>> Good afternoon, fellow cloud nerds and welcome back to AWS Reinvent 2022. We are live here from fabulous Las Vegas, Nevada. My name is Savannah Peterson, joined by Lisa Martin. So excited to be here Lisa, it's my first reinvent. >> Is it really? >> Yeah. >> I think it's only like my fourth or fifth. >> Only your fourth or fifth. >> Only. >> You're such a pro here. >> There's some serious veterans here in attendance that have been to all 11. >> I love that. >> Yeah. Wow, go them. I know, maybe we'll be at that level sooner. >> One day we will. >> Are you enjoying the show so far? >> Absolutely, it is. I cannot believe how many people are here. We've had 70,000 and we're only seeing what's at the foundation Expo Hall, not at the other hotel. So, I can only imagine. >> I mean, there's a world outside of this. >> Yes, and there's sunlight. There's actual sunlight outside of this room. >> Nobel idea. Well, Lisa, I'm very excited to be sitting here next to you and to welcome our fabulous guests, from TEKsystems, we have Brandon and Srini. Thank you so much for being here. How is the show going for you gentlemen so far? >> It's great. Lot of new insights and the customers are going to love what AWS is releasing in this reinvent. >> There is such a community here, and I love that vibe. It's similar to what we had at Cloud Native con in Detroit. So much collaboration going on. I assume most folks know a lot about TEKsystems who are watching, but just in case they don't, Brandon, give us the pitch. >> You bet. So full stack IT solutions firm, been in business for over 40 years, 80,000 global employees, really specializing in digital transformation, enterprise modernization services. We have partners in One Strategy, which is an an acquisition we made, but a well known premier partner in the Amazon partner ecosystem, as well as One North Interactive, who is our boutique brand, creative and digital strategy firm. So together, we really feel like we can bring full end-to-end solutions for digital and modernization initiatives. >> So, I saw some notes where TEKsystems are saying organizations need experienced AWS partners that are not afraid doing the dirty work of digital transformation, who really can advise and execute. Brandon, talk to us about how TEKsystems and AWS are working together to help customers on that journey which is nebulous of digital transformation. >> So, our real hallmark is the ability to scale. We partner with AWS in a lot of different ways. In fact, we just signed our strategic collaboration agreement. So, we're in the one percenter group in the whole partner network. >> Savanna: That's a pretty casual flex there. >> Not bad. >> I love that, top 1%, that no wonder you're wearing that partner pin so proud today. (speaking indistinctly) >> But we're working all the way on the advisory and working with their pro serve organization and then transforming that into large scale mass migration services, a lot of data modernization that Srini is an absolute expert in. I'm sure he can add some context too, but it's been a great partnership for many years now. >> In the keynote, Adam spent almost 52 minutes on data, right? So, it emphasizes how organizations are ready to take data to cloud and actually make meaningful insights and help their own customers come out of it by making meaningful decisions. So, we are glad to be part of this entire ecosystem. >> I love that you quantified how many minutes. >> I know. >> Talked about it, that was impressive. There's a little bit of data driven thinking going on here. >> I think so. >> Yeah. >> Well, we can't be at an event like this without talking about data for copious amounts of time, 52 minutes, has just used this morning. >> Right, absolutely. >> But every company these days has to be a data company. There's no choice to be successful, to thrive, to survive. I mean, even to thrive and grow, if it's a grocery store or your local gas station or what? You name it, that company has to be a data company. But the challenge of the data volume, the explosion in data is huge for organizations to really try to figure out and sift through what they have, where is all of it? How do we make sense of it? How do we act on it and get insights? That's a big challenge. How is TEKsystems helping customers tackle that challenge? >> Yeah, that's a great question because that's the whole fun of handling data. You need to ensure its meaning is first understood. So, we are not just dumping data into a storage place, but rather assign a meaningful context. In today's announcement, again, the data zone was unveiled to give meaning to data. And I think those are key concrete steps that we take to our customers as well with some good blueprints, methodical ways of approaching data and ultimately gaining business insights. >> And maybe I'll add just something real quick to that. The theme we're seeing and hearing a lot about is data monetization. So, technology companies have figured it out and used techniques to personalize things and get you ads, probably that you don't want half the time. But now all industries are really looking to do that. Looking at ways to open new revenue channels, looking at ways to drive a better customer experience, a better employee experience. We've got a ton of examples of that, Big Oil and Gas leveraging like well and machine data, coming in to be more efficient when they're pumping and moving commodities around. We work a lot in the medium entertainment space and so obviously, getting targeted ads to consumers during the right periods of TV or movies or et cetera. Especially with the advert on Netflix and all your streaming videos. So, it's been really interesting but we really see the future in leveraging data as one of your biggest corporate assets. >> Brilliant. >> So, I'm just curious on the ad thing, just real quick and I'll let you go, Lisa. So, do you still fall victim to falling for the advertising even though you know it's been strategically put there for you to consume in that moment? >> Most of the time. >> I mean, I think we all do. We're all, (indistinct), you're behind the curtain so to speak. >> The Amazon Truck shows up every day at my house, which is great, right? >> Hello again >> Same. >> But I think the power of it is you are giving the customer what they're looking for. >> That's it. >> And you know... >> Exactly. We have that expectation, we want it. >> 100%. >> We know that. >> Agree. >> We don't need to buy it. But technology has made it so easy to transact. That's like when developers started going to the cloud years ago, it was just, it was a swipe. It was so simple. Brandon, talk about the changes in cloud and cloud migration that TEKsystems has seen, particularly in the last couple of years as every company was rushing to go digital because they had to. >> So several years ago, we kind of pushed away that cloud first mentality to the side and we use more of a cloud smart kind of fashion, right? Does everything need to go to the cloud? No. Do applications, data, need to go to the cloud in a way that's modern and takes advantages of what the cloud can provide and all the new services that are being released this week and ongoing. So, the other thing we're seeing is initiatives that have traditionally been in the CTO, CIO organization aren't necessarily all that successful because we're seeing a complete misalignment between business goals and IT achievements, outcomes, et cetera. You can automate things, you can move it to the cloud, but if you didn't solve a core business problem or challenge, what'd you really do? >> Yeah, just to add on that, it's all about putting data and people together. And then how we can actually ensure the workforce is equally brought up to speed on these new technologies. That has been something that we have seen tremendous improvement in the last 24 months where customers are ready to take up new challenges and the end users are ready to learn something new and not just stick onto that status quo mindset. >> Where do you guys factor in to bringing in AWS in the customer's cloud journeys? What is that partnership like? >> We always first look for where the customer is in their cloud journey path and make sure we advise them with the right next steps. And AWS having its services across the spectrum makes it even easier for us to look at what business problem they're solving and then align it according to the process and technology so that at the end of the day, we want end user adoption. We don't want to build a fancy new gadget that no one uses. >> Just because you built it doesn't mean they'll come. And I think that's the classic engineering marketing dilemma as well as balance to healthy tension. I would say between both. You mentioned Srini, you mentioned workforce just a second ago. What sort of trends are you seeing in workforce development? >> Generally speaking, there are a lot of services now that can quantify your code for errors and then make sure that the code that you're pushing into production is well tested. So what we are trying to make sure is a healthy mix of trying to solve a business problem and asking the right questions. Like today, even in the keynote, it was all about how QuickSight, for example, has additional features now that tells why something happened. And that's the kind of mindset we want our end users to adopt. Not just restricting themselves to a reactive analytics, but rather ask the question why, why did it happen? Why did my sales go down? And I think those technologies and mindset shift is happening across the workforce. >> From a workforce development standpoint, we're seeing there's not enough workforce and the core skills of data, DevOps, standard cloud type work. So, we're actually an ATP advanced training partner, one of the few within the AWS network. So, we've developed programs like our Rising Talent Program that are allowing us to bring the workforce up to the skills that are necessary in this new world. So, it's a more build versus buy strategy because we're on talents real, though it may start to wane a little bit as we change the macroeconomic outlook in 2023, but it's still there. And we still believe that building those workforce and investing in your people is the right thing to do. >> It is, and I think there's a strong alignment there with AWS and their focus on that as well. I wanted to ask you, Brandon. >> Brandon: Absolutely. >> One of the things, so our boss, John Furrier, the co CEO of theCUBE, talked with Adam Selipsky just a week or maybe 10 days ago. He always gets an exclusive interview with the CEO of AWS before reinvent, and one of the things that Adam shared with him is that customers, CEOs and CIOs are not coming to Adam, to this head of AWS to talk about technology, they want to talk about transformation. He's talking about... >> The topic this year. >> Moving away from amorphous topic of digital transformation to business transformation. Are you seeing the same thing in your customer? >> 100%, and if you're not starting at the business level, these initiatives are going to fail. We see it all the time. Again, it's about that misalignment and there's no good answer to that. But digital, I think is amorphous to some degree. We play a lot with the One North partnership that I mentioned earlier, really focusing on that strategy element because consumer dollars are shrinking via inflation, via what we're heading into, and we have to create the best experience possible. We have to create an omnichannel experience to get our products or services to market. And if we're not looking at those as our core goals and we're looking at them as IT or technology challenges, we're not looking in the right place. >> Well, and businesses aren't going to be successful if they're looking at it in those siloed organizations. Data has to be democratizing and we've spent same data democratization for so long, but really, we're seeing that it has to be moving out into the lines of business because another thing Adam shared with John Furrier is that he sees and I'm curious what your thoughts are on this, the title of data analysts going away because everybody in different functions and different lines of business within an organization are going to have to be data analysts to some degree, to use data whether it's marketing, ops, sales, finance, are you seeing the same? >> That is true. I mean, at this point, we are all in the connected world, right? Every data point is connected in some form or shape to another data point. >> Savanna: There are many data points, just sitting here, yeah. >> Absolutely, so I think if you are strategizing, data needs to be right in the center of it. And then your business problems need to be addressed with reliable data. >> No, I mean, advertising, supply chain, marketing, they're