ready to accept that MS one is evolving I mean I remember ten years back Amazon's network was a flat network we will be launching servers and 10.0.0.0 mode multi-account came out so they are evolving as you are at a late start but because they have a late start they saw the pattern and they they have some mature set up on the I mean I think they're all trying to say they're equal in their own ways I think they all have very specific design philosophies that allow them to be successful in different ways and you have to kind of that in mine is your architectural and solution for example Amazon has a very much a very regional affinity they don't like to go cross region in their architecture whereas Google is very much it's a global network we're gonna think about as a global solution I think Google also has advantages there to market and so it has seen what asier did wrong it's seen what AWS did wrong and it's made those improvements and I think that's one of their big advantage at great scale to Justin thoughts on the cloud so yeah Amazon built from the system up and Google built from the network down so their ideas and approaches are from a global versus or regional I agree with you completely that that is the big number one thing but the if you look at it from the outset interestingly the the inability or the ability for Amazon to limit layer 2 broadcasting and and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center to provide resiliency and and and make things seamless to users all of that disappeared and so because we had to accept that at the VPC level now we have to accept it at the LAN level Google's done a better job of being able to overcome those things and provide those traditional Network facilities to us it's just great panel can go all day here's awesome so I heard we could we'll get to the cloud native naive question so kind of think about what's not even what's cloud is that next but I got to ask you had a conversation with a friend he's like when is the new land so if you think about what the land was at a data center when is the new link you get talking about the cloud impact so that means st when the old st was kind of changing into the new land how do you guys look at that because if you think about it what lands were for inside a premises was all about networking high speed but now when you take the win and make essentially a land do you agree with that and how do you view this trend and is it good or bad or is it ugly and what's what you guys take on this yeah I think it's the it's a thing that you have to work with your application architect so if you are managing networks and if you're a sorry engineer you need to work with them to expose the unreliability that would bring in so the application has to hand a lot of this the difference in the Layton sees and and the reliability has to be worked through the application there land when same concept as it be yesterday I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years as we get more and more cloud native when we start about API is the ability to lock my data in place and not be able to access it really goes away and so I think this is just continuation that thing I think it has challenges we start talking about weighing scale versus land scale the tooling doesn't work the same the scale of that tooling is much larger and the need to automation is much much higher in a way than it was in a land that's what we're seeing so much infrastructure as code yeah yeah so for me I'll go back again to this its bandwidth and its latency right that bet define those two land versus win but the other thing that's comes up more and more with cloud deployments is where is our security boundary and where can I extend this secure aware appliance or set of rules to protect what's inside of it so for us we're able to deliver VRS or route forwarding tables for different segments wherever we're at in the world and so they're they're trusted to talk to each other but if they're gonna go to someplace that's outside of their their network then they have to cross a security boundary and where we enforce policy very heavily so for me there's it's not just land when it's it's how does environment get to environment more importantly that's a great point and security we haven't talked to yet but that's got to be baked in from the beginning that's architecture thoughts on security are you guys are dealing with it yeah start from the base have app to have security built in have TLS have encryption on the data I transit data at rest but as you bring the application to the cloud and they are going to go multi-cloud talking to over the Internet in some places well have apt web security I mean I mean our principals day Security's day zero every day and so we we always build it into our design we load entire architecture into our applications it's encrypt everything it's TLS everywhere it's make sure that that data is secured at all times yeah one of the cool trends at RSA just as a side note was the data in use encryption piece which is a homomorphic stuff was interesting all right guys final question you know we heard on the earlier panel was also trending at reinvent we take the tea out of cloud native it spells cloud naive okay they got shirts now he being sure he's gonna got this trend going what does that mean to be naive so if you're to your peers out there watching a live stream and also the suppliers that are trying to you know supply you guys with technology and services what's naive look like and what's native look like when is someone naive about implementing all this stuff so for me it's because we are in hundred-percent cloud for us its main thing is ready for the change and you will you will find new building blocks coming in and the network design will evolve and change so don't be naive and think that it's static you wall with the change I think the big naivety that people have is that well I've been doing it this way for twenty years and been successful it's going to be successful in cloud the reality is that's not the case you have to think some of the stuff a little bit differently and you need to think about it early enough so that you can become cloud native and really enable your business on cloud yeah for me it's it's being open minded right the the our industry the network industry as a whole has been very much I am smarter than everybody else and we're gonna tell everybody how it's going to be done and we have we fell into a lull when it came to producing infrastructure and and and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or four months in some cases is really important and and so you know it's are you being closed-minded native being open-minded exactly and and it took a for me it was that was a transformative kind of where I was looking to solve problems in a cloud way as opposed to looking to solve problems in this traditional old-school way all right I know we're out of time but I ask one more question so you guys so good it could be a quick answer what's the BS language when you the BS meter goes off when people talk to you about solutions what's the kind of jargon that you hear that's the BS meter going off what are people talking about that in your opinion you here you go that's total B yes what what triggers use it so that I have two lines out of movies that are really I can if the if I say them without actually thinking them it's like 1.21 jigowatts how you're out of your mind from Back to the Future right somebody's gonna be a bank and then and then Martin ball and and Michael Keaton and mr. mom when he goes to 22 21 whatever it takes yeah those two right there if those go off in my mind somebody's talking to me I know they're full of baloney so a lot of speeds would be a lot of speeds and feeds a lot of data did it instead of talking about what you're actually doing and solutioning for you're talking about well I does this this this and okay 220 221 anytime I start seeing the cloud vendor start benchmarking against each other it's your workload is your workload you need to benchmark yourself don't don't listen to the marketing on that that's that's all I'm a what triggers you and the bsp I think if somebody explains you a not simple they cannot explain you in simplicity then that's a good one all right guys thanks for the great insight great panel how about a round of applause practitioners DX easy solutions integrating company than we service customers from all industry verticals and we're helping them to move to the digital world so as a solutions integrator we interface with many many customers that have many different types of needs and they're on their IT journey to modernize their applications into the cloud so we encounter many different scenarios many different reasons for those migrations all of them seeking to optimize their IT solutions to better enable their business we have our CPS organization it's cloud platform services we support AWS does your Google Alibaba corkle will help move those workloads to wherever it's most appropriate no one buys the house for the plumbing equally no one buys the solution for the networking but if the plumbing doesn't work no one likes the house and if this network doesn't work no one likes a solution so network is ubiquitous it is a key component of every solution we do the network connectivity is the lifeblood of any architecture without network connectivity nothing works properly planning and building a scalable robust network that's gonna be able to adapt with the application needs its when encountering some network design and talking about speed the deployment aviatrix came up in discussion and we then further pursued an area DHT products that incorporated aviatrix is part of a new offering that we are in the process of developing that really enhances our ability to provide cloud connectivity for the lance cloud connectivity there's a new line of networking services that we're getting into as our clients move into hybrid cloud networking it is much different than our traditional based services an aviatrix provides a key component in that service before we found aviatrix we were using just native peering connections but there wasn't a way to visualize all those peering connections and with multiple accounts multiple contacts for security with a v8 church we were able to visualize those different peering connections of security groups it helped a lot especially in areas of early deployment scenarios were quickly able to then take those deployment scenarios and turn them into scripts that we can then deploy repeatedly their solutions were designed for work with the cloud native capabilities first and where those cloud native capabilities fall short they then have solution sets that augment those capabilities I was pleasantly surprised number one with the aviatrix team as a whole in their level of engagement with us you know we weren't only buying the product we were buying a team that came on board to help us implement and solution that was really good to work together to learn both what aviatrix had to offer as well as enhancements that we had to bring that aviatrix was able to put into their product and meet our needs even better aviatrix was a joy to find because they really provided us the technology that we needed in order to provide multi cloud connectivity that really added to the functionality that you can't get from the basic law providing services we're taking our customers on a journey to simplify and optimize their IT infrastructure aviatrix certainly has made my job much easier okay welcome back to altitude 2020 for the digital event for the live feed welcome back I'm John Ford with the cube with Steve Mulaney CEO aviatrix for the next panel from global system integrators the folks who are building and working with folks on their journey to multi cloud and cloud native networking we've got a great panel George Buckman with dxc and Derek Monahan with wwt welcome to the stage [Applause] [Music] okay you guys are the ones out there advising building and getting down and dirty with multi cloud and cloud native networking we heard from the customer panel you can see the diversity of where people come into the journey of cloud it kind of depends upon where you are but the trends are all clear cloud native networking DevOps up and down the stack this has been the main engine what's your guys take of the disk journey to multi cloud what do you guys seeing yeah it's it's critical I mean we're seeing all of our enterprise customers enter into this they've been through the migrations of the easy stuff you know now they're trying to optimize and get more improvement so now the tough stuffs coming on right and you know they need their data processing near where their data is so that's driving them to a multi cloud environment okay we heard some of the edge stuff I mean you guys are exactly you've seen this movie before but now it's a whole new ballgame what's your take yeah so I'll give you a hint so our practice it's not called the cloud practice it's the multi cloud practice and so if that gives you a hint of how we approach things it's very consultative and so when we look at what the trends are let's look a little year ago about a year ago we were having conversations with customers let's build a data center in the cloud let's put some VP C's let's throw some firewalls with some DNS and other infrastructure out there and let's hope it works this isn't a science project so what we're trying we're starting to see is customers are starting to have more of a vision and we're helping with that consultative nature but it's totally based on the business and you got to start understanding how the lines of business are using the apps and then we evolved into that next journey which is a foundational approach to what are some of the problem statement customers are solving when they come to you what are the top things that are on their my house or the ease of use of jelly all that stuff but what specifically they did digging into yeah some complexity I think when you look at multi cloud approach in my view is network requirements are complex you know I think they are but I think the approach can be let's simplify that so one thing that we try to do and this is how we talk to customers is let's just like you simplify an aviatrix simplifies the automation orchestration of cloud networking we're trying to simplify the design the planning implementation of infrastructure across multiple workloads across multiple platforms and so the way we do it is we sit down we look at not just use cases and not just the questions in common we anticipate we actually build out based on the business and function requirements we build out a strategy and then create a set of documents and guess what we actually build in the lab and that lab that we platform we built proves out this reference architecture actually works absolutely we implement similar concepts I mean we they're proven practices they work great so well George you mentioned that the hard part is now upon us are you referring to networking what is specifically were you getting at Tara so the easy parts done now so for the enterprises themselves migrating their more critical apps or more difficult apps into the environments you know they've just we've just scratched the surface I believe on what enterprises that are doing to move into the cloud to optimize their environments to take advantage of the scale and speed to deployment and to be able to better enable their businesses so they're just now really starting the >> so do you get you guys see what I talked about them in terms of their Cambrian explosion I mean you're both monster system integrators with you know top fortune enterprise customers you know really rely on you for for guidance and consulting and so forth and boy they're networks is that something that you you've seen I mean does that resonate did you notice a year and a half ago and all of a sudden the importance of cloud for enterprise shoot up yeah I mean we're seeing it okay in our internal environment as yeah you know we're a huge company or right customer zero or an IT so we're experiencing that internal okay and every one of our other customers so I have another question oh I don't know the answer to this and the lawyer never asks a question that you don't know the answer to but I'm gonna ask it anyway d XE @ wwt massive system integrators why aviatrix yep so great question Steve so I think the way we approach things I think we have a similar vision a similar strategy how you approach things how we approach things that it worldwide technology number one we want to simplify the complexity and so that's your number one priorities let's take the networking but simplify it and I think part of the other point I'm making is we have we see this automation piece as not just an afterthought anymore if you look at what customers care about visibility and automation is probably the at the top three maybe the third on the list and I think that's where we see the value and I think the partnership that we're building and what I what I get excited about is not just putting yours in our lab and showing customers how it works it's Co developing a solution with you figuring out hey how can we make this better right mr. piller is a huge thing Jenna insecurity alone Network everything's around visibility what automation do you see happening in terms of progression order of operations if you will it's the low-hanging fruit what are people working on now and what are what are some of the aspirational goals around when you start thinking about multi cloud and automation yep so I wanted to get back to answer that question I want to answer your question you know what led us there and why aviatrix you know in working some large internal IT projects and and looking at how we were going to integrate those solutions you know we like to build everything with recipes where Network is probably playing catch-up in the DevOps world but with a DevOps mindset looking to speed to deploy support all those things so when you start building your recipes you take a little of this a little of that and you mix it all together well when you look around you say wow look there's this big bag of a VHS let me plop that in that solves a big part of my problems that I have to speed to integrate speed to deploy and the operational views that I need to run this so that was 11 years about reference architectures yeah absolutely so you know they came with a full slate of reference architectures already the out there and ready to go that fit our needs so it's very very easy for us to integrate those into our recipes what do you guys think about all the multi vendor interoperability conversations that have been going on choice has been a big part of multi cloud in terms of you know customers want choice didn't you know they'll put a workload in the cloud that works but this notion of choice and interoperability is become a big conversation it is and I think our approach and that's why we talk to customers is let's let's speed and be risk of that decision making process and how do we do that because the interoperability is key you're not just putting it's not just a single vendor we're talking you know many many vendors I mean think about the average number of cloud applications a customer uses a business and enterprise business today you know it's it's above 30 it's it's skyrocketing and so what we do and we look at it from an Billy approaches how do things interoperate we test it out we validate it we build a reference architecture it says these are the critical design elements now let's build one with aviatrix and show how this works with aviatrix and I think the the important part there though is the automation piece that we add to it invisibility so I think the visibility is what's what I see lacking across the industry today and the cloud needed that's been a big topic yep okay in terms of aviatrix that you guys see them coming in there one of the ones that are emerging and the new brands emerging with multi cloud you still got the old guard incumbents with huge footprints how our customers dealing with that that kind of component in dealing with both of them yeah I mean where we have customers that are ingrained with a particular vendor and you know we have partnerships with many vendors so our objective is to provide the solution that meets that client and you they all want multi vendor they all want interoperability correct all right so I got to ask you guys a question while we were defining de to operations what does that mean I mean you guys are looking at the big business and technical components of architecture what does de two operations mean what's the definition of that yeah so I think from our perspective my experience we you know de to operations whether it's it's not just the you know the orchestration piece and setting up and let it a lot of automate and have some you know change control you're looking at this from a data perspective how do I support this ongoing and make it easy to make changes as we evolve that the the cloud is very dynamic the the nature of how that fast is expanding the number of features is astonishing trying to keep up to date with a number of just networking capabilities and services that are added so I think day to operation starts with a fundable understanding of you know building out supporting a customer's environments and making it the automation piece easy from from you know a distance I think yeah and you know taking that to the next level of being able to enable customers to have catalog items that they can pick and choose hey I need this network connectivity from this cloud location back to this on pram and being able to have that automated and provisioned just simply by ordering it for the folks watching out there guys take a minute to explain as you guys are in the trenches doing a lot of good work what are some of the engagement that you guys get into how does that progress what is that what's what happens there they call you up and say hey I need multi-cloud or you're already in there I mean take us through why how someone can engage to use a global si to come in and make this thing happen what's looks like typical engagement look like yeah so from our perspective we typically have a series of workshops in a methodology that we kind of go along the journey number one we have a foundational approach and I don't mean foundation meaning the network foundation that's a very critical element we got a factor in security we got a factor in automation so we think about foundation we do a workshop that starts with education a lot of times we'll go in and we'll just educate the customer what does VPC sharing you know what is a private link and Azure how does that impact your business you know customers I want to share services out in an ecosystem with other customers and partners well there's many ways to accomplish that so our goal is to you know understand those requirements and then build that strategy with them thoughts George oh yeah I mean I'm one of the guys that's down in the weeds making things happen so I'm not the guy on the front line interfacing with the customers every day but we have a similar approach you know we have a consulting practice that will go out and and apply their practices to see what those and when do you parachute in yeah when I then is I'm on the back end working with our offering development leads for the networking so we understand or seeing what customers are asking for and we're on the back end developing the solutions that integrate with our own offerings as well as enable other customers to just deploy quickly to meet their connectivity needs it so the patterns are similar great final question for you guys I want to ask you to paint a picture of what success looks like and you know for name customers you don't forget in reveal of kind of who they are but what does success look like in multi-cloud as you as you paint a picture for the folks here and watching on the live stream it's if someone says hey I want to be multi-cloud I got to have my operations agile I want full DevOps I want programmability security built in from day zero what does success look like yeah I think success looks like this so when you're building out a network the network is a harder thing to change than some other aspects of cloud so what we think is even if you're thinking about that second cloud which we have most of our customers are on to public clouds today they might be dabbling in that is you build that network foundation an architecture that takes in consideration where you're going and so once we start building that reference architecture out that shows this is how to sit from a multi-cloud perspective not a single cloud and let's not forget our branches let's not forget our data centers let's not forget how all this connects together because that's how we define multi-cloud it's not just in the cloud it's on Prem and it's off Prem and so collectively I think the key is also is that we provide them an hld you got to start with in a high-level design that can be tweaked as you go through the journey but you got to give a solid structural foundation and that networking which we think most customers think as not not the network engineers but as an afterthought we want to make that the most critical element before you start the journey Jorge from your seed had a success look for you so you know it starts out on these journeys often start out people not even thinking about what is gonna happen what what their network needs are when they start their migration journey to the cloud so I want this success to me looks like them being able to end up not worrying about what's happening in the network when they move to the cloud good guys great insight thanks for coming on share and pen I've got a round of applause the global system integrators [Applause] [Music] okay welcome back from the live feed I'm shuffle with the cube Steve Eleni CEO of aviatrix my co-host our next panel is the aviatrix certified engineers also known as aces this is the folks that are certified their engineering they're building these new solutions please welcome Toby Foster min from Attica Stacy linear from Terra data and Jennifer Reid with Victor Davis to the stage I was just gonna I was just gonna rip you guys and say where's your jackets and Jen's got the jacket on okay good love the aviatrix aces pile of gear there above the clouds soaring to new heights that's right so guys aviatrix aces love the name I think it's great certified this is all about getting things engineered so there's a level of certification I want to get into that but first take us through the day in the life of an ace and just to point out Stacey's a squad leader so he's like a squadron leader Roger and leader yeah squadron leader so he's got a bunch of aces underneath him but share your perspective day-in-the-life Jeff we'll start with you sure so I have actually a whole team that works for me both in the in the North America both in the US and in Mexico and so I'm eagerly working to get them certified as well so I can become a squad leader myself but it's important because one of the the critical gaps that we've found is people having the networking background because they're you graduate from college and you have a lot of computer science background you can program you've got Python but networking in packets they just don't get and so just taking them through all the processes that it's really necessary to understand when you're troubleshooting is really critical mm-hmm and because you're gonna get an issue where you need to figure out where exactly is that happening on the network you know is my my issue just in the V PCs and on the instant side is a security group or is it going on print and this is something actually embedded within Amazon itself I mean I should troubleshot an issue for about six months going back and forth with Amazon and it was the vgw VPN because they were auto-scaling on two sides and we ended up having to pull out the Cisco's and put in aviatrix so I could just say okay it's fixed and actually actually helped the application teams get to that and get it solved yeah but I'm taking a lot of junior people and getting them through that certification process so they can understand and see the network the way I see the network I mean look I've been doing this such for 25 years but I got out when I went in the Marine Corps that's what I did and coming out the network is still the network but people don't get the same training they get they got in the 90s it's just so easy just write some software and they work takes care of itself yes I'll be will get I'll come back to that I want to come back to that that problem solved with Amazon but Toby I think the only thing I have to add to that is that it's always the network fault as long as I've been in network have always been the network's fault and I'm even to this day you know it's still the network's fault and part of being a network guy is that you need to prove when it is and when it's not your fault and that means you need to know a little bit about a hundred different things to make that and now you got a full stack DevOps you gotta know a lot more times another hundred and these times are changing yeah they say you're a squadron leader I get that right what is what does a squadron leader first can you describe what it is I think probably just leading all the network components of it but not they from my perspective when to think about what you asked them was it's about no issues and no escalation soft my day is a good that's a good day yes it's a good day Jennifer you mentioned the Amazon thing this brings up a good point you know when you have these new waves come in you have a lot of new things newly use cases a lot of the finger-pointing it's that guy's problem that girl's problem so what is how do you solve that and how do you get the young guns up to speed is there training is that this is where the certification comes in well is where the certification is really going to come in I know when we we got together at reinvent one of the the questions that that we had with Stephen the team was what what should our certification look like you know she would just be teaching about what aviatrix troubleshooting brings to bear but what should that be like and I think Toby and I were like no no no that's going a little too high we need to get really low because the the better someone can get at actually understanding what actually happening in the network and and where to actually troubleshoot the problem how to step back each of those processes because without that it's just a big black box and they don't know you know because everything is abstracted in Amazon Internet and Azure and Google is substracted and they have these virtual gateways they have VPNs that you just don't have the logs on it's you just don't know and so then what tools can you put in front of them of where they can look because there are full logs well as long as we turned on the flow logs when they built it you know and there's like each one of those little things that well if they had decided to do that when they built it it's there but if you can come in later to really supplement that with training to actual troubleshoot and do a packet capture here as it's going through then teaching them how to read that even yeah Toby we were talking before we came on up on stage about your career you've been networking all your time and then you know you're now entering a lot of younger people how is that going because the people who come in fresh they don't have all the old war stories they don't know you talk about you know that's dimmer fault I walk in bare feet in the snow when I was your age I mean it's so easy now right they say what's your take on how you train the young P so I've noticed two things one is that they are up to speed a lot faster in generalities of networking they can tell you what a network is in high school level now where I didn't learn that too midway through my career and they're learning it faster but they don't necessarily understand why it's that way or you know everybody thinks that it's always slash 24 for a subnet and they don't understand why you can break it down smaller why it's really necessary so the the ramp up speed is much faster for these guys that are coming in but they don't understand why and they need some of that background knowledge to see where it's coming from and why is it important and old guys that's where we thrive Jennifer you mentioned you you got in from the Marines health spa when you got into networking how what was it like then and compared it now almost like we heard earlier static versus dynamic don't be static cuz then you just set the network you got a perimeter yeah no there was no such thing ya know so back in the day I mean I mean we had banyan vines for email and you know we had token ring and I had to set up token ring networks and figure out why that didn't work because how many of things were actually sharing it but then actually just cutting fiber and running fiber cables and dropping them over you know shelters to plug them in and oh crap they swung it too hard and shattered it now I gotta be great polished this thing and actually shoot like to see if it works I mean that was the network crimped five cat5 cables to run an Ethernet you know and then from that just said network switches dumb switches like those were the most common ones you had then actually configuring routers and you know logging into a Cisco router and actually knowing how to configure that and it was funny because I had gone all the way up and was a software product manager for a while so I've gone all the way up the stack and then two and a half three years ago I came across to to work with entity group that it became Victor Davis but we went to help one of our customers Davis and it was like okay so we need to fix the network okay I haven't done this in 20 years but all right let's get to it you know because it really fundamentally does not change it's still the network I mean I've had people tell me well you know when we go to containers we will not have to worry about the network and I'm like yeah you don't I do and then with this were the program abilities it really interesting so I think this brings up the certification what are some of the new things that people should be aware of that come in with the aviatrix ace certification what are some of the highlights can you guys share some of the some of the highlights around the certifications I think some of the importance is that it's it doesn't need to be vendor specific for network generality or basic networking knowledge and instead of learning how Cisco does something or how Palo Alto does something we need to understand how and why it works as a basic model and then understand how each vendor has gone about that problem and solved it in a general that's true in multi cloud as well you can't learn how cloud networking works without understanding how a double u.s. senator and GCP are all slightly the same but slightly different and some things work and some things don't I think that's probably the number one take I think having a certification across clouds is really valuable cuz we heard the global si help the business issues what does it mean to do that is it code is that networking is it configuration is that aviatrix what is the I mean op C aviatrix is the ASA certification but what is it about the multi cloud that makes it multi networking and multi vendor easy answer is yes so you got to be a generalist getting your hands and all you have to be right it takes experience because it's every every cloud vendor has their own certification whether that's hops and advanced networking and advanced security or whatever it might be yeah they can take the test but they have no idea how to figure out what's wrong with that system and the same thing with any certification but it's really getting your hands in there and actually having to troubleshoot the problems you know actually work the problem you know and calm down it's going to be okay I mean because I don't know how many calls I've been on or even had aviatrix join me on it's like okay so everyone calm down let's figure out what's happening it's like we've looked at that screen three times looking at it again it's not gonna solve that problem right but at the same time you know remaining calm but knowing that it really is I'm getting a packet from here to go over here it's not working so what could be the problem you know and actually stepping them through with those scenarios but that's like you only get that by having to do it you know and seeing it and going through it and then I have a question so we you know I just see it we started this program maybe months ago we're seeing a huge amount of interest I mean we're oversubscribed on all the training sessions we've got people flying from around the country even with coronavirus flying to go to Seattle to go to these events were oversubscribed good is that watching leader would put there yeah is that something that you see in your organization's are you recommending that to people do you see I mean I'm just I guess I'm surprised I'm not surprised but I'm really surprised by the demand if you would of this multi cloud network certification because it really isn't anything like that is that something you guys can comment on or do you see the same things in your organization's I say from my side because we operate in the multi cloud environment so it really helps and it's beneficial for us yeah I think I would add that uh networking guys have always needed to use certifications to prove that they know what they know right it's not good enough to say yeah I know IP addresses or I know how a network works and a couple little check marks or a little letters buying helps give you validity um so even in our team we can say hey you know we're using these certifications to know that you know enough of the basics and enough of the understandings that you have the tools necessary right so I guess my final question for you guys is why an eighth certification is relevant and then second part is share what the livestream folks who aren't yet a certified or might want to jump in to be AVH or certified engineers why is it important so why is it relevant and why shouldn't someone want to be an ace-certified I'm uses the right engineer I think my views a little different I think certification comes from proving that you have the knowledge not proving that you get a certification to get no I mean they're backwards so when you've got the training and the understanding and the you use that to prove and you can like grow your certification list with it versus studying for a test to get a certification and have no understanding of ok so that who is the right person that look at this is saying I'm qualified is it a network engineer is it a DevOps person what's your view you know is it a certain you know I think cloud is really the answer it's the as we talked like the edge is getting eroded so is the network definitions eating eroded we're getting more and more of some network some DevOps some security lots and lots of security because network is so involved in so many of them that's just the next progression there I would say I expand that to more automation engineers because we have those now probably extended as well well I think that the training classes themselves are helpful especially the entry-level ones for people who may be quote-unquote cloud architects but I've never done anything and networking for them to understand why we need those things to really work whether or not they go through to eventually get a certification is something different but I really think fundamentally understanding how these things work it makes them a better architect makes them better application developer but even more so as you deploy more of your applications into the cloud really getting an understanding even from our people who have tradition down on Prem networking they can understand how that's going to work in the cloud - well I know we've got just under 30 seconds left I want to get one more question than just one more for the folks watching that are maybe younger that don't have that networking training from your experiences each of you can answer why is it should they know about networking what's the benefit what's in it for them motivate them share some insights and why they should go a little bit deeper in networking Stacey we'll start with you we'll go down I'd say it's probably fundamental right if you don't deliver solutions networking use the very top I would say if you fundamental of an operating system running on a machine how those machines talk together as a fundamental change is something that starts from the base and work your way up right well I think it's a challenge because you you've come from top down now you're gonna start looking from bottom up and you want those different systems to cross communicate and say you built something and you're overlapping IP space not that that doesn't happen but how can I actually make that still operate without having to reappear e-platform it's like those challenges like those younger developers or sis engineers can really start to get their hands around and understand those complexities and bring that forward in their career they got to know the how the pipes are working and because know what's going some plumbing that's right and the works a how to code it that's right awesome thank you guys for great insights ace certified engineers also known as aces give a round of applause thank you okay all right that concludes my portion thank you Steve thanks for have Don thank you very much that was fantastic everybody round of applause for John Currier yeah so great event great event I'm not going to take long we've got we've got lunch outside for that for the people here just a couple of things just call to action right so we saw the Aces you know for those of you out on the stream here become a certified right it's great for your career it's great for knowledge is is fantastic it's not just an aviatrix thing it's gonna teach you about cloud networking multi-cloud networking with a little bit of aviatrix exactly what the Cisco CCIE program was for IP network that type of the thing that's number one second thing is is is is learn right so so there's a there's a link up there for the four to join the community again like I started this this is a community this is the kickoff to this community and it's a movement so go to what a v8 community bh6 comm starting a community at multi cloud so you know get get trained learn I'd say the next thing is we're doing over a hundred seminars in across the United States and also starting into Europe soon will come out and will actually spend a couple hours and talk about architecture and talk about those beginning things for those of you on the you know on the livestream in here as well you know we're coming to a city near you go to one of those events it's a great way to network with other people that are in the industry as well as to start to learn and get on that multi-cloud journey and then I'd say the last thing is you know we haven't talked a lot about what aviatrix does here and that's intentional we want you you know leaving with wanting to know more and schedule get with us in schedule a multi our architecture workshop session so we we sit out with customers and we talk about where they're at in that journey and more importantly where they're going in that in-state architecture from networking compute storage everything and everything you heard today every panel kept talking about architecture talking about operations those are the types of things that we saw we help you cook define that canonical architecture that system architecture that's yours so for so many of our customers they have three by five plotted lucid charts architecture drawings and it's the customer name slash aviatrix arc network architecture and they put it on their whiteboard that's what what we and that's the most valuable thing they get from us so this becomes their twenty-year network architecture drawing that they don't do anything without talking to us and look at that architecture that's what we do in these multi hour workshop sessions with customers and that's super super powerful so if you're interested definitely call us and let's schedule that with our team so anyway I just want to thank everybody on the livestream thank everybody here hopefully it was it was very useful I think it was and joined the movement and for those of you here join us for lunch and thank you very much [Applause] [Music]