all interconnected now, and we're looking at ways to bring a lot of that siloed data into one place so we can make use to it. It goes back to that monetization element of our data. >> That's a lot about context and situational awareness. We want what we want, when we want it, even before we knew we needed it then. I think I said that right. But you know, it's always more faster, quicker and then scaling things up. You see a lot of different customers across verticals, you have an absolutely massive team. Give us a sneak peek into 2023. What does the future hold? >> 2023 is again, to today's keynote, I'm bringing it back because it was a keynote filled with vision and limitless possibilities. And that's what we see. Right now, our customers, they are no longer scared to go and take the plunge into the cloud. And as Brandon said, it's all about being smart about those decisions. So, we are very excited that together with the partnership that we recently acquired and the services and the depth, along with the horizontal domain expertise, we can actually help customers make meaningful message out of their data points. And that keeps us really excited for next year. >> Love that, Brandon, what about you? >> I think the obvious one is DevOps and a focus on optimization, financially, security, et cetera, just for the changing times. The other one is, I still think that digital is going to continue to be a big push in 2023, namely making sure that experience is at its best, whether that's employee and combating the war on talent, keeping your people or opening new revenue streams, enhancing existing revenue streams. You got to keep working on that. >> We got to keep the people happy with the machines and the systems that we are building as we all know. But it's very nice, it's been a lot of human-centric focus and a lot of customer obsession here at the show. We know it's a big thing for you all, for Amazon, for pretty much everyone who sat here. Hopefully it is in general. Hopefully there's nobody who doesn't care about their community, we're not talking to them, if that's the case, we have a new challenge on theCUBE for the show, this year as we kind of prepped you for and can call it a bumper sticker, you can call it a 30 second sizzle reel. But this is sort of your Instagram moment, your TikTok, your thought of leadership highlight. What's the most important story coming out of the show? Srini, you've been quoting the keynotes very well, so, I'm going to you first on this one. >> I think overall, it's all about owning the change. In our TEKsystems culture, it's all about striving for excellence through serving others and owning the change. And so it makes me very excited that when we get that kind of keynote resonating the same message that we invite culturally, that's a big win-win for all the companies. >> It's all about the shared vision. A lot of people with similar vision in this room right now, in this room, like it's a room, it's a massive expo center, just to be clear, I'm sure everyone can see in the background. Brandon >> I would say partnership, continuing to enhance our strategic partnership with AWS, continuing to be our customers' partners in transformation. And bringing those two things together here has been a predominance of my time this week. And we'll continue throughout the week, but we're in it together with our customers and with AWS and looking forward to the future. >> Yeah, that's a beautiful note to end on there. Brandon, Srini, thank you both so much for being here with us. Fantastic to learn from your insights and to continue to emphasize on this theme of collaboration. We look forward to the next conversation with you. Thank all of you for tuning in wherever you happen to be hanging out and watching this fabulous live stream or the replay. We are here at AWS Reinvent 2022 in wonderful sunny Las Vegas, Nevada with Lisa Martin. My name is Savannah Peterson, we are theCUBE, the leading source for high tech coverage.

(corporate electronic xylophone jingle intro) >> Good afternoon and welcome back to our very last segment of Tuesday's live broadcast here on theCUBE from AWS re:Invent in fabulous Las Vegas, Nevada. My name is Savannah Peterson and I am joined here by the brilliant Paul Gillin. Paul, end of our first day. You holding up, are you still feeling overwhelmed with fire hose... >> Savannah, yet my feet are killing me. (savannah laughs) >> Yeah, we've done so much walking in these chairs. >> 14,000 steps already today. It's not even dinner time. >> Hey, well, at least you've earned your dinner, Paul. I love that. I love that. I'm very excited about our next guests. We have Krishna and Sowmya joining us from Tata Consultancy Services. Now, I was impressed when I was doing my background research on you all. The Tata Group has locations in 150 different spots, 46 different countries. You have over 600,000 employees on the team. We are talking about absolutely massive scale here but, today we're going to be focused specifically on the Tata Consultancy Services. Sowmya, can you tell me what you all do? What is that team specifically in charge of? >> Yeah, TCS, first of all, thank you very much for inviting us. >> Savannah: Our pleasure. >> Maybe the last session but, we'll make it very lively. >> Savannah: It's going to be the best session. That's the best part of the day. >> Yes, that's the attitude. From a company standpoint, we are a 50 plus year old company. Part of the Tata group. We focus on IT services. We are categorized as industry verticals and we have horizontal services where AWS is one of the horizontal services that we have. And, when I talk about TCS, we focus a lot more on growth and transformation of our customers. That is one of the key objectives of the current company's growth, I would say. So, that is TCS in a nutshell. >> Extraordinarily important topic to be focused on right now. Growth, transformation, pretty much the core topics of the show. I know you're on the hospitality and transportation side of the business, which is very exciting. And, we're going to dig into that a little bit more. Krishna, you're overseeing the world. Tell us a little bit more about your role within the whole ecosystem. >> Yeah, thank you for the opportunity. Great meeting all of you. It's been awesome experience here. re:Invent is coming back, catching up, right? 50,000 people compared to 25,000 last year. So, great to see and meet all of you. Coming to my role, I am responsible for AWS Business Unit within TCS. That means I am responsible for anything that happens on cloud, on AWS. It's a Full Stack unit. I have the global responsibility. That's whether it's a applications, data, infrastructure, transformation that happens, as well as OT at the edge. So, that's my responsibility. >> Savannah: Well, I love talking about the edge. One of my favorite. >> Transformation is a theme of what you do. We heard that the pandemic accelerated digital transformation initiatives at many companies. How did you see the pandemic affecting your business, affecting the customers you were working with? >> Pandemic definitely kind of accelerated a lot of cloud adoption, right? A lot of companies initially focused on resiliency, coming back to handling the pandemic, the situation. But, it also drove a lot of innovation in the business models. They had to think on their feet, re-look at their business models, change the channels and that continued. Pandemic is thankfully gone by but, the transformation actually continued. The way that we actually see on cloud, especially transformation, it has evolved. What we call as Cloud 2.0. Now, cloud is actually more focused on future-proofing the businesses. And, the initial days it was more about future-proofing the technology and technology architecture. But, it has evolved to future-proofing businesses. That means implementing new business models, bringing in agility, measuring the business value. And, that's where we see a significant traction. >> So, it's not about technology then. It's not about infrastructure. >> It is about technology but, really delivering business value. It's about, how can I improve the customer experience? >> Well, can you give us a couple of examples of companies you work with that embody this idea? >> I can imagine in the travel and hospitality zone. Probably few communities more sensitive than when someone's having a disruption or frustration within that process. And, perhaps few time periods less chaotic than the last few years. Tell us about your experience and what you've seen. >> Absolutely. To answer your question, first of all, coming out of pandemic, right? Many customers in the travel and hospitality industry where legacy, did not modernize for the last decade or so because, there have been many ups and downs in the industry. So, during pandemic, post-pandemic, one of the the way they wanted to rebound was, can we do the transformation? First of all, cloud as a technology adoption, but, beyond that, how do customers derive value, business value? That is one of the key aspects of the old transformation. And, if you take, I can give a couple of examples. Avis Car Rental, they had monolith mainframe applications and, that was there for almost couple of decades, right? But, over a period of time, they were not able to have the availability of those applications. There were many outages. As a result, businesses could not do the bookings. Like OTAs, customers could not do the bookings, the application was not available most of the time. And, it's all legacy, right? So, that is where we all came in, TCS. How do we first of all, simplify the complexity of the landscape? That is one. Then, second is, modernize the legacy application. That's the second thing. Third is, how do you scale it? Because, everyone wants to go faster, right? How do you scale it? That is where we partnered with AWS as well, to bring in some specific solutions. One example for Avis', their Rent Shop. Because, of the lack of availability, because, it's monolith application and legacy application. It was not available. So, as a result, we partnered and we brought in our contextual knowledge of the car rental industry to kind of transform, move it to cloud. And, today, as a result of it, Avis was able to save millions of dollars from a MIB standpoint. Second, in terms of availability, that was 99.9% availability. As a result, they had a pick in their business revenue as well. So, this is one of the ways that its helped. The second example I want to quote is, United Airlines. Here again, we've been present for a long time. We have a deep industry knowledge of the airline industry. So, we brought in our airline contextual knowledge and the United landscape to bring in a TCS's solution that we developed. It's called the Aviana. It's an intelligent operations solution for the airline industry, which we have developed. It's on AWS as well, that is being implemented in United. As a result, the ground staff, they have to take decisions on the moment when there is a irregular operation. That could be flight delays, as a result, customers connections will be lost. >> Savannah: Baggage. >> Baggage, right? Baggage delays. >> So many variables. The complexity... >> exactly >> in this matrix is wild. >> So, leveraging the Aviana solution, the ground staff were able to take decisions based on exceptions. They were able to take decisions quickly so that, they improved the customer experience. I think that was one of the key successes for United in the recent times. So, those two are the examples that I would call where customers have the right business value. So, cloud was not just for technology. They all are deriving a lot of business value as well. I would say. >> How important do you think it is for companies facing these unique challenges and scaling to work with partners like TCS? And, I'm sure you would say very important, but, tell me a little bit more why it's so important and those core benefits that they're going to get. Krishna, let's start off with you. Yeah, let me take again the AWS cloud transformation, right? TCS has formed AWS Business Unit two years back. So, we are a covid baby in a way. We have been working with the AWS for more than a decade but, we formed a dedicated Full-Stack Unit to drive cloud transformation on AWS. In these last two years, we've grown three X and customers we have added 400 new customers we have added. >> Nicely done. Just want to see you there. That's huge. Especially during these times. Congratulations. >> So, it's basically about the scale that we bring in. What we have done as a differentiation is, if you look at the entire cloud journey, right from taking a decision which cloud is, right, all the way to the cloud migration modernization and running operations. So, we have built