ladies and gentlemen this is your captain speaking we will soon be taking off on our way to altitude please keep your seatbelts fastened and remain in your seats we will be experiencing turbulence until we are above the clouds ladies and gentlemen we are now cruising at altitude sit back and enjoy the ride [Music] altitude is a community of thought leaders and pioneers cloud architects and enlightened network engineers who have individually and are now collectively leading their own IT teams and the industry on a path to lift cloud networking above the clouds empowering Enterprise IT to architect design and control their own cloud network regardless of the turbulent clouds beneath them it's time to gain altitude ladies and gentlemen Steve Mulaney president and CEO of aviatrix the leader of multi cloud networking [Music] [Applause] all right good morning everybody here in Santa Clara as well as to the what millions of people watching the livestream worldwide welcome to altitude 2020 all right so we've got a fantastic event today really excited about the speakers that we have today and the experts that we have and really excited to get started so one of the things I wanted to just share was this is not a one-time event it's not a one-time thing that we're gonna do sorry for the aviation analogy but you know sherry way aviatrix means female pilot so everything we do as an aviation theme this is a take-off for a movement this isn't an event this is a take-off of a movement a multi-cloud networking movement and community that we're inviting all of you to become part of and-and-and why we're doing that is we want to enable enterprises to rise above the clouds so to speak and build their network architecture regardless of which public cloud they're using whether it's one or more of these public clouds so the good news for today there's lots of good news but this is one good news is we don't have any powerpoint presentations no marketing speak we know that marketing people have their own language we're not using any of that in those sales pitches right so instead what are we doing we're going to have expert panels we've got Simone Rashard Gartner here we've got 10 different network architects cloud architects real practitioners they're going to share their best practices and there are real-world experiences on their journey to the multi cloud so before we start and everybody know what today is in the u.s. it's Super Tuesday I'm not gonna get political but Super Tuesday there was a bigger Super Tuesday that happened 18 months ago and maybe eight six employees know what I'm talking about 18 months ago on a Tuesday every enterprise said I'm gonna go to the cloud and so what that was was the Cambrian explosion for cloud for the price so Frank kibrit you know what a Cambrian explosion is he had to look it up on Google 500 million years ago what happened there was an explosion of life where it went from very simple single-cell organisms to very complex multi-celled organisms guess what happened 18 months ago on a Tuesday I don't really know why but every enterprise like I said all woke up that day and said now I'm really gonna go to cloud and that Cambrian explosion of cloud went meant that I'm moving from very simple single cloud single use case simple environment to a very complex multi cloud complex use case environment and what we're here today is we're gonna go and dress that and how do you handle those those those complexities and when you look at what's happening with customers right now this is a business transformation right people like to talk about transitions this is a transformation and it's actually not just the technology transformation it's a business transformation it started from the CEO and the boards of enterprise customers where they said I have an existential threat to the survival of my company if you look at every industry who they're worried about is not the other 30 year old enterprise what they're worried about is the three year old enterprise that's leveraging cloud that's leveraging AI and that's where they fear that they're going to actually get wiped out right and so because of this existential threat this is CEO lead this is board led this is not technology led it is mandated in the organization's we are going to digitally transform our enterprise because of this existential threat and the movement to cloud is going to enable us to go do that and so IT is now put back in charge if you think back just a few years ago in cloud it was led by DevOps it was led by the applications and it was like I said before their Cambrian explosion is very simple now with this Cambrian explosion and enterprises getting very serious and mission critical they care about visibility they care about control they care about compliance conformance everything governance IT is in charge and and and that's why we're here today to discuss that so what we're going to do today is much of things but we're gonna validate this journey with customers do they see the same thing we're gonna validate the requirements for multi-cloud because honestly I've never met an enterprise that is not going to be multi-cloud many are one cloud today but they all say I need to architect my network for multiple clouds because that's just what the network is there to support the applications and the applications will run and whatever cloud it runs best in and you have to be prepared for that the second thing is is is architecture again with the IT in charge you architecture matters whether it's your career whether it's how you build your house it doesn't matter horrible architecture your life is horrible forever good architecture your life is pretty good so we're gonna talk about architecture and how the most fundamental and critical part of that architecture and that basic infrastructure is the network if you don't get that right nothing works right way more important and compute way more important than storm dense storage network is the foundational element of your infrastructure then we're going to talk about day 2 operations what does that mean well day 1 is one day of your life that's who you wire things up they do and beyond I tell everyone in networking and IT it's every day of your life and if you don't get that right your life is bad forever and so things like operations visibility security things like that how do I get my operations team to be able to handle this in an automated way because it's not just about configuring it in the cloud it's actually about how do I operationalize it and that's a huge benefit that we bring as aviatrix and then the last thing we're going to talk and it's the last panel we have I always say you can't forget about the humans right so all this technology all these things that we're doing it's always enabled by the humans at the end of the day if the humans fight it it won't get deployed and we have a massive skills gap in cloud and we also have a massive skill shortage you have everyone in the world trying to hire cloud network architects right there's just not enough of them going around so at aviatrix as leaders knew we're gonna help address that issue and try to create more people we created a program and we call the ACE program again an aviation theme it stands for aviatrix certified engineer very similar to what Cisco did with CC IES where Cisco taught you about IP networking a little bit of Cisco we're doing the same thing we're gonna teach network architects about multi-cloud networking and architecture and yeah you'll get a little bit of aviatrix training in there but this is the missing element for people's careers and also within their organization so we're gonna we're gonna go talk about that so great great event great show when try to keep it moving I'd next want to introduce my my host he's the best in the business you guys have probably seen him multiple million times he's the co CEO and co-founder of Tube John Fourier okay awesome great great speech they're awesome I totally agree with everything you said about the explosion happening and I'm excited here at the heart of Silicon Valley to have this event it's a special digital event with the cube and aviatrix where we live streaming to millions of people as you said maybe not a million maybe not really take this program to the world this is a little special for me because multi-cloud is the hottest wave and cloud and cloud native networking is fast becoming the key engine of the innovation so we got an hour and a half of action-packed programming we have a customer panel two customer panels before that Gartner is going to come on talk about the industry we have a global system integrators we talk about how they're advising and building these networks and cloud native networking and then finally the Aces the aviatrix certified engineer is gonna talk more about their certifications and the expertise needed so let's jump right in and let's ask someone rashard to come on stage from Gartner we'll check it all up [Applause] [Music] okay so kicking things off certain started gartner the industry experts on cloud really kind of more to your background talk about your background before you got the gardener yeah before because gardener was a chief network architect of a fortune five companies with thousands of sites over the world and I've been doing everything and IT from a C programmer in the 90 to a security architect to a network engineer to finally becoming a network analyst so you rode the wave now you're covering at the marketplace with hybrid cloud and now moving quickly to multi cloud is really I was talking about cloud natives been discussed but the networking piece is super important how do you see that evolving well the way we see Enterprise adapt in cloud first thing you do about networking the initial phases they either go in a very ad hoc way is usually led by non non IT like a shadow whitey or application people or some kind of DevOps team and it's it just goes as it's completely unplanned decreed VP sees left and right with a different account and they create mesh to manage them and their direct connect or Express route to any of them so that's what that's a first approach and on the other side again it within our first approach you see what I call the lift and shift way we see like Enterprise IT trying to basically replicate what they have in a data center in the cloud so they spend a lot of time planning doing Direct Connect putting Cisco routers and f5 and Citrix and any checkpoint Palo Alto divides the data that are sent removing that to that cloud and I ask you the aha moments gonna come up a lot of our panels is where people realize that it's a multi cloud world I mean they either inherit clouds certainly they're using public cloud and on-premises is now more relevant than ever when's that aha moment that you're seeing where people go well I got to get my act together and get on this well the first but even before multi-cloud so these two approach the first one like the adduct way doesn't scale at some point idea has to save them because they don't think about the two they don't think about operations they have a bunch of VPC and multiple clouds the other way that if you do the left and shift wake they cannot take any advantages of the cloud they lose elasticity auto-scaling pay by the drink these feature of agility features so they both realize okay neither of these ways are good so I have to optimize that so I have to have a mix of what I call the cloud native services within each cloud so they start adapting like other AWS constructor is your construct or Google construct then that's I would I call the up optimal phase but even that they they realize after that they are very different all these approaches different the cloud are different identities is completely difficult to manage across clouds I mean for example AWS has accounts there's subscription and in adarand GCP their projects it's a real mess so they realize well I can't really like concentrate used the cloud the cloud product and every cloud that doesn't work so I have I'm doing multi cloud I like to abstract all of that I still wanna manage the cloud from an API to interview I don't necessarily want to bring my incumbent data center products but I have to do that in a more API driven cloud they're not they're not scaling piece and you were mentioning that's because there's too many different clouds yes that's the piece there so what are they doing whether they really building different development teams as its software what's the solution well this the solution is to start architecting the cloud that's the third phase I call that the multi cloud architect phase where they have to think about abstraction that works across cloud fact even across one cloud it might not scale as well if you start having like 10,000 security group in AWS that doesn't scale you have to manage that if you have multiple VPC it doesn't scale you need a third party identity provider so it barely scales within one cloud if you go multiple cloud it gets worse and worse see way in here what's your thoughts I thought we said this wasn't gonna be a sales pitch for aviatrix you just said exactly what we do so anyway I'm just a joke what do you see in terms of where people are in that multi cloud a lot of people you know everyone I talked to started in one cloud right but then they look and they say okay but I'm now gonna move to adjourn I'm gonna move do you see a similar thing well yes they are moving but they're not there's not a lot of application that use a tree cloud at once they move one app in deserve one app in individuals one get happened Google that's what we see so far okay yeah I mean one of the mistakes that people think is they think multi-cloud no one is ever gonna go multi-cloud for arbitrage they're not gonna go and say well today I might go into Azure because I got a better rate of my instance that's never do you agree with that's never going to happen what I've seen with enterprise is I'm gonna put the workload in the app the app decides where it runs best that may be a sure maybe Google and for different reasons and they're gonna stick there and they're not gonna move let me ask you infrastructure has to be able to support from a networking team be able to do that do you agree with that yes I agree and one thing is also very important is connecting to that cloud is kind of the easiest thing so though while I run Network part of the cloud connectivity to the cloud is kind of simple I agree IPSec VP and I reckon Express that's a simple part what's difficult and even a provisioning part is easy you can use terraform and create v pieces and v nets across which we cloud provider right what's difficult is the day-to-day operations so it's what to find a to operations what is that what does that actually mean this is the day-to-day operations after it you know the natural let's add an app let's add a server let's troubleshoot a problem so what so your life something changes how would he do so what's the big concerns I want to just get back to this cloud native networking because everyone kind of knows with cloud native apps are that's been a hot trend what is cloud native networking how do you how do you guys define that because that seems to be the oddest part of the multi-cloud wave that's coming as cloud native networking well there's no you know official garner definition but I can create one on another spot it's do it I just want to leverage the cloud construct and a cloud epi I don't want to have to install like like for example the first version was let's put a virtual router that doesn't even understand and then the cloud environment right if I have if I have to install a virtual machine it has to be cloud aware it has to understand the security group if it's a router it has to be programmable to the cloud API and and understand the cloud environment you know one things I hear a lot from either see Saussure CIOs or CXOs in general is this idea of I'm definitely on going API so it's been an API economy so API is key on that point but then they say okay I need to essentially have the right relationship with my suppliers aka clouds you call it above the clouds so the question is what do i do from an architecture standpoint do I just hire more developers and have different teams because you mentioned that's a scale point how do you solve this this problem of okay I got AWS I got GCP or Azure or whatever do I just have different teams or just expose api's where is that optimization where's the focus well I take what you need from an android point of view is a way a control plane across the three clouds and be able to use the api of the cloud to build networks but also to troubleshoot them and do they to operation so you need a view across a three cloud that takes care of routing connectivity that's you know that's the aviatrix plug of you right there so so how do you see so again your Gartner you you you you see the industry you've been a network architect how do you see this this plane out what are the what are the legacy incumbent client-server on-prem networking people gonna do well these versus people like aviatrix well how do you see that plane out well obviously all the incumbent like Arista cisco juniper NSX right they want to basically do the lift and ship or they want to bring and you know VM I want to bring in a section that cloud they call that NSX everywhere and cisco monks bring you star in the cloud recall that each guy anywhere right so everyone what and and then there's cloud vision for my red star and contrail is in the cloud so they just want to bring the management plain in the cloud but it's still based most of them it's still based on putting a VM them in controlling them right you you extend your management console to the cloud that's not truly cloud native right cloud native you almost have to build it from scratch we like to call that cloud naive clown that close one letter yeah so that was a big con surgeon i reinvent take the tea out of cloud native its cloud naive i went super viral you guys got t-shirts now i know you love it but yeah but that really ultimately is kind of a double-edged sword you got to be you can be naive on the on the architecture side and rolling out but also suppliers are can be naive so how would you define who's naive and who's not well in fact they're evolving as well so for example in cisco you it's a little bit more native than other ones because they're really ACI in the cloud you call you you really like configure api so the cloud and nsx is going that way and so is Arista but they're incumbent they have their own tools it's difficult for them they're moving slowly so it's much easier to start from scratch Avenue like and you know and network happiness started a few years ago there's only really two aviatrix was the first one they've been there for at least three or four years and there's other ones like Al Kyra for example that just started now that doing more connectivity but they want to create an overlay network across the cloud and start doing policies and trying abstracting all the clouds within one platform so I gotta ask you I interviewed an executive at VMware Sanjay Pune and he said to me at RSA last week oh the only b2 networking vendors left Cisco and VMware what's your respect what's your response to that obviously I mean when you have these waves as new brands that emerge like AV X and others though I think there'll be a lot of startups coming out of the woodwork how do you respond to that comment well there's still a data center there's still like a lot of action on campus and there's the one but from the cloud provisioning and clown networking in general I mean they're behind I think you know in fact you don't even need them to start to it you can if you're small enough you can just keep if you're in AWS you can user it with us construct they have to insert themselves I mean they're running behind they're all certainly incumbents I love the term Andy Jesse's that Amazon Web Services uses old guard new guard to talk about the industry what does the new guard have to do the new and new brands that emerge in is it be more DevOps oriented neck Nets a cops is that net ops is the programmability these are some of the key discussions we've been having what's your view on how you see this program their most important part is they have to make the network's simple for the dev teams and from you cannot have that you cannot make a phone call and get it via line in two weeks anymore so if you move to that cloud you have to make the cloud construct as simple enough so that for example a dev team could say okay I'm going to create this VP see but this VP see automatically being your associate to your account you cannot go out on the internet you have to go to the transit VP C so there's a lot of action in terms of the I am part and you have to put the control around them too so to make it as simple as possible you guys both I mean you're the COC aviatrix but also you guys a lot of experience going back to networking going back to I call the OSI mace which for us old folks know that means but you guys know this means I want to ask you the question as you look at the future of networking here a couple of objectives oh the cloud guys they got networking we're all set with them how do you respond to the fact that networking is changing and the cloud guys have their own networking what some of the pain points that's going on premises and these enterprises so are they good with the clouds what needs what are the key things that's going on in networking that makes it more than just the cloud networking what's your take on well I as I said earlier that once you you could easily provision in the cloud you can easily connect to that cloud is when you start troubleshooting application in the cloud and try to scale so this that's where the problem occurs see what you're taking on it and you'll hear from the from the customers that that we have on stage and I think what happens is all the cloud the clouds by definition designed to the 80/20 rule which means they'll design 80% of the basic functionality and they'll lead the 20% extra functionality that of course every enterprise needs they'll leave that to ISVs like aviatrix because why because they have to make money they have a service and they can't have huge instances for functionality that not everybody needs so they have to design to the common and that's they all do it right they have to and then the extra the problem is that can be an explosion that I talked about with enterprises that's holy that's what they need that they're the ones who need that extra 20% so that's that's what I see is is there's always gonna be that extra functionality the in in an automated and simple way that you talked about but yet powerful with up with the visibility and control that they expect of on prep that that's that kind of combination that yin and the yang that people like us are providing some I want to ask you were gonna ask some of the cloud architect customer panels it's the same question this pioneers doing some work here and there's also the laggards who come in behind the early adopters what's gonna be the tipping point what are some of those conversations that the cloud architects are having out there or what's the signs that they need to be on this multi cloud or cloud native networking trend what are some the signals that are going on in their environment what are some of the threshold or things that are going on that there can pay attention to well well once they have application and multiple cloud and they have they get wake up at 2:00 in the morning to troubleshoot them they don't know it's important so I think that's the that's where the robber will hit the road but as I said it's easier to prove it it's okay it's 80s it's easy user transit gateway put a few V pcs and you're done and use create some presents like equinox and do Direct Connect and Express route with Azure that looks simple is the operations that's when they'll realize okay now I need to understand our car networking works I also need a tool that give me visibility and control not button tell me that I need to understand the basic underneath it as well what are some of the day in the life scenarios that you envision happening with multi cloud because you think about what's happening it kind of has that same vibe of interoperability choice multi-vendor because you have multi clouds essentially multi vendor these are kind of old paradigms that we've lived through the client-server and internet working wave what are some of those scenarios of success and that might be possible it would be possible with multi cloud and cloud native networking well I think once you have good enough visibility to satisfy your customers you know not only like to keep the service running an application running but to be able to provision fast enough I think that's what you want to achieve small final question advice for folks watching on the live stream if they're sitting there as a cloud architect or a CXO what's your advice to them right now in this market because honestly public check hybrid cloud they're working on that that gets on-premise is done now multi-class right behind it what's your advice the first thing they should do is really try to understand cloud networking for each of their cloud providers and then understand the limitation and is what their cloud service provider offers enough or you need to look to a third party but you don't look at a third party to start to it especially an incumbent one so it's tempting to say on and I have a bunch of f5 experts nothing against f5 I'm going to bring my five in the cloud when you can use a needle be that automatically understand ease ease and auto-scaling and so on and you understand that's much simpler but sometimes you need you have five because you have requirements you have like AI rules and that kind of stuff that you use for years you cannot do it's okay I have requirement and that net I'm going to use legacy stuff and then you have to start thinking okay what about visibility control about the tree cloud but before you do that you have to understand the limitation of the existing cloud providers so first try to be as native as possible until things don't work after that you can start taking multi-cloud great insight somewhat thank you for coming someone in charge with Gardner thanks for sharing thank you appreciate it [Applause] informatica is known as the leading enterprise cloud data management company we are known for being the top in our industry in at least five different products over the last few years especially we've been transforming into a cloud model which allows us to work better with the trends of our customers in order to see agile and effective in a business you need to make sure that your products and your offerings are just as relevant in all these different clouds than what you're used to and what you're comfortable with one of the most difficult challenges we've always had is that because we're a data company we're talking about data that a customer owns some of that data may be in the cloud some of that data may be on Prem some of them data may be actually in their data center in another region or even another country and having that data connect back to our systems that are located in the cloud has always been a challenge when we first started our engagement with aviatrix we only had one plan that was Amazon it wasn't till later that a jerk came up and all of a sudden we found hey the solution we already had in place for aviatrix already working in Amazon and now works in Missouri as well before we knew it GCP came up but it really wasn't a big deal for us because we already had the same solution in Amazon and integer now just working in GCP by having a multi cloud approach we have access to all three of them but more commonly it's not just one it's actually integrations between multiple we have some data and ensure that we want to integrate with Amazon we have some data in GCP that we want to bring over to a data Lake assure one of the nice things about aviatrix is that it gives a very simple interface that my staff can understand and use and manage literally hundreds of VPNs around the world and while talking to and working with our customers who are literally around the world now that we've been using aviatrix for a couple years we're actually finding that even problems that we didn't realize we had were actually solved even before we came across the problem and it just worked cloud companies as a whole are based on reputation we need to be able to protect our reputation and part of that reputation is being able to protect our customers and being able to protect more importantly our customers data aviatrix has been helpful for us in that we only have one system that can manage this whole huge system in a simple easy direct model aviatrix is directly responsible for helping us secure and manage our customers not only across the world but across multiple clouds users don't have to be VPN or networking experts in order to be able to use the system all the members on my team can manage it all the members regardless of their experience can do different levels of it one of the unexpected two advantages of aviatrix is that I don't have to sell it to my management the fact that we're not in the news at three o'clock in the morning or that we don't have to get calls in the middle of the night no news is good news especially in networking things that used to take weeks to build are done in hours I think the most important thing about a matrix is it provides me consistency aviatrix gives me a consistent model that I can use across multiple regions multiple clouds multiple customers okay welcome back to altitude 2020 for the folks on the livestream I'm John for Steve Mulaney with CEO of aviatrix for our first of two customer panels on cloud with cloud network architects we got Bobby Willoughby they gone Luis Castillo of National Instruments and David should Nick with fact set guys welcome to the stage for this digital event come on up [Music] hey good to see you thank you okay okay customer panelist is my favorite part we get to hear the real scoop we got the gardener giving us the industry overview certainly multi clouds very relevant and cloud native networking is the hot trend with the live stream out there and the digital event so guys let's get into it the journey is you guys are pioneering this journey of multi cloud and cloud native networking and it's soon gonna be a lot more coming so I want to get into the journey what's it been like is it real you got a lot of scar tissue and what are some of the learnings yeah absolutely so multi cloud is whether or not we we accepted as a network engineers is a is a reality like Steve said about two years ago companies really decided to to just to just bite the bullet and and and move there whether or not whether or not we we accept that fact we need to now create a consistent architecture across across multiple clouds and that that is challenging without orchestration layers as you start managing different different tool sets in different languages across different clouds so that's it's really important that to start thinking about that guys on the other panelists here there's different phases of this journey some come at it from a networking perspective some come in from a problem troubleshooting what's what's your experiences yeah so from a networking perspective it's been incredibly exciting it's kind of a once-in-a-generation 'el opportunity to look at how you're building out your network you can start to embrace things like infrastructure as code that maybe your peers on the systems teams have been doing for years but it just never really worked on pram so it's really it's really exciting to look at all the opportunities that we have and then all the interesting challenges that come up that you that you get to tackle an effect said you guys are mostly AWS right yep right now though we are looking at multiple clouds we have production workloads running in multiple clouds today but a lot of the initial work has been with Amazon and you've seen it from a networking perspective that's where you guys are coming at it from yep yeah we evolved more from a customer requirement perspective started out primarily as AWS but as the customer needed more resources to measure like HPC you know as your ad things like that even recently Google at Google Analytics our journey has evolved into mortal multi-cloud environment Steve weigh in on the architecture because this has been the big conversation I want you to lead this second yeah so I mean I think you guys agree the journey you know it seems like the journey started a couple years ago got real serious the need for multi-cloud whether you're there today of course it's gonna be there in the future so that's really important I think the next thing is just architecture I'd love to hear what you you know had some comments about architecture matters it all starts I mean every Enterprise that I talk to maybe talk about architecture and the importance of architecture maybe Bobby it's a particular perspective we sorted a journey five years ago Wow okay and we're just now starting our fourth evolution of our network architect and we'll call it networking security net sec yep adverse adjusters network and that fourth generation or architectures be based primarily upon Palo Alto Networks an aviatrix a matrix doing the orchestration piece of it but that journey came because of the need for simplicity okay I need for multi-cloud orchestration without us having to go and do reprogramming efforts across every cloud as it comes along right I guess the other question I also had around architectures also Louis maybe just talk about I know we've talked a little bit about you know scripting right and some of your thoughts on that yeah absolutely so so for us we started we started creating the network constructs with cloud formation and we've we've stuck with that for the most part what's interesting about that is today on premise we have a lot of a lot of automation around around how we provision networks but cloud formation has become a little bit like the new manual for us so we're now having issues with having to to automate that component and making it consistent with our on-premise architecture making it consistent with Azure architecture and Google cloud so it's really interesting to see to see companies now bring that layer of abstraction that SD when brought to the to the wine side now it's going up into into the into the cloud networking architecture so on the fourth generation of you mentioned you're in the fourth gen architecture what do you guys what have you learned is there any lessons scar tissue what to avoid what worked what was some of the there was a path that's probably the biggest list and there is when you think you finally figured it out you have it right Amazon will change something as you change something you know transit gateways a game changer so in listening to the business requirements is probably the biggest thing we need to do up front but I think from a simplicity perspective like I said we don't want to do things four times we want to do things one time we won't be able to write to an API which aviatrix has and have them do the orchestration for us so that we don't have to do it four times how important is architecture in the progression is it you guys get thrown in the deep end to solve these problems or you guys zooming out and looking at it it's a I mean how are you guys looking at the architecture I mean you can't get off the ground if you don't have the network there so all of those there we've gone through similar evolutions we're on our fourth or fifth evolution I think about what we started off with Amazon without a direct connect gate without a transit Gateway without a lot of the things that are available today kind of the 80/20 that Steve was talking about just because it wasn't there doesn't mean we didn't need it so we needed to figure out a way to do it we couldn't say oh you need to come back to the network team in a year and maybe Amazon will have a solution for it right you need to do it now and in evolve later and maybe optimize or change the way you're doing things in the future but don't sit around and wait you can I'd love to have you guys each individually answer this question for the live stream because it comes up a lot a lot of cloud architects out in the community what should they be thinking about the folks that are coming into this proactively and/or realizing the business benefits are there what advice would you guys give them an architecture what should be they be thinking about and what are some guiding principles you could share so I would start with looking at an architecture model that that can that can spread and and give consistency they're different to different cloud vendors that you will absolutely have to support cloud vendors tend to want to pull you into using their native toolset and that's good if only it was realistic to talk about only one cloud but because it doesn't it's it's it's super important to talk about and have a conversation with the business and with your technology teams about a consistent model so that's the David yeah talking as earlier about day two operations so how do I design how do I do my day one work so that I'm not you know spending eighty percent of my time troubleshooting or managing my network because I'm doing that then I'm missing out on ways that I can make improvements or embrace new technologies so it's really important early on to figure out how do I make this as low maintenance as possible so that I can focus on the things that the team really should be focusing on Bobby your advice the architect I don't know what else I can do that simplicity of operations is key alright so the holistic view of day to operation you mentioned let's can jump in day one is your your your getting stuff set up day two is your life after all right this is kinda what you're getting at David so what does that look like what are you envisioning as you look at that 20 mile stair out post multi-cloud world what are some of the things that you want in a day to operations yeah infrastructure is code is really important to us so how do we how do we design it so that we can fit start making network changes and fitting them into like a release pipeline and start looking at it like that rather than somebody logging into a router CLI and troubleshooting things on in an ad hoc nature so moving more towards the DevOps model is anything on that day - yeah I would love to add something so in terms of day 2 operations you can you can either sort of ignore the day 2 operations for a little while where you get well you get your feet wet or you can start approaching it from the beginning the fact is that the the cloud native tools don't have a lot of maturity in that space and when you run into an issue you're gonna end up having a bad day going through millions and millions of logs just to try to understand what's going on so that's something that that the industry just now is beginning to realize it's it's such a such a big gap I think that's key because for us we're moving to more of an event-driven or operations in the past monitoring got the job done it's impossible to modern monitor something there's nothing there when the event happens all right so the event-driven application and then detect is important yeah I think garden was all about the cloud native wave coming into networking that's gonna be a serious thing I want to get you guys perspectives I know you have different views of how you come into the journey and how you're executing and I always say the beauties in the eye of the beholder and that kind of applies how the networks laid out so Bobby you guys do a lot of high-performance encryption both on AWS and Azure that's kind of a unique thing for you how are you seeing that impact with multi cloud yeah and that's a new requirement for us to where we we have an intern crypt and they they ever get the question should I encryption and I'll encrypt the answer is always yes you should encrypt when you can encrypt for our perspective we we need to migrate a bunch of data from our data centers we have some huge data centers and then getting that data to the cloud is the timely experiencing some cases so we have been mandated that we have to encrypt everything leaving the data center so we're looking at using the aviatrix insane mode appliances to be able to encrypt you know 10 20 gigabits of data as it moves to the cloud itself David you're using terraform you got fire Ned you've got a lot of complexity in your network what do you guys look at the future for yours environment yeah so something exciting that or yeah now is fire net so for our security team they obviously have a lot of a lot of knowledge base around Palo Alto and with our commitments to our clients you know it's it's it's not very easy to shift your security model to a specific cloud vendor right so there's a lot of stuck to compliance of things like that where being able to take some of what you've you know you've worked on for years on Bram and put it in the cloud and have the same type of assurance that things are gonna work and be secure in the same way that they are on prem helps make that journey into the cloud a lot easier and Louis you guys got scripting and get a lot of things going on what's your what's your unique angle on this yeah no absolutely so full disclosure I'm not a not not an aviatrix customer yet it's ok we want to hear the truth that's good Ellis what are you thinking about what's on your mind no really when you when you talk about implementing the tool like this it's really just really important to talk about automation and focus on on value so when you talk about things like and things like so yeah encrypting tunnels and encrypting the paths and those things are it should it should should be second nature really when you when you look at building those backends and managing them with your team it becomes really painful so tools like aviatrix that that add a lot of automation it's out of out of sight out of mind you can focus on the value and you don't have to focus on so I gotta ask you guys I see AV traces here they're they're a supplier to the sector but you guys are customers everyone's pitching you stuff people are not gonna buy my stuff how do you guys have that conversation with the suppliers like the cloud vendors and other folks what's the what's it like where API all the way you got to support this what are some of the what are some of your requirements how do you talk to and evaluate people that walk in and want to knock on your door and pitch you something what's the conversation like um it's definitely it's definitely API driven we we definitely look at the at that the API structure of the vendors provide before we select anything that that is always first in mind and also what a problem are we really trying to solve usually people try to sell or try to give us something that isn't really valuable like implementing a solution on the on the on the cloud isn't really it doesn't really add a lot of value that's where we go David what's your conversation like with suppliers you have a certain new way to do things as as becomes more agile and essentially the networking become more dynamic what are some of the conversation is with the either incumbents or new new vendors that you're having what it what do you require yeah so ease of use is definitely definitely high up there we've had some vendors come in and say you know hey you know when you go to set this up we're gonna want to send somebody on site and they're gonna sit with you for your day to configure it and that's kind of a red flag what wait a minute you know do we really if one of my really talented engineers can't figure it out on his own what's going on there and why is that so you know having having some ease-of-use and the team being comfortable with it and understanding it is really important Bobby how about you I mean the old days was do a bake-off and you know the winner takes all I mean is it like that anymore what's the Volvic bake-off last year first you win so but that's different now because now when you you get the product you can install the product in AWS energy or have it up and running a matter of minutes and so the key is is they can you be operational you know within hours or days instead of weeks but but do we also have the flexibility to customize it to meet your needs could you want to be you won't be put into a box with the other customers we have needs that surpass their cut their needs yeah I almost see the challenge that you guys are living where you've got the cloud immediate value to make an roll-up any solutions but then you have might have other needs so you've got to be careful not to buy into stuff that's not shipping so you're trying to be proactive at the same time deal with what you got I mean how do you guys see that evolving because multi-cloud to me is definitely relevant but it's not yet clear how to implement across how do you guys look at this baked versus you know future solutions coming how do you balance that so again so right now we we're we're taking the the ad hoc approach and and experimenting with the different concepts of cloud and really leveraging the the native constructs of each cloud but but there's a there's a breaking point for sure you don't you don't get to scale this I like like Simone said and you have to focus on being able to deliver a developer they're their sandbox or their play area for the for the things that they're trying to build quickly and the only way to do that is with the with with some sort of consistent orchestration layer that allows you to so you've got a lot more stuff to be coming pretty quickly IDEs area I do expect things to start to start maturing quite quite quickly this year and you guys see similar trend new stuff coming fast yeah part of the biggest challenge we've got now is being able to segment within the network being able to provide segmentation between production on production workloads even businesses because we support many businesses worldwide and and isolation between those is a key criteria there so the ability to identify and quickly isolate those workloads is key so the CIOs that are watching or that are saying hey take that he'll do multi cloud and then you know the bottoms up organization think pause you're kind of like off a little bit it's not how it works I mean what is the reality in terms of implementing you know and as fast as possible because the business benefits are clear but it's not always clear in the technology how to move that fast yeah what are some of the barriers one of the blockers what are the enabler I think the reality is is that you may not think you're multi-cloud but your business is right so I think the biggest barriers there is understanding what the requirements are and how best to meet those requirements in a secure manner because you need to make sure that things are working from a latency perspective that things work the way they did and get out of the mind shift that you know it was a cheery application in the data center it doesn't have to be a Tier three application in the cloud so lift and shift is is not the way to go scale is a big part of what I see is the competitive advantage to allow these clouds and used to be proprietary network stacks in the old days and then open systems came that was a good thing but as clouds become bigger there's kind of an inherent lock in there with the scale how do you guys keep the choice open how're you guys thinking about interoperability what are some of the conversations and you guys are having around those key concepts well when we look at when we look at the moment from a networking perspective it it's really key for you to just enable enable all the all the clouds to be to be able to communicate between them developers will will find a way to use the cloud that best suits their their business team and and like like you said it's whether whether you're in denial or not of the multi cloud fact that your company is in already that's it becomes really important for you to move quickly yeah and a lot of it also hinges on how well is the provider embracing what that specific cloud is doing so are they are they swimming with Amazon or sure and just helping facilitate things they're doing the you know the heavy lifting API work for you or they swimming upstream and they're trying to hack it all together in a messy way and so that helps you you know stay out of the lock-in because they're you know if they're doing if they're using Amazon native tools to help you get where you need to be it's not like Amazon's gonna release something in the future that completely you know makes you have designed yourself into a corner so the closer they're more cloud native they are the more the easier it is to to deploy but you also need to be aligned in such a way that you can take advantage of those cloud native technologies will it make sense tgw is a game-changer in terms of cost and performance right so to completely ignore that would be wrong but you know if you needed to have encryption you know teach Adobe's not encrypted so you need to have some type of a gateway to do the VPN encryption you know so the aviatrix tool give you the beauty of both worlds you can use tgw with a gateway Wow real quick in the last minute we have I want to just get a quick feedback from you guys I hear a lot of people say to me hey the I picked the best cloud for the workload you got and then figure out multi cloud behind the scenes so that seems to be do you guys agree with that I mean is it do I go Mull one cloud across the whole company or this workload works great on AWS that work was great on this from a cloud standpoint do you agree with that premise and then wit is multi clouds did you mall together yeah from from an application perspective it it can be per workload but it can also be an economical decision certain enterprise contracts will will pull you in one direction that add value but the the network problem is still the same doesn't go away yeah yeah I mean you don't want to be trying to fit a square into a round hall right so if it works better on that cloud provider then it's our job to make sure that that service is there and people can use it agree you just need to stay ahead of the game make sure that the network infrastructure is there secure is available and is multi cloud capable yeah I'm at the end of the day you guys just validating that it's the networking game now how cloud storage compute check networking is where the action is awesome thanks for your insights guys appreciate you coming on the panel appreciate thanks thank you [Applause] [Music] [Applause] okay welcome back on the live feed I'm John fritz T Blaney my co-host with aviatrix I'm with the cube for the special digital event our next customer panel got great another set of cloud network architects Justin Smith was aura Justin broadly with Ellie Mae and Amit Oh tree job with Cooper welcome to stage [Applause] all right thank you thank you oK you've got all the cliff notes from the last session welcome rinse and repeat yeah yeah we're going to go under the hood a little bit I think they nailed the what we've been reporting and we've been having this conversation around networking is where the action is because that's the end of the day you got a move a pack from A to B and you get workloads exchanging data so it's really killer so let's get started Amit what are you seeing as the journey of multi cloud as you go under the hood and say okay I got to implement this I have to engineer the network make it enabling make it programmable make it interoperable across clouds I mean that's like I mean almost sounds impossible to me what's your take yeah I mean it's it seems impossible but if you are running an organization which is running infrastructure as a cordon all right it is easily doable like you can use tools out there that's available today you can use third-party products that can do a better job but but put your architecture first don't wait architecture may not be perfect put the best architecture that's available today and be agile to ET rate and make improvements over the time we got to Justin's over here so I have to be careful when I point a question adjusting they both have to answer okay journeys what's the journey been like I mean is there phases we heard that from Gardner people come into multi cloud and cloud native networking from different perspectives what's your take on the journey Justin yeah I mean from Mars like - we started out very much focused on one cloud and as we started doing errands we started doing new products the market the need for multi cloud comes very apparent very quickly for us and so you know having an architecture that we can plug in play into and be able to add and change things as it changes is super important for what we're doing in the space just in your journey yes for us we were very ad hoc oriented and the idea is that we were reinventing all the time trying to move into these new things and coming up with great new ideas and so rather than it being some iterative approach with our deployments that became a number of different deployments and so we shifted that tour and the network has been a real enabler of this is that it there's one network and it touches whatever cloud we want it to touch and it touches the data centers that we need it to touch and it touches the customers that we need it to touch our job is to make sure that the services that are of and one of those locations are available in all of the locations so the idea is not that we need to come up with this new solution every time it's that we're just iterating on what we've already decided to do before we get the architecture section I want to ask you guys a question I'm a big fan of you know let the app developers have infrastructure as code so check but having the right cloud run that workload I'm a big fan of that if it works great but we just heard from the other panel you can't change the network so I want to get your thoughts what is cloud native networking and is that the engine really that's the enabler for this multi cloud trend but you guys taken we'll start with Amit what do you think about that yeah so you are gonna have workloads running in different clouds and the workloads would have affinity to one cloud over other but how you expose that it's matter of how you are going to build your networks how we are going to run security how we are going to do egress ingress out of it so it's the big problem how do you split says what's the solution what's the end the key pain points and problem statement I mean the key pain point for most companies is how do you take your traditional on-premise network and then blow that out to the cloud in a way that makes sense you know IP conflicts you have IP space you pub public eye peas and premise as well as in the cloud and how do you kind of make them a sense of all of that and I think that's where tools like aviatrix make a lot of sense in that space from our site it's it's really simple it's latency and bandwidth and availability these don't change whether we're talking about cloud or data center or even corporate IT networking so our job when when these all of these things are simplified into like s3 for instance and our developers want to use those we have to be able to deliver that and for a particular group or another group that wants to use just just GCP resources these aren't we have to support these requirements and these wants as opposed to saying hey that's not a good idea now our job is to enable them not to disable them do you think you guys think infrastructure as code which I love that I think it's that's the future it is we saw that with DevOps but I just start getting the networking is it getting down to the network portion where it's network as code because storage and compute working really well is seeing all kubernetes on ServiceMaster and network is code reality is it there is it still got work to do it's absolutely there I mean you mentioned net DevOps and it's it's very real I mean in Cooper we build our networks through terraform and on not only just out of fun build an API so that we can consistently build V nets and VPC all across in the same way we get to do it yeah and even security groups and then on top and aviatrix comes in we can peer the networks bridge bridge all the different regions through code same with you guys but yeah about this everything we deploy is done with automation and then we also run things like lambda on top to make changes in real time we don't make manual changes on our network in the data center funny enough it's still manual but the cloud has enabled us to move into this automation mindset and and all my guys that's what they focus on is bringing what now what they're doing in the cloud into the data center which is kind of opposite of what it should be that's full or what it used to be it's full DevOps then yes yeah I mean for us it was similar on premise still somewhat very manual although we're moving more Norton ninja and terraform concepts but everything in the production environment is colored confirmation terraform code and now coming into the datacenter same I just wanted to jump in on a Justin Smith one of the comment that you made because it's something that we always talk about a lot is that the center of gravity of architecture used to be an on-prem and now it's shifted in the cloud and once you have your strategic architecture what you--what do you do you push that everywhere so what you used to see at the beginning of cloud was pushing the architecture on prem into cloud now i want to pick up on what you said to you others agree that the center of architect of gravity is here i'm now pushing what i do in the cloud back into on Prem and wait and then so first that and then also in the journey where are you at from zero to a hundred of actually in the journey to cloud do you 50% there are you 10% yes I mean are you evacuating data centers next year I mean were you guys at yeah so there's there's two types of gravity that you typically are dealing with no migration first is data gravity and your data set and where that data lives and then the second is the network platform that interrupts all that together right in our case the data gravity sold mostly on Prem but our network is now extend out to the app tier that's going to be in cloud right eventually that data gravity will also move to cloud as we start getting more sophisticated but you know in our journey we're about halfway there about halfway through the process we're taking a handle of you know lift and shift and when did that start and we started about three years ago okay okay go by it's a very different story it started from a garage and one hundred percent on the clock it's a business spend management platform as a software-as-a-service one hundred percent on the cloud it was like ten years ago right yes yeah you guys are riding the wave love that architecture Justin I want to ask you Sora you guys mentioned DevOps I mean obviously we saw the huge observability wave which is essentially network management for the cloud in my opinion right yeah it's more dynamic but this is about visibility we heard from the last panel you don't know what's being turned on or turned off from a services standpoint at any given time how is all this playing out when you start getting into the DevOps down well this layer this is the big challenge for all of us as visibility when you talk transport within a cloud you know we very interestingly we have moved from having a backbone that we bought that we owned that would be data center connectivity we now I work for soar as a subscription billing company so we want to support the subscription mindset so rather than going and buying circuits and having to wait three months to install and then coming up with some way to get things connected and resiliency and redundancy I my backbone is in the cloud I use the cloud providers interconnections between regions to transport data across and and so if you do that with their native solutions you you do lose visibility there there are areas in that that you don't get which is why controlling you know controllers and having some type of management plane is a requirement for us to do what we're supposed to do and provide consistency while doing it a great conversation I loved when you said earlier latency bandwidth availability with your sim pop3 things guys SLA I mean you just do ping times are between clouds it's like you don't know what you're getting for round-trip times this becomes a huge kind of risk management black hole whatever you want to call blind spot how are you guys looking at the interconnects between clouds because you know I can see that working from you know ground to cloud I'm per cloud but when you start doing with multi clouds workloads I mean s LA's will be all over the map won't they just inherently but how do you guys view that yeah I think we talked about workload and we know that the workloads are going to be different in different clouds but they are going to be calling each other so it's very important to have that visibility that you can see how data is flowing at what latency and whatever ability is our is there and our authority needs to operate on that so it's so you use the software dashboard look at the times and look at the latency in the old days strong so on open so on you try to figure it out and then your days you have to figure out just what she reinsert that because you're in the middle of it yeah I mean I think the the key thing there is that we have to plan for that failure we have to plan for that latency in our applications that start thinking start tracking in your SLI something you start planning for and you loosely couple these services and a much more micro services approach so you actually can handle that kind of failure or that type of unknown latency and unfortunately the cloud has made us much better at handling exceptions a much better way you guys are all great examples of cloud native from day one and you guys had when did you have the tipping point moment or the Epiphany of saying a multi clouds real I can't ignore it I got to factor it into all my design design principles and and everything you're doing what's it was there a moment was it was it from day one no there were two reasons one was the business so in business there was some affinity to not be in one cloud or to be in one cloud and that drove from the business side so as a cloud architect our responsibility was to support that business and other is the technology some things are really running better in like if you are running dot Network load or you are going to run machine learning or AI so that you have you would have that reference of one cloud over other so it was the bill that we got from AWS I mean that's that's what drives a lot of these conversations is the financial viability of what you're building on top of it which is so we this failure domain idea which is which is fairly interesting is how do I solve or guarantee against a failure domain you have methodologies with you know back-end direct connects or interconnect with GCP all of these ideas are something that you have to take into account but that transport layer should not matter to whoever we're building this for our job is to deliver the frames in the packets what that flows across how you get there we want to make that seamless and so whether it's a public internet API call or it's a back-end connectivity through Direct Connect it doesn't matter it just has to meet a contract that you signed with your application folks yeah that's the availability piece just in your thoughts on anything any common uh so actually a multi clouds become something much more recent in the last six to eight months I'd say we always kind of had a very much an attitude of like moving to Amazon from our private cloud is hard enough why complicate it further but the realities of the business and as we start seeing you know improvements in Google and Asia and different technology spaces the need for multi cloud becomes much more important as well as our acquisition strategies I matured we're seeing that companies that used to be on premise that we typically acquire are now very much already on a cloud and if they're on a cloud I need to plug them into our ecosystem and so that's really change our multi cloud story in a big way I'd love to get your thoughts on the clouds versus the clouds because you know you compare them Amazon's got more features they're rich with features I see the bills are how could people using them but Google's got a great network Google's networks pretty damn good and then you got a sure what's the difference between the clouds who with they've evolved something whether they peak in certain areas better than others what what are the characteristics which makes one cloud better do they have a unique feature that makes as you're better than Google and vice versa what do you guys think about the different clouds yeah to my experience I think there is approaches different in many places Google has a different approach very DevOps friendly and you can run your workload like the your network and spend regions time I mean but our application ready to accept that MS one is evolving I mean I remember 10 years back Amazon's Network was a flat network we will be launching servers and 10.0.0.0 so the VP sees concept came out multi-account came out so they are evolving as you are at a late start but because they have a late start they saw the pattern and they they have some mature set up on the yeah I think they're all trying to say they're equal in their own ways I think they all have very specific design philosophies that allow them to be successful in different ways and you have to kind of keep that in mind as you architectural solution for example amazon has a very much a very regional affinity they don't like to go cross region in their architecture whereas Google is very much it's a global network we're gonna think about as a global solution I think Google also has advantages its third to market and so has seen what Asia did wrong it seemed with AWS did wrong and it's made those improvements and I think that's one of their big advantage at great scale to Justin thoughts on the cloud so yeah Amazon built from the system up and Google built from the network down so their ideas and approaches are from a global versus or regional I agree with you completely that that is the big number one thing but the if you look at it from the outset interestingly the inability or the ability for Amazon to limit layer 2 broadcasting and and what that really means from a VPC perspective changed all the routing protocols you can use all the things that we have built inside of a data center to provide resiliency and and and make things seamless to users all of that disappeared and so because we had to accept that at the VPC level now we have to accept it at the LAN level Google's done a better job of being able to overcome those things and provide those traditional Network facilities to us just great panel can go all day here's awesome so I heard we could we'll get to the cloud native naive questions so kind of think about what's not even what's cloud is that next but I got to ask you had a conversation with a friend he's like Wayne is the new land so if you think about what the land was at a datacenter when is the new link you could talking about the cloud impact so that means st when the old st way is kind of changing into the new land how do you guys look at that because if you think about it what lands were for inside a premises was all about networking high-speed but now when you take the win and make it essentially a land do you agree with that and how do you view this trend and is it good or bad or is it ugly and what's what you guys take on this yeah I think it's a it's a thing that you have to work with your application architect so if you are managing networks and if you are a sorry engineer you need to work with them to expose the unreliability that would bring in so the application has to hand a lot of this the difference in the latencies and and the reliability has to be worked through the application there Lanois same concept is that BS I think we've been talking about for a long time the erosion of the edge and so is this is just a continuation of that journey we've been on for the last several years as we get more and more cloud native and we start about API is the ability to lock my data in place and not be able to access it really goes away and so I think this is just continuation that thing I think it has challenges we start talking about weighing scale versus land scale the tooling doesn't work the same the scale of that tooling is much larger and the need to automation is much much higher in a way and than it was in a land that's where is what you're seeing so much infrastructure as code yeah yes so for me I'll go back again to this its bandwidth and its latency right that bet define those two land versus win but the other thing that's comes up more and more with cloud deployments is where is our security boundary and where can I extend this secure aware appliance or set of rules to to protect what's inside of it so for us we're able to deliver vr af-s or route forwarding tables for different segments wherever we're at in the world and so they're they're trusted to talk to each other but if they're gonna go to someplace that's outside of their their network then they have to cross a security boundary and where we enforce policy very heavily so for me there's it's not just land when it's it's how does environment get to environment more importantly that's a great point and security we haven't talked to yet but that's got to be baked in from the beginning this architecture thoughts on security are you guys are dealing with it yeah start from the base have apt to have security built in have TLS have encryption on the data I transit data at rest but as you bring the application to the cloud and they are going to go multi-cloud talking to over the Internet in some places well have apt web security I mean I mean our principles day Security's day zero every day and so we we always build it into our design build into our architecture into our applications it's encrypt everything it's TLS everywhere it's make sure that that data is secured at all times yeah one of the cool trends at RSA just as a side note was the data in use encryption piece which is a homomorphic stuff is interesting all right guys final question you know we heard on the earlier panel was also trending at reinvent we take the tea out of cloud native it spells cloud naive okay they got shirts now aviatrix kind of got this trend going what does that mean to be naive so if you're to your peers out there watching a live stream and also the suppliers that are trying to supply you guys with technology and services what's naive look like and what's native look like when is someone naive about implementing all this stuff so for me it's because we are in hundred-percent cloud for us it's main thing is ready for the change and you will you will find new building blocks coming in and the network design will evolve and change so don't be naive and think that it's static you wall with the change I think the big naivety that people have is that well I've been doing it this way for 20 years and been successful it's going to be successful in cloud the reality is that's not the case you have to think some of the stuff a little bit differently and you need to think about it early enough so that you can become cloud native and really enable your business on cloud yeah for me it's it's being open minded right the the our industry the network industry as a whole has been very much I am smarter than everybody else and we're gonna tell everybody how it's going to be done and we had we fell into a lull when it came to producing infrastructure and and and so embracing this idea that we can deploy a new solution or a new environment in minutes as opposed to hours or weeks or four months in some cases is really important and and so you know it's are you being closed-minded native being open minded exactly and and it took a for me it was that was a transformative kind of where I was looking to solve problems in a cloud way as opposed to looking to solve problems in this traditional old-school way all right I know we're out of time but I ask one more question so you guys so good it could be a quick answer what's the BS language when you the BS meter goes off when people talk to you about solutions what's the kind of jargon that you hear that's the BS meter going off what are people talking about that in your opinion you here you go that's total BS but what triggers use it so that I have two lines out of movies that are really I can if I say them without actually thinking them it's like 1.21 jigowatts are you out of your mind from Back to the Future right somebody's getting a bang and then and then Martin Mull and and Michael Keaton and mr. mom when he goes to 22 21 whatever it takes yeah those two right there if those go off in my mind somebody's talking to me I know they're full of baloney so a lot of speech would be a lot of speeds and feeds a lot of data did it instead of talking about what you're actually doing and solutioning for you're talking about well I does this this this and any time I start seeing the cloud vendor start benchmarking against each other it's your workload is your workload you need to benchmark yourself don't don't listen to the marketing on that that's that's all what triggers you and the bsp I think if somebody explains you and not simple they cannot explain you in simplicity then that's good all right guys thanks for the great insight great time how about a round of applause DX easy solutions integrating company than we service customers from all industry verticals and we're helping them to move to the digital world so as a solutions integrator we interface with many many customers that have many different types of needs and they're on their IT journey to modernize their applications into the cloud so we encounter many different scenarios many different reasons for those migrations all of them seeking to optimize their IT solutions to better enable their business we have our CPS organization it's cloud platform services we support AWS does your Google Alibaba corkle will help move those workloads to wherever it's most appropriate no one buys the house for the plumbing equally no one buys the solution for the networking but if the plumbing doesn't work no one likes the house and if this network doesn't work no one likes a solution so network is ubiquitous it is a key component of every solution we do the network connectivity is the lifeblood of any architecture without network connectivity nothing works properly planning and building a scalable robust network that's gonna be able to adapt with the application needs critical when encountering some network design and talking about speed the deployment aviatrix came up in discussion and we then further pursued an area DHT products have incorporated aviatrix is part of a new offering that we are in the process of developing that really enhances our ability to provide cloud connectivity for the Lyons cloud connectivity is a new line of networking services so we're getting into as our clients moving the hybrid cloud networking it is much different than our traditional based services and aviatrix provides a key component in that service before we found aviatrix we were using just native peering connections but there wasn't a way to visualize all those peering connections and with multiple accounts multiple contacts for security with a VA Church were able to visualize those different peering connections of security groups it helped a lot especially in areas of early deployment scenarios were quickly able to then take those deployment scenarios and turn them into scripts that we can then deploy repeatedly their solutions were designed to work with the cloud native capabilities first and where those cloud native capabilities fall short they then have solution sets that augment those capabilities I was pleasantly surprised number one with the aviatrix team as a whole and their level of engagement with us you know we weren't only buying the product we were buying a team that came on board to help us implement and solution that was really good to work together to learn both what aviatrix had to offer as well as enhancements that we had to bring that aviatrix was able to put into their product and meet our needs even better aviatrix was a joy to find because they really provided us the technology that we needed in order to provide multi cloud connectivity that really added to the functionality that you can't get from the basically providing services we're taking our customers on a journey to simplify and optimize their IT maybe Atrix certainly has made my job much easier okay welcome back to altitude 2020 for the digital event for the live feed welcome back I'm John Ford with the cube with Steve Mulaney CEO aviatrix for the next panel from global system integrators the folks who are building and working with folks on their journey to multi cloud and cloud native networking we've got a great panel George Buckman with dxc and Derek Monahan with wwt welcome to the stage [Applause] [Music] okay you guys are the ones out there advising building and getting down and dirty with multi cloud and cloud native network and we just heard from the customer panel you can see the diversity of where people come in to the journey of cloud it kind of depends upon where you are but the trends are all clear cloud native networking DevOps up and down the stack this has been the main engine what's your guys take of the disk Jerry to multi cloud what do you guys seeing yeah it's it's critical I mean we're seeing all of our enterprise customers enter into this they've been through the migrations of the easy stuff you know now they're trying to optimize and get more improvement so now the tough stuffs coming on right and you know they need their data processing near where their data is so that's driving them to a multi cloud environment okay we heard some of the edge stuff I mean you guys are exactly you've seen this movie before but now it's a whole new ballgame what's your take yeah so I'll give you a hint so our practice it's not called the cloud practice it's the multi cloud practice and so if that gives you a hint of how we approach things it's very consultative and so when we look at what the trends are let's look a little year ago about a year ago we're having conversations with customers let's build a data center in the cloud let's put some VP C's let's throw some firewalls with some DNS and other infrastructure out there and let's hope it works this isn't a science project so what we're trying to see is customers are starting to have more of a vision and we're helping with that consultative nature but it's totally based on the business and you got to start understanding how the lines of business are using the and then we evolved into the next journey which is a foundational approach to what are some of the problem statement customers are solving when they come to you what are the top things that are on their my house or the ease of use of Julie all that stuff but what specifically they digging into yeah so complexity I think when you look at a multi cloud approach in my view is network requirements are complex you know I think they are but I think the approach can be let's simplify that so one thing that we try to do this is how we talk to customers is let's just like you simplify an aviatrix simplifies the automation orchestration of cloud networking we're trying to simplify the design the planning implementation of infrastructure across multiple workloads across multiple platforms and so the way we do it is we sit down we look at not just use cases and not just the questions in common we tis anticipate we actually build out based on the business and function requirements we build out a strategy and then create a set of documents and guess what we actually build in the lab and that lab that we platform we built proves out this reference architecture actually works absolutely we implement similar concepts I mean we they're proven practices they work great so well George you mentioned that the hard part's now upon us are you referring to networking what is specifically were you getting at Terrance's the easy parts done now so for the enterprises themselves migrating their more critical apps or more difficult apps into the environments you know they've just we've just scratched the surface I believe on what enterprises are doing to move into the cloud to optimize their environments to take advantage of the scale and speed to deployment and to be able to better enable their businesses so they're just now really starting the - so do you get you guys see what I talked about them in terms of their Cambrian explosion I mean you're both monster system integrators with you know top fortune enterprise customers you know really rely on you for for guidance and consulting and so forth and boy they're networks is that something that you you've seen I mean does that resonate did you notice a year and a half ago and all of a sudden the importance of cloud for enterprise shoot up yeah I mean we're seeing it not okay in our internal environment as you know we're a huge company or as customers so we're experiencing that internal okay and every one of our other customers so I have another question oh but I don't know the answer to this and the lawyer never asks a question that you don't know the answer to but I'm gonna ask it anyway DX c + w WT massive system integrators why aviatrix yep so great question Steve so I think the way we approach things I think we have a similar vision a similar strategy how you approach things how we approach things that world by technology number one we want to simplify the complexity and so that's your number one priorities let's take the networking let's simplify it and I think part of the other point I'm making is we have we see this automation piece as not just an afterthought anymore if you look at what customers care about visibility and automation is probably the top three maybe the third on the list and I think that's where we see the value and I think the partnership that we're building and what I would I get excited about is not just putting yours in our lab and showing customers how it works is Co developing a solution with you figuring out hey how can we make this better right visibility's a huge thing jump in security alone network everything's around visibility what automation do you see happening in terms of progression order of operations if you will it's a low-hanging fruit what are people working on now what are what are some of the aspirational goals around when you start thinking about multi cloud and automation yep so I wanted to get back to answer that question I want to answer your question you know what led us there and why aviatrix you know in working some large internal IT projects and and looking at how we were gonna integrate those solutions you know we like to build everything with recipes where network is probably playing catch-up in the DevOps world but with a DevOps mindset looking to speed to deploy support all those things so when you start building your recipes you take a little of this a little of that and you mix it all together well when you look around you say wow look there's this big bag of a VHS let me plop that in that solves a big part of my problems that I have to speed to integrate speed to deploy and the operational views that I need to run this so that was 11 years about reference architectures yeah absolutely so you know they came with a full slate of reference textures already the out there and ready to go that fit our needs so it's very very easy for us to integrate those into our recipes what do you guys think about all the multi vendor interoperability conversations that have been going on choice has been a big part of multi-cloud in terms of you know customers want choice they didn't you know they'll put a workload in the cloud that works but this notion of choice and interoperability is become a big conversation it is and I think our approach and that's why we talk to customers is let's let's speed and be risk of that decision making process and how do we do that because the interoperability is key you're not just putting it's not just a single vendor we're talking you know many many vendors I mean think about the average number of cloud application as a customer uses a business and enterprise business today you know it's it's above 30 it's it's skyrocketing and so what we do and we look at it from an interoperability approach is how do things interoperate we test it out we validate it we build a reference architecture it says these are the critical design elements now let's build one with aviatrix and show how this works with aviatrix and I think the the important part there though is the automation piece that we add to it in visibility so I think the visibility is what's what I see lacking across the industry today and the cloud needed that's been a big topic okay in terms of aviatrix as you guys see them coming in they're one of the ones that are emerging and the new brands emerging but multi-cloud you still got the old guard incumbents with huge footprints how our customers dealing with that that kind of component and dealing with both of them yeah I mean where we have customers that are ingrained with a particular vendor and you know we have partnerships with many vendors so our objective is to provide the solution that meets that client and you they all want multi vendor they all want interoperability correct all right so I got to ask you guys a question while we were defining day two operations what does that mean I mean you guys are looking at the big business and technical components of architecture what does day to Operations mean what's the definition of that yeah so I think from our perspective my experience we you know day to operations whether it's it's not just the you know the orchestration piece and setting up and let it a lot of automate and have some you know change control you're looking at this from a data perspective how do I support this ongoing and make it easy to make changes as we evolve the the the cloud is very dynamic the the nature of how the fast is expanding the number of features is astonish trying to keep up to date with a number of just networking capabilities and services that are added so I think day to operation starts with a fundable understanding of you know building out supporting a customer's environments and making it the automation piece easy from from you know a distance I think yeah and you know taking that to the next level of being able to enable customers to have catalog items that they can pick and choose hey I need this network connectivity from this cloud location back to this on pram and being able to have that automated and provisioned just simply by ordering it for the folks watching out there guys take a minute to explain as you guys are in the trenches doing a lot of good work what are some of the engagement that you guys get into how does that progress what is that what's what happens do they call you up and say hey I need some multi-cloud or you're already in there I mean take us through why how someone can engage to use a global si to come in and make this thing happen what's looks like typical engagement look like yeah so from our perspective we typically have a series of workshops in a methodology that we kind of go along the journey number one we have a foundational approach and I don't mean foundation meaning the network foundation that's a very critical element we got a factor in security we've got a factor in automation so we think about foundation we do a workshop that starts with education a lot of times we'll go in and we'll just educate the customer what is VP she's sharing you know what is a private Lincoln or how does that impact your business we have customers I want to share services out in an ecosystem with other customers and partners well there's many ways to accomplish that so our goal is to you know understand those requirements and then build that strategy with them thoughts Georgia yeah I mean I'm one of the guys that's down in the weeds making things happen so I'm not the guy on the front line interfacing with the customers every day but we have a similar approach you know we have a consulting practice that will go out and and apply their practices to see what those and when do you parachute in yeah and when I then is I'm on the back end working with our offering development leads for the networking so we understand or seeing what customers are asking for and we're on the back end developing the solutions that integrate with our own offerings as well as enable other customers to just deploy quickly to beep their connectivity needs it so the patterns are similar right final question for you guys I want to ask you to paint a picture of what success looks like and you know the name customers didn't forget in reveal kind of who they are but what does success look like in multi-cloud as you paint a picture for the folks here and watching on the live stream it's someone says hey I want to be multi-cloud I got to have my operations agile I want full DevOps I want programmability security built in from day zero what does success look like yeah I think success looks like this so when you're building out a network the network is a harder thing to change than some other aspects of cloud so what we think is even if you're thinking about that second cloud which we have most of our customers are on to public clouds today they might be dabbling in that as you build that network foundation that architecture that takes in consideration where you're going and so once we start building that reference architecture out that shows this is how to sit from a multi cloud perspective not a single cloud and let's not forget our branches let's not forget our data centers let's not forget how all this connects together because that's