complete platform. AML based platforms, where we have taken our delivery wisdom and codified it onto these platforms. So, we support around thousand plus customers on AWS in varying capacity. All of that knowledge is codified and, that is what we bring to the table, to the customers. And, so, customers obviously appreciate that value that best practices that are coming. And, coupled with that, the industry knowledge that we have on banking, life sciences, healthcare, automotive. So, it's partly the IT, it is the industry transformation as well. Because, we are working on connected cars, for example, in automotive. We are working on accelerated drug development platforms. We're working on complete banks as a platform that we have. TCS has built on AWS. So, 400 customers are there. It's the complete banking and insurance platform. So, this is the combination of the technical expertize that is digitized using platforms, as well as the industry knowledge, is the reason why customers work with us on the cloud transformation. >> So, we're seeing you talk about the vertical industry knowledge. AWS also has its own vertical industry plays. How do you, I guess, coordinate with them or, do you compete with them or, do you stay out of each other's way? >> No, we actually collaborate aggressively. >> Savannah: I like that (laughs) >> Right, so, it's not.. >> Savannah: With vigor. >> With vigor. TCS supports approximately 14 verticals. With AWS, we went with the focused industry play. We said we look at financial services, travel, transportation, hospitality, healthcare, life sciences and automotive, to start with. And, we have Go Big plans with AWS. very focused. The collaboration is actually at the industry solutions because, AWS is a great platform, ever evolving, keeps you on on your toes to really adapt it. But, that is always going on, the collaboration. But, the industry, I'm actually glad AWS last year took a pivot on focusing on industries. Now, we talk the same language when we go in front of a board or a CEO or COO. Present it. We are talking about the future of the industry not just the future of the technology. So, it's a win-win. >> You are also developing products on top of AWS that are not industry verticals, that build on the platform. What kinds of products are those? >> For cloud transformation, for example, consulting. We have a product called Cloud Counsell. We have a decision engine on the data side. We have something called Cloud Foundation, Mason. CloudMason. It's just the foundation, right? And, entire migration and modernization factory. And, the last one on cloud operations is actually Cloud Exponence. So, these are time tested. You have Fortune 500 customers using this regularly actively leveraging that. And, these are all AWS in a well architecture framework certified. So, they work well and they're designed to work on cloud, not only in the native environment, but, also legacy environment. Because, enterprises is not just only native, cloud-native. There is a lot of legacy. Sowmya spoke about the mainframe model... >> So much legacy, we were talking about it. >> So, you have to have a combination of solutions. So, the platforms that we're building, the products we're building, work in both the environments. >> Yeah, and that agility and ability to help customers navigate that prioritization. I mean, there's so many options. We talk about how many new companies there are every year. New solutions. Our adoption of technology is accelerating. As, McKinsey said, we went through 10 years of technological evolution and workplace evolution over the first six months of the pandemic. So, really everything's moving at unprecedented velocity unlike ever before. We have a new game here on theCUBE specifically for this show. And, we are challenging our guests, prompting our guests, to give us a 30 second sizzly sound bite with your hot take on the most important themes of this year's show. Think of it as a thought leadership moment. Opportunity to plug if you really want it. Krishna, you've just given me the nod. I'm going to start with you first and then we'll then we'll pass it along, yeah >> Sure. I think on thought leadership, the way that on cloud, business value is the focus, not the technology. Technology is important, but business value is the focus. And, the way that I see it evolving is with quantum computing coming out more and more, becoming relevant, and Edge is actually becoming quite active as well. All this while on cloud, we focused on business value at the centralized place at the corporate. But, I think the real value of cloud is when you deliver the results, business results, where the customers consume it, that is at the edge. I think that's basically the combination of centralized and the edge is where the real value of cloud is, right. And, I also loud, I know you said 30 seconds but, give me 30 more seconds. >> I like your answer right now. So, I'm going to give you a little more time. Yeah, thank you. >> You've earned more time. (laughs) >> So, I like the way Adam said in the keynote, if you look at it broadly, I categorizes two things. There are a lot of offerings that are becoming comprehensive, like AWS Connect, bringing in workforce management into it, making it a complete end to end product. Similarly, Security Lake, all bringing in the entire security and compliance under one, similarly data. So, there are lot of things that he announced where it is an end to end comprehensiveness of the thing. But, what I love about is, what Amazon is known for, supply chain. So, they rolled out AWS Supply Chain offering. Walk Out technology. So, the Amazon proposition is actually being brought to AWS as a core proposition. I think that's very futuristic and I think we can see more and more customers, enterprise customers, adopting AWS more to drive transformation >> Badly needed right now. Supply chain resiliency. >> Supply chain really having its moment the last two years. File under two words. No one knew, many of us did who worked in it before this. And, here we are, soon as we lost our toilet paper, everyone's freaked out. I love that you talked about business value and also that the end customer is on the edge and, everyone kind of forgets we are essentially the edge device. This is the edge device, it's all around us. And, all the technology that we're all using that you're even talking about is built right inside here from my airlines app to my car rentals to all of it. All right Sowmya, give us your 30 second hot take, roughly. >> Taking the cue from Krishna, right? Today, things are available on AWS Marketplace. So, tomorrow, somebody wants to start an airline, they just have to come and plug and play the apps that are available in the marketplace. Especially your supply chain. The Amazon is known for that. And, a small and medium business they want to start something, right, a .com. It's very easy. So, that's something that we are all looking for. The future is going to be very, very bright and great for the businesses, is what I would say because, most of it could be plug and play with all the solutions. >> Paul: It's already been built. >> On the cloud, so, we are looking forward to it. The second thing I would talk about is, we have to take it to scale. How more and more people can leverage AWS, right? The talent is very important and, that is where partners like us focus on re-scaling our talent. We have 600,000 people, right? We are not just... >> 600,000 people! That's basically as many people live in the San Francisco Bay area for contexts for our listeners. It's how many people work for Walmart? >> It's 1.2 million in Walmart? >> Is it really? >> It is, yes, yes. That's work for Walmart, sidebar. >> So from that standpoint, as the company, we are focusing on re-skilling, up-skilling our talent in order to work AWS cloud and so on, so, that they can go and support our customers. That is something that is very important and that's going to be the future as well. Bring it to scale, go faster. >> I love that you just touched on the fact that you essentially have to practice what you preach because, you've got to think about those 600,000 people in a 100 locations across 40 plus different countries. I love it. Sowmya, I'm going to close on that note. The future is bright, just like your fabulous blazer. >> Thank you so much. Krishna, Sowmya, thank you so much for being here with us. We can't wait to see what happens next, who you help next, and how Tata continues to transform. Thank all of you for tuning in today. A full jam packed day of coverage live here from Las Vegas, Nevada. We are at AWS re:Invent with Paul Gillin. I'm Savannah Peterson. We're theCUBE, the leader in High-Tech Coverage. (corporate electronic xylophone jingle outro)

>> 10, nine, eight, (clears throat) four, three. >> Good afternoon, fellow cloud nerds and welcome back to AWS Reinvent 2022. We are live here from fabulous Las Vegas, Nevada. My name is Savannah Peterson, joined by Lisa Martin. So excited to be here Lisa, it's my first reinvent. >> Is it really? >> Yeah. >> I think it's only like my fourth or fifth. >> Only your fourth or fifth. >> Only. >> You're such a pro here. >> There's some serious veterans here in attendance that have been to all 11. >> I love that. >> Yeah. Wow, go them. I know, maybe we'll be at that level sooner. >> One day we will. >> Are you enjoying the show so far? >> Absolutely, it is. I cannot believe how many people are here. We've had 70,000 and we're only seeing what's at the foundation Expo Hall, not at the other hotel. So, I can only imagine. >> I mean, there's a world outside of this. >> Yes, and there's sunlight. There's actual sunlight outside of this room. >> Nobel idea. Well, Lisa, I'm very excited to be sitting here next to you and to welcome our fabulous guests, from TEKsystems, we have Brandon and Srini. Thank you so much for being here. How is the show going for you gentlemen so far? >> It's great. Lot of new insights and the customers are going to love what AWS is releasing in this reinvent. >> There is such a community here, and I love that vibe. It's similar to what we had at Cloud Native con in Detroit. So much collaboration going on. I assume most folks know a lot about TEKsystems who are watching, but just in case they don't, Brandon, give us the pitch. >> You bet. So full stack IT solutions firm, been in business for over 40 years, 80,000 global employees, really specializing in digital transformation, enterprise modernization services. We have partners in One Strategy, which is an an acquisition we made, but a well known premier partner in the Amazon partner ecosystem, as well as One North Interactive, who is our boutique brand, creative and digital strategy firm. So together, we really feel like we can bring full end-to-end solutions for digital and modernization initiatives. >> So, I saw some notes where TEKsystems are saying organizations need experienced AWS partners that are not afraid doing the dirty work of digital transformation, who really can advise and execute. Brandon, talk to us about how TEKsystems and AWS are working together to help customers on that journey which is nebulous of digital transformation. >> So, our real hallmark is the ability to scale. We partner with AWS in a lot of different ways. In fact, we just signed our strategic collaboration agreement. So, we're in the one percenter group in the whole partner network. >> Savanna: That's a pretty casual flex there. >> Not bad. >> I love that, top 1%, that no wonder you're wearing that partner pin so proud today. (speaking indistinctly) >> But we're working all the way on the advisory and working with their pro serve organization and then transforming that into large scale mass migration services, a lot of data modernization that Srini is an absolute expert in. I'm sure he can add some context too, but it's been a great partnership for many years now. >> In the keynote, Adam spent almost 52 minutes on data, right? So, it emphasizes how organizations are ready to take data to cloud and actually make meaningful insights and help their own customers come out of it by making meaningful decisions. So, we are glad to be part of this entire ecosystem. >> I love that you quantified how many minutes. >> I know. >> Talked about it, that was impressive. There's a little bit of data driven thinking going on here. >> I think so. >> Yeah. >> Well, we can't be at an event like this without talking about data for copious amounts of time, 52 minutes, has just used this morning. >> Right, absolutely. >> But every company these days has to be a data company. There's no choice to be successful, to thrive, to survive. I mean, even to thrive and grow, if it's a grocery store or your local gas station or what? You name it, that company has to be a data company. But the challenge of the data volume, the explosion in data is huge for organizations to really try to figure out and sift through what they have, where is all of it? How do we make sense of it? How do we act on it and get insights? That's a big challenge. How is TEKsystems helping customers tackle that challenge? >> Yeah, that's a great question because that's the whole fun of handling data. You need to ensure its meaning is first understood. So, we are not just dumping data into a storage place, but rather assign a meaningful context. In today's announcement, again, the data zone was unveiled to give meaning to data. And I think those are key concrete steps that we take to our customers as well with some good blueprints, methodical ways of approaching data and ultimately gaining business insights. >> And maybe I'll add just something real quick to that. The theme we're seeing and hearing a lot about is data monetization. So, technology companies have figured it out and used techniques to personalize things and get you ads, probably that you don't want half the time. But now all industries are really looking to do that. Looking at ways to open new revenue channels, looking at ways to drive a better customer experience, a better employee experience. We've got a ton of examples of that, Big Oil and Gas leveraging like well and machine data, coming in to be more efficient when they're pumping and moving commodities around. We work a lot in the medium entertainment space and so obviously, getting targeted ads to consumers during the right periods of TV or movies or et cetera. Especially with the advert on Netflix and all your streaming videos. So, it's been really interesting but we really see the future in leveraging data as one of your biggest corporate assets. >> Brilliant. >> So, I'm just curious on the ad thing, just real quick and I'll let you go, Lisa. So, do you still fall victim to falling for the advertising even though you know it's been strategically put there for you to consume in that moment? >> Most of the time. >> I mean, I think we all do. We're all, (indistinct), you're behind the curtain so to speak. >> The Amazon Truck shows up every day at my house, which is great, right? >> Hello again >> Same. >> But I think the power of it is you are giving the customer what they're looking for. >> That's it. >> And you know... >> Exactly. We have that expectation, we want it. >> 100%. >> We know that. >> Agree. >> We don't need to buy it. But technology has made it so easy to transact. That's like when developers started going to the cloud years ago, it was just, it was a swipe. It was so simple. Brandon, talk about the changes in cloud and cloud migration that TEKsystems has seen, particularly in the last couple of years as every company was rushing to go digital because they had to. >> So several years ago, we kind of pushed away that cloud first mentality to the side and we use more of a cloud smart kind of fashion, right? Does everything need to go to the cloud? No. Do applications, data, need to go to the cloud in a way that's modern and takes advantages of what the cloud can provide and all the new services that are being released this week and ongoing. So, the other thing we're seeing is initiatives that have traditionally been in the CTO, CIO organization aren't necessarily all that successful because we're seeing a complete misalignment between business goals and IT achievements, outcomes, et cetera. You can automate things, you can move it to the cloud, but if you didn't solve a core business problem or challenge, what'd you really do? >> Yeah, just to add on that, it's all about putting data and people together. And then how we can actually ensure the workforce is equally brought up to speed on these new technologies. That has been something that we have seen tremendous improvement in the last 24 months where customers are ready to take up new challenges and the end users are ready to learn something new and not just stick onto that status quo mindset. >> Where do you guys factor in to bringing in AWS in the customer's cloud journeys? What is that partnership like? >> We always first look for where the customer is in their cloud journey path and make sure we advise them with the right next steps. And AWS having its services across the spectrum makes it even easier for us to look at what business problem they're solving and then align it according to the process and technology so that at the end of the day, we want end user adoption. We don't want to build a fancy new gadget that no one uses. >> Just because you built it doesn't mean they'll come. And I think that's the classic engineering marketing dilemma as well as balance to healthy tension. I would say between both. You mentioned Srini, you mentioned workforce just a second ago. What sort of trends are you seeing in workforce development? >> Generally speaking, there are a lot of services now that can quantify your code for errors and then make sure that the code that you're pushing into production is well tested. So what we are trying to make sure is a healthy mix of trying to solve a business problem and asking the right questions. Like today, even in the keynote, it was all about how QuickSight, for example, has additional features now that tells why something happened. And that's the kind of mindset we want our end users to adopt. Not just restricting themselves to a reactive analytics, but rather ask the question why, why did it happen? Why did my sales go down? And I think those technologies and mindset shift is happening across the workforce. >> From a workforce development standpoint, we're seeing there's not enough workforce and the core skills of data, DevOps, standard cloud type work. So, we're actually an ATP advanced training partner, one of the few within the AWS network. So, we've developed programs like our Rising Talent Program that are allowing us to bring the workforce up to the skills that are necessary in this new world. So, it's a more build versus buy strategy because we're on talents real, though it may start to wane a little bit as we change the macroeconomic outlook in 2023, but it's still there. And we still believe that building those workforce and investing in your people is the right thing to do. >> It is, and I think there's a strong alignment there with AWS and their focus on that as well. I wanted to ask you, Brandon. >> Brandon: Absolutely. >> One of the things, so our boss, John Furrier, the co CEO of theCUBE, talked with Adam Selipsky just a week or maybe 10 days ago. He always gets an exclusive interview with the CEO of AWS before reinvent, and one of the things that Adam shared with him is that customers, CEOs and CIOs are not coming to Adam, to this head of AWS to talk about technology, they want to talk about transformation. He's talking about... >> The topic this year. >> Moving away from amorphous topic of digital transformation to business transformation. Are you seeing the same thing in your customer? >> 100%, and if you're not starting at the business level, these initiatives are going to fail. We see it all the time. Again, it's about that misalignment and there's no good answer to that. But digital, I think is amorphous to some degree. We play a lot with the One North partnership that I mentioned earlier, really focusing on that strategy element because consumer dollars are shrinking via inflation, via what we're heading into, and we have to create the best experience possible. We have to create an omnichannel experience to get our products or services to market. And if we're not looking at those as our core goals and we're looking at them as IT or technology challenges, we're not looking in the right place. >> Well, and businesses aren't going to be successful if they're looking at it in those siloed organizations. Data has to be democratizing and we've spent same data democratization for so long, but really, we're seeing that it has to be moving out into the lines of business because another thing Adam shared with John Furrier is that he sees and I'm curious what your thoughts are on this, the title of data analysts going away because everybody in different functions and different lines of business within an organization are going to have to be data analysts to some degree, to use data whether it's marketing, ops, sales, finance, are you seeing the same? >> That is true. I mean, at this point, we are all in the connected world, right? Every data point is connected in some form or shape to another data point. >> Savanna: There are many data points, just sitting here, yeah. >> Absolutely, so I think if you are strategizing, data needs to be right in the center of it. And then your business problems need to be addressed with reliable data. >> No, I mean, advertising, supply chain, marketing, they're all interconnected now, and we're looking at ways to bring a lot of that siloed data into one place so we can make use to it. It goes back to that monetization element of our data. >> That's a lot about context and situational awareness. We want what we want, when we want it, even before we knew we needed it then. I think I said that right. But you know, it's always more faster, quicker and then scaling things up. You see a lot of different customers across verticals, you have an absolutely massive team. Give us a sneak peek into 2023. What does the future hold? >> 2023 is again, to today's keynote, I'm bringing it back because it was a keynote filled with vision and limitless possibilities. And that's what we see. Right now, our customers, they are no longer scared to go and take the plunge into the cloud. And as Brandon said, it's all about being smart about those decisions. So, we are very excited that together with the partnership that we recently acquired and the services and the depth, along with the horizontal domain expertise, we can actually help customers make meaningful message out of their data points. And that keeps us really excited for next year. >> Love that, Brandon, what about you? >> I think the obvious one is DevOps and a focus on optimization, financially, security, et cetera, just for the changing times. The other one is, I still think that digital is going to continue to be a big push in 2023, namely making sure that experience is at its best, whether that's employee and combating the war on talent, keeping your people or opening new revenue streams, enhancing existing revenue streams. You got to keep working on that. >> We got to keep the people happy with the machines and the systems that we are building as we all know. But it's very nice, it's been a lot of human-centric focus and a lot of customer obsession here at the show. We know it's a big thing for you all, for Amazon, for pretty much everyone who sat here. Hopefully it is in general. Hopefully there's nobody who doesn't care about their community, we're not talking to them, if that's the case, we have a new challenge on theCUBE for the show, this year as we kind of prepped you for and can call it a bumper sticker, you can call it a 30 second sizzle reel. But this is sort of your Instagram moment, your TikTok, your thought of leadership highlight. What's the most important story coming out of the show? Srini, you've been quoting the keynotes very well, so, I'm going to you first on this one. >> I think overall, it's all about owning the change. In our TEKsystems culture, it's all about striving for excellence through serving others and owning the change. And so it makes me very excited that when we get that kind of keynote resonating the same message that we invite culturally, that's a big win-win for all the companies. >> It's all about the shared vision. A lot of people with similar vision in this room right now, in this room, like it's a room, it's a massive expo center, just to be clear, I'm sure everyone can see in the background. Brandon >> I would say partnership, continuing to enhance our strategic partnership with AWS, continuing to be our customers' partners in transformation. And bringing those two things together here has been a predominance of my time this week. And we'll continue throughout the week, but we're in it together with our customers and with AWS and looking forward to the future. >> Yeah, that's a beautiful note to end on there. Brandon, Srini, thank you both so much for being here with us. Fantastic to learn from your insights and to continue to emphasize on this theme of collaboration. We look forward to the next conversation with you. Thank all of you for tuning in wherever you happen to be hanging out and watching this fabulous live stream or the replay. We are here at AWS Reinvent 2022 in wonderful sunny Las Vegas, Nevada with Lisa Martin. My name is Savannah Peterson, we are theCUBE, the leading source for high tech coverage.