how we define multi-cloud it's not just in the cloud it's on Prem and it's off from and so collectively I think the key is also is that we provide them an hld you got to start with a high level design that can be tweaked as you go through the journey but you got to give a solid structural foundation and that that networking which we think most customers think as not not the network engineers but as an afterthought we want to make that the most critical element before you start the journey Jorge from your seed how do you success look for you so you know it starts out on these journeys often start out people not even thinking about what is gonna happen what what their network needs are when they start their migration journey to the cloud so I want this success to me looks like them being able to end up not worrying about what's happening in the network when they move to the cloud good point guys great insight thanks for coming on share and pen I've got a round of applause the global system integrators Hey [Applause] [Music] okay welcome back from the live feed I'm chef for with the cube Steve Eleni CEO of aviatrix my co-host our next panel is the aviatrix certified engineers also known as aces this is the folks that are certified their engineering they're building these new solutions please welcome Toby Foster min from Attica Stacy linear from Teradata and Jennifer Reid with Victor Davis to the stage I was just gonna I was just gonna rip you guys see where's your jackets and Jen's got the jacket on okay good love the aviatrix aces pile of gear they're above the clouds towards a new heights that's right so guys aviatrix aces love the name I think it's great certified this is all about getting things engineered so there's a level of certification I want to get into that but first take us through the day in the life of an ace and just to point out Stacey's a squad leader so he's like a Squadron Leader Roger and leader yeah Squadron Leader so he's got a bunch of aces underneath him but share your perspective day-in-the-life Jennifer will start with you sure so I have actually a whole team that works for me both in the in the North America both in the US and in Mexico and so I'm eagerly working to get them certified as well so I can become a squad leader myself but it's important because one of the the critical gaps that we've found is people having the networking background because they're you graduate from college and you have a lot of computer science background you can program you've got Python but now working in packets they just don't get and so just taking them through all the processes that it's really necessary to understand when you're troubleshooting is really critical mm-hmm and because you're gonna get an issue where you need to figure out where exactly is that happening on the network you know is my my issue just in the VP C's and on the instance side is a security group or is it going on print and this is something actually embedded within Amazon itself I mean I should troubleshot an issue for about six months going back and forth with Amazon and it was the vgw VPN because they were auto-scaling on two sides and we ended up having to pull out the Cisco's and put in aviatrix so I could just say okay it's fixed and I actually actually helped the application teams get to that and get it solved yeah but I'm taking a lot of junior people and getting them through that certification process so they can understand and see the network the way I see the network I mean look I've been doing this for 25 years when I got out when I went in the Marine Corps that's what I did and coming out the network is still the network but people don't get the same training they get they got in the 90s it's just so easy just write some software they work takes care of itself yes he'll be we'll come back to that I want to come back to that problem solve with Amazon but Toby I think the only thing I have to add to that is that it's always the network fault as long as I've been in network have always been the network's fault sure and I'm even to this day you know it's still the network's fault and part of being a network guy is that you need to prove when it is and when it's not your fault and that means you need to know a little bit about a hundred different things to make that and now you've got a full stack DevOps you got to know a lot more times another hundred and these times are changing they see your squadron leader I get that right what is what is a squadron leader first can you describe what it is I think it probably just leading all the network components of it but are they from my perspective when to think about what you asked them was it's about no issues and no escalation soft my day is like that's a good outcome that's a good day it's a good day Jennifer you mentioned the Amazon thing this brings up a good point you know when you have these new waves come in you have a lot of new things newly use cases a lot of the finger-pointing it's that guys problem that girls problem so what is how do you solve that and how do you get the young guns up to speed is there training is that this is where the certification comes in those where the certification is really going to come in I know when we we got together at reinvent one of the the questions that that we had with Stephen the team was what what should our certification look like you know she would just be teaching about what aviatrix troubleshooting brings to bear but what should that be like and I think Toby and I were like no no no that's going a little too high we need to get really low because the the better someone can get at actually understanding what actually happening in the network and and where to actually troubleshoot the problem how to step back each of those processes because without that it's just a big black box and they don't know you know because everything is abstracted in Amazon Internet and Azure and Google is substracted and they have these virtual gateways they have VPNs that you just don't have the logs on it's you just don't know and so then what tools can you put in front of them of where they can look because there are full logs well as long as they turned on the flow logs when they built it you know and there's like each one of those little things that well if they'd had decided to do that when they built it it's there but if you can come in later to really supplement that with training to actual troubleshoot and do a packet capture here as it's going through then teaching them how to read that even yeah Toby we were talking before he came on up on stage about your career you've been networking all your time and then you know you're now mentoring a lot of younger people how is that going because the people who come in fresh they don't have all the old war stories they don't know you talk about you know that's dimmer fault I walk in Mayr feet in the snow when I was your age I mean it's so easy now right they say what's your take on how you train the young P so I've noticed two things one is that they are up to speed a lot faster in generalities of networking they can tell you what a network is in high school level now where I didn't learn that too midway through my career and they're learning it faster but they don't necessarily understand why it's that way or you know everybody thinks that it's always slash 24 for a subnet and they don't understand why you can break it down smaller why it's really necessary so the the ramp up speed is much faster for these guys that are coming in but they don't understand why and they need some of that background knowledge to see where it's coming from and why is it important and that's old guys that's where we thrive Jennifer you mentioned you you got in from the Marines health spa when you got into networking how what was it like then and compare it now most like we've heard earlier static versus dynamic don't be static cuz back then you just said the network you got a perimeter yeah no there was no such thing ya know so back in the day I mean I mean we had banyan vines for email and you know we had token ring and I had to set up token ring networks and figure out why that didn't work because how many of things were actually sharing it but then actually just cutting fiber and running fiber cables and dropping them over you know shelters to plug them in and oh crap they swung it too hard and shattered it now I gotta be great polished this thing and actually shoot like to see if it works I mean that was the network current five cat 5 cables to run an Ethernet you know and then from that just said network switches dumb switches like those were the most common ones you had then actually configuring routers and you know logging into a Cisco router and actually knowing how to configure that and it was funny because I had gone all the way up and was a software product manager for a while so I've gone all the way up the stack and then two and a half three years ago I came across to to work with entity group that became Victor Davis but we went to help one of our customers Avis and it was like okay so we need to fix the network okay I haven't done this in 20 years but all right let's get to it you know because it really fundamentally does not change it's still the network I mean I've had people tell me well you know when we go to containers we will not have to worry about the network and I'm like yeah you don't I do and then with this within the program abilities it really interesting so I think this brings up the certification what are some of the new things that people should be aware of that come in with the aviatrix ace certification what are some of the highlights can you guys share some of the some of the highlights around the certifications I think some of the importance is that it's it doesn't need to be vendor specific for network generality or basic networking knowledge and instead of learning how Cisco does something or how Palo Alto does something we need to understand how and why it works as a basic model and then understand how each vendor has gone about that problem and solved it in a general that's true in multi cloud as well you can't learn how cloud networking works without understanding how AWS integer and GCP are all slightly the same but slightly different and some things work and some things don't I think that's probably the number one take I think having a certification across clouds is really valuable because we heard the global si you help the business issues what does it mean to do that is it code is that networking is it configuration is that aviatrix what is the amine oxy aviatrix is a certification but what is it about the multi cloud that makes it multi networking and multi vendor and easy answer is yes so you got to be a general let's go to your hands and all you have to be it takes experience because it's every every cloud vendor has their own certification whether that's hops and [Music] advanced networking and advanced security or whatever it might be yeah they can take the test but they have no idea how to figure out what's wrong with that system and the same thing with any certification but it's really getting your hands in there and actually having to troubleshoot the problems you know actually work the problem you know and calm down it's going to be okay I mean because I don't know how many calls I've been on or even had aviatrix join me on it's like okay so everyone calm down let's figure out what's happening it's like we've looked at that screen three times looking at it again it's not going to solve that problem right but at the same time you know remaining calm but knowing that it really is I'm getting a packet from here to go over here it's not working so what could be the problem you know and actually stepping them through those scenarios but that's like you only get that by having to do it you know and seeing it and going through it and then I have a question so we you know I just see it we started this program maybe six months ago we're seeing a huge amount of interest I mean we're oversubscribed on all the training sessions we've got people flying from around the country even with coronavirus flying to go to Seattle to go to these events were oversubscribed a good is that watching leader would put there yeah something that you see in your organizations are you recommending that to people do you see I mean I'm just I would guess I'm surprised I'm not surprised but I'm really surprised by the demand if you would of this multi-cloud network certification because it really isn't anything like that is that something you guys can comment on or do you see the same things in your organization's I say from my side because we operate in the multi cloud environment so it really helps an official for us I think I would add that networking guys have always needed to use certifications to prove that they know what they know it's not good enough to say yeah I know IP addresses or I know how a network works and a couple little check marks or a little letters buying helps give you validity so even in our team we can say hey you know we're using these certifications to know that you know enough of the basics enough of the understandings that you have the tools necessary right so okay I guess my final question for you guys is why an eighth certification is relevant and then second part is share what the livestream folks who aren't yet a certified or might want to jump in to be AVH or certified engineers why is it important so why is it relevant and why shouldn't someone want to be an ace-certified I'm used to right engineer I think my views a little different I think certification comes from proving that you have the knowledge not proving that you get a certification to get no I mean they're backwards so when you've got the training and the understanding and the you use that to prove and you can like grow your certification list with it versus studying for a test to get a certification and have no understanding it okay so that who is the right person that look at this is saying I'm qualified is it a network engineer is it a DevOps person what's your view you know is it a certain you know I think cloud is really the answer it's the as we talked like the edge is getting eroded so is the network definition getting eroded we're getting more and more of some network some DevOps some security lots and lots of security because network is so involved in so many of them that's just the next progression I don't say I expend that to more automation engineers because we have those nails probably well I think that the training classes themselves are helpful especially the entry-level ones for people who may be quote-unquote cloud architects but I've never done anything and networking for them to understand why we need those things to really work whether or not they go through to eventually get a certification is something different but I really think fundamentally understanding how these things work it makes them a better architect makes some better application developer but even more so as you deploy more of your applications into the cloud really getting an understanding even from our people who've tradition down on prime networking they can understand how that's going to work in the cloud too well I know we got just under 30 seconds left but I want to get one more question than just one more for the folks watching that are you may be younger that don't have that networking training from your experiences each of you can answer why is it should they know about networking what's the benefit what's in it for them motivate them share some insights and why they should go a little bit deeper in networking Stacey we'll start with you we'll go down let's say it's probably fundamental right if you want to deliver solutions no we're going use the very top I would say if you fundamental of an operating system running on a machine how those machines talk together as a fundamental change is something that starts from the base and work your way up right well I think it's a challenge because you've come from top-down now you're gonna start looking from bottom up and you want those different systems to cross communicate and say you've built something and you're overlapping IP space not that that doesn't happen but how can I actually make that still operate without having to reappear e-platform it's like those challenges like those younger developers or sis engineers can really start to get their hands around and understand those complexities and bring that forward in their career they got to know the how the pipes are working you guys know what's going some plumbing that's right and they gotta know how it works I had a code it it's right awesome thank you guys for great insights ace certain ABS your certified engineers also known as aces give a round of applause thank you okay all right that concludes my portion thank you Steve thanks for have Don thank you very much that was fantastic everybody round of applause for John for you yeah so great event great event I'm not gonna take long we got we've got lunch outside for that for the people here just a couple of things just call to action right so we saw the aces you know for those of you out on the stream here become a certified right it's great for your career it's great for not knowledge is is fantastic it's not just an aviatrix thing it's gonna teach you about cloud networking multi-cloud networking with a little bit of aviatrix exactly what the Cisco CCIE program was for IP network that type of the thing that's number one second thing is is is is learn right so so there's a there's a link up there for the four to join the community again like I started this this is a community this is the kickoff to this community and it's a movement so go to what a v8 community aviatrix comm starting a community a multi cloud so you know get get trained learn I'd say the next thing is we're doing over a hundred seminars in across the United States and also starting into Europe soon will come out and will actually spend a couple hours and talk about architecture and talk about those beginning things for those of you on the you know on the livestream in here as well you know we're coming to a city near you go to one of those events it's a great way to network with other people that are in the industry as well as to start to learn and get on that multi-cloud journey and then I'd say the last thing is you know we haven't talked a lot about what aviatrix does here and that's intentional we want you you know leaving with wanting to know more and schedule get with us in schedule a multi our architecture workshop session so we we sit out with customers and we talk about where they're at in that journey and more importantly where they're going and define that end state architecture from networking compute storage everything and everything you heard today every panel kept talking about architecture talking about operations those are the types of things that we solve we help you define that canonical architecture that system architecture that's yours so for so many of our customers they have three by five plotted lucid charts architecture drawings and it's the customer name slash aviatrix arc network architecture and they put it on their whiteboard that's what what we and that's the most valuable thing they get from us so this becomes their twenty-year network architecture drawing that they don't do anything without talking to us and look at that architecture that's what we do in these multi hour workshop sessions with customers and that's super super powerful so if you're interested definitely call us and let's schedule that with our team so anyway I just want to thank everybody on the livestream thank everybody here hopefully it was it was very useful I think it was and joined the movement and for those of you here join us for lunch and thank you very much [Applause] [Music] you

[Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] you [Music] [Applause] [Music] live from Barcelona Spain it's the cube covering Cisco live 2020 rot to you by Cisco and its ecosystem partners come back this is the cubes coverage of Cisco live 2020 here in Barcelona doing about three and a half days of wall-to-wall coverage here I'm Stu minim and my co-host for this segment is Dave Volante John furs also here scouring the floor and really happy to welcome to the program to first-time guests I believe so Ron Daris is the product manager of product marketing for cloud computing with Cisco and sitting to his left is Matt Ferguson who's director of product development also with the Cisco cloud group Dave and I are from Boston Matt is also from the Boston area yes and Costas is coming over from London so thanks so much for joining us thanks IBPS all right so obviously cloud computing something we've been talking about many years we've really found fascinating the relationship Cisco's had with its customers as well as through the partner ecosystem had many good discussions about some of the announcements this week maybe start a little bit you know Cisco's software journey and you know positioning in this cloud space right now yes oh so it's a it's a really interesting dynamic when we start transitioning to multi cloud and we actually deal with cloud and compute coming together and we've had whether you're looking at the infrastructure ops organization or whether you're looking at the apps operations or whether you're looking at you know your dev environment your security operations each organization has to deal with their angle at which they view you know multi cloud or they view how they actually operate within those the cloud computing context and so whether you're on the infrastructure side you're looking at compute you're looking at storage you're looking at resources if you're an app operator you're looking at performance you're looking at visibility assurance if you are in the security operations you're looking at maybe governance you're looking at policy and then when you're a developer you really sort of thinking about CI CD you're talking about agility and there's very few organizations like Cisco that actually is looking at from a product perspective all those various angles of multi-cloud yeah definitely a lot of piece of cost us maybe up level it for us a little bit there's there's so many pieces you know we talked for so long you know you don't talk to any company that doesn't have a cloud strategy doesn't mean that it's not going to change over time and it means every company's got at home positioning but talk about the relationship cisco has with its customer and really the advisory position that you want to have with them it's actually a very relevant question to what to what Matt is talking about because we talk a lot about multi cloud as a trend and hybrid clouds and this kind of relationship between the traditional view of looking at computing data centers and then expanding to different clouds you know public cloud providers have now amazing platform capabilities and if you think about it the the it goes back to what Matt said about IT ops and the development kind of efforts why is this happening really you know there's there's the study that we did with with an analyst and there was an amazing a shocking stat around how within the next three years organizations will have to support 50% more applications than they do now and we have been trying to test this stat our events that made customer meetings etc that is a lot of a lot of change for organizations so if you think about why are they use why do they need to basically what go and expand to those clouds is because they want to service IT Ops teams want ER servers with capabilities their developers faster right and this is where you have within the IT ops kind of theme organization you have the security kind of frame the compute frame the networking where you know Cisco has a traditional footprint how do you blend all this how do you bring all this together in a linear way to support individual unique application modernization efforts I think that's what are we hearing from customers in terms of the feedback and this is what influences our strategy to converts the different business units and engineering engineering efforts right couple years ago I have to admit I was kind of a multi cloud skeptic I always said I thought it was more of a symptom than actually a strategy a symptom of you know shadow IT and different workloads and so forth but now I'm kind of buying in because I think IT in particular has been brought in to clean up the crime scene I often say so I think it is becoming a strategy so if you could help us understand what you're hearing from customers in terms of their strategy toward the multi cloud and how Cisco that was mapping into that yeah so so when we talk to customers it comes back to the angle at which they're approaching the problem in like you said the shadow IT has been probably around for longer than anybody won't cares to admit because the people want to move faster organizations want to get their product out to market sooner and and so what what really is we're having conversations now about you know how do I get the visibility how do I get you know the policies and the governance so that I can actually understand either how much I'm spending in the cloud or whether I'm getting the actual performance that I'm looking for that I need the connectivity so I get the bandwidth and so these are the kinds of conversations that we have with customers is is is going I realize that this is going on now I actually have to now put some you know governance and controls around that is their products is their solutions is their you know they're looking to Cisco to help them through this journey because it is a journey because as much as we talk about cloud and you know companies that were born in the cloud cloud native there is a tremendous number of IT organizations that are just starting that journey that are just entering into this phase where they have to solve these problems yeah I agree and it's just starting the journey with a deliberate strategy as opposed to okay we got this this thing but if you think about the competitive landscape its kind of interesting and I want to try to understand where Cisco fits because again you you initially had companies that didn't know in a public cloud sort of pushing multi cloud and you'd say oh well okay so they have to do that but now you see anthos come out with Google you see Microsoft leaning in we think eventually AWS is going to lean in and then you say I'm kind of interested in working with someone whose cloud agnostic not trying to force now now Cisco a few years ago you didn't really think about Cisco as a player now so this goes right in the middle I have said often that Cisco's in a great position John Fourier as well to connect businesses and from a source of networking strength making a strong argument that we have the most cost-effective most secure highest performance network to connect clouds that seems to be a pretty fundamental strength of yours and does that essentially summarize your strategy and and how does that map into the actions that you're taking in terms of products and services that you're bringing to market I would say that I can I can I can take that ya know it's a chewy question for hours yeah so I I was thinking about a satellite in you mentioned this before and you're like okay that's you know the world is turning around completely because we we seem to talk about satellite e is something bad happening and now suddenly we completely forgot about it like let let free free up the developers gonna let them do whatever they want and basically that is what I think is happening out there in the market so all the solutions you mentioned in the go to market approaches and the architectures that the public cloud providers at least are offering out there certainly the big three have differences have their strengths and I think those strengths are closer to the developer environment basically you know if you're looking into something like a IML there's one provider that you go with if you're looking for a mobile development framework you're gonna go somewhere else if you're looking for a dr you're gonna go somewhere else maybe not a big cloud but your service provider that you've been dealing with all these all these times and you know that they have their accreditation that you're looking for so where does Cisco come in you know we're not a public cloud provider we offer products as a service from our data centers and our partners data centers but at the - at the way that the industry sees a cloud provider a public cloud like AWS a sure Google Oracle IBM etc we're not that we don't do that our mission is to enable organizations with software hardware products SAS products to be able to facilitate their connectivity security visibility observability and in doing business and in leveraging the best benefits from those clouds so we we kind of we kind of moved to a point where we flip around the question and the first question is who is your cloud provider what how many tell us the clouds you work with and we can give you the modular pieces you can put we can put together for you so there's so that you can make the best out of your plan it's been being able to do that across clouds we're in an environment that is consistent with policies that are consistent that represent the edicts of your organization no matter where your data lives that's sort of the the vision in the way this is translated into products into Cisco's product you naturally think about Cisco as the connectivity provider networking that's that's really sort of our you know go to in what we're also when we have a significant computing portfolio as well so connectivity is not only the connectivity of the actual wire between geographies point A to point B in the natural routing and switching world there's connectivity between applications between cute and so this week you know the announcements were significant in that space when you talk about the compute and the cloud coming together on a single platform that gives you not only the ability to look at your applications from a experience journey map so you can actually know where the problems might occur in the application domain you can actually then go that next level down into the infrastructure level and you can say okay maybe I'm running out of some sort of resource whether it's compute resource whether it's memory whether it's on your private cloud that you have enabled on Prem or whether it's in the public cloud that you have that application residing and then why candidly you have the actual hardware itself so inter-site it has an ability to control that entire stack so you can have that visibility all the way down to the hardware layer I'm glad you brought up some of the applications wonderful we can you know stay there for a moment and talk about some of the changing patterns for customers a lot of talk in the industry about cloud native often it gets conflated with you know microservices containerization and lots of the individual pieces there but you know one of our favorite things that been talked about this week is the software that really sits at the application layer and how that connects down through some of the infrastructure pieces so help us understand what you're hearing from customers and and where how you're helping them through this transition to constants as you were saying absolutely there's going to be lots of new applications more applications and they still have the the old stuff that they need to continue to manage because we know an IT nothing ever goes away that's that's definitely true I was I was thinking you know there's there's a vacuum at the moment and and there's things that Cisco is doing from from technology leadership perspective to fill that gap between the application what do you see when it comes to monitoring making sure your services are observable and how does that fit within the infrastructure stack you know everything upwards network the network layer base again that is changing dramatically some of the things that Matt touched upon with regards to you know being able to connect the the networking the security in the infrastructure the computer infrastructure that the developers basically are deploying on top so there's a lot of there's a lot of things on containerization there's a lot of in fact it's you know one part of the of the self-injure side of the stack that you mentioned and one of the big announcements you know that there's a lot of discussion in the industry around ok how does that abstract further the conversation on networking for example because that now what we're seeing is that you have huge monoliths enterprise applications that are being carved down into micro services ok they you know there's a big misunderstanding around what is cloud native is it related to containers different kind of things right but containers are naturally the infrastructure de facto currency for developers to deploy because of many many benefits but then what happens you know between the kubernetes layer which seems to be the standard and the application who's gonna be managing services talking to each other that are multiplying you know things like service mesh network service mess how is the network evolving to be able to create this immutable infrastructure for developers to deploy applications so there's so many things happening at the same time where cisco has actually a lot of taking a lot of the front seat this is where it gets really interesting you know it's sort of hard to squint through because you mentioned kubernetes is the de facto standard but it's a de-facto standard that's open everybody's playing with but historically this industry has been defined by you know a leader who comes out with a de facto standard kubernetes not a company right it's an open standard and so but there's so many other components than containers and so history would suggest that there's going to be another de facto standard or multiple standards that emerge and your point earlier is you you got to have the full stack you can't just do networking you can't just do certain few so you guys are attacking that whole pie so how do you think this thing will evolve I mean you guys are obviously intend to put out as Casta as wide a net as possible capture not only your existing install base but attractive attract others and you're going aggressively at it as are as are others how do you see it shaking out deep do you see you know four or five pockets do you see you know one leader emerging I mean customers would love all you guys to get together come up with standards that's not going to happen so we're it's jump ball right now well yeah and you think about you know to your point regarding kubernetes is not a company right it is it is a community driven I mean it was open source by a large company but it's but it's community driven now and that's the pace at which open source is sort of evolving there is so much coming at IT organizations from a new paradigm a new software something that's you know the new the shiny object that sort of everybody sort of has to jump on to and sort of say that is the way we're going to function so IT organizations have to struggle with this influx of just every coming at them and every angle and I think what's starting to happen is the management and the you know that stack who controls that or who is helping IT organizations to manage it for them so really what we're trying to say is there's elements that you have to put together that have to function and kubernetes is just one example docker the operating system that associated with it that runs all that stuff then you have the application that goes rides IDEs on top of it so now what we have to have is things like what we just announced this week HX ap the application platform for HX so you have the compute cluster but then you have the on top of that that's managed by an organization that's looking at the security that's looking at the the actual making opinions about what should go in the stock and managing that for you so you don't have to deal with that because you can just focus on the application development yeah I mean Cisco's in a strong position to do there's no question about it and to me it comes down to execution if you guys execute and deliver on the the products and services that you say you know your nouns for instance this week and previously and you continue on a roadmap you're gonna get a fair share of this marketplace I think there's no question so last topic before we let you go is love your viewpoint on customers what's separating kind of leaders from you know the followers in this space you know there's so much data out there you know I'm a big fan of the state of DevOps report yeah focus you know separate you know some but not the not here's the technology or the piece but the organizational and you know dynamics that you should do so it sounds like Matt you you like that that report also love them what are you hearing from customers how do you help guide them towards becoming leaders in the cloud space yeah the state of DevOps report was fascinating and I mean they've been doing that for what a number of years yeah exactly and really what it's sort of highlighting is two main factors that I think that are in this revolution or this this this paradigm shift or journey we're going through there's the technology side for sure and so that's getting more complex you have micro services you have application explosion you have a lot of things that are occurring just in technology that you're trying to keep up but then it's really about the human aspect that human elements the people about it and that's really I think what separates you know the the elites that are really sort of you know just charging forward in the head because they've been able to sort of break down the silos because really what you're talking about in cloud native DevOps is how you take the journey of that experience of the service from end to end from the development all the way to production and how do you actually sort of not have organizations that look at their domain their data set their operations and then have to translate that or have to sort of you know have another conversation with another organization that it doesn't look at that that has no experience of that so that is what we're talking about that end-to-end view is that in addition to all the things we've been talking about I think Security's a linchpin here now you guys are executing on security you got a big portfolio and you've seen a lot of M&A and a lot of companies now trying to get in and it's gonna be interesting to see how that plays out but that's going to be a key because organizations are going to start there from a strategy standpoint and then build out yeah absolutely if you follow the DevOps methodology its security gets baked in along the way so that you're not having to sit on after do anything Custis give you the final word I was just as follow-up with regard what what Mark was saying there's so many there's what's happening out there is this just democracy around standards which is driven by communities and we will love that in fact cisco is involved in many open-source community projects but you asked about customers and and just right before you were asking about you know who's gonna be the winner there's so many use cases there's so much depth in terms of you know what customers want to do with on top of kubernetes you know take AI ml for example something that we have we have some some offering the services around there's the customer that wants to do AML there their containers that their infrastructure will be so much different to someone else's doing something just hosting yeah and there's always gonna be a SAS provider that is niche servicing some oil and gas company you know which means that the company of that industry will go and follow that instead of just going to a public law provider that is more organized if there's a does that make sense yeah yeah this there's relationships that exist the archer is gonna get blown away that add value today and they're not gonna just throw them out so exactly right well thank you so much for helping us understand the updates where your customers are driving super exciting space look forward to keeping an eye on it thank you thank you so much all right there's still lots more coming here from Cisco live 20/20 in Barcelona people are standing watching all the developer events lots of going on the floor and we still have more so thank you for watching the cute [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] you [Music] live from Barcelona Spain it's the cube covering Cisco live 2020 rot to you by Cisco and its ecosystem partners welcome back over 17,000 in attendance here for Cisco live 2020 in Barcelona ops to Minh and my co-host is Dave Volante and to help us to dig into of course one of the most important topic of the day of course that security we're thrilled to have back a distinguished engineer Francisco one of our cube alumni TK Kia Nene TK thanks so much for joining us ideal man good good all right so TK it's 2020 it's a new decade we know the bad actors are still out there they're there the the question always is you know it used to be you know how do you keep ahead of them then I've here Dave say many times well you know it's not you know when it's it's not if it's when you know you probably already have been okay you know compromised before so it gives latest so you know what you're seeing out there what you're talking to customers about in this important space yeah it's uh it's kind of an innovation spiral you know we we innovate we make it harder for them and then they innovate they make it harder for us right and round and round we go that's been going on for for many years I think I think the most significant changes that have happened recently have to deal with not essentially their objectives but how they go about their objectives and Defenders topologies have changed greatly instead of just your standard enterprise you now have you know hybrid multi cloud and all these new technologies so while while all that innovation happens you know they get a little clever and they find weaknesses and round and round we go so we talked a lot about the sort of changing profile of the the threat actors going from hacktivists took criminals now is a huge business and nation-states even what's that profile look like today and how has that changed over the last decade or so you know that's pretty much stayed the same bad guys are bad guys at some point in time you know just how how they go about their business their techniques they're having to like I said innovate around you know we make it harder for them they you know on Monday we're safe on Tuesday we're not you know and then on Wednesday it switches again so so it talked about kind of this multi-cloud environment when we talk to customers it's like well I want the developer to be able to build their application and not really have to think too much underneath it that that has to have some unique challenges we know security we knew long ago well I just go to the cloud it doesn't mean they take care of it some things are there some things they're gonna remind you now you need to make sure you set certain things otherwise you could be there but how do we make sure that Security's baked in everywhere and is up as a practice that everybody's doing well I mean again some of the practices hold true no matter what the environment I think the big thing was cognitive is in back in the day when when you looked at an old legacy data center you were part sort of administrator in your part detective and most people don't even know what's running on there that's not true in cloud native environments some some llamó file some some declaration it's it's just exactly what productions should look like right and then the machines instantiate production so you're doing things that machine scale forces the human scale people to be explicit and and for me I mean that's that's a breath of fresh air because once you're explicit then you take the mystery out of what you're protecting how about in terms of how you detect threats right phishing for credentials has become a huge deal but not just you know kicking down the door or smashing a window using your your own credentials to get inside of your network so how is that affected the way in which you detect yeah it's it's a big deal you know a lot of a lot of great technology has a dual use and what I mean by that is network cryptology you know that that whole crypto on the network has made us safer for us to compute over insecure networks and unfortunately it works just as well for the bad guys so you know all of their malicious activity is now private to so it you know for us we just have to invent new ways of detecting direct inspection for instance I think it's a thing of the past I mean we just can't depend on it anymore we have to have tools of inference and not only that but it's it's gave rise in a lot of innovation on behavioral science and as you say you know it's it's not that the attacker is breaking into your network anymore they're logging in ok what do you do then right Alice Alice's account it's not gonna set off the triggers so you have to say you know when did Alice start to behave differently you know she's working in accounting why is she playing around with the source code repository that's that's a different thing right yes automation is such a big trend you know how do we make sure that automation doesn't leave us more vulnerable that's rarity because we need to be able automate we've gone beyond human scale for most of these configurations that's exactly right and and how do how do we I always say just with security automation in particular just because you can automate something doesn't mean you should and you really have to go back and have practices you know you could argue that that this thing is just a you know machine scale automation you could do math on a legal pad or you can use a computer to do it right what so apply that to production if you mechanized something like order entry or whatever you're you're you're automating part of your business use threat modeling you use the standard threaten modeling like you would your code the network is code now right and the storage is code and everything is code so you know just automate your testing do your threat modeling do all that stuff please do not automate for your attacker matrix is here I want to go back to the Alice problem because you're talking about before you have to use inference so Alice's is in the network and you're observing her moves every day and then okay something anomalous occurs maybe she's doing something that normally she wouldn't do so you've got to have her profile in her actions sort of observed documented stored the data has got to be there and at the same time you want to make sure it's always that balance of putting handcuffs on people you know versus allowing them to do their job and be productive at the same time as well you don't want to let the bad guys know that you know that alice is doing something that she didn't be doing is actually not Alice so all that complexity how are you dealing with it and what's the data model look like doing it machines help let's say that machines can help us you know you and I we have only so many sense organs and the cognitive brain can only store so many so much state machines really help us extend that and so you know looking at not three dimensions of change but 7000 dimensions have changed right something in the machine is going to say there's an outlier here that's interesting and you can get another machine to say that's that's interesting maybe I should focus on that and you build these analytical pipelines so that at the end of it you know they may argue with each other all the way to the end but at the end you have a very high fidelity indicator that might be at the protocol level it might be at the behavioral level it might be seven days back or thirty days back all these temporal and spatial dimensions it's really cheap to do it with a machine yeah and if we could stay on that for a second so it try to understand I know that's a high-level example but is it best practice to have the Machine take action or is it is it an augmentation and I know it depends on the use case but but how is that sort of playing out again you have to do all of this safely okay a lot of things that machines do don't return back to human scale stuff that returns back to human scale that humans understand that is as useful so for instance if machines you know find out all these types of in assertions even in medical you know right now if if you've got so much telemetry going into the medical field see the machine tells you you have three weeks to live I mean you better explain what the heck you know how you came about that assertion it's the same with security you know if I'm gonna say look we're gonna quarantine your machine or we're gonna readjust machine it's not I'm not like picking movies for you or the next song you might listen to this is high stakes and so when you do things like that your analytics needs to have what is called entailment you have to explain what it is how you got to that assertion that's become incredibly important in how we measure our effectiveness in in doing analytics that's interesting because because you're using a lot of machine intelligence to do this and in a lot of AI is blackbox you're saying you cannot endure that blackbox problem in security yeah that black boxes is is very dangerous you know I you know personally I feel that you know things that should be open sourced this type of technology it's so advanced that the developer needs to understand that the tester needs to understand that certainly the customer needs to understand it you need to publish papers and be very very transparent with this domain because if it is in fact you know black box and it's given the authority to automate something like you know shut down the power or do things like that that's when things really start to get dangerous so good TK what wondered you know give us the latest on stealthWatch there you know Cisco's positioning when it when it comes to everything we've been talking about here you know stealthWatch again is it's been in market for quite some time it's actually been in market since 2001 and when I when I look back and see how much has changed you know how we've had to keep up with the market and again it's not just the algorithms rewrite for detection it's the environments have changed right but when did when did multi-cloud happen so so operating again cusp it's not that stealthWatch wants to go their customers are going there and they want the stealthWatch function across their digital business and so you know we've had to make advancements on the changing topology we've had to make advancements because of things like dark data you know the the network's opaque now right we have to have a lot of inference so we've just you know kept up and stayed ahead of it you know we've been spending a lot of time talking to developer communities and there's a lot of open-source tooling out there that that's helping enable developers specifically in security space you were talking about open-source earlier how does what you've been doing the self watch intersect with that yeah that's always interesting too because there's been sort of a shift in let's call them the cool kids right the cool kids they want everything is code right so it's not about what's on glass or you know a single pane of glass anymore it's it's what stealth watches code right what's your router as code look at dev net right yeah yeah I mean definite is basically Cisco as code and it's beautiful because that is infrastructure as code I mean that is the future and so all the products not just stealthWatch have beautiful api's and that's that's really exciting I've been saying for a while now it's do you I think you agree is that that is a big differentiator for Cisco I think you you're one of the few if not the only large established player and the enterprise that has figured out that sort of infrastructure is code play others have tried and are sort of getting there but you know start/stop you use a term that really cool is like living off the land you know bear bear grylls like the guy who lives down so bad so and and and threat actors are doing that now they're using your own installed software and tooling to hack you and and steal from you how were you dealing with that problem yeah it's a tough one and like I said you know much respect the the adversary is talented and they're patient they're well funded okay that's that's where it starts and so you know why why bring why bring an interpreter to a host when there's already one there right why right all this complicated software distribution when I can just use yours and so that's that's where the the play the game starts and and the most advanced threats aren't leaving footprints because the footprints are already there you know they'll get on a machine and behaviorally they'll check the cache to see what's hot and what's hot in the cache means that behaviorally it's a path they can go they're not cutting a new trail most of the time right so living off the land is not only the tools that they're using the automation your automation they're using against you but it's also behavioral and so that that makes it you know it makes it harder it's it impossible no can we make it harder for them yes so yeah no I'm having fun and I've been doing this for over twenty five years every week it's something new well it's a hard problem you're attacking and you know Robert Herjavec who came on the cube sort of opened my eyes and you think about what are we securing we're securing everything I mean a critical infrastructure were essentially exerted securing the entire global economy and he said something that really struck me it's an 86 trillion dollar economy we spend point zero one four percent on securing that economy and it's nothing now of course he's an entrepreneur and he's pimping for his is his business but it's true we are barely scratching the surface of this problem yeah I'm and it's changing I mean it's changing it could it be better yes it is changing his board awareness you know twenty years ago then right me to a dinner party they you know what does your husband do I'd say you know cyber security or something they'd roll their eyes and change the subject now they asked me the same question so oh you know my computer's running really slow right these are not this is everyone I'm worried about a life hack yeah how do I protect myself or what about these coming off the bank I mean that's those guys a dinner table cover every party so now now you know I just make something up I don't do cybersecurity I just you know a tort or a jipner's you've been to this business forever I can't remember have I ever asked you the superhero question what is that your favorite superhero that's a tough one there's all the security guys I know they like it's always dreamed about saving the world [Laughter] you're my superhero man I love what you do I think you've a great asset for Cisco and Cisco's customers really thanks TK give us a final word if people want to you know find out more about about what Cisco's doing read more of what you're working on but what's some of the best resource I have to go do you know just drop by the web pages I mean everything's published out that like I said even even for the super nerdy you know we published all our our laurs security analytics papers I think we're over 50 papers published in the last 12 years TK thank you so much always a pleasure to catch alright yeah and a travels thank you so much for de Villante I'm Stu Mittleman John furrier is also in the house we will be back with lots more coverage here from Cisco live 20/20 in Barcelona thanks for watching the keys [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] live from Barcelona Spain it's the cube covering Cisco live 2020s brought to you by Cisco and its ecosystem partners hello and welcome back to the cubes live coverage it's our fourth day of four days of coverage here in Barcelona Spain for Cisco live 2020 I'm John Faria my co-host to many men to great guests here in the dev net studio where the cube is sitting all week long been packed with action mindy Whaley senior director developer experiences but dev net and partner a senior director welcome back to this cube good to see you guys glad to be here so we've had a lot of history with you guys what from day one yes watching def net from an idea of hey we should develop earthing you also have definite create yes separate more developer focused definite is Cisco's developer environment we've been here from the beginning what a progression congratulations on the success thank you thank you so much it's great to be here in Barcelona with everybody here you know learning in the workshops and we just love these times to connect with our community at Cisco live and it definitely ate what you mentioned which is coming up in March so it's right around the corner def net zone which we're in it's been really robust spins it's been the top of the show every year and it gets bigger and the sessions are packed because people are learning developers new developers as well as Cisco engineers who were certified coming in getting new skills as the modern cloud hybrid environments are new skills is a technology shift yeah exactly and what we have in the definite zone are different ways that the engineers and developers can engage with that technology shift so we have demos around IOT and security and showing how you know to prevent threats from attacking the Industrial routers and things like that we have coding workshops from you know beginning intro to Python intro to get all the way up through advanced like kubernetes topics and things like that so people can really dive in with what they're looking for and this year we're really excited because we have the new definite certifications with those exams coming out right around the corner in February so a lot of people are here saying I'm ready to skill up for those exams I'm starting to dive into this topic well Susie we was on she's the chief of deaf net among other things and she said there's gonna be a definite 500 the first 500 certifications of deaf net are gonna be kind of like the Hall of Fame or you know the inaugural or founder certifications so can you explain what this it means it's not a definite certification badge it's a series of write different sir can you deeper in then yeah just like we have our you know existing network certifications which are so respected and loved around the world people get CCIE tattoos and things just like there's an associate and professional and expert level on the networking truck there's now a definite associate a definite professional and coming soon definite expert and then there's also specialist badges which help you add specific skills like data center automation IOT WebEx so it's a whole new set of certifications that are more focused on the software so there are about 80 80 % software skills 20 percent knowledge of networking and then how you really connect up and down the stock so these are new certifications not replacing anything all the same stuff they're new they're part of the same program they have the same rigor the same kind of tests they actually have ways to enter weave with the existing networking certifications because we want people to do both skill paths right to build this new IT team of the future and so it's a completely new set of exams the exams are gonna be available to take February 24th and you can start signing up now so with the definite 500 you know that's gonna be a special recognition for the first 500 people who get dead note certifications it'll be a lifetime achievement they'll always be in the definite 500 right and I've had people coming up and telling me you know I'm signed up for the first day I'm taking my exams on the first day I'm trying to get into them you and I only always want to be on the lift so I think we might be on them and what's really great is with the certifications we've heard from people in the zone that they've been coming and taking classes and learning these skills but they didn't have a specific way to map that to their career path to get rewarded at work you know to have that sort of progression and so with the certifications they really will have that and it's also really important for our partners and par is doing a lot of work with certifications and partners yeah definitely that would love to hear a little bit we've interviewed on the cube over the years some of the definite partners from a technology standpoint of course the the channels ecosystem hugely important to Cisco's business gives the update as to you know definite partnering as well as what will these certifications mean to both the technology and go to market partners yeah the wonderful thing about this is it really demonstrates Cisco's embracement of software and making sure that we're providing that common language for software developers and networkers to bring the two together and what we've found is that our partners are at different levels of maturity along that progression of program ability and this new definite specialization which is anchored in the individuals that are now certified at that partner allow them to demonstrate from a go-to-market standpoint from a recognition standpoint that as a practice they have these skills and look at the end of the day it's all about delivering what our customers need and our customers are asking us for significant help in automation digital transformation they're trying to drive new business outcomes and this this will provide that recognition on on who to partner with in the market it's so important I remember when Cisco helped a lot of the partner ecosystem build data center practices went from the silos and now embracing you've got the hardware the software we're talking multi cloud it's the practice that is needed today going forward to help customers with where they're going it really is and and another benefit that we're finding and talking to our partners is we're packaging this up and rolling it out is not only will it help them from a recognition standpoint from a practice standpoint and from a competitive differentiation standpoint but it'll also help them attract challenge I mean it's no secret there is a talent shortage right now if you talk to any CEO that's top of mind and how these partners are able to attract these new skills and attract smart people smart people like working on smart things right and so this has really been a big traction point for them as well it's also giving ways to really specifically train for new job roles so some of the ways that you can combine the new definite certifications with the network engineering certifications we've looked at it and said you know there's there's a role of Network automation developer that's a new role everyone we ask in one of our sessions who needs that person on their team so many customers partners raise their hands like we want the network Automation developer on our team and you can combine you know your CCNP Enterprise with a definite certification and build up the skills to be that Network automation developer certainly has been great buzz I got to get your guys thoughts because certainly it's for careers and you guys are betting on the the people and the people are betting on Cisco mm-hmm yes this is what's going on submit surety of Devin it almost it's like a pinch me moment for you guys because you continue to grow I got to ask you what are some of the cool things that you're showing here as you mature you still have the start here session which is intro to Python and other things pretty elementary and then there's more advanced things what are some of the new things that's going on yeah that you could share so some of the new things we've got going on and one of my favorites is the IOT insecurity demonstration there's a an industrial robot arm that's picking and placing things and you can see how it's connected to the network and then something goes wrong with that robot alarm and then you can actually show how you can use the software and security tools to see was there code trying to access you know something that that robot was it was using it's getting in the way of it working so you could detect threats and move forward on that we also have a whole automation journey that starts from modeling your network to testing to how you would deploy automation to a deep dive on telemetry and then ends with multi domain automation so really helping engineers like look at that whole progression that's been that's been really popular Park talked about the specialization which ones are more popular or entry-level which ones are people coming into getting certified first network engineering automation first or what's the yeah so we're so the program is going to roll out with three different levels one is a specialized level the second is an advanced level and then we'll look to that third level again they're anchored in the in the individual certs and so as we look for that entry level it's really all about automation right I mean some things you take for granted but you still need these new skills to be able to automate and scale and have repeatable scalable benefits from that this the second tier will be more cross-domain and that's where we're really thinking that an additional skill set is needed to deliver dashboard experience compliance experiences and then that next level again we'll anchor towards the expert level that's coming out but one thing I want to point out is in addition to just having the certified people on staff they also have to demonstrate that they have a practice around it so it's not just enough to say I've passed an exam as we work with them to roll out the practice and they earn the badge they're demonstrating that they have the full methodology in place so that it really there's a lot behind it that means we can't be in the 500 list then even if a 500 list I don't know that the cube would end up being specialized its advertising no seriously all fun it's all fun it's Cisco live in Europe is there a difference between European and USD seeing any differences in geographic talent you know in the first couple years we did it I think there was a bigger difference it felt like there were different topics that were very popular in the US slightly different in Europe last year and this year I feel like they have converged it's it's the same focus on DevOps automation security as a huge focus in both places and it also feels like the the interest and level of the people attending has also converged it's really similar congratulations been fun to watch the rise and success of Devon it continues to be strong how see in the hub here and the definite zone behind us pact sessions yes what's the biggest surprise for you guys in terms of things that you didn't expect or some of the success what's what's jumped out yeah I think you know one of the points that I want to make sure we also cover and it has been an added benefit we're hoping it would happen we just didn't realize it would happen this soon we're attracting new companies new partners so the specialization won't just be available for our traditional bars this is also available for our non resale and we are finding different companies accessing definite resources and learning these skills so that's been a really great benefit of Deb net overall definitely my favorite surprises are when I show up at the community events and I hear from someone I met last year what the what they went back and did and the change that they drove and they come in their company and I think we're seeing those across the board of people who start a grassroots movement take back some new ideas really create change and then they come back and we get to hear about that from them those are my favorite surprises and I tell you we've known for years how important the developer is but I think the timing on this has been perfect because it is no longer just oh the developer has some tools that they like in the corner the developer connected to the business and driving things forward exactly so perfect timing congratulations on this certification their thing that's been great is that our at Cisco itself we now have API is across the whole portfolio and up and down the stock so that's been a wonderful thing to see come together because it opens up possibilities for all these developers so Cisco's API first company we are building it guys everywhere we can and and that the community is is taking them and finding creative things to build it's been fun to watch you guys change Cisco but also impact customers has been great to watch far many thanks for coming up yeah games live coverage here in Barcelona for Cisco live 20/20 I'm John Ford Dave Dave Alon face to many men we right back with more after this short break [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] you live from Barcelona Spain it's the cube covering Cisco live 2020 brought to you by Cisco and its ecosystem partners hello and welcome back to the cubes live coverage here at Cisco live 20/20 and partial into Spain I'm John first evening men cube coverage we've got a lot of stuff going on with Cisco multi-cloud and cloud technologies of clarification of Cisco's happening in real time is happening right now cloud is here here to stay we got two great guests to unpack what's going on in cloud native and networking and applications as the modern infrastructure and software evolves we got eugene kim global product marketing and compute storage at cisco global part of marketing manager and fabio corey senior director cloud solutions marketing guys great comeback great thanks for coming back appreciate it thanks very much great to see a lot of guys so probably we've had multiple conversations and usually even out from the sales force given kind of the that the discussion and the motivation cloud is big it's here it's here to stay it's changing Cisco API first we hear and all the products it's changing everything what's the story now what's going on I would say you know the reason why we're so excited about the launch here in Barcelona it's because this time it's all about the application experience I mean the last two years we've been announcing some really exciting stuff in the cloud space right think about all the announcements with the AWS the Google's the Azure so the world but this time it really boils down to making sure that is incredibly hyper distributed world well there is an application explosion ultimately we will help for the right operations tools and infrastructure management tools to ensure that the right application experience will be guaranteed for the end customer and that's incredibly important because at the end what really really matters is that you will ensure the best possible digital experience to your customer otherwise ultimately nothing is gonna work and of course you're going to lose your brand and your customers one of the main stories that we're covering is the transformation of the industry also Cisco and one of the highlights to me was the opening keynote you had app dynamics first not networking normally it's like what's under the hood the routers and the gear no it was about the applications this is the story we're seeing it's kind of a quiet unveiling it's not yet a launch but it's evolving very quickly can you share what's going on behind this all this absolutely it's exactly along the lines of what I was saying a second ago in the end that the reason why we're driving the announcement if you want from the application experience side of the house is because without dynamics we already have a very very powerful application performance measurement tool which it's evolving extremely rapidly first of all after Amex can correlate not just the application performance to some technology kpi's but to true actual business KPIs so AB dynamics can give you for instance the real-time visibility of say a marketing funnel conversion rates transactions that you're having in your in your business operation now we're introducing an incredibly powerful new capability that takes the bar to a whole new level and that's the dynamics experience journey Maps what are those it's actually the ability of focusing not so much on front-ends and backends and databases performances but really focusing on what the user is seeing in front of his or her screen and so what really matters is capturing the journey that a given user of your application is is being and understanding whether the experience is the one that you want to deliver oh you have like a sudden drop of somewhere and you know why that is important because in the end we've been talking about is it a problem of the application performance user performance well it could be a badly designed page how do you know and so this is a very precious information is that were giving to application developers not just to the IT ops guys that is incredibly precious to get this in so you just brought up that journey so that's part of the news so just break down real quick one minute yeah what the news is yeah so we have three components the first one as you as you correctly pointed out is really introduction the application journey Maps right the experience journey Maps that's very very important the second is we are actually integrating after am it's with the inter-site action inter-site optimization manager the workload team is a workload promisor and so because there is a change of data between the two now you are in a position to immediately understand whether you have an application problem we have a workload problem or infrastructure problem which is ultimate what you really need to do as quickly as you can and thirdly we have introduced a new version of our hyper flex platform which is hyper-converged flat G flat for Cisco with a fully containerized version we tax free if you want as well there is a great platform for containerized application of parameter so you teen when I've been talking to customers last few years when they go through their transformational journey there's the modernization they need to do the patterns I've seen most successful is first you modernize the platform often HCI is you know and often for that it really simplifies the environment you know reduces the silos and has more of that operational model that looks closer to what the cloud experience is and then if I've got a good platform then I can modernize the applications on top of it but often those two have been a little bit disconnected it feels like the announcements now that they are coming together what are you seeing what are you hearing how is your solution set solving this issue yeah exactly I mean as we've been talking to our customers love them are going through different application modernisations and kubernetes and containers is extremely important to them and to build a container cloud on Prem is extremely one of their needs and so there's three distinctive requirements that they've kind of talked to us about a lot of it has to be able to it's got to be very simple very turnkey and a fully integrated ready to turn on the other one is something that's very agile right very DevOps friendly and the third being a very economic container cloud on Prem as far we mentioned high flex application platform takes our hyper-converged system and builds on top of it a integrated kubernetes platform to deliver a container as a service type capability and it provides a full stack fully supported element platform for our customers and the one of the best great aspects of is that's all managed from inside from the physical infrastructure to the hyper-converged layer to all the way to the container management so it's very exciting to have that full stack management and insight as well yeah it's great to you know John and I have been following this kubernetes wave you know since the early early days Fabio mentioned integrations with the Amazons and Google's the world because you know a few years ago you talked to customers and they're like oh well I'm just gonna build my own urbanity right back nobody ever said that is easy now just delivering at his service seems to be the way most people wanted so if I'm doing it on Amazon or Google they've got their manage service that I could do that or that they're through partners they're working with so explain what you're doing to make it simpler in the data center environment because I'm tram absolutely is a piece of that hybrid equation the customers need yes so essentially from the customer experience perspective as I mentioned it's very fairly turnkey right from the hyper flicks application platform we're taking our hyper grew software we're integrating a application virtualization layer on top of it Linux KVM based and then on top of that we're integrating the kubernetes stack on top as well and so in essence right it's a fully curated kubernetes stack right it has all the different elements from the networking from the storage elements and and providing that in a very turnkey way and as I mentioned the inner site management is really providing that simplicity that customers need for that management ok Fabio this the previous announcement you've made with the public clouds yeah this just ties into those hybrid environments that's exactly you know a few years ago people like oh is there gonna be a distribution that wins in kubernetes we don't think that's the answer but still I can't just move between kubernetes you know seamlessly yet but this is moving towards that direction so a lot of customers want to have a very simple implementation at the same time they want of course a multi cloud approach and I really care about you know marking the difference between you know multi-cloud hybrid cloud there's been a lot of confusion but if you think about it multi cloud is really rooted into the business need of harnessing innovation from whatever it comes from you know the different clouds PV different things and you know what they do today tomorrow it could even change so people want option maladie so they want a very simple implementation that's integrated with public cloud providers that simplifies their life in terms of networking security and application of workload management and we've been executing towards that goal to fundamentally simplify the operations of these pretty complex kind of hybrid environments I want you to nail that operations on ibrid that's where multi cloud comes in absolutely just a connection point absolutely you're not a shitty mice no isn't a shit so in order to fulfill your business like your I know business needs you then you have a hybrid problem and you want to really kind of have a consistent production rate environment between fins on Prem that you own and control versus things that you use and you want to control better now of course there are different school of thoughts but most of the customers who are speaking with really want to expand their governance and technology model right to the cloud as opposed to absorb in different ways of doing things from each and every clock I want to unpack a little bit of what you said earlier about the knowing where the problem is because a lot of times it's a point the finger at the other first and where's it's the application problem isn't a problem so I want to get into that but first I want to understand the hyper flex application platform Eugene if you could just share the main problem that you guys saw what did some of the pain points that customers had what problems does the AP solve yeah as I mentioned it's really the platform for our customers to modernize their applications on right and it addresses those things that they're looking for as far as the economics right really the ability to provide a full stack container experience without having to you know but you know bringing any third party hypervisor licenses as well as support cost so that's fully integrated there you have your integrated hyper-converged storage capability you have the cloud-based management and that's really developing you providing that developer DevOps simplicity from the data Julie that they're looking for internally as well as for their product production environments and then the other aspect is its simplicity to be able to manage all this right in the entire lifecycle management as well so it's the operational side of the whole yeah uncovers Papio on the application side where the problem is because this is where I'm a little bit skeptical you know normally rightfully so but I can see in a problem where it's like whose fault is it gasification is problem or the network I mean it runs into more serious workloads the banking app that's having trouble how do you know where it what the problem is and how do you solve that problem what what's going on for that specific issue absolutely and you know the name of the game here is breaking down this operational side right and I love what our app dynamics VP GM Danny winoker said you know it has this terminology beast DevOps which you know may sound like an interesting acrobatics but it's absolutely true the business has to be part of this operational kind of innovation because as you said you know developer edges you know drops their containers and their code to the IET ops team but you don't really know whether the problem a certain point is gonna be in the code or in how the application is actually deployed or maybe a server that doesn't have enough CPU so in the end it boils down to one very important thing you have to have visibility inside and take action and every layer of the stack I mean instrumentation absolutely there are players that only do it in their software overlay domain the problem is very often these kind of players assume that underneath links are fine and very often they're not so in the end this visibility inside inaction is the loop that everybody is going after these days to really get to the next if you want generational operation where you gotta have a constant feedback loop and making it more faster and faster because in the end you can only win in the marketplace right regardless of your IT ops if you're faster than your competitor well still still was questioning the GM of AppDynamics running observability and he's like no it's not to feature it's everywhere so he his comment was yeah but serve abilities don't really talk about it because it's big din do you agree with that absolutely it has to be at every layer of the stack and only if you have visibility inside an action through the entire stack from the software all the way to the infrastructure level that you can solve the problem otherwise the finger-pointing quote-unquote will continue and you will not be able to gain the speed that you need okay so the question on my mind I want to get both of you guys can weigh in on this is that you look at Cisco as a company you got a lot going on I mean a guy's huge customer base core routers - no applications there's a lot going on a lot of a lot of complexity you got IOT security Ramirez talked about that you got the WebEx rooms got totally popular it's kind of got a lot of glam to it having the WebEx kind of you know I guess what virtual presence was yeah telepresence kind of model and then you get cloud is there a mind share within the company around how cloud is baked into everything because you can't do IOT edge without having some sort of cloud operational things so there's stuff you're talking about is not just a division it's kind of gonna it's kind of threads everywhere across Cisco what's the what's the mind share right now within the Cisco teams and also customers around clarification well I would say it's it's a couple of dimension the first one is the cloud is one of the critical domains of this multi domain architecture that of course is the cornerstone of Cisco's technology strategy right if you think about it it's all about connecting users to applications wherever they are and not just the user the applications themselves like if you look at the latest stats from IDC 58% of workloads is heading to the public cloud and to the edge it's like the data center is literally exploding in many different directions so you have this highly distributed kind of fabric guess what sits in between all these applications and microservices is a secure network and that's exactly what we're executing upon now that's the first kind of consideration the second is if you look at the other silver line most of the Cisco technology innovation is also going a direction of absorbing cloud as a simplified way of managing all the components or the infrastructure you look at the IP flex ap is actually managed by inter site which is a SAS kind of component this journey started a long time ago with Cisco Meraki and then of course we have SAS properties like WebEx everything else is kind of absolutely migrants reporter we've been reporting eugen that from years ago we saw the movement where api's are starting to come in when you go back five years ago not a lot of the gear and stuff at Cisco had api's now you got api's building into all the new products that's right you see the software shift with you know you know intent-based networking to AppDynamics it's interesting it's you're seeing kind of this agile mindset this is some of you and I talk about all the time but agile now is the new model is it ready for customers I mean the normal Enterprise is still got the infrastructure and application it's separated okay how do I bring it together what are you guys seeing the customer base what's going on with with not that not the early adopters heavy-duty hardcore pioneers out there but you know the the general mainstream enterprise are they there yet have they had that moment of awakening yeah I mean I think they they are there because fundamentally it's all about that ensuring that application experience and you can only ensure that application experience right by having your application teams and your structure teams work together and that's what's exciting you mentioned the API is and what we've done there with AppDynamics integrating with inter-site workload optimizer as Fabio mentioned it's all about visibility inside action and what app dynamics is provides providing that business and end-user application performance experience visibility inner sites giving you know visibility on the underlining workload and the resources whether it's on Prem in your you know drive data center environment or in different type of cloud providers so you get that full stack visibility right from the application all the way down to the bottom and then inner side local optimizer is then also optimizing the resources to proactively ensure that application experience so before you know if we talk about someone at a checkout and they're about to have abandonment because the functions not working we're able to proactively prevent that and take a look at all that so you know in the end I think it's all about ensuring that application experience and what we're providing with app dynamics is for the application team is kind of that horizontal visibility of how that application is performing and at the same time if there's an issue the infrastructure team could see exactly within the workload topology where the issue is and insert' aeneas lee whether it be manual intervention or even automatically there's or a ops capability go ahead and provide that action so the action could be you know scaling out the VMS it's on-prem or looking at a new different type of ec2 template in the cloud that's what's very exciting about this it's really the application experience is now driving and optimizing infrastructure in real time and let me flip your question like do you even have a choice John when you think about in the next two years 50% more applications if you're a large enterprise you have 5 to 7,000 apps you have another to 3,000 applications just coming into into the the frame and then 50% of the existing ones that are gonna be refactor lifted and shifted or replace or retired by SAS application it's just like it's tsunami that's that's coming on you and oh by the way because of again the micro service is kind of affect the number of dependencies between all these applications is growing incredibly rapidly like last year we were eight average interdependencies for applications now we are 20 so imaging imaging what happens as as you are literally flooded with the way the scanner really you have to ensure that your application infrastructure fundamentally will get tied up as quickly as you can still and I have been toilet for at least five years now if not longer the networking has been the key kind of last changeover - clarification and I would agree with you guys I think I've asked the question because I wanted to get your perspective but think about it it's 13 years since the iPhone so mobile has shown people that a mobile app can change business but now if you look at the pressure the network's bringing the pressure on the network or the pressure for the network to be better than programmable is the rise of video and data I mean so you got mobile check now you've got video I mean more people doing video now than ever before videos of consumer oil as streaming you got data these two things absolutely forced yeah the customers to deal with it but what really tipped the the balance John is is actually the SAS effect is the cloud effect because as you know it's in IT sort of inflection points nothing is linear right so once you reach a certain critical mass of cloud apps and we're absolutely there already all of a sudden you're traffic pattern on your network changes dramatically so why in the world are you continuing kind of you know concentrating all of your traffic in your data center and then going to the internet you have to absolutely open the