(gentle music intro) >> Okay, we're back. We're live here at theCUBE and at VMworld, VMware Explore, formally VMworld. I'm John Furrier with Dave Vellante. Three days of wall to wall coverage, we've got Vittorio Viarengo, the vice president of Cross-Cloud Services at VMware. Vittorio, great to see you, and thanks for coming on theCUBE right after your keynote. I can't get that off my tongue, VMworld. 12 years of CUBE coverage. This is the first year of VMware Explore, formerly VMworld. Raghu said in his keynote, he explained the VMworld community now with multi-clouds that you're in charge of at VMworld, VMware, is now the Explore brand's going to explore the multi-cloud, that's a big part of Raghu's vision and VMware. You're driving it and you are on the stage just now. What's, what's going on? >> Yeah, what I said at my keynote note is that our customers have been the explorer of IT, new IT frontier, always challenging the status quo. And we've been, our legendary engineering team, been behind the scenes, providing them with the tools of the technology to be successful in that journey to the private cloud. And Kelsey said it. What we built was the foundation for the cloud. And now it's time to start a new journey in the multi-cloud. >> Now, one of the things that we heard today clearly was: multi-cloud's a reality. Cloud chaos, Kit Colbert was talking about that and we've been saying, you know, people are chaotic. We believe that. Andy Grove once said, "Reign in the chaos. Let chaos reign, then reign in the chaos." That's the opportunity. The complexity of cross-cloud is being solved. You guys have a vision, take us through how you see that happening. A lot of people want to see this cross-cloud abstraction happen. What's the story from your standpoint, how you see that evolving? >> I think that IT history repeats itself, right? Every starts nice and neat. "Oh, I'm going to buy a bunch of HP servers and my life is going to be good, and oh, this store." >> Spin up an EC2. >> Yeah. Eventually everything goes like this in IT because every vendor do what they do, they innovate. And so that could create complexity. And in the cloud is the complexity on steroid because you have six major cloud, all the local clouds, the cloud pro- local cloud providers, and each of these cloud brings their own way of doing management security. And I think now it's time. Every customer that I talk to, they want more simplicity. You know, how do I go fast but be able to manage the complexity? So that's where cross-cloud services- Last year, we launched a vision, with a sprinkle of software behind it, of building a set of cloud-native services that allow our customers to build, run, manage, secure, and access any application consistently across any cloud. >> Yeah, so you're a year in now, it's not like, I mean, you know, when you come together in a physical event like this, it resonates more, you got the attention. When you're watching the virtual events, you get doing a lot of different things. So it's not like you just stumbled upon this last week. Okay, so what have you learned in the last year in terms of post that launch. >> What we learned is what we have been building for the last five years, right? Because we started, we saw multi-cloud happening before anybody else, I would argue. With our announcement with AWS five, six years ago, right? And then our first journey to multi-cloud was let's bring vSphere on all the clouds. And that's a great purpose to help our customers accelerate their journey of their "legacy" application. Their application actually deliver business to the cloud. But then around two, three years ago, I think Raghu realized that to add value, we needed- customers were already in the cloud, we needed to embrace the native cloud. And that's where Tanzu came in as a way to build application. Tanzu manage, way to secure manage application. And now with Aria, we now have more differentiated software to actually manage this application across- >> Yeah, and Aria is the management plane. That's the rebrand. It's not a new product per se. It's a collection of the VMware stuff, right? Isn't it like- >> No, it's, it's a... >> It's a new product? >> There is a new innovation there because basically they, the engineering team built this graph and Raghu compared it to the graph that Google builds up around about the web. So we go out and crawl all your assets across any cloud and we'll build you this model that now allows you to see what are your assets, how you can manage them, what are the performance and all that, so. No, it's more than a brand. It's, it's a new innovation and integration of a technology that we had. >> And that's a critical component of cross-cloud. So I want to get back to what you said about Raghu and what he's been focused on. You know, I remember interviewing him in 2016 with Andy Jassy at AWS, and that helped clear up the cloud game. But even before that Raghu and I had talked, Dave, on theCUBE, I think it was like 2014? >> Yeah. >> Pat Gelson was just getting on board as the CEO of VMware. Hybrid was very much on the conversation then. Even then it was early. Hybrid was early, you guys are seeing multi-cloud early. >> It was private cloud. >> Totally give you props on that. So VMware gets total props on that, being right on that. Where are we in that journey? 'Cause super cloud, as we're talking about, you were contributing to that initiative in the open with our open source project. What is multi-cloud? Where is it in the status of the customer? I think everyone will agree, multi-cloud is an outcome that's going to happen. It's happening. Everyone has multiple clouds and they configure things differently. Where are we on the progress bar in your mind? >> I think I want to answer that question and go back to your question, which I didn't address, you know, what we are learning from customers. I think that most customers are at the very, very beginning. They're either in the denial stage, like yesterday talked to a customer, I said, "Are you multi-cloud, are you on your multi-cloud journey?" And he said, "Oh we are on-prem and a little bit of Azure." I said, "Oh really? So the bus- "Oh no, well the business unit is using AWS, right? And we are required company that is using-" I said, "Okay, so you are... that customer is in cloud first stage." >> Like you said, we've seen this movie before. It comes around, right? >> Yeah. >> Somebody's going to have to clean that up at some point. >> Yeah, I think a lot, a lot of- the majority customers are either in denial or in the cloud chaos. And some customers are pushing the envelope like SMP. SMP Global, we heard this morning. Somebody has done all the journey in the private cloud with us, and now I said, and I talked to him a few months ago, he told me, "I had to get in front of my developers. Enough of this, you know, wild west. I had to lay down the tracks and galleries for them to build multi-cloud in a way that was, give them choice, but for me, as an operator and a security person, being able to manage it and secure it." And so I think most customers are in that chaos phase right now. Very early. >> So at our Supercloud22 event, we were riffing and I was asking you about, are you going to hide the complexity, yes. But you're also going to give access to the, to the developers if they want access to the primitives. And I said to you, "It sounds like you want to have your cake and eat it too." And you said, "And want to lose weight." And I never followed up with you, so I want to follow up now. By "lose weight," I presume you mean be essentially that platform of choice, right? So you're going to, you're going to simplify, but you're going to give access to the developers for those primitives, if in fact they want one. And you're going to be the super cloud, my word of choice. So my question to you is why, first of all, is that correct, your "lose weight"? And why VMware? >> When I say you, you want a cake, eat it and lose weight, I, and I'm going to sound a little arrogant, it's hard to be humble when you're good. But now I work for a company, I work for a company that does that. Has done it over and over and over again. We have done stuff, I... Sometimes when I go before customers, I say, "And our technology does this." Then the customer gets on stage and I go, "Oh my God, oh my God." And then the customers say, "Yeah, plus I realize that I could also do this." So that's, you know, that's the kind of company that we are. And I think that we were so busy being successful with on-prem and that, you know, that we kind of... the cloud happened. Under our eyes. But now with the multi-cloud, I think there is opportunity for VMware to do it all over again. And we are the right company to do it for two reasons. One, we have the right DNA. We have those engineers that know how to make stuff that was not designed to work together work together and the right partnership because everybody partners with us. >> But, you know, a lot of companies like, oh, they missed cloud, they missed mobile. They missed that, whatever it was. VMware was very much aware of this. You made an effort to do kind of your own cloud initiative, backed off from- and everybody was like, this is a disaster waiting to happen and of course it was. And so then you realize that, you learn from your mistakes, and then you embraced the AWS deal. And that changed everything, it changed... It cleared it up for your customers. I'm not hearing anybody saying that the cross-cloud services strategy, what we call multi, uh, super cloud is wrong. Nobody's saying that's like a failed, you know, strategy. Now the execution obviously is very important. So that's why I'm saying it's different this time around. It's not like you don't have your pulse on it. I mean, you tried before, okay, the strategy wasn't right, it backfired, okay, and then you embraced it. But now people are generally in agreement that there's either a problem or there's going to be a problem. And so you kind of just addressed why VMware, because you've always been in the catbird seat to solve those problems. >> But it is a testament to the pragmatism of the company. Right? You try- In technology, you cannot always get it right, right? When you don't get it right, say, "Okay, that didn't work. What is the next?" And I think now we're onto something. It's a very ambitious vision for sure. But I think if you look at the companies out there that have the muscles and the DNA and the resources to do it, I think VMware is one. >> One of the risks to the success, what's been, you know you watch the Twitter chatter is, "Oh, can VMware actually attract the developers?" John chimed in and said, >> Yeah. >> It's not just the devs. I mean, just devs. But also when you think of DevOps, the ops, right? When you think about securing and having that consistent platform. So when you think about the critical factors for you to execute, you have to have that pass platform, no question. Well, how do you think about, okay, where are the gaps that we really have to get right? >> I think that for us to go and get the developers on board, it's too late. And it's too late for most companies. Developers go with the open source, they go with the path of least resistance. So our way into that, and as Kelsey Hightower said, building new application, more applications, is a team sport. And part of that team is the Ops team. And there we have an entry, I think. Because that's what- >> I think it possible. I think you, I think you're hitting it. And my dev comment, by the way, I've been kind of snarky on Twitter about this, but I say, "Oh, Dev's got it easy. They're sitting in the beach with sunglasses on, you know, having focaccia. >> Doing whatever they want. >> Happy doing whatever they want. No, it's better life for the developer now. Open source is the software industry, that's going great. Shift left in CI/CD pipeline. Developers are faster than ever, they're innovating. It's all self-service, it's all DevOps. It's looking good for the developers right now. And that's why everyone's focused on that. They're driving the change. The Ops team, that was traditional IT Ops, is now DevOps with developers. So the seed change of data and security, which is core, we're hearing a lot of those. And if you look at all the big successes, Snowflake, Databricks, MinIO, who was on earlier with the S3 cloud storage anywhere, this is the new connective tissue that VMware can connect to and extend the