floodgates at the branch level as close to the users as possible and that implies a radical change I would even add to that and I think you guys are right on where you guys are going it may be hard to kind of tease out with all the complexity with Cisco but in the keynote the business model shifts come from SAS so you got all this technical stuff going on now you have this Asif ocation or cloud that's changes the business models so new entrants can come in and existing players can get better so I think that whole business model conversation yeah never was discussed at Cisco live before yeah in depth as well hey run your business connect your hubs campus move packets around that was applications in business model yeah but also the fact that there is increasing number of software capabilities and so fundamental you want to simplify the life of your customers through subscription models that help the customer by now using what they really need right at any given point in time all the way to having enterprise agreements I also think that's about delivering these application experiences for your business small different type experience that's really what's differentiating you from your different competitors right and so I think that's a different type of shift as well well you guys are good got some good angle on this cloud I love it I got to ask you the question what can we expect next from Cisco more progression along clarification what's next well I would say we've been incredibly consistent I believe in the last few years in executing on our cloud strategy which again is centered around helping customers really gluon this mix set of data centers and clouds to make it work as one write as much as possible and so what we really deliver is networking security and application of performance management and we're integrating there's more and more on the two sides of the equation right the the designer side and the powerful outside and more more integrating in between all of these layers again to fundamentally give you this operational capability to get faster and faster we'll continue doing so and you set up before we came on camera that you were talking to the sales teams what are they what's their vibe with the sales team they get excited by this what's that oh yeah feedback oh yeah absolutely from the inner side were claw optimizer and they have dynamics that's very exciting for them especially the conversations they're having with their customers really from that application experience and proactively insuring it and on the hyper flex application platform side this is extremely exciting with providing a container cloud to our customers and you know what's coming down is more and more capabilities for our customers to modernize their applications on hyper flex you guys are riding some pretty big waves here at Cisco I get a cloud way to get the IOT Security wave it's pretty exciting pretty big stuff thanks for coming in thanks for sharing the insights Fabio I appreciate it thank you for having us your coverage here in Barcelona I'm John Force dude Minutemen be back with more coverage fourth day of four days of cube coverage we right back after this short break [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] why Trump Barcelona Spain it's the cube covering Cisco live 2020 rot to you by Cisco and its ecosystem partners welcome back to Barcelona everybody we're here at Cisco live and you're watching the cube the leader in live tech coverage we got to the events and extract the signal from the noise this is day one really we started a zero yesterday Eric Hertzog is here he's the CMO and vice president of storage channels probably been on the cube more than [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Music] [Music] [Music] live from Barcelona Spain it's the cube covering Cisco live 2020 rot to you by Cisco and its ecosystem partners welcome back everyone's two cubes live coverage day four of four days of wall-to-wall action here in Barcelona Spain Francisco live 2020 I'm John Ferrier with mykos Dave Volante with a very special guest here to wrap up Cisco live the president of Europe Middle East Africa and Russia Francisco Wendy Mars cube alumni great to see you thanks for coming on to kind of put a bookend to the show here thanks for joining us right there it's absolutely great to be here thank you so what a transformation as Cisco's business model of continues to evolve we've been saying brick by brick we still think is a big move coming I think there's more action I can sense the walls talking to us like let's just go live in the US and more technical announcements in the next 24 months you can see you can see where it's going it's cloud its apps yeah its policy based program ability it's really a whole nother business model shift for you and your customers the technology shift and the business model shift so I want to get your perspective of this year opening key no you let it off talking about the philosophy of the business model but also the first presenter was not a networking guy it was an application person yeah app dynamics yep this is a shift what's going on with Cisco what's happening what's the story well you know if you look for all of the work that we're doing is but is really driven by what we see from requirements from our customers the change that's happening in the market and it is all around you know if you think digital transformation is the driver organizations now are incredibly interested in how do they capture that opportunity how do they use technology to help them but you know if you look at it really there's the three items that are so important it's the business model evolution it's actually the business operations for for organisations plus their people there are people in the communities within that those three things working together and if you look at it with you know it's so exciting with application dynamics there because if you look for us within Cisco that linkage of the application layer through into the infrastructure into the network and bringing that linkage together is the most powerful thing because that's the insight and the value our customers are looking for you know we've been talking about the in the innovation sandwich you know you got you know date in the middle and you got technology and applications underneath that's kind of what's going on here but you I'm glad you brought up the year the part about business model business operations and people in communities because during your keno you had a slide that laid out three kind of pillars yes people in communities business model and business operations there was no 800 series in there there was no product discussions this is fundamentally the big shift that business models are changing I tweeted provocatively the killer app and digital the business model because you think about it the applications are the business and what's running under the covers is the technology but it's all shifting and changing so every single vertical every single business is impacted by this it's not like a certain secular thing in the industry this is a real change can you describe how those three things are operating with that constitute think if you look from you know so thinking through those three areas if you look at the actual business model itself our business models as organizations are fundamentally changing and they're changing towards as consumers we are all much more specific about what we want we have incredible choice in the market we are more informed than ever before but also we are interested in the values of the organizations that were getting the capability from as well as the products and the services that naturally we're looking to gain so if you look in that business model itself this is about you know organizations making sure they stay ahead from a competitive standpoint about the innovation of portfolio that they're able to bring but also that they have a strong strong focus around the experience that their customer gains from an application a touch standpoint that all comes through those different channels which is at the end of the day the application then if you look as to how do you deliver that capability through the systems the tools and the processes as we all evolve our businesses you have to change the dynamic within your organization to cope with that and then of course in driving any transformation the critical success factor is your people and your culture you need your teams with you the way teams operate now is incredibly different it's no longer command and control its agile capability coming together you need that to deliver on any transformation never never mind let it be smooth you know in the execution there so it's all three together what I like about that model and I have to say we this is you know ten years to do in the cube you you see that marketing in the vendor community often leads what actually happens not surprising as we entered the last decade it was a lot of talk about cloud well it kind of was a good predictor we heard a lot about digital transformations a lot of people roll their eyes and think it's a buzzword but we really are I feel like an exiting this cloud era into the digital era it feels real and there are companies that you know get it and are leaning in there are others that maybe you're complacent I'm wondering what you're seeing in in Europe just in terms of everybody talks digital yeah be CEO wants to get it right but there is complacency there when it's a services say well I'm doing pretty well not on my watch others say hey we want to be the disruptors and not get disrupted what are you seeing in the region in terms of that sentiment I would say across the region you know there will always be verticals and industries that are slightly more advanced than others but I would say that then the bulk of conversations that I'm engaged in independence of the industry or the country in which we're having that conversation in there is a acceptance of transfer digital transformation is here it is affecting my business i if I don't disrupt I myself will be disrupted and be challenged help me so I you know I'm not disputing the end state I need guidance and support to drive the transition and a risk mythic mitigated manner and they're looking for help in that and there's actually pressure in the boardroom now around a what are we doing within within organizations within that enterprise the service right of the public said to any type of style of company there's that pressure point in the boardroom of come on we need to move it speed now the other thing about your model is technology plays a role in contribute it's not the be-all end-all but plays a role in each of those the business model of business operations and developing and nurturing communities can you add more specifics what role do you see technology in terms of advancing those three spheres so I think you know if you look at it technology is fundamental to all of those spheres in regard to the innovation the differentiation technology can bring then the key challenges one of being able to reply us in a manner where you can really see differentiation of value within the business so in then the customers organization otherwise it's just technology for the sake of technology so we see very much a movement now to this conversation of talk about the use case the use cases the way by which that innovation can be used to deliver the value to the organization and also different ways by which a company will work look at the collaboration capability that we announced earlier this week of helping to bring to life that agility look at the app D discussion of helping to link the layer of the application into the infrastructure the network's to get to root cause identification quickly and to understand where you may have a problem before you thought it actually arises and causes downtime many many ways I think the agility message has always been a technical conversation a gel methodology technology software development no problem check that's ten years ago but business agility mmm it's moving from a buzzword to reality exactly that's what you're kind of getting in here and teams how teams operate how they work you know and being able to be quick efficient stand up stand down and operate in that way you know we were kind of thinking out loud on the cube and just riffing with Fabio gory on your team on Cisco's team about clarification with Eugene Kim around just just kind of real-time what was interesting is we're like okay it's been 13 years since the iPhone and so 13 years of mobile in your territory in Europe Middle East Africa mobilities been around before the iPhone so with in more advanced data privacy much more advanced in your region so you got you out you have a region that's pretty much I think the tell signs for what's going on in North America and around the world and so you think about that you say okay how is value created how the economics changing this is really the conversation about the business model is okay if the value activities are shifting and be more agile and the economics are changing with sass if someone's not on this bandwagon it's not an in-state discussion where it's done deal yeah it's but I think also there were some other conversation which which are very prevalent here is in in the region so around trust around privacy law understanding compliance you look at data where data resides portability of that data GDP are came from Europe you know and as ban is pushed out and those conversations will continue as we go over time and if I also look at you know the dialogue that you saw so you know within World Economic Forum around sustainability that is becoming a key discussion now within government here in Spain you know from a climate standpoint and many other areas as well Dave and I've been riffing around this whole where the innovation is coming from it's coming from Europe region not so much the u.s. I mean us discuss some crazy innovations but look at blockchain us is like don't touch it pretty progressive outside United States little bit dangerous to but that's where innovation is coming from and this is really the key that we're focused on I want to get your thoughts on how do you see it going next level the next level next-gen business model what's your what's your vision so I think there'll be lots of things if we look at things like with the introduction of artificial intelligence robotics capability 5g of course you know on the horizon we have Mobile World Congress here in Barcelona in a few weeks time and if you talked about with the iPhone the smartphone of course when 4G was introduced no one knew what the use case would that would be it was the smartphone which wasn't around at that time so with 5g in the capability there that will bring again yet more change to the business model for different organizations and the capability and what we can bring to market when we think about AI privacy data ownership becomes more important some of the things you were talking about before it's interesting what you're saying John and when the the GDP are set the standard and and you see in the u.s. there are stovepipes for that standard California is going to do one every state is going to have a different center that's going to slow things down that's going to slow down progress do you see sort of an extension of a GDP are like framework of being adopted across the region and that potentially you know accelerating some of these you know sticky issues and public policy issues that can actually move the market forward I think I think the will because I think there'll be more and more you know if you look at there's this terminology of data is the new oil what do you do with data how do you actually get value from that data and make intelligent business decisions around that so you know that's critical but yet if you look for all of ours we are extremely passionate about you know where is our data used again back to trust and privacy you need compliance you need regulation you know I think this is just the beginning of how we will see that evolve you know when do I get your thoughts does Dave and I have been riffing for 10 years around the death of storage long live storage and but data needs to be stored somewhere networking is the same kind of conversation just doesn't go away in fact there's more pressure now forget the smartphone that was 13 years ago before that mobility data and video now super important driver that's putting more pressure on you guys and so hey we're networking so it's kind of like Moore's law it's like more networking more networking so video and data are now big your thoughts on video and data video but if you look at the Internet of the future you know what so if you look for all of us now we are also demanding as individuals around capability and access to that and inter vetted the future the next phase we want even more so there'll be more and more - you know requirement for speed availability that reliability of service the way by which we engage and we communicate there's some fundamentals there so continuing to to grow which is which is so so exciting for us so you talk about digital transformation that's obviously in the mind of c-level executives I got to believe security is up there as a topic what other what's the conversation like in the corner office when you go visit your customers so I think that there's a huge excitement around the opportunity realizing the value of the of the opportunity you know if you look at top of mind conversations are around security around making sure that you can make tank maintain that fantastic customer experience because if you don't the custom will go elsewhere how do you do that how do you enrich at all times and also looking at markets adjacencies you know as you go in and you talk at senior levels within within organizations independent of the industry in which they're in there are a huge amount of commonalities that we see across those of consistent problems by which organizations are trying to solve and actually one of the big questions is what's the pace of change that I should operate at and when is it too fast and when is what am I too slow and trying to balance that is exciting but also a challenge for companies so you feel like sentiment is still strong even though we're 10 years into this this bull market you know you got Briggs it you get you know China tensions with the US u.s. elections but but generally you see Tennessee sentiment still pretty strong and demand so I would say that the the excitement around technology the opportunity that is there around technology in its broadest sense is greater than ever before and I think it's on all of us to be able to help organizations to understand how they can consume I see value from us but it's you know it's fantastic science it tastes trying to get some economic indicators but really the real thing I'm trying to get you is Minh set of the CEO the corner office right now is it is it we're gonna we're gonna grow short-term by cutting or do we do are we gonna be aggressive and go after this incremental opportunity and it's probably both you're seeing a lot of automation yeah and I think if you look fundamentally for organizations it's it's that the three things helped me to make money how me to save money keep me out of trouble you know so those are the pivots they all operate with and you know depending on where an organization is in its journey whether a start-up there you know in in the in the mid or the more mature and some of the different dynamics and the markets in which they operate in as well there's all different variables you know so it's it's it's mix Wendy thanks so much for spending the time to come on the cube really appreciate great keynote folks watching if you haven't seen the keynote opening sections that's a good section the business model I think it's really right on I think that's going to be a conversation it's going to continue thanks for sharing that before we look before we leave I want to just ask you a question around what you what's going on for you here at Barcelona as the show winds down you had all your activities take us in the day of the life of what you do customer meetings what were some of those conversations take us inside inside what what goes on for you here well I'd say it's been an amazing it's been an amazing few days so it's a combination of customer conversations around some of the themes we just talked about conversations with partners and there's investor companies that we invest in a Cisco that I've been spending some time with and also you know spending time with the teams as well the DEF net zone you know is amazing we have this afternoon the closing session where we've got a fantastic external guest who's coming in it's going to be really exciting as well and then of course the party tonight and we'll be announcing the next location which I'm not gonna reveal now later on today we kind of figured it out already because that's our job and there's the break news but we're not gonna break it for you you can have that hey thank you so much for coming on really appreciate Wendy Martin expecting the Europe Middle East Africa and Russia for Cisco she's got our hand on the pulse and the future is the business model that's what's going on fundamental radical change across the board in all areas this the cue bringing you all the action here in Barcelona thanks for watching [Music] [Music] [Music] [Applause] [Music] [Music] [Music] [Music] [Applause] [Music] [Applause] [Music] [Music]

>>From Miami beach, Florida. It's the queue covering a chronics global cyber summit 2019 brought to you by Acronis. >>Okay, welcome back. Everyone's the cubes covers two days here in Miami beach. The Fontainebleau hotel for the Kronos has global cyber summit 2019. It's inaugural event around a new category emerging called cyber protection. Um, this isn't a wave that's going to be part of the modernization a week we've been calling cloud 2.0 or whatever you want to call it. A complete modernization of the it technology stack and development environment includes core data center to the edge and beyond. Our next guest is Dan havens, chief growth officer per Chronis. Dan, thanks for coming on. Appreciate it. And thank you for having me, Dan. So, uh, what does chief growth officer mean? You guys obviously are growing, so obviously we see some growth there. Yeah, numbers are there. What she, what she, we have a couple of divisions in the company where we see we can really accelerate the business. >>So we came in and we wanted to make some large investments here. One of those areas was sports. You're seeing race cars out here on the floor, you're seeing all kinds of baseball teams, soccer teams, and we're talking to everybody. We have 40 teams now that are using our technology for competitive advantage on the field. Uh, the other areas, OEM, so, uh, original equipment manufacturers, everybody from making a camera to a server somewhere, having a Cronus be embedded, that's a big angle for us and we just didn't have a lot of focus. So I came into to build those divisions. I've actually joined the CEO before in a prior life in his last company and did something similar for him on a similar, uh, back there and we had violent success. So yeah, it's been a lot of fun. I've been here a year and a half and we're killing it. >>We got triple digit growth in the sporting category and similar in the OEM. It's interesting, you know, I look at a lot of these growth companies and the kind of a formula. You see, you guys have a very efficient and strong product platform engineering group. A lot of developers, a lot of smart people in the company, and a strong customer facing for the lack of a better word, field. The group you're in, you're involved, this is not, and you got marketing supporting it in the middle. Yep. So nice, efficient organizational structure on a massive way. But cyber, because this isn't your grandfather's data projection, this is a platform. What's the pitch? So the key here for us is we have to always say, and, and it, it's, it's hard to simplify and we're easy. In fact, we're cost-effective. Sometimes I'll even say I'm cheap and I'm easy. >>And that does not go out of style for an enterprise, right? So our ability to take good old fashioned backup and these things that other people need and basically extend that across. Now I can have one window where I can control, keep 'em out. If somebody gets in or from the inside or a disaster happens. I from this one place can recover my data. I'm secure with my data. I have the ability to notarize my data. So this one, and by the way, key simple interface. Customers love simple. This one simple interface to be able to do that. Now it takes a lot of engineering that goes behind that. I have plenty of, I have fancy engineering degrees and all that, but I try forget that when I'm talking to a customer because at the end of the day it's gotta make sense. A mind that doesn't know, says no. >>And I think we do a pretty good job of simplifying the message, but as they get under the covers and they roll it out, they recognize that there's, you know, we, we, we have more engineers per employee capita than any company that would have 1600 employees. Simple, easy to use. It reduces the steps it takes to do something as a winning business model. You kind of come from that school you mentioned, you know, cheap and easy. That's what is key. Yeah. But we're in a world where complexity is increasing and costs are increasing. Yep. These are two dynamics that are facing every enterprise, cyber it everywhere. What's your story when you want to educate that person so they can get to that? Yes. I want to work with you guys. What's that? What's that getting to? Yes. Processed motion look like. So the beautiful part is is we sell software right now. >>Software can be purchased complex. You install it, you can figure, you do everything yourself. We also can sell that from a cloud standpoint. So now you consume it like a service. Just like you consume Netflix at home, right? I can now consume this protection as a service. You have bolts spectrums covered. Most enterprises are somewhere in the middle. We call that hybrid. So the idea here is that there's going to be components where this data's not leaving these four walls. It might be government agency, it might be some compliance factor, but the ability to be able to say yes anywhere on that spectrum, it makes it very easy for an executive to say, okay, but we have a very, as you leverage the cloud, the OnRamp for this can be as simple as turning on the surface and pointing it at a data source. I mean, you're a student of history, obviously even in this business for awhile, you've done been there longer than you'd think. >>Data protection was kind of like that. Afterthought, backup data recovery all based upon, yeah, we might have an outage or a flood or hurricane Sandy who knows what's going to happen. You know, some force majority out there might happen, but security is a constant disrupter of business continuity. The data's being hijacked and ransomware to malware attacks. This is a major disruption point of a world that was supposed to be a non disruptive operational value proposition. Yeah, so the world has changed. They went from a niche, well, we've got their architecture of throwing back up. You've got to think about it from day one at the beginning. This seems to be your, your story for the company. You think about security from the beginning with data protection. There's only one club in the bag, so to speak. Talk about that dynamic and how's that translating into your customer's storytelling customer engagements to show you, you used an interesting word at the beginning, disaster recovery years ago, I started my tech industry in 1992 right? >>Disaster recovery is when we're going to have a flood or a hurricane and the building's going to burn down. What we find is most of our customers, that's certainly happens, but that's not the driver. The driver now is somebody after my data because the world has changed. Not only has the amount of data we're collecting change, but the ability to illegally monetize somebody else's data has become reality and you have social media that is socializes if you get breached and so forth. So there's a number of drivers. Number one, I don't want to be turned out of business. Number two, I don't want to be ransom. Then number three, I certainly don't want to do the cover of the wall street journal tomorrow morning as a top executive who looked past data. We literally watch brands, I won't mention the brand now, but a very large fortune 1000 what's called out yesterday. >>We see it every few days and we watched the carnage of their brand get deluded because they weren't protected. So I think it's the perfect storm up. I've got a ton of data, so it's coming in from all directions. Secondly, I I'm concerned about, you know, my brand and been able to protect that data and then you know, what do I do? And the disaster in this case is not necessarily flood or fire. It's that somebody from the inside or outside got in the gym. Pretend that I'm a decision maker. I'm like, my head's exploding. I'm got all this carnage going on. I don't want to get fired yet. I know I'm exposed. Nothing's yet happened yet. Maybe I settled the ransomware thing, but I know I'm not in a good place. What's your story to any, what's your pitch to me? What's in it for me? Tell me. >>Tell me the posture and the, well, we're halfway home. If you say, I know I'm not in a good place, right? Cause oftentimes somebody has to get bit first or they have to see their neighbor get bit first and then they say, Hey come in. One of my first plays would be let's find out what place you really are. I can do that very quickly and an assessment, we can gather your systems, we can get a sense for our, where's your data? Where it's flowing from. What are you doing? What are you doing to protect it? We typically will come back and there's going to be spots where there's blind spots. Sometimes they're fully naked, right? But the good news is is now we know the problem, so let's not waste any time, but you can get onboard and baby steps or you know, we can bandaid it or we can really go into full surgery however you want to move forward. >>But the idea is recognizing this has to be addressed because it's a beast. Every single device that's out there on the floor, in any enterprise, any company is a way in and a POC are critical for your business model. You want to get them certainly candy taste, show the value quickly has a POC, gets structured unit assessment. You come in on a narrow entry nail something quick, get a win. What's the, what's the playbook? Love PLCs because we're so fast and easy meaning oftentimes you do PLCs cause you're complex software and you're trying to prove your point and so forth. I love to push a POC cause I can do it inside of days, but I get the customer to take the drive. It's just on the car lot. If I get you to drive it down the block, you're not bringing it back. You're bringing it home to the neighbors. >>Right. That is the case with our software and our hit rate is key. But again it's because it's straightforward and it's easy. So though most sales cycles don't push for pilot. I can't wait to get a pilot but we don't need 30 days to do it in a couple of days. They're going to recognize I can do this too. You have a good track record of POC. If I get, this is going to be the most conceding. You might have to edit this out. If I get an audience, I will win. That is the most conceited statement on the planet. And if I get the audience and they will look, and this is why we use the sports teams. Sports teams are the cool kids using this. And if I get an executive to say, what are you guys doing with the red Sox? If I could get him or her to look, it's game over. >>Hey being bad ass and having some swagger. It's actually a good thing if you got the goods to back it up. That's not fun. Piece here is that the product works well and it's not this massive mountain to hurdle. It is. We can get started today and take bites as we go, but you mentioned sports. Let's get into that talk track. As we have been covering sports data for now six years on the cube in San Francisco. We were briefly talking about it last night at the reception, but I think sports teams encapsulates probably the most acute use case of digital transformation because they have multiple theaters that are exploding. They got to run their business, they got a team to manage and they got fan experience and their consumers, so you've got consumerization of it. You got security of your customers either in a physical venue from a potential terrorist disaster could happen to just using analytics to competitive venture from the Moneyball model to whatever sports really encapsulates what I call the poster child of using digital into a business model that works. >>You've been successful with sports. We interviewed Brian shield yesterday. Yup. Red Sox, vice-president technology. He was very candid. He's like, look it, we use analytics. It helps us get a competitive, not going to tell you the secrets, but we have other issues that people not thinking about drone strikes while the games going on, potential terrorist attacks, gathering the people, you know, adding on East sports stadium to Fenway park. They have a digital business model integrating in real time with a very successful consumer product and business in sports. This has been a good market for you guys. What's been the secret to success? >> Explosive market? Couple things. First off, you summarized well, sports teams are looking for competitive advantage, so anything that can come in under that guys is gonna get some attention plus data, fan data, system data, ticket data. Um, in baseball, they're studying every single pitch of pictures ever thrown. >>They have video on everything. This is heavy lift data, right? So a place to put it saved money, a place to protect it, a pace to access it so that all of my Scouts that are out in the field with a mobile device have the ability to upload or evaluate a player while they're out still on them and on the field somewhere maybe in another country. And then add the added caveat in our sexiest piece. And that's artificial intelligence. You mentioned Moneyball, right? Uh, the, the entire concept of, of stat of statistics came out in the Moneyball concept and you know, we all saw the movie and we all read the book, but at the end of the day, this is the next step to that, which is not just written down statistics. Now we can analyze data with machine learning and we have very, we have unique baseball examples where there's absolutely no doubt they have the data. >>It's the ability to, how do I turn that to where I can be more competitive on our racing team. So we're actually working with teams improving, changing the car on the track during the race, using our software fact. We always look forward to opportunities where somebody says, Hey, come in and talk about that because it's incredibly sexy to see. Um, but sports are fun because first off they're the cool kids. Secondly, they're early adopters. If it's gonna give competitive advantage, uh, and third, they hit all the vectors. Tons of data have to protect it. >> It's our life in the business models digital too. So the digital transformation is in prime time. We cannot ignore the fact that people want wifi. They got Instagram, Facebook, all of these, they're all conscious of social media. There are all kinds of listening sports club, they have to be, they have to be hip, right? >>And being out front like that, think about the data they have come in at. And so not just to be smart on the field, they have to be smart with our customer. They're competing with that customer for four of their major sports or whatever. Major sports in the, in the, in the, in our case in this fashionable to be hip is cool for the product, but now you think about how they run their business. They've got suppliers, um, that have data and trusting suppliers with data's. There's a difficult protection formula. They've got national secure security issues. They have to protect, well they have to protect as a big part, but they have to protect, well first off these, these archives of data that are of 20 races ago or of this pitcher pitched three years ago and I have a thousand of his pitches and I'm looking for towels. >>That is, that's mission critical. But also, uh, to boot you have just business functions where I'm a, I'm a team and I have a huge telco sponsor and we are shifting back and forth and designing what their actual collateral is going to be in the stadium. They're actually using a Chronis to be able to do that up in the cloud where they can both collaborate on that. Not only doing it, but being able to protect it that way. It's, it's more efficient for them. It's interesting. I asked Brian shield this question, I asked her how does baseball flex and digital with the business model of digital with the success of the physical product or their actual product baseball. And he said an interesting thing. He's like the ROI models just get whacked out because what's the ROI of an investment in technology? It used to be total cost of ownership. >>The class that's right under the under the iceberg to sharpen whatever you use, you use that. We don't use that. We think about other consequences like a terrorist attack. That's right. So so the business model, ROI calculation shifting, do you have those kinds of conversations with some of these big teams and these sports teams? Because you know they win the world series, their brand franchise goes up if they win the national championship, but whatever their goal is has real franchise value. There's numbers on that. There's also the risk of say an attack or some sort of breach. >> Well, I won't mention the names, I won't mention the teams by name, but I have a half a dozen teams right now and two that are actually rolling out that are doing facial recognition just for security, a fan's entering their stadium. So they are taking the ownership of the safety of their fan to the level of doing visual or facial recognition coming into their stadium. >>Obviously the archive to measure against is important and we can archive that, but they're also using artificial intelligence for that. So you're absolutely right. They owe their fan a safe experience, not only a safe experience with good experience and so forth. And we love to be associated whenever we can with wins and losses. But to your point, how do you get, or how do you show a TCO on a disaster and nobody wants to, and by the way, we've seen enough of that to know it's looming. And there's also the supply chain too. I can buy a hotdog and a beer from Aramark, which is the red socks. They say supplier that's not owned by the red Sox. They have a relationship. But my data's in, I'm a consumer of the red Sox. I'm procuring a, you know, some food or service from a vendor. Yeah, yeah. My data's out there. >>So who protects that? Well, these are unique questions that come up all the time. Again, that's a business decision for the customer. The idea is with cloud collaboration, it's technically quite easy, but again, they have to decide where they're gonna commingle their data, how they're going to share. But the idea here is, again, back to the spectrum, fully cloud and accessible and locked down airtight government's scenario where we have a, you know, a lock bottom line is you get to pick where you want to be on there and there's going to be times where my example of talking to the, uh, the telco vendor, we're, we're actually going to share our data together and we're going to make us faster, make a quicker return and design this collateral for our stadium faster. Those are business decisions, but they're allowed because it, Coronas can be as hybrid as you need to be along the site. >>And again, that resonates with an executive. They never want to be wearing handcuffs and they don't want to pay overpay for stuff to not use our stuff. And if you decide to consume cloud, you, you just pay as you go. It's like your electricity bill. All right. So the red Sox are a customer of you guys. You have or they use your service. What other sports teams have you guys engaged with who you're talking to? Give a taste of some of the samples. So European, we have a couple of formula one teams. We have a racing point. We have the Williams team and formula E we have to cheetah the dragon team. We have a adventury, we also have Neo. So we have a good presence in the racing clubs. We have a ton of a world rally cars and, and, and motorcycle motorcross and so forth. >>Then you step over into European football. So we, we, we started in cars and recognize this is hot. So then we got our first, uh, European team, uh, and we had arsenal. As a matter of fact, we have one of the legends here signing with us today. And you know, I mean, they're rock stars, right? People follow them. Anyway, so we have arsenal and we did man city. Um, and we just landed, uh, Liverpool just did that this quarter, two weeks ago. I literally just, the ink is still drying. Um, and then you move into the United States, which I brought the, you know, I brought the circus to town on January one, 2019. First when was the Boston red Sox. We quickly followed that up. You'll see us on the home run fence at San Diego Padres. Volts bought for different reasons, but both very sexy reasons. So it's the reason. >>What were the main drivers? So in the case of the Boston red Sox, it was, it was a heavy lift on video. A lot of on the protection side. Um, the, uh, San Diego was file sync and share. So the example I was giving of, um, being able to share with your largest telco vendor or with your largest investors slash sponsor for your stadium, um, that was the driver. Now what's funny about both is as they get started, he's always expanding, right? So we have the baseball teams, we did land this quarter, the Dallas stars. So that's our first hockey club. I really want. And my goal is to try to get a couple in each of the main four categories and then some of the subs, um, just cause you get the cool kids, you get a tipping point. Everybody then wants to know what's going on. I have a hundred and play. >>And so we, we typically try to qualify regional where it makes sense. Um, uh, we're, you know, we're very close with a team here in the region. So, you know, they, in the feedback from, from the, from the successes you had implementations, why, what's uh, what's been the feedback from the customers. So here's the file in this. Sounds like I'm just tripping with sales guy and I apologize. Warning signs. Okay. If they use it, we're home free. So when you get Brian or any one of these guys that are using it, all I have to do is make sure that a new customer hears this person who has no reason to say anything else and just expose them to it. Because it's this unknown, scary thing that we're trying to protect against and being able to do that and have the freedom of how aggressive or you know, what metaphor am I going to cover that? >>And then also, uh, you know, the, obviously the economics work is you pay as you go. Um, it's, you know, it's a good story. Well, Dan, congratulations on the success. Um, great to see you guys really digging in and getting those PLCs and being successful. We watching your growth. Final question for you yes. Is all the data and the patterns that you see and all of customers. What's the number one reason why a Cronus is selected and why you women? I think that's an interesting question and I think that it's a couple of reasons. Number one, we work, we're easy. We have an enormous footprint. So there's a lot to reference from. Many people have already used us on the consumer side, so we're safe. So that's one reason I would also tell you however, that we have a great ecosystem because a Kronos is different than most software companies. >>Most software companies have a huge outside sales force that sells direct to customer a Chronis. Everybody here is a partner. We sell through a service provider to a channel member through a, through a, a, a, an ISV. Um, and then we have some direct enterprise. But the idea is there's a variety of solutions that can be baked on this foundation. And I think people like that variety. I, they, they like the, like the freedom of I'm not just trapped with this one thing. I can buy it and all options are available and I will tell you an it, nobody wants to be locked down. Everybody wants options, safety in numbers. They want their data protected with the whole cyber land lens. And they know everything's changing every six months. Something's different. And I don't want to be handcuffed in my desk. I want all options available. I think that's our best value from all right, Dan, thanks for coming on. Dan havens, chief growth officer, but Krohn is weird. The Chronis global cyber summit. I'm John Ford. Stay tuned for more cube coverage after this short break.

>>Live from Atlanta, Georgia. It's the cube covering Ansible Fest 2019. Brought to you by red hat. >>Welcome back. Everyone's cubes live covers here in Atlanta for Ansible Fest. Here's the cube covers. Have red hats event around automation for all. John Ford's do many men. Our next guest is Joe Fitzgerald, Cuba Lum, vice president, general manager of the management business unit at red hat. Great timing for Ansible. Great to have you back on the cube. Good to see you. Thanks for coming on. Thanks for having me. And it's great to have you here at Ansible Fest. Super essential for camera timing about Ansible. Let's do an, I did our intro, uh, analysis and platformization of automation. Big, big move, big news. But there's a bigger trend at play here around automation. Why is the timing now for automation discussions with Ansible? So good. The demand for automation is so broad in enterprises, right? They're trying to do everything from, you know, dev ops, tool chains to IOT devices. >>I'm trying to deploy things faster, uh, you know, fix security vulnerabilities faster. It's all about speed, agility, efficiency. It all comes back to automation. And the news here is the general availability, although available in November as announced on keynote of the Ansible automation platform. So this is something that's been going on for a while and I suppose just been grown weighing now it's a platform. What's in the platform? Why is it important? Why should customers care? So, uh, you know, we've been on this journey with Ansible which started off as this incredibly simple, elegant architecture and a way to automate things. And what's happened over the past couple of years is it's exploded in terms of the number of people who are using it, the number of people who are generating automation integration. Um, and so in working with a lot of customers, right, what we saw the need for was really to help them collaborate and scale their automation efforts. >>Um, scale, you know, who could, you know, build, reuse, share, uh, score content and track it. Really important. So we put a lot of those efforts into the platform to take it to the next level. Really. You know, we've been talking about Ansible, gum stew, going back when you know, 2014 OpenStack, I think I remember we are first talking about the cube. It had a cult following when it emerged. You guys acquired it at what, the next year, 2015 roughly. Um, but Annabelle had this cult following of people who just loved to get into the configuration side of things, make them go better. You guys acquired it, done well with it, kept it going, get the community flywheel, keep rolling a lot of progress since then. So what are you most proud of? What's the most notable things? Oh, the growth of the Ansible journey. What's, what's the big story there? >>So, uh, it's almost four years since red hat acquired Ansible. And I remember when I proposed acquiring Ansible and swell was this small, you know, Eastern U S company with sort of a community cult following, but very small in terms of, you know, commercials and, and reach and stuff like that. Mostly focused on the configuration space. Like a lot of the other automation tools over the past four years. Probably the best thing we did that redhead is really good at is we let the community do what the community does best, right? The innovation, the number of contributors, the amount of Ansible integration modules, playbooks has exploded, right. Uh, if you were in the keynote this morning, um, it was number six on the, you know, repository list out of 100 million, you know, almost, you know, just a massive amount of projects and here it is at number six. >>So we didn't perturb the community, we actually helped it grow and we've been able to help the technology evolve from a config automation product and technology into this very broad spectrum. Now enterprise automation platform that crosses domains like, you know, networks and security and storage and cloud and windows. Just a phenomenal, uh, you know, growth in it. Yup. Show help. Explain how platform sets up Ansible for it future. They talked in the keynote a little bit about starting with some of the, uh, kinda core partners in the collections that they're offering. But in the future for a platform to really be a platform, it needs to be something that users themselves can build on top of. So, you know, help us understand where it is today. You know, when it first announced here for November, um, and where it shows shall be going in the future. >>So we didn't use the platform word lightly. Um, I think that, you know, platform has a set of connotations and, and it's sort of a set of requirements. What we saw was that different teams and groups inside organizations, we're bringing Ansible in and using the technology and having very good success in their particular area. Then what we saw was these teams were trying to share automation and collaborate across organizations. Then even in the community, there's tens of thousands of rolls and playbooks out there that the community has built. There might be 300 that do the same thing, which is the best one, which, which one are people using? Uh, you know, how successful is it? How long does it take? Um, what we found was that they needed a bunch of tools to be able to collaborate, track, uh, analytics about stuff so that they could share and collaborate at a higher scale. >>Yeah. I, that's one of the great value propositions when we talk about SAS is if it's done well, not only can I share internally, but I can learn from others that have used the platform and make it easier to take advantage of that. So is that part of that vision that you see with the platform? Yeah, so I mean, there's a couple different ways of sharing. If you're running a SAS service, then you know, a central person is coordinating the sharing and things like that. What we tried to do with the, with the Ansible platform is basically enabled the way that people can share content without having to go through a central, you know, agent, if you will. So we provide services and things to help them manage their, their content, you know, with uh, you know, uh, galaxy and collections and things like that. >>Um, it's all about organizing and being able to share content in a way, uh, to make them more efficient. Should I talk about the trends around, um, you've done it. First of all, you done a great job with Ann's book. Congratulations. Um, the big fan of that company and you guys did a good job of it. As it goes full, where you're thinking about cloud complexities as people start looking at the cloud equation, hybrid and cloud 2.0 and the enterprise complexity still is coming as more of it. How do you guys see that? How are you viewing that, um, that marketplace because it's not just one vertical, it's all categories. So how are you guys taking animal to the next level? How you guys look at that, managing those complexities that are around the corner? Yeah. So if you think about it, you know, everybody's moving towards a multi, multi hybrid cloud, you know, sort of configuration, right? >>Um, each one of these platforms and clouds has their own set of tools which work really well perhaps in their particular cloud or their silo or their environment. If you're an organization and you're running multi-cloud, you're responsible for automating things that might span these clouds. You don't want to have different silos of automation tools and teams that only work in one cloud or one environment. So the fact that Ansible can automate across these, both on premise and in the public clouds, multiple public clouds, across domains, network storage, compute, create accounts, uh, you know, do all sorts of things that you're gonna need to do. So it's one automation technology that will span the complexity of those environments. So it really, it's, I don't see how people are going to do it otherwise without fielding lots of people and lots of tools. You know, we were talking with Stephanie and Sue and I talked on our intro insights segment around the word scale has been kicked around, certainly is changing a lot of the landscape on how companies are modernizing the open source equation, but it's also changing the people equation. >>I want you to explain your vision on this because I think this is a key point that we're seeing in our community where people have told us that automation provides great efficiency, et cetera. Good security, but job satisfaction is a real big part of it. You know, people, it's a people challenge. This is about people, your view on scale and people. So organizations are under tremendous pressure right now to do more, right? Whether it's deploying new application faster to close security vulnerabilities faster, uh, to move things around to, to, to right size, you know, resources and applications and things like that. And you know, Ansible allows them to do that in a way where they can be much more efficient and be much more responsive to the business, right? Otherwise, you know, you see some of the customer testimonials here where the amount of time goes down from six hours to five minutes, the teams can be far more productive. >>Um, it, it really gives job satisfaction because they can do things that were almost impossible to automate before by using Ansible to automate network storage and compute in the same playbook. Before, those were three different tools or three teams and people of solving some of the same problems in different areas. And this is where playbooks can be a problem and an opportunity because we have too many playbooks, you have to know which playbook to be available. I mean you can almost have a playbook of playbooks and this is kind of a opportunity to use the sharing collaboration piece. What's your rich to thought on that as that playbook complexity comes in as more playbooks enter the organizations, you know, there's a lot of deployment of the same kind of stack or the same kind of configuration and things like that. So you know, it's really extending community beyond, you know, you know, working on code into working on content, right around automation. >>So if somebody wants to deploy engine X, I think there's over 300 different, you know, playbooks to deploy engine X, right? We don't want to have 5,000 playbooks to deploy engine X. Why can't there be a couple that people take and say, wow, this is perfect. I can tweak it from my organization, integrate my particular systems, and I can hit the ground running instead of trying to either start from a blank page or to go sift through hundreds of almost close, uh, you know, playbooks that do sort of the same thing a lot of times. David's big time. Enormous. Alright. >>So Joe, congratulations on the four years of just continued growth, you know, great momentum in the community wanting to touch on, you know, the, the, the big move, uh, you know, in the last year is, you know, IBM spending, you know, quite a few dollars to, to acquire red hat. What will this mean for kind of the reach and activity around Ansible in the community, the IBM acquisition. >>So IBM had been involved in Ansible in a number of their, you know, products, right? In terms of integration into Ansible. So they have teams and folks within IBM that obviously got Ansible all before the acquisition. Um, I think that it's, it's highly complimentary. IBM has very strong capabilities around management and monitoring, security and things like that. All of those things inevitably turn to automation. Right. Um, so I think it really, um, it only gives us access to IBM and, and they're sort of, you know, their their channel and their accounts in their, and their reach, but also their teams that have these, these sets of technologies, um, that are natural compliment, you know, whether it's Watson driving Ansible or security or network monitoring, driving Ansible automation. It's a really powerful combination. >>Yeah. I also just want to get your kind of macro level view on automation. I sat on a panel talking to CIS admins about careers and it was the number one thing that they felt they needed to embrace. We see like the RPA community probably in adjacency to what you see heavily pushing automation, uh, you know, help explain how important automation is and that it's not, you know, just a silver bullet also. >>Yeah. So, you know, a lot of times people are, you know, the, the sort of the easy, um, you know, description is automation's gonna eliminate jobs or things like that. I think it's more like sort of the power tool analogy. You know, you know, if you had a, you know, a hammer and a screwdriver before, now you've got a power screwdriver and a pneumatic hammer and uh, you know, all sorts of additional things. They're force multipliers for these people to do broader, bigger things faster, right? Um, and that's what every organization is driving them to do. How agile can you be our competition deployed something, how fast can we deploy it and how many, you know, new releases a week. Can we deploy, um, when security hits, you know, how fast can we close the vulnerabilities that hours, days, weeks, or can we do it in minutes? >>The old expression, if you, if you're a hammer, everything looks like a nail. But if you're an agile, you can adjust to figure out the opportunity. It's kind of awesome kind of quote there. This speaks to the changes. I want to get your thoughts. Last question for you is, as someone who's been in the industry for awhile, we've first interviewed and I think 2014 at OpenStack when we first started chatting around the industry. So much has changed now more than ever. The modern enterprise is looking at cloud impact, operating as an operating model, cloud one, Datto, Amazon compute, storage standups software, and they're piece of cake startups. We're doing it now as enterprises really want to crack the code on cloud software automation. Observability these new categories are emerging, kind of speaks to this cloud 2.0, how would you describe that to folks if, if asked, what's the modern era enterprise cloud architecture look like? >>What is cloud 2.0, how would you take a stab at that definition? So I would say after all these years, cloud is really entering its infancy and what does that mean? We're just starting now to appreciate what can be built in cloud and we're going to get a big boost soon with five G, which is gonna, you know, increase the amount of data, the amount of, uh, you know, edge devices, uh, IOT and things like that. Um, the cloud is becoming, you know, the first choice for people when they build their architectures and their business. Um, it's gonna fundamentally change everything. So I think, you know, some people, what's the quote? You know, some people overestimate, you know, what the technology can do in the short term and underestimate what it can do in the longterm. We're now getting to that point where people are starting to build some really powerful cloud based applications. See this as a big wave then big time wave. Yeah. I mean, we had a quote still on the cube last week. Data is the new software, so software, abstractions, automation. This is the new way. I mean, it's a whole new architecture. So exciting. Thanks for coming on the cube. Appreciate juncture having thanks. We're here at the Asheville Fest, the Cuban Chalfont stupid men. Break it down. The analysis, getting into the automation for all conversation. Big category developing. We're covering it here. Live back more after this short break.

>> Live from San Francisco. It's the cube covering IBM thing twenty nineteen brought to you by IBM. >> Hello and welcome back to the Cubes. Live coverage here and savor still were alive for IBM. Think twenty nineteen. The Cubes Exclusive contract. Jon for a stimulant in our next two guests of the Cloud gurus and IBM and VM Where A. J. Patel senior vice president general manager Cloud Providers Software Business Unit. Good to see you again. Baron. Scram A general manager. IBM Cloud Guys. Thanks for Spend the time. Get to the cloud gurus. Get it? They're having What's going on? Having privilege. Osti Cloud's been around. We've seen the public Cloud Momentum hybrid Certainly been around for a while. Multi clouds of big conversation. People are having role of data that is super important. Aye, aye, anywhere you guys, an IBM have announced because I've been on this. I'm on >> a journey or a >> library for awhile. On premise. It was on VM, where all the good stuff's happening. This the customers customers want this talk about the relationship you guys have with IBM. >> You know, the broad of'em were IBM relationship over nine, ten years old. I had the privilege of being part of the cloud the last couple years. The momentum is amazing. Over seventeen hundred plus customers and the Enterprise customers, not your you know, one node trial customer. These are really mission critical enterprise customers using this at that scale, and the number one thing we hear from customers is make it easy for me to leverage Plowed right, operate in the world when I'm using my own prim and my public cloud assets make it seamless, and this is really what we've talked about a lot, right? How do we provide that ubiquitous digital platform for them to operate in this hybrid world? And we're privileged to have IBM Of the great partner in this journey >> are some of the IBM cloud, Ginny Rometty said on CNBC this morning. We saw the interview with my friend John Ford over there. Aye, aye. Anywhere means going run on any cloud. Watson with containers. That's cloud DNA. Sitting the cloud with good Burnett ease and containers is changing the game. Now you can run a lot of things everywhere. This's what customers want. End to end from on. Premise to wherever. How has that changed the IBM cloud posture? Its products? You share a little bit of that. >> You absolutely so look I mean, people have their data in different places, and as you know, it's a really expensive to move stuff around. You gotta make sure it's safe, etcetera, So we want to take our applications and run them against the data wherever they are right? And when you think about today's landscape in the cloud industry, I think it's a perfect storm, a good, perfect storm and that containers and Kubernetes, you know, everyone's rallying around at the ecosystem that consumers, the providers. And it just makes us easy for us to take that capability and really make it available on multicloud. And that's what we're doing. >> to talk about your joint customers. Because the BM where has a lot of operators running, running virtually change? For a long time, you guys have been big supporters of that and open source that really grew that whole generation that was seeing with cloud talk about your customers, your mo mentum, Howyou, guys air, just ballpark. How many customers you guys have together? And what if some of the things that they're doing >> all right? So I know this is a really interesting story. I was actually away from IBM for just over two years. But one of the last things I did when I was an IBM the first time around was actually start this Veum where partnership and seated the team that did it. So coming back, it's really interesting to see the uptake it's had, You know, we've got, like, seven hundred customers together over seventeen hundred customers. Together, we've moved tens of thousands of'em workloads, and as I just said, we've done it in a mission. Critical fashion across multiple zones across multiple regions. On now, you know, we want to take it to the next level. We want to make sure that these people that have moved their basic infrastructure and the mission critical infrastructure across the public cloud can extend those applications by leveraging the cloud near application that we have on our cloud. Plus, we want to make it possible for them to move their workloads to other parts of the IBM ecosystem in terms of our capabilities. >> Any one of the things we found was the notion of modernizer infrastructure, first lift and then transform. He's starting to materialize, and we used to talk about this has really the way the best way to use, cowed or use hybrid cloud was start by just uplifting your infrastructure and whether it's west back, you ask for some customers. I respect a great example. I think that we're talking about it in the Parisian. I joined presentation tomorrow or you look at, you know, Kaiser, who's going to be on stage tomorrow? We're seeing industries across the board are saying, You know, I have a lot of complexity sitting on aging hardware, older versions of infrastructure software. How do I modernize A platform first lifted, shifted to leverage a cloud. And then I could transform my application using more and more portable service that'S covering decides to provide a kind of infrastructure portability. But what about my data, Right. What about if I could run my application with the data? So I think we're starting to see the securing of the use of cloud based on workloads and averaging that's that's >> Yeah, a J. What wonder if we could dig a little love level deeper on that? Because, you know, I think backto, you know, fifteen years or so ago, it was bm where allowed me to not have to worry about my infrastructure. My, you know OS in my you know, server that I was running on might be going end of life. Well, let me shove it in a V M. And then I couldn't stand the life, and then I can manage how that happens. Course. The critique I would have is maybe it's time to update that that application anyway, so I like the message that you're saying about Okay, let me get a to a process where I'm a little bit freer of where, and then I can do the hard work of updating that data. Updating that application, you know, help us understand. >> It's no longer about just unlocking the compute right, which was worth trying the server. It's What about my network we talked about earlier? Do I need a suffered If our network well, the reality is, everything is going programmable. If you want a program of infrastructure, it's compute network storage all software defined. So the building block for us is a suffer to find data center running on the infrastructure that IBM pride sixty plus data centers bare metal at Scholastic and then leering that with IBM cloud private, whether it's hosted or on premise, fear gives you that full stack that nirvana, the people talk about supportable stack going, talk about >> right and adding to what he said, right? You said, You know, it's not about just moving your old stuff to the to the cloud. Absolutely. So as I said in one of the earlier conversations that we have, we had is we have a whole wealth of new services, whether it's Blockchain R. I o. T or the that used. You spoke about leveraging those capabilities to further extend your app and give it a new lease of life to provide new insights is what it's all about. >> What? Well, that that that's great, because it's one thing to just say, Okay, I get it there. Can I get better utilization? Is that change my pricing? But it's the services, and that's kind of the promise of the cloud is, you know, if I built something in my environment, that's great and I can update and I can get updates. But if I put it in your environment, you can help manage some of those things as well as I should have access to all of these services. IBM's got a broad ecosystem can you give us? You know what are some of the low hanging fruit is to people when they get there, that they're unlocking data that they're using things like a I What? What What are some of the most prevalent services that people are adding when they go to the IBM clouds? >> So when you look at people who first moved their work list of the cloud, typically they tend to dip their toe in the water. They take what's running on Prem. They used the IRS capabilities in the cloud and start to move it there. But the real innovation really starts to happen further up the stock, so to speak. The platform is a service, things like a II OT blocked and all the things that I mentioned, eso es very natural. Next movement is to start to modernize those applications and add to it. Capability is that it could never have before because, you know it was built in a monolith and it was on prim, and it was kind of stuck there. So now the composition that the cloud gives you with all of these rich services where innovation happens first, that is the real benefit to our customers. >> Every she said, you took a little hiatus from IBM and went out outside IBM. Where did you go and what did you learn? What was that? Goldman Jack. JP Morgan, Where were you? >> So it was a large bank. You know, I'm not not allowed to say the name of the bank. >> One of those two. It >> was a large bank on, and it wasn't the U S. So that narrows down the field. Some >> What is it like to go outside? They'll come inside. U C Davis for cutting edge bank. Now you got IBM Cloud. You feel good about where things are. >> Yeah. You know, if you look at what a lot of these banks are trying to do, they start to attack the cloud journey saying we're going to take everything that ran in the bank for years and years and years. And we're going to, you know, make them micro services and put them all on public cloud. And that's when you really hit the eighty twenty percent problem because you've got a large monolith that don't lend themselves to be re factored and moved out. Tio, eh, Public cloud. So you know again, Enter communities and containers, etcetera. These allow you a way to modernize your applications where you can either deploy those containerized You know, piers you go type models on prim or on public. And if you have a rich enough set of services both on Prem in on the public loud, you can pretty much decide how much of it runs on Trevor's is becoming much more clouds >> moment choice. So really, it's finding deployment. So basically, what you're saying is that we get this right. I want to get your reaction. This You don't have to kill the old to bring in the new containers and Cooper netease and now service measures around the corner. You can bring in new work clothes, take advantage of the cutting edge technology and manage your life cycle of the work loads on the old side or it just can play along. I >> think what we're finding is, you know, we moved from hybrid being a destination to an operating model, and it's no longer about doing this at scale like my multi clark. Any given applications tied to a cloud or destination? It's a late binding decision, but as an aggregate. I may be amusing multiple close, right. So that more model we're moving to is really about a loving developer. Super your workload centric and services centric to see Where do I want to run in Africa? >> Okay, what one of the challenges with multi cloud is their skill sets. I need to worry about it. It can be complex. I want to touch on three points and love to get both your viewpoints, networking, security and management. How do we help tackle that? Make that simple >> right off customers? >> Yeah, sure. So you know, I think when you think about clouds, public clouds especially it's beyond your data center and the mindset out there as if it's beyond my data center. It can be safe. But when you start to build those constructs in the modern era, you really do take care of a lot of things that perhaps you're on Prem pieces that not take into consideration when they were built like many decades ago. Right? So with the IBM public Cloud, for example, you know, security's at the heart of it. We have a leadership position. There was one of the things that we've announced is people keep protect for not only Veum, where workload visa and we sphere etcetera, but also for other applications making use off our public cloud services. Then, when you talk about our Z, you know we have a hardware as security model, which is fifty one forty, level two or dash to level four, which nobody else in the industry has. So when you put your key in there on ly, the customer can take it out, not him. Azaz clouds of his providers can touch it. It will basically disintegrate, you know, sort of speak >> H ey. Talk about VM wears customer base inside the IBM ecosystem. What's new? What should they pay attention to? As you guys continue the momentum. >> So I think if you look at the last two years, it's been around what we call these larger enterprise. Dedicated clouds. Exciting thing in the horizon is we're adding a multi tenant IRS on top of this BM, we're dedicated. So being able to provide that Brett off access thing with dedicated multi tenant public out I, as fully programmable, allows us to go downmarket. So expect the customer kind of go up being able to consume it on a pay as you go basis leveraging kind of multi tenant with dedicated, but it's highly secure or for depth test. So are the use cases kind of joke. We're going to see a much larger sort of use cases that I'm most excited about >> is the bottom line. Bottom line me. I'm the customer. Bottom line me. What's in it for me? What I got >> for the customers with a safest choice, right? It's the mission critical secure cloud. You can now run the same application on Prem in a dedicated environment in public, Claude on IBM or in a multi tenant >> world. And on the Klaxon match on the cloud sign. I could take advantage of all the things you have and take advantage of that. Watson A. I think that Rob Thomas has been talking about Oh yeah, >> absolutely. And again. You know the way that we built I c P forty, which is IBM plowed private for data. You know, it's all containerized. It's orchestrated by Coop, so you can not only build it. You can either run it on crime. You can run it on our public loud or you can run it on other people's public clouds as well >> nourished for customers and for people. They're looking at IBM Cloud and re evaluating you guys now again saying Or for the first time, what should they look at? Cloud private? What key thing would you point someone to look at, IBM? They were going to inspect your cloud offering >> so again, and it's back to my story in the bank. Right? It's, uh you can't do everything in the public cloud, right? There are just certain things that need to remain on creme On. We'll be so for the foreseeable future. So when you take a look at our hybrid story, the fact that it is has a consistent based on which it is built on. It is a industry standard open source base. You know, you build your application to suit the needs of an application, right? Is it low lately? See, Put it on. Crim. You need some cloud Native services. Put it on the public cloud. Do you need to be near your data that lives on somebody else's cloud? Go put it on their cloud. Right. So it really is not a one. Size fits all its whatever your business >> customer where he is, right? That's often >> the way flexibility, choice, flexibility. Enjoy the store for all things cloud. >> Yeah, last thing I want to ask is where to developers fit in tow this joint Solucion >> es O. So I think the biggest thing is that's trying to change for us is making these services available in a portable manner. When do I couldn't lock into the public cloud service with particular data and unlocking that from the infrastructures will be a key trend. So for us, it's about staying true to Coburn eddies and upstream with the distribution. So it's portable for wanting more and more services and making it easy for them to access a catalogue of services on a bagel manner but then making operation a viable. So then you're deployed. You can support the day two operations that are needed. So it's a full life cycle with developers not having to worry about the heavy burden of running an operating. What >> exactly? You know, it's all about the developers. As you well know in the cloud world, the developer is the operator. So as long as you can give him or her, the right set of tools to do C. I C. Dev ops on DH get things out there in a consistent fashion, whether it is on a tram or a public cloud. I think it's a win for all. >> That's exactly the trend We're seeing operations moving to more developers and more big time operational scale questions where your programming, the infrastructure. Absolutely. Developers. You don't want to deal with it >> and making it work. Listen tricks. So you know when to deploy. What workload? Having full control. That's part of the deployment >> exam. Alright, final question. I know we got a break. We're in tight on time. Final point share perspective of what's what's important here happening. And IBM. Think twenty nineteen people who didn't make it here in San Francisco are watching. You have to top cloud executives on VM wear and IBM here as biased towards cloud, of course. But you know, if you're watching, what's the most important story happening this week? What's what's going on with IBM? Think Why is this conference this week important? >> I think for us, it's basically saying We're here to meet you where you are, regardless, where you on your customer journey. It's all about choice. It's no longer only about public Cloud, and you now have a lot of capably of your finger trips to take your legacy workloads or your neck, new workplace or any app anywhere we can help you on that journey. That would be the case with >> you, and I wouldn't go that right, said it slightly differently. You know, a lot of the public service of public cloud service providers kind of bring you over to their public loud, and then you're kind of stuck over there and customers don't like that. I mean, you look at the statistics for everybody has at least two or more public clouds. They're worried about the connective ity, the interoperability, the security costs, the cost, the skills to manage all of it. And I think we have the perfect solution of solutions that really start Teo. Speak to that problem. >> So the world's getting more complex as more functionalities here, Software's gonna distract it away. Developers need clean environment to work in programmable infrastructure. >> And you know where an IBM Safe Choice, choice, choice. >> We have to go on top to cloud executives here. Inside the cue from IBM of'em were bringing all the coverage. Was the Cube here in the lobby of Mosconi North on Howard Street in San Francisco for IBM? Think twenty. Stay with us for more coverage after this short break. Thank you. Thank you.