operational platform of IT and connect developers. You don't need to win them all over. You just connect to them. >> You just have to embrace the tools that they're using. >> Exactly. >> You just got to connect to them. >> You know, you bring up an interesting point. Snowflake has to win the developers, 'cause they're basically saying, "Hey, we're building an application development platform on top of our proprietary system." You're not saying that. You're saying we're embracing the open source tools that developers are using, so use them. >> Well, we gave it a single pane of glass to manage your application everywhere. And going back to your point about not hiding the underlying primitives, we manage that application, right? That application could be moving around, but nobody prevents that application to use that API underneath. I mean, that's, that can always do that. >> Right, right. >> And, and one of the reason why we had Kelsey Hightower and my keynote and the main keynote was that I think he shows that the template, the blueprint for our customers, our operators, if you want to have- even propel your career forward, look at what he did, right? VI admin, going up the stack storage and everything else, and then eventually embrace Kubernetes, became an expert. Really took the time to understand how modern application were- are built. And now he's a luminary in the industry. So we don't have, all have to become luminary, but you can- our customers right here, doing the labs upstairs, they can propel the career forward in this. >> So summarize what you guys are announcing around cross cloud-services. Obviously Aria, another version, 1.3 of Tanzu. Lay out the sort of news. >> Yeah, so we- With Tanzu, we have one step forward with our developer experience so that, speaking of meeting where they are, with application templates, with ability to plug into their idea of choice. So a lot of innovation there. Then on the IR side, I think that's the name of the game in multi-cloud, is having that object model allows you to manage anything across anything. And then, we talk about cross-cloud services being a vision last year, I, when I launched it, I thought security and networking up there as a cloud, but it was still down here as ploy technology. And now with NSX, the latest version, we brought that control plane in the cloud as a cloud native cross-cloud service. So, lot of meat around the three pillars, development, the management, and security. >> And then the complementary component of vSphere 8 and vSAN 8 and the whole DPU thing, 'cause that's, 'cause that's cloud, right? I mean, we saw what AWS did with Nitro. >> Yeah. >> Five, seven years ago. >> That's the consumption model cloud. >> That's the future of computing architecture. >> And the licensing model underneath. >> Oh yeah, explain that. Right, the universal licensing model. >> Yeah, so basically what we did when we launch cloud universal was, okay, you can buy our software using credit that you have on AWS. And I said, okay, that's kind of hybrid cloud, it's not multi-cloud, right? But then we brought in Google and now the latest was Microsoft. Now you can buy our software for credits and investment that our customers already have with these great partners of ours and use it to consume as a subscription. >> So that kind of changes your go-to-market and you're not just chasing an ELA renewal now. You're sort of thinking, you're probably talking to different people within the organizations as well, right? So if I can use credits for whatever, Google, for Azure, for on-prem, for AWS, right? Those are different factions necessarily in the organization. >> So not just the technology's multi-cloud, but also the consumption model is truly multi-cloud. >> Okay, Vittorio, what's next? What's the game plan? What do you have going on? It's getting good traction here again, like Dave said, no one's poo-pooing cross-cloud services. It is kind of a timing market forces. We were just talking before you came on. Oh, customers don't- may not think they have a problem, whether they're the frog boiling water or not, they will have the problem coming up or they don't think they have a problem, but they have chaos reigning. So what's next? What are you doing? Is it going to be new tech, new market? What is the plan? >> So I think for, if I take my bombastic kind of marketing side of me hat off and I look at the technology, I think the customers in these scales wants to be told what to do. And so I think what we need to do going forward is articulate these cross-cloud services use cases. Like okay, what does mean to have an application that uses a service over here, a service over there, and then show the value of getting this component from one company? Because cross-cloud services at your event, how many vendors were there? 20? 30? >> Yeah. >> So the market is there. I mean, these are all revenue-generating companies, right, but they provide a piece of the puzzle. Our ambition is to provide a platform approach. And so we need to articulate better, what are the advantages of getting these components management, security, from- >> And Kit, Kit was saying, it's a hybrid kind of scenario. I was kind of saying, oh, putting my little business school scenario hat on, oh yeah, you go hardcore competitive, best product wins, kill or be killed, compete and win. Or you go open and you create a keiretsu, create a consortium, and get support, standardize or defacto standardize a bunch of it, and then let everyone monetize or participate. >> Yeah, we cannot do it alone. >> What's the approach? What's the approach you guys want to take? >> So I think whatever possible, first of all, we're not going to do it alone. Right, so the ecosystem is going to play a part and if the ecosystem can come together around the consortium or a standard that makes sense for customers? Absolutely. >> Well, and you say, nobody's poo-pooing it, and I stand by that. But they are saying, and I think it is true, it's hard, right? It's a very challenging, ambitious goal that you have. But yeah, you've got a track record of- >> I mean the old playbook, >> Exactly! >> The old playbooks are out. I mean, I always say, the old kill and be highly competitive strategy. Proprietary is dead. And then if you look at the old way of winning was, okay, you know, we're going to lock customers in- >> What do you mean proprietary is dead? Proprietary's not dead. >> No, I mean like, I'm talking- Okay, I'm talking about how people sell. Enterprise companies love to create, simplify, create value with chaos like okay, complexity with more complexity. So that's over, you think that's how people are marketing? >> No, no, it's true. But I mean, we see a lot of proprietary out there. >> Like what? >> It's still happening. Snowflake. (laughing) >> Tell that to the entire open store software industry. >> Right, well, but that's not your play. I mean, you have to have some kind of proprietary advantage. >> The enterprise playbook used to be solve complexity with complexity, lock the customers in. Cloud changed all that with open. You're a seasoned marketer, you're also an executive. You have an interesting new wave. How do you market to the enterprise in this new open way? How do you win? >> For us, I think we have that relationship with the C-level and we have delivered for them over and over again. So our challenge from a marketing perspective is to educate these executives about all that. And the fact that we didn't have this user conference in person didn't help, right? And then show that value to the operator so that they can help us just like we did in the past. I mean, our sales motion in the past was we made these people- I told them today, you were the heroes. When you virtualized, when you brought down 1000 servers to 80, you were the hero, right? So we need to empower them with the technology and the know-how to be heroes again in multi-cloud. And I think the business will take care of itself. >> Okay final question from me, and Dave might have another one of his, everybody wanted to know this year at VMworld, VMware Explore, which is the new name, what would it look like? What would the vibe be? Would people show up? Would it be vibrant? Would cross-cloud hunt? Would super cloud be relevant? I got to say looking at the floor last night, looking at the keynotes, looking at the perspective, it seems to look like, oh, people are on board. What is your take on this? You've been talking to customers, you're talking to people in the hallways. You've been brief talking to all the analysts. What is the vibe about this year's Explore? >> I think, you've been covering us for a long time, this is a religious following we have. And we don't take it for granted. I told the audience today, this to us is a family reunion and we couldn't be, so we got a sense of like, that's what I feels like the family is back together. >> And there's a wave coming too. It's not like business is dying. It's like a whole 'nother. Another wave is coming. >> It's funny you mention about the heroes. 'Cause I go back, I don't really have my last question, but it's just the last thought is, I remember the first time I saw a demo of VMware and I went, "Holy crap, wow. This is totally game changing." I was blown away. Right, like you said, 80 servers down to just a couple of handfuls. This is going to change everything. And that's where it all started. You know, I mean, I know it started in workstations, but that's when it really became transformational. >> Yeah, so I think we have an opportunity to do it over again with the family that is here today, of which you guys consider family as well. >> All right, favorite part of the keynote and then we'll wrap up. What was your favorite part of the keynote today? >> I think the excitement from the developer people that were up there. Kelsey- >> The guy who came after Kelsey, what was his name? I didn't catch it, but he was really good. >> Yeah, I mean, it's, what it's all about, right? People that are passionate about solving hard problems and then cannot wait to share it with the community, with the family. >> Yeah. I love the one line, "You kids have it easy today. We walk to school barefoot in the snow back in the day." >> Uphill, both ways. >> Broke the ice to wash our face. >> Vittorio, great to see you, great friend of theCUBE, CUBE alumni, vice president of cross-cloud serves at VMware. A critical new area that's harvesting the fruits coming off the tree as VMware invested in cloud native many years ago. It's all coming to the market, let's see how it develops. Congratulations, good luck, and we'll be back with more coverage here at VMware Explore. I'm John Furrier with Dave Vellante. Stay with us after the short break. (gentle music)

>>The cube presents HPE discover 2022 brought to you by HPE. >>Welcome back to HPE. Discover 2022. My name is Dave Lanta. I'm here with my co-host John fur. John we've been watching the evolution of H HP to HPE. We've seen GreenLake when Antonio Neri, I called it. I called it burn the boats. He goes, no, no, no, it wasn't burn the boats. I said, well, okay, burn the bridges. But it was all in on as a service on, on GreenLake. And we're gonna talk about that. Brad Shapiro is here. He's the vice president and managing director of the enterprise business at HPE financial services. Brad. Good to see him. Good to see >>You as well. >>Yeah, you guys got it all started. When, when Antonio kinda laid down, the gauntlet said, this is where we're going. Let's make it happen now. Cause the first place he turned I would imagine is the financial services said, okay, how do we start this today? Can you help us? And they take us back to that >>And yeah, sure. So, you know, uh, yeah, HP financial services, um, it's kind of a foundational element cuz when you think about it, asset management is really what we're doing here. And I know asset management's a, a big word, right? And it can mean lots of things to, to different people. Um, in this context, uh, we started looking at how do customers manage assets over the life cycle and a lot of customers while they were interested in a consumption model and looking at GreenLake for their private cloud, they were certainly looking at public cloud for certain workloads and then maybe even traditional data center for other activities that, that they're running. So it's really that hybrid environment. Uh, but they were stuck going well, Hey, I'm in a CapEx model today. How do I get out of CapEx and really get into this hybrid model? >>And that's where asset management comes in. So one of the, the biggest initial focus is, and we continue to have that focus. We call it our accelerated migration offer and it's really us going in and acquiring the customer assets, moving it on the HPE balance sheet and then figuring out what are we gonna do with those assets, which are gonna stay in use under a consumption model, which are excess. And we can put through our, uh, asset up cycling process, we monetize the majority of that, put that back into reuse and then maybe a small amount gets recycled. So, so really focused on the assets and accelerating customers transition to GreenLake. Did you >>See, or are you seeing a difference between like Le traditional leasing customers who already have kind of on that model versus like what you just described as sort of the, the CapEx was more complicated, you gotta get, I presume procurement involved the legal issues and was there a lot less, was it less friction with the, the leasing customers? Well, >>You know, I, I look at leasing and financing, very similar to CapEx. It's, it's a much more traditional model versus this new as a service experience. Um, so if, if they were in a leasing model, we could convert those leases into GreenLake. I wouldn't say one was any more difficult than the other. Yeah. Um, they were both really traditional mindset, um, and not really looking at a consumption model. So I think we had our fair share of both. And I think we, we have and are able to address both customers moving in into a consumption >>Mode. Right. How does this tie into sustainability? Because you know, we have on one end of the spectrum, the, the high end sustainability, you know, the, the science and sure. And the behind it, tactically speaking companies still now want to operate in this kind of, there's a sustainable angle here. Yeah. Talk about that piece of it. How does that tie in obviously consumption versus CapEx you're building, you're not building, what, what does that thread through the sustainability angle? >>Yeah. So, so first let me just say sustainability is really important to our customers. Um, and, and we're seeing it all over and it is real. Um, the good thing is that you can get business value out of the solutions and have a more sustainable model. So when I think about, and I talk to customers about sustainability, uh, there's a number of fronts they're focused on one, their customers believe it's important, right? So, so they're focused on making sure they're driving sustainable models. Uh, I've seen an increasing number of customers, both commercial and public sector have sustainability requirements in their tenders, in their RFPs. And you have to be able to, to comply with those. Um, second, uh, they, they look at it and go, how do I attract talent? It's increasingly important for them to attract talent. And then really if you, because >>They wanna work for a mission driven company that's >>Sustainable. Absolutely. Absolutely. And, and the third area is investors. You know, the investment community is now looking at ESG and whole and you know, certainly environmental impacts, um, in where they're making an investment. So quick personal story, I was talking, uh, to a friend of mine who works for a hedge fund and he was telling me over the last year, they've hired a whole team. That's focused on just doing analysis of companies, ESG initiatives, determining where they're gonna invest their money. So it's, it's a wall street thing now. So this is real from a number of angles where, where sustainability has an impact. Now, how we play in that. Um, clearly when you go to a GreenLake consumption model, the idea is improving utilization of the asset. So driving higher utilization means you need less assets. You know, over time, the, the secret is we're gonna sell you less, right? >>You're gonna have less assets, but you're gonna have higher utilization. That's good for the environment where HPE Fs comes in is when those assets are done. We put those assets back into reuse. So we have a remark, we have remarketing facilities, one in, in Andover, mass, one in kin Scotland. And then we have 80 different facilities. We have partnerships around the world and our focus is how do we drive more reuse, 85% of the assets we get back, go into reuse. And when you look at servers and PCs and things like that, it's over 95% go into reuse. So a real focus on reuse is good for the environment as well. And then needless to say, the new technology that goes into a GreenLake deal, we're seeing like 30% energy savings coming, coming out of those environments. So all really good stuff related to it's >>Interesting. I mean, a couple points there is one is, you know, Benoff kind of got it all started pre pandemic. He was out talking about, you know, sustainability and ESG. And a lot of people were like, no way. It's all about bottom line profits. And so he was ahead of that. And I guess, you know, back to at least you were, oh, you were always in the residual value game, but now it's a little different, isn't it? Absolutely. It's, it's it's yes. You gotta figure out what the value of that asset's gonna be, but also there's a sustainability aspect of it as >>Well. Yeah, absolutely. And the, the pretty cool thing here is while you drive sustainability, we're also seeing customers that, that go into GreenLake. Um, we had a good example with Kern county, a 42% savings over their CapEx environment when they moved to GreenLake. So it was better for the environment and significant savings. So you can have kind of like have your cake and eat it too. You, you get better environmental, uh, impacts and you're getting better bottom line, uh, performance. >>It's a business case there too do. Now we kind of, I was talking upfront about the, the early days of GreenLake where, you know, they were, it was a financial model. Yeah. And now it's evolving to actually a technology model. We heard Alma with the platform. How has that, or has that changed the way that financial services your >>Group >>Yeah. Approaches the, the, the market. >>Yeah. So, um, yeah, that's a great point. You know, when people talk about GreenLake, they think about the old days. And, and look, I've been around a while. I remember the flex capacity, right? Yeah, of course this isn't flex capacity. I mean, the platform's amazing and it really starts to bring to life the whole thought, when we talk about hybrid, right, there are workloads sure. They might belong best in the public cloud. Right. There, there are workloads that belong best in the private cloud, under the HPE GreenLake model. And there are still workloads that customers may say, Hey, look, I've got legacy applications. I'm gonna continue to run them in a traditional data center. And so from an H P E Fs perspective, you know, we look at this, not as a leasing and financing company, we're looking at this on how do we leverage the customer's existing assets? >>How do we create incremental budget using those existing assets? And then what kind of model best serves that workload? And then how do you optimize the capacity and the spend on that? So, you know, an interesting note in the past year, we put 500 million back into customer budgets by just leveraging their existing it estate. And, and it does, it's not all HPE product, you know, we're, we're, we're monetizing third party products in the data center, in the network, in the workplace. So we can really look at, we call it any tech any time, anywhere we look at all the technology and really assess what's the best way to leverage that investment. Yeah. And, and get the most out of >>It. Yeah. I mean, it's really evolved from just recycling assets for profit, but integrating the business model into the value proposition, the core value proposition in GreenLake. That's great innovation. Um, and, and congratulations on that. Sure. My, my question for you is more kind of zooming out at the market. Mm-hmm <affirmative>, from your perspective in financial services at HPE, what has the pandemic proven to you guys? How has it changed? How you guys work and how has it changed the customer environment? Cuz you mentioned assets. I think real estate. Oh no. One's going back to work. Yeah, no one's been in the office. How has the market changed with hybrids as a steady state now coming outta the pandemic? What are customers doing with the assets? What are some of the trends that you're seeing in the customer base? >>Yeah. So, so look, I'll give you my personal perspective of what I think about as a business leader. And when I talk to customers, I think we're all thinking about the same thing. So I start with experience, what experience do I wanna create for my customers and very closely linked to that, my colleagues, right? So it, the, the people working in our organization, what experience am I creating for them? So they can in turn, create that experience for partners and customers externally. So experience is one thing. The second is innovation, right? We spend a lot of time thinking about what's next? Where do we want to go? What's the innovation and more and more that innovation is all digital, right? So digital transformation is huge within my organization. And it's huge within all of our customers. Dave, I think the last time we talked, I was in my living room on a little laptop screen and zoom and, and I think I use the analogy E every business is now a digital business, even my pizza shop in jerseys. >>Yeah. Right. I mean, everything was online curbside pickup. So what I'm finding is the, the trends in terms of how to leverage technology is how do you create that customer experience? And then how does digital now blend as we're coming out of the pandemic? And, and you're, you know, now able to go into restaurants and stores, how do you blend digital with that in person experience and maybe leverage the best of both. Right. And, and how do you do that in a seamless way to really give customers choice and give them that smooth, seamless experience. So that, that's what I see happening. And you know, what we are trying to do with our asset management plays with the financial modeling we do is how do we get more of that spend going to innovation versus maintenance. And, and that's a big key because, you know, you have to be fast. So I talk about innovation. I talk about customer experience, speed to market. I mean, you know, and the bar keeps getting higher, right? It's like, as soon as you think you're fast, you're slow. We, because you have to keep, it all keeps rolling. >>We heard yesterday on the cube from, uh, one of the HP point, next executives said, you gotta perform and transform >>At the >>Same time at the same time. And you gotta know where the people are gonna land. Absolutely. And how the assets are gonna be distributed. >>And to your point, Brad, you know, from our virtual interview, you're so right. I mean, every business has to be a digital business. And you know, my, my personal story, John, you know, my brother Richie was the executive chef at legal seafood. Right. Pandemic. So then that was a, a place you wanted to go to that restaurant, famous restaurant in Boston when they reopened, they weren't ready. Right. They didn't have the digital story together. They ended up having to, we were just at Smith and Linsky, they ended up selling to Smith and Wilensky's oh, and you, you drive around, you see a lot of these retail businesses is shut down. Yeah. Right. And so, okay. So we're, they weren't able to get through that, you know, cross that chasm in digital transformation. Yeah. A lot of businesses were able to and make it a tailwind. >>Yeah. And, and look, the other thing I think all businesses are focused on right now, uh, with the labor market is talent. And, and so when you think about all of these things tying together, you want to drive, uh, you know, innovation. You want to drive your digital transformation. You wanna make that environmentally sustainable. And, and I think all of that, if you start putting all that together, those are the companies that are gonna attract the talent in the marketplace. And, and really there there's a battle for talent and >>You wanna make it profitable. Uh, Brad bureau. Thanks so much for you. Great to see you face to face. >>Yeah. Likewise. Thanks. Thanks. >>All right. Keep it right there, John. And I will be back. We're wrapping up day three of HPE, discover 2022. You're watching the cube.