>> Live from San Francisco. It's the cube covering IBM thing twenty nineteen brought to you by IBM. >> Okay. Welcome back, everyone. He live in San Francisco. Here on Mosconi St for the cubes. Exclusive coverage of IBM. Think twenty nineteen. I'm Jeffrey David Long. Four days of coverage bringing on all the action talking. The top executives, entrepreneurs, ecosystem partners and everyone who can bring the signal from the noise here on the Q and excuses. Rob Thomas, general manager, IBM Data and a I with an IBM Cube Alumni. Great to see you again. >> Great. There you go. >> You read a >> book yet? This year we've written ten books on a data. Your general manager. There's >> too much work. Not enough time >> for that's. Good sign. It means you're working hard. Okay. Give us give us the data here because a I anywhere in the center of the announcements we have a story up on. Slick earnings have been reported on CNBC. John Ford was here earlier talking to Ginny. This is a course centerpiece of it. Aye, aye. On any cloud. This highlights the data conversation you've been part of. Now, I think what seven years seems like more. But this is now happening. Give us your thoughts. >> Go back to basics. I've shared this with you before. There's no AI without IA, meaning you need an information architecture to support what you want to do in AI. We started looking into that. Our thesis became so clients are buying into that idea. The problem is their data is everywhere onpremise, private cloud, multiple public clouds. So our thesis became very simple. If we can bring AI to the data, it will make Watson the leading AI platform. So what we announced wtih Watson Anywhere is you could now have it wherever your data is public, private, any public cloud, build the models, run them where you want. I think it's gonna be amazing >> data everywhere and anywhere. So containers are big role in This is a little bit of a deb ops. The world you've been living in convergence of data cloud. How does that set for clients up? What are they need to know about this announcement? Was the impact of them if any >> way that we enable Multi Cloud and Watson anywhere is through IBM cloud private for data? That's our data Micro services architectural writing on Cooper Netease that gives you the portability so that it can run anywhere because, in addition Teo, I'd say, Aye, aye, ambitions. The other big client ambition is around how we modernize to cloud native architectures. Mohr compose herbal services, so the combination gets delivered. Is part of this. >> So this notion of you can't have a eye without a it's It's obviously a great tagline. You use it a lot, but it's super important because there's a gap between those who sort of have a I chops and those who don't. And if I understand what you're doing is you're closing that gap by allowing you to bring you call that a eye to the data is it's sort of a silo buster in regard. Er yeah, >> the model we use. I called the eye ladder. So they give it as all the levels of sophistication an organization needs to think about. From how you collect data, how you organize data, analyze data and then infused data with a I. That's kind of the model that we used to talk about. Talk to clients about that. What we're able to do here is same. You don't have to move your data. The biggest problem Modi projects is the first task is OK move a bunch of data that takes a lot of time. That takes a lot of money. We say you don't need to do that. Leave your data wherever it is. With Cloud private for data, we can virtualized data from any source. That's kind of the ah ha moment people have when they see that. So we're making that piece really >> easy. What's the impact this year and IBM? Think to the part product portfolio. You You had data products in the past. Now you got a eye products. Any changes? How should people live in the latter schism? A kind of a rubric or a view of where they fit into it? But what's up with the products and he changes? People should know about? >> Well, we've brought together the analytics and I units and IBM into this new organization we call Dayton ay, ay, that's a reflection of us. Seen that as two sides of the same coin. I really couldn't really keep them separate. We've really simplified how we're going to market with the Watson products. It's about how you build run Manager II watching studio Watson Machine Learning Watson Open scale. That's for clients that want to build their own. Aye, aye. For clients that wants something out of the box. They want an application. We've got Watson assistant for customer service. Watson Discovery, Watson Health Outset. So we've made it really easy to consume Watson. Whether you want to build your own or you want an application designed for the line of business and then up and down the data, stack a bunch of different announcements. We're bringing out big sequel on Cloudera as part of our evolving partnership with the new Cloudera Horn Works entity. Virtual Data Pipeline is a partnership that we've built with active fio, so we're doing things at all layers of the last. >> You're simplifying the consumption from a client, your customer perspective. It's all data. It's all Watson's, the umbrella for brand for everything underneath that from a tizzy, right? >> Yeah, Watson is the Aye, aye, brand. It is a technology that's having an impact. We have amazing clients on stage with this this week talking about, Hey, Eyes No longer. I'd like to say I was not magic. It's no longer this mystical thing. We have clients that are getting real outcomes. Who they II today we've got Rollback of Scotland talking about how they've automated and augmented forty percent of their customer service with watching the system. So we've got great clients talking about other using >> I today. You seen any patterns, rob in terms of those customers you mentioned, some customers want to do their own. Aye, aye. Some customers wanted out of the box. What? The patterns that you're seeing in terms of who wants to do their own. Aye. Aye. Why do they want to do their own, eh? I do. They get some kind of competitive advantage. So they have additional skill sets that they need. >> It's a >> It's a maker's mark. It is how I would describe it. There's a lot of people that want to make their own and try their own. Ugh. I think most organizations, they're gonna end up with hundreds of different tools for building for running. This is why we introduced Watson Open Scale at the end of last year. That's How would you manage all of your A II environments? What did they come from? IBM or not? Because you got the and the organization has to have this manageable. Understandable, regardless of which tool they're using. I would say the biggest impact that we see is when we pick a customer problem. That is widespread, and the number one right now is customer service. Every organization, regardless of industry, wants to do a better job of serving clients. That's why Watson assistant is taking off >> this's. Where? Data The value of real time data. Historical data kind of horizontally. Scaleable data, not silo data. We've talked us in the past. How important is to date a quality piece of this? Because you have real time and you have a historical date and everything in between that you had to bring to bear at low ladened psi applications. Now we're gonna have data embedded in them as a feature. Right. How does this change? The workloads? The makeup of you? Major customer services? One piece, the low hanging fruit. I get that. But this is a key thing. The data architecture more than anything, isn't it? >> It is. Now remember, there's there's two rungs at the bottom of the ladder on data collection. We have to build a collect data in any form in any type. That's why you've seen us do relationships with Mongo. D B. Were they ship? Obviously with Claude Era? We've got her own data warehouse, so we integrate all of that through our sequel engine. That thing gets to your point around. Are you gonna organize the data? How are you going to curate it? We've got data catalogue. Every client will have a data catalogue for many dollar data across. Clouds were now doing automated metadata creation using a I and machine learning So the organization peace. Once you've collected it than the organization, peace become most important. Certainly, if you want to get to self service analytics, you want to make data available to data scientists around the organization. You have to have those governance pieces. >> Talk about the ecosystem. One of the things that's been impressive IBM of the years is your partnerships. You've done good partners. Partnership of relationships now in an ecosystem is a lot of building blocks. There's more complexity requires software to distract him away. We get that. What's opportunities for you to create new relationships? Where are the upper opportunities for someone a developer or accompanied to engage with you guys? Where's the white spaces? Where is someone? Take advantage of your momentum and you're you're a vision. >> I am dying for partners that air doing domain specific industry specific applications to come have them run on IBM cloud private for data, which unleashes all the data they need to be a valuable application. We've already got a few of those data mirrors. One sensing is another one that air running now as industry applications on top of IBM Club private for data. I'd like to have a thousand of these. So all comers there. We announced a partnership with Red Hat back in May. Eventually, that became more than just a partnership. But that was about enabling Cloud Private, for data on red had open shift, So we're partnered at all layers of the stack. But the greatest customer need is give me an industry solution, leveraging the best of my data. That's why I'm really looking for Eyes V. Partners to run on Ivan clubs. >> What's your pitch to those guys? Why, why I should be going. >> There is no other data platform that will connect to all your data sources, whether they're on eight of us as your Google Cloud on premise. So if you believe data is important to your application. There's simply no better place to run than IBM. Claude Private for data >> in terms of functionality, breath o r. Everything >> well, integrating with all your data. Normally they have to have the application in five different places. We integrate with all the data we build the data catalogue. So the data's organized. So the ingestion of the data becomes very easy for the Iast V. And by the way, thirdly, IBM has got a pretty good reach. Globally, one hundred seventy countries, business partners, resellers all over the world, sales people all over the world. We will help you get your product to market. That's a pretty good value >> today. We talk about this in the Cube all the time. When the cloud came, one of the best things about the cloud wasn't allowed. People to put applications go there really quickly. Stand them up. Startups did that. But now, in this domain world of of data with the clouds scale, I think you're right. I think domain X expertise is the top of the stack where you need specially special ism expertise and you don't build the bottom half out. What you're getting at is of Europe. If you know how to create innovation in the business model, you could come in and innovate quickly >> and vertical APS don't scale enough for me. So that's why focus on horizontal things like customer service. But if you go talk to a bank, sometimes customer service is not in office. I want to do something in loan origination or you're in insurance company. I want to use their own underwriting those air, the solutions that will get a lot of value out of running on an integrated data start >> a thousand flowers. Bloom is kind of ecosystem opportunity. Looking forward to checking in on that. Thoughts on on gaps. For that you guys want to make you want to do em in a on or areas that you think you want to double down on. That might need some help, either organic innovation or emanate what areas you looking at. Can you share a little bit of direction on that? >> We have, >> ah, a unique benefit. And IBM because we have IBM research. One of their big announcement this week is what we call Auto Way I, which is basically automating the process of feature engineering algorithm selection, bringing that into Watson Studio and Watson Machine learning. I am spending most of my time figure out howto I continue to bring great technology out of IBM research and put in the hand of clients through our products. You guys solve the debaters stuff yesterday. We're just getting started with that. We've got some pretty exciting organic innovation happen in IBM. >> It's awesome. Great news for startups. Final question for you. For the folks watching who aren't here in San Francisco, what's the big story here? And IBM think here in San Francisco. Big event closing down the streets here in Howard Street. It's huge. What's the big story? What's the most important things happening? >> The most important thing to me and the customer stories >> here >> are unbelievable. I think we've gotten past this point of a eyes, some idea for the future we have. Hundreds of clients were talking about how they did an A I project, and here's the outcome they got. It's really encouraging to see what I encourage. All clients, though, is so build your strategy off of one big guy. Project company should be doing hundreds of Aye, aye projects. So in twenty nineteen do one hundred projects. Half of them will probably fail. That's okay. The one's that work will more than make up for the ones that don't work. So we're really encouraging mass experimentation. And I think the clients that air here are, you know, creating an aspirational thing for things >> just anecdotally you mentioned earlier. Customer service is a low hanging fruit. Other use cases that are great low hanging fruit opportunities for a >> data discovery data curation these air really hard manual task. Today you can start to automate some of that. That has a really big impact. >> Rob Thomas, general manager of the data and a I groupie with an IBM now part of a bigger portfolio. Watson Rob. Great to see you conventionally on all your success. But following you from the beginning. Great momentum on the right way. Thanks. Gradually. More cute coverage here. Live in San Francisco from Mosconi North. I'm John for Dave A lot. They stay with us for more coverage after this short break

from the Hard Rock Hotel in Las Vegas it's the cube covering no joke on 2018 brought to you by osho everyone welcome back to our live coverage here in Las Vegas for Osho Khan's first industry security conference dedicated to security in the blockchain it's presented by ho show and also the industry it's an industry conference it's not necessarily a host show cause I'm John Ford's the cue for our coverage our next guest is Kenzie Crone and vice president of business development prime trust welcome to the cube thanks for joining us thanks for having me here so crowdsourcing and crowdfunding all this has been a big part of it I mean terrorists are funding through Bitcoin you've got all kinds of things going on in entrepreneurial spaces so it's clearly the money's flowing with with with crypto what do you guys do if we're getting into some of the things that we want to talk about what is prime trust to take a minute to explain your business business model value proposition absolutely so prime trust is a trust company so it's a regulated financial institution that holds funds between transactions between businesses you could also use prime trust to created a trust account for an individual as well so what our value is in this industry is that we hold crypto assets which very few qualified custodians like us exist to do that so that's a really important part of bringing in institutional funding because institutions are looking for qualified custodians as a regulated place to keep funds and they want to get into crypto so it's a it's a very important part of the puzzle so custody and custodial service has been a big topic here at O joke on controversial on the keynotes as well because you know the purists will say hey like Andreas why don't we need custody if it's working it's just it's the same old guard with new faces new business cards it's not really revolutionary and that's on one answer on the other inspection is there's so much growth in activity we've got a trusted partners to actually help us manage the risk and do these things so you have again two spectrums what's the story what should people understand about these two dynamics well what I think yeah what I think the key note you're talking about the the idea is we are just trading one type of banker for another type of banker right that's happening anyway so you are you're trading one type of financial system for another type of financial system the question is what does that look like and how can we be secure and safe in that space right personally I'm a big fan of anything that requires some kind of a license right and it's not because I think it's really fun to go through the bureaucratic process of getting a license or filling out paperwork but it's really because that once you have a license that license can be taken away from you if you misbehave right and that's really important so if you're following the laws that are set forth that are designed to protect people and then you break those laws then you're not you're not allowed to do that anymore right so that's what you get out of having regulation involved in this space is its protection and it's making sure that they're really by the way the regulation is happening anyway so that's another the regulation is happening anyway and that's why these very smart people who are managing billions of dollars are looking for that they're not saying oh cool you have a website that with technology that I don't understand you're telling me that you can safely hold something but there's no other protection there there's no liability you could just mount GOx me right and so there's got to be a way to get some sort of some sort of regulation in there and I know there's a lot of opinions in the space and obviously I'm very much on the side of regulation yeah and it also made some balance within the day those are polarized positions but I think the industry recognizes growth by recognizing the domicile problem of companies and governments so the question is you know really than a licenses legitimacy is people want legitimacy trust and growth yes at the same time but the other side says is hey you know who are those people making the laws so who's taking what away so again this is the ecosystem will solve these problems in my opinion and I believe that you know as much as I love the purist view and I think this architectural technical things that make that happen the end of the day is the self-governance of the community really is is what me happen here and so that's where the growth comes in because if real money is coming in to the sector you got to have parties that are trusted it's my opinion all right so what do you think about the conference here what's your take away so far I'll see its kind of diverse background you got you know people walking around with colorful costumes too you know buttoned up bankers and FBI agents and NSA agency folks yes we're in a really funny time in this space I think because you still have yet the Bitcoin garb and the like you know the flashing glasses and and then you've got people who spent 20 years on Wall Street and now they're in the space so I've seen that actually a lot lately in the last year at these conferences and it's very interesting I love when both sides can come in with an open mind to the other because you think there's something to be learned on both sides absolutely it's so for the people who have been in the traditional regulated space they are getting all this inspiration and the possibility of doing things differently the system that the financial system that we have now is one it's essentially you know a very old house that's just been added on to and built and there's corridors going into stairways that you know don't go anywhere right and that's that's something that needs to be fixed and and it is being fixed well Security's a driver in all this and I think one of the things I've observed you'd love to get your reaction to is you have the crypto world that's certainly changing a lot of in dynamics on the global scale you have a cyber security and then you have fin tech so you guys this is where everything I think is a melting pot which is interesting you have all these things happening but at the center of all this is security absolutely it's almost like we're all swimming out to the to the raft and whoever gets there first and wins a security model wins at all well I thought I think well I think this the conversations all threads through security so the cyber conversations we've had are like okay Cyrus security for individuals and nation-states crypto currency for protection and freedom and and you know in immutability Ledger's almost great supply-chain aspects and then you get the FinTech which is like hey people want to do business so you have the entire changeover on the financial services side all kind of happening yeah yeah I think that they're all gonna be contributing to a solution it's it's each one is going to learn we're really open-minded at prime trust we want to build and grow we know that this we're in the most embryonic stage of this and so we don't know exactly what's gonna come next or what's going to be down the road and we want to be informed by everybody that's around us at a place that makes sense do you have to work with with the industries so take me through I want to ask you a question about your job so we'll take me through the day in the life of what's going on in prime chess what are some of the things that you guys do customers and what are they asking for what's like what's the some of the issues you guys are solving what did some of the dynamics can you share some color around that sure so our main services are so we are a trust company so we do escrow services and we do compliance on all of the escrow that comes through our ICS and stos that come through so that's a ml and kyc that's really important what distinguishes us I think is a real a real game changer for our customers is that we're really a technology company and we have API stocks that allow for companies to build their businesses on top of integration so that they have customers coming in and making accounts on their their their website their dashboard their platform and that's all feeding directly and they're actually making an account so you're building your you're targeting folks saying hey we'll take care of the heavy lifting on kyc ma ml and all the stuff that needs to happens that's heavy lifting that's around DoDEA services custodial service all comes through you yes so it comes in we can hold it we can review it you're not having asset managers also holding funds which is a problem so you're not needing to touch the funds at all you can just you can just do you at you're trying to do in this space and we'll take care of that aspect that's entrepreneurial side that's the stos and the IC knows what's the alternative for the your customer build their own go with unknown shop of their other so what so if I if it's a great service sounds like a great service and takes a lot of pressure off the build out of a opportunity what's the alternative if someone doesn't go with you well there's a few I mean it's to hold your own funds right figure that out on your own in the case of many different types of funds and businesses their boards are not okay with that because it's it's too much risk and liability so in many cases the alternative is don't do it yet just keep watching and waiting and wanting to be in crypto but you can't yet so and when we're seeing that a lot that there's like a sigh of relief when we finally have this conversation and it turns out it's extremely easy to make an account with us and suddenly that major roadblock is just gone so that's what that's the career opportunity takes the risk off the table little bit and accelerates the opportunity when the sec bomb decrypt yesterday was reporting that the sec in the united states is actually going into IC OS and having them return their money because of of course they are like well of course they are that makes sense that's they were always going to do that just because they make a statement and slowly decide how to act because look last july is when they said we're going to do this and most of the crypto community said you can't because we really don't want you to and we are gonna tell ourselves all these excuses for why it's not possible for the US government to actually pursue this and why they won't really do it because they're dinosaurs and that's just not how the government works so the way the government does work is that they everything takes a long time and it's all thought through and there are a million different approval processes within the system and they don't tell you anything until they're really ready to stand by whatever same and they make so they leave you in the dark for eight months a year whatever well you guys have a good opportunity so I had to ask the question what's the business model how does someone engage with you guys sounds likely to go in and create an account is there a fee involved what's the fee can you share the engagement that somewhere would would engage with you young sure so they can visit our website which is prime trust com they can email me at Kinsey at prime trust pretty easy and we have different pricing for escort services versus custodial services and we actually pay interest on any Fiat that we held in custody and we charge a monthly basis point fee based on how much is in in custody with us and where's you guys located was the company located headquarters this here in Nevada in Las Vegas I'm based out of Los Angeles we've got some team members in San Francisco in New York as well that's awesome so it's a question how did you get into the space what's your story I got into the space I started out an equity crowdfunding so I was working with companies that were raising capital under A+ reg D and reg CF and I was in the trenches with them figuring out from like the very earliest days how what the laws were gonna look like you know launching companies the day the regulations came out barking into effect and then sort of working through that so it's been an adventure on that side and then my first experience in crypto was at an at a meet up in Santa Monica where companies were talking about raising 40 million dollars in ten seconds and that and they were also pitching in methods like I knew were not legal so it was it's kind of just dropping to me well one was how did you manage to get that many people to want to invest in you so quickly because it's a struggle for for many companies and then so that's amazing I want to learn more about that and then also did you know that there's a more legal way to do this and that you're putting yourself at a lot of risk so that made me really want to jump in and figure this out so you got totally intoxicated by the Wild West yeah there's a problem they gotta be solved in there it's kind of fun at the same time because you know all those those days are over thankfully so because you know it should be it should be more legitimize and it is getting there I think security tokens are a good sign that people are moving border security tokens at least in the u.s. the legal firms the service providers are starting to get hold up on some of the new things and that's good still expensive to run the run the process it's like own public almost as a start-up it's almost ridiculous and I kinda had the same view we're the gaps in your opinion so you now look at the crowdfunding which has been great you see all that stuff happening as essentially as a decentralized you know efficiency around disrupting venture capital and other fundraising which is great where are the gaps in your mind from a service provider standpoint from an ecosystem where's the to-do items what needs to get done faster where are the gaps I think everybody's building out their technology to make everything easier currently there's a lot that's done manually or just to manually and needs to be more automated and then I think there's also a lot of education on both sides that needs to be done that's that's I think a huge gap there's a tendency to create echo chambers and so you end up talking with people who just won't even consider the other side of it with the possibility for change in whichever area they're in and that is I think we are gonna see that come together but that tends to hold people back because you thanks for coming on and sharing your insights great to have you on the cube and good luck with prime trust thank you okay this is a cube live coverage here at hosts show con I'm John furrow your stay with us more live coverage after the short break

I from Las Vegas Nevada it's the cube covering IBM world of Watson 2016 brought to you by IBM now here are your hosts John furrier and Dave vellante hey welcome back everyone we're here live in Las Vegas for IBM's world of Watson at the mandalay bay here this is the cube SiliconANGLE media's flagship program we go out to the events and extract the signal-to-noise I'm John Ford SiliconANGLE i'm here with dave vellante my co-host chief researcher red Wikibon calm and our next guest is inderpal bhandari who's the chief global chief data officer for IBM welcome to the cube welcome back thank you thank you meet you you have in common with Dave at the last event 10 years Papa John was just honest we just talked about the ten year anniversary of I OD information on demand and Dave's joke why thought was telling we'll set up the says that ten years ago different data conversation how do you get rid of it is I don't want the compliance and liability now it shifted to a much more organic innovative exciting yeah I need a value add what's the shift what's the big change in 10 years what besides the obvious of the Watson vision how did what it move so fast or too slow what's your take on this ya know so David used to be viewed as exhaust right the tribe is something to get rid of like you pointed out and now it's much more to an asset and in fact you know people are even talking about about quantifying it as an asset so that you can reflect it on the balance sheet and stuff like that so it certainly moved a long long way and I think part of it has to do with the fact that we are inundated with data and data does contain valuable information and to the extent that you're able to glean it and act on it efficiently and quickly and accurately it leads to a competitive advantage what's the landscape for architects out there because a lot of things that we hear is that ok i buy the day they I got a digital transformation ok but now I got to get put the data to work so I need to have it all categorized what's the setup is there a general architecture philosophy that you could share with companies that are trying to set themselves up for some baseline foundational sets of building blocks I mean I think they buy the Watson dream that's a little Headroom I just want to start in kindergarten or in little league or whatever metaphor we want to use any to baseline what's today what's the building blocks approach the building blocks approach I mean from a if you're talking about a pure technical architectural that kind of approach that's one thing if you're really going after a methodology that's going to allow you to create value from data I would back you up further I would say that you want to start with the business itself and gaining an understanding of how the business is going to go about monetizing itself not its data but you know what is the businesses monetization strategy how does the business plan to make money over the next few years not how it makes money today but over the next few years how it plans to make money that's the right starting point once you've understood that then it's basically reflecting on how data is best used in service of that and then that leads you down to the architecture the technologies the people you need the skills makes the process Tanner intuitive the way it used to be the ivory tower or we would convene and dictate policy and schemas on databases and say this is how you do it you're saying the opposite business you is going to go in and own the road map if you will the business it's a business roadmap and then figure it out yeah go back then go back well that's that's really the better way to address it than my way so the framework that we talked about in in Boston and now and just you're like the professor I'm the student so and I've been out speaking to other cheap date officers about it it's spot on this framework so let me briefly summarize it and we can I heard you not rebuilding it to me babe I'm saying this is Allah Falls framework I've stolen it but with no shame no kidding and so again we're doing a live TV it's you know he can source your head I will give him credit so but you have said they're there are two parallel and three sequential activities that have to take place for data opposite of chief data officer the two parallel our partnership with the line of business and get the skill sets right the three sequential are the thing you just mentioned how you going to monetize data access to data data sources and Trust trust the data okay so great framework and I'd say I've tested it some CEOs have said to me well I geeza that's actually better than the framework I had so they've sort of evolved as I said you're welcome and oh okay but now so let's drill into that a little bit maybe starting with the monetization piece in the early days Jonna when people are talking about Big Data it was the the mistake people made was I got to sell the data monetize the data itself not necessarily it's what you're saying yes yes I think that's the common pitfall with that when you start thinking about monetization and you're the chief data officer your brain naturally goes to well how do I monetize the data that's the wrong question the question really is how is the business planning to monetize itself what is the monetization strategy for the overall business and once you understand that then you kind of back into what data is needed to support it and that's really kind of the sets the staff the strategy in place and then the next two steps off well then how do you govern that data so it's fit for the purpose of that business lead that you just identified and finally what data is so critical that you want to centralize it and make sure that it's completely trusted so you back into those three those three steps so thinking about data sources you know people always say well should you start with internal should you start with external and the answer presumably is it depends it depends on the business so how do you how do you actually go through that decision tree what's that process like yeah I mean if you know you start with the monetization strategy of the company so for example I'll use IBM a banana and the case of IBM took me the first few months to understand that our monetization strategy was around cognitive business specifically making enterprises into cognitive businesses and so then the strategy that we have internally for IBM's data is to enable cognition within within IBM the enterprise and move forward with that and then that becomes a showcase for our customers because it is after all such a good example of a complex enterprise and so backing you know backing in from that strategy it becomes clear what are some of the critical data elements that you need to master that you need to trust that you need to centralize and you need to govern very very rigorously so that's basically how I approached it did I answer your question daivam do you get so so you touched on the on the second part I want to drill into the the third sequential activities which which is sources so i did so you did we just talk about this well the sources i mean if you had something add to that yes in terms of the i think you mentioned the internal versus external so one thing else i'll mention especially if you kind of take that 10-year outlook that we were talking about 10 years ago serials had very internal outlook in terms of the data was all internal business data today it's much more external as well there's a lot more exogenous data that we have to handle and validity and that's because we're making use of a lot more unstructured data so things like news feeds press releases articles that have just been written all our fair game to amplify the view that you have about some entity so for example if we're dealing with a new supplier you know previously we might gather some information by talking with them now we'd also be able to look at essentially everything that's out there about them and factor that in so it is a there's an element of the exogenous data that's brought to bear and then that obviously becomes part of the realm of the CDO as well to make sure that that data is available and you unusable by the business is John Kelly said something go ahead sorry well Jeff Jonas would say that's the observation space right that you want to have the news feeds it's extra metadata that could change the alchemy if you will of whatever the mix of the data is that kind of well yeah I would say you might even go further than just metadata i would say that in some some sense it's part of your intrinsic data set because you know it gives you additional information about the entities that you're collecting data on and that measuring the John Kelly in the keynote this morning he made two statements he said one is in three to five years every health care practitioners going to going to want to consult Watson and then he also said same thing for MA because watch is going to know every public piece of data about every single company right so it's would seem that within the three to five year time frame that the shift is going to be increasingly toward external data sources not necessarily the value in the lever points but in terms of the volume certainly of data is that fair I think it's a it's a fair statement I mean I think if you think of it in the healthcare context if you know a patient comes in and there's a doctor or a practitioner that's examining the patient right there they're generating some data based on their interaction but then if you think about the exogenous data that's relevant and pertinent to that case that could involve you know thousands of journals and articles and so you know your example of essentially saying that the external data could be far greater than the internal data out say we're already there okay and then the third sequential piece is trust are you gonna be able to trust the trust we talk a lot about we were down to Big Data NYC the same week you guys made your big announcement the data works everybody talks about data Lakes we joke gets the data swamp and can't really trust the data yeah we further away from a single version of the truth than we ever were so how are you dealing with that problem internally at IBM and what's the focus is it more on reporting is it more on supporting lines of business in product yeah the focus internal within IBM is in terms of driving cognition at the way I would describe it is at points where today we have significant human judgment being exercised to make decisions and that's you know thousands of points in our enterprise or complicated enterprise like IBM's and each of those decision points is actually an opportunity to inject cognitive technology and play and then bring to bear and augmented intelligence to those decisions that you know a factors in the exogenous data so leaving a much better informed decision but also them a much more accurate decision okay the two parallel activities let's start with the first one line of business you know relationships sounds like bromide why is it not just sort of a trite throwaway statement what where's the detail behind that so the detail behind that if you go back to the very first and the most important step and this whole thing with regard to the monetization strategy of the company understanding that if you don't have those deep relationships with the lines of business there's no way that you'll be able to understand the monetization strategy of the business so that's why that's a concurrent activity that has to start on day one otherwise you won't even get past the you know that that very first first base in terms of understanding what the monetization strategies are for the business and that can only really come by working directly with the business units meeting with their leadership understanding their business so you have to do that due diligence and that's where that partnership becomes critical then as you move on as you progress to that sequence you need them again so for instance once you understood the strategy and now you understood what data you need to follow that strategy and to govern it you need their help in governing the business because in many cases the businesses may be the ones collecting the data or at least controlling the source systems for that data so that partnership then just gets deeper and deeper and deeper as you move forward in that program I love the conscience of monetizing earlier and this some tweets going around you know what's holding it back cost of building it obviously and manageability but I want to bring that back and bring a developer perspective here because a lot of emphasis is on developing apps where the data is now part of the development process I wrote a blog post in 2008 saying that dated some new development kit radical at the time but reality it came out to be true and that they're looking at data as library of value to tap into so if stuffs annandale they could be sitting there for years but I could pull something out and be very relevant in context in real time and change the game on some insight and the insight economy is bob was saying so what is your strategy for IBM 21 on board more developer goodness and to how do you talk to customers were really trying to figure out a developer strategy so they can build apps and not to go back and rewrite it make it certainly mobile first etc but what's how does a date of first appt get built and I should developers be programming with you I'll give you a way to think about it right i mean and going back again to that ten-year paradigm shift right so ten years ago if somebody wanted to write an application and put it on the internet and it was based on data the hardest part was getting hold of the data because it was just very very difficult for them to get all of it to access the data and then those who did manage to get all of the data they were very successful in being able to utilize it so now with the the paradigm shift that's happened now is the approaches that you make the data available to developers and so they don't have to go through that work both in terms of accessing collecting finding that data then cleaning it it's also significant and so time consuming that it could put put back there their whole process of eventually getting to the app so to the extent that you have large stores of data that are ready to go and you can then make that available to a body of developers it just unleashes it's like having a library of code available is it all the hard work and I think that's a good way to look at it I mean that's think that's a very good way to look at it because you've also got technologies like the deep learning technologies where you can essentially train them with data so you don't need to write the code they get trained to later so I see a DevOps of data means like an agile meets I'm again you're right a lot of the cleaning and this is where you no more noise we all know that problem or data creates more noise better cleaning tools so however you can automate that yes seems to be the secret differentiator it's an accelerator it's amazing accelerator for development if you have good sets of data that are available for them to used so I want to round out my my little framework here your frame working with my my learnings for the fifth one being skills yes so this is complicated because it involves organization skills changes as pepper going through the lava here we try to get her on the cube Dave home to think the pamper okay babe yeah so should I take over pepper you want to go see pepper I want to see pepper on the cube hey sorry exact dress but so a lot of issues there there's reporting structures so what do you mean when you talk about sort of the skill sets and rescaling so and I'll describe to you a little bit about the organization that I have at IBM as an example some of that carries over and some of that doesn't the reason I say that is again I mean the skills piece there are some generic skill sets that you need for to be achieved data officer to be a successful chief data officer in an enterprise there is one pillar that I have in my organization is around data science data engineering DevOps deep learning and these are the folks who are adept at those technologies and approaches and methodologies and they can take those and apply them to the enterprise so in a sense these are the more technical people then another pillar that's again pretty generic and you have to have it is the information and data governance pillow so that anything that's flowing any data that's flowing through the data platform that I spoke off in the first pillar that those that that data is governed and fit for purpose so they have to worry about that as soon as any data is you even think of introducing that into the platform these folks have to be on that and they're essentially governing it making sure that people have the right access security the quality is good its improving there's a path to improving it and so forth I think those are some fairly generic you know skill sets that we have to get in the case of the first pillar what's difficult is that there aren't that many people with those skills and so it's hard to find that talent and so the sooner you get on it so that would that's the biggest barrier in the case of the second pillar what's the most difficult piece there is you need people who can walk the balance between monetization and governance too much governance and you essentially slow everything down and nothing moved a cuff and you're handcuffed and then you know if it's too much monetization you might run aground because you you ignored some major regulation so walking that loss of market value yeah that's what you have to really get ahead of your skis as they say and have a faceplant you'll try too hard to live boost mobile web startups like Twitter that's big cock rock concert with Twitter Facebook if you try to monetize too early yes you lose the flywheel effect of value absolutely so walking that balance is critical so that's that that's really finding the skill set to be able to do that that's that's what what's at play in that second or the third one is if you are applying it to an enterprise you have to integrate these you know this platform into the workflow off the enterprise itself otherwise you're not going to create any impact because that's where the impact gets created right that's basically where the data is that the tip of the spear to so to speak so you it's going to create value and in a large enterprise which has legacy systems which are silos which is acquiring companies and so on and so forth that's enough itself a significant job and that skill set is that's a handicapped because if you have that kind of siloed mentality you don't get the benefits of the data sharing right so what's that what's said how much how much effort would it take I'm just kind of painting that picture kind of like out there like well a lot of massively hard ya know that that's you know a lot of you know a lot of people think that data mining is all about my data you know this is my data I'm not going to give it to you the one of the functions of the chief data office is to change that mindset yeah and to stop making use of the data in a broader context than just a departmental siloed type of approach and now some data can legitimately be used only departmentally but the moment you need two or more department start using that data I mean it's essentially corporate data so are those roles a shared service everybody see that works it maybe varies but is it a shared service that reports into the chief data officer or is it embedded into the business those those skill sets that you talked about I think those skill sets are definitely part of the chief data officer you know organization now it's interesting you mentioned that about embedding them and the business units now in a in a large enterprise a complicated enterprise like IBM the different business units and that potentially have different business objectives and so forth you know you you do need a chief data officer role for each of these business units and that's something that I've been advocating that's my fault pillar and we are setting that up and then within the context of IBM so that they serve the business unit but they essentially reporting to me so that they can make use of the overall corporate structure you do their performance review the performance review is done by the business unit it is ok but the functional direction is given by me ok so I get back to still go either way oh yes that's a balance loon yeah absolutely under a lot of time for sure i'll get back to this data mining because you bring up a good point we can maybe continue on our next time we talk but data monies were all the cutting edge kind of best practices are were arsed work what we're relations are still there technically if you're here but that the dynamic of data mining is is that you're assuming no new data so with if you have a lot of data coming in most of the best data mining techniques are like a corpus you attack it and learned but if the pile of data is getting bigger faster that you could date a mine it what good is against or initial circular hole I'm going to again you know just take you back 10 years from now and now right and the differences between the two so it's very interesting points that you bring up I'll give you an example from 10 years ago this data mining example not ten years ago actually my first go-around at IBM so it's like 94 yeah one of the things I've done was we had a program a computer program that every team in the National Basketball Association started using and this was a classic data mining program it would look at the data and find insights and present them and one of the insights that it came up with and this was for a critical playoff game it told the coach you got to play your backup point guard and your backup forward now think about that which same coach would actually go with that so it's very hard for them to believe that they don't know if it's right or wrong in my own insurance and the way we got around that was we essentially pointed back to the snippets of video where those circumstances occurred and now the coach could see what is going on make a you know an informed decision flash forward to now the systems we have now can actually look at all that context all at once what's happening in the video what's happening in the audio also the data can piece together the context so data mining is very different today than what it was them now it's all about weaving the context and the story together and serving it up yeah what happened what's happening and what's going to happen kinda is the theaters of yes there are in sight writing what happened it's easy just yeah look at the data and spit out some insight what's happening now is a bit harder in memory I think that's the difference between cognition as it away versus data mining as you know we understood a few years ago great cartridge we can go for another hour but do we ever get enough love to follow up on some of the deep learning maybe come down to armonk next time we're in this certainly on the sports data we have a whole program on sports data so we love the sports with the ESPN of tech and bringing you all the action right here yes I did Doug before Moneyball you know my mistake was letting right yeah yeah right the next algorithm but that's okay you know we put a little foot mark on the cube notes for that thank you very much thank you appreciate okay live in Mandalay Bay we're right back with more live coverage I'm Sean for a table on thing great back today I am helping people