(upbeat techno music) >> Hey everyone, and welcome back to theCUBE's coverage of Snowflake Summit '22 live from Caesar's Forum in beautiful, warm, and sunny Las Vegas. I'm Lisa Martin. I got the Chris and Chris show, next. Bear with me. Chris Degnan joins us again. One of our alumni, the Chief Revenue Officer at Snowflake. Good to have you back, Chris. >> Thank you for having us. >> Lisa: Chris Grusz also joins us. Director of Business Development AWS Marketplace and Service Catalog at AWS. Chris and Chris, welcome. >> Thank you. >> Thank you. >> Thank you. Good to be back in person. >> Isn't it great. >> Chris G: It's so much better. >> Chris D: Yeah. >> Nothing like it. So let's talk. There's been so much momentum, Chris D, at Snowflake the last few years. I mean the momentum at this show since we launched yesterday, I know you guys launched the day before with partners, has been amazing. A lot of change, and it's like this for Snowflake. Talk to us about AWS working together with Snowflake and some of the benefits in it from your customer. And then Chris G, I'll go to you for the same question. >> Chris G: Yep. >> You know, first of all, it's awesome. Like, I just, you know, it's been three years since I've had a Snowflake Summit in person, and it's crazy to see the growth that we've seen. You know, I can't, our first cloud that we ever launched on top of was, was AWS, and AWS is our largest cloud, you know, in in terms of revenue today. And they've been, they just kind of know how to do it right. And they've been a wonderful partner all along. There's been challenges, and we've kind of leaned in together and figured out ways to work together, you know, and to solve those challenges. So, been a wonderful partnership. >> And talk about it, Chris G, from your perspective obviously from a coopetition perspective. >> Yep. >> AWS has databases, cloud data forms. >> Chris G: Yeah. >> Talk to us about it. What was the impetus for the partnership with Snowflake from AWS's standpoint? >> Yeah, well first and foremost, they're building on top of AWS. And so that, by default, makes them a great partner. And it's interesting, Chris and I have been working together for, gosh, seven years now? And the relationship's come a really long way. You know, when we first started off, we were trying to sort out how we were going to work together, when we were competing, and when we're working together. And, you know, you fast forward to today, and it's just such a good relationship. Because both companies work backwards from customers. And so that's, you know, kind of in both of our DNA. And so if the customer makes that selection, we're going to support them, even from an AWS perspective. When they're going with Snowflake, that's still a really good thing for AWS, 'cause there's a lot of associated services that Snowflake either integrates to, or we're integrating to them. And so, it's really kind of contributed to how we can really work together in a co-sell motion. >> Talk to us, talk about that. The joint GOTO market and the co-selling motion from Snowflake's perspective, how do customers get engaged? >> Well, I think, you know, typically we, where we are really good at co-selling together is we identify on premise systems. So whether it's, you know, some Legacy UDP system, some Legacy database solution, and they want to move to the cloud? You know, Amazon is all in on getting everyone to the cloud. And I think that's their approach they've taken with us is saying we're really good at accelerating that adoption and moving all these, you know, massive workloads into the cloud. And then to Chris's point, you know, we've integrated so nicely into things like SageMaker and other tool sets. And we, we even have exciting scenarios where they've allowed us to use, you know, some of their Amazon.com retail data sets that we actually use in data sharing via the partnership. So we continue to find unique ways to partner with our great friends at Amazon. >> Sounds like a very deep partnership. >> Chris D: Yeah. Absolutely. >> Chris G: Oh, absolutely, yeah. We're integrating into Snowflake, and they're integrating to AWS. And so it just provides a great combined experience for our customers. And again, that's kind of what we're both looking forward from both of our organizations. >> That customer centricity is, >> Yeah. >> is I think the center of the flywheel that is both that both of you, your companies have. Chris D, talk about the the industry's solutions, specific, industry-specific solutions that Snowflake and AWS have. I know we talked yesterday about the pivot from a sales perspective >> Chris D: Yes. >> That snowflake made in recent months. Talk to us about the industries that you are help, really targeting with AWS to help customers solve problems. >> Yeah. I think there's, you know, we're focused on a number of industries. I think, you know, some of the examples, like I said, I gave you the example of we're using data sharing to help the retail space. And I think it's a really good partnership. Because some of the, some companies view Amazon as a competitor in the retail space, and I think we kind of soften that blow. And we actually leverage some of the Amazon.com data sets. And this is where the partnership's been really strong. In the healthcare space, in the life sciences space, we have customers like Anthem, where we're really focused on helping actually Anthem solve real business problems. Not necessarily like technical problems. It's like, oh no, they want to get, you know, figure out how they can get the whole customer and take care of their whole customer, and get them using the Anthem platform more effectively. So there's a really great, wonderful partnership there. >> We've heard a lot in the last day and a half on theCUBE from a lot of retail customers and partners. There seems to be a lot of growth in that. So there's so much change in the retail market. I was just talking with Click and Snowflake about Urban Outfitters, as an example. And you think of how what these companies are doing together and obviously AWS and Snowflake, helping companies not just pivot during the pandemic, but really survive. I mean, in the beginning with, you know, retail that didn't have a digital presence, what were they going to do? And then the supply chain issues. So it really seems to be what Snowflake and its partner Ecosystem is doing, is helping companies now, obviously, thrive. But it was really kind of like a no-go sort of situation for a lot of industries. >> Yeah, and I think the neat part of, you know, both the combined, you know, Snowflake and AWS solution is in, a good example is DoorDash, you know. They had hyper growth, and they could not have handled, especially during COVID, as we all know. We all used DoorDash, right? We were just talking about it. Chipotle, like, you know, like (laughter) and I think they were able to really take advantage of our hyper elastic platforms, both on the Amazon side and the Snowflake side to scale their business and meet the high demand that they were seeing. And that's kind of some of the great examples of where we've enabled customer growth to really accelerate. >> Yeah. Yeah, right. And I'd add to that, you know, while we saw good growth for those types of companies, a lot of your traditional companies saw a ton of benefit as well. Like another good example, and it's been talked about here at the show, is Western Union, right? So they're a company that's been around for a long time. They do cross border payments and cross currency, you know, exchanges, and, you know, like a lot of companies that have been around for a while, they have data all over the place. And so they started to look at that, and that became an inhibitor to their growth. 'Cause they couldn't get a full view of what was actually going on. And so they did a lengthy evaluation, and they ended up going with Snowflake. And, it was great, 'cause it provided a lot of immediate benefits, so first of all, they were able to take all those disparate systems and pull that into Snowflake. So they finally had a single source of the truth, which was lacking before that. So that was one of the big benefits. The second benefit, and Chris has mentioned this a couple times, is the fact that they could use data sharing. And so now they could pull in third data. And now that they had a holistic view of their entire data set, they could pull in that third party data, and now they could get insights that they never could get before. And so that was another large benefit. And then the third part, and this is where the relationship between AWS and Snowflake is great, is they could then use Amazon SageMaker. So one of the decisions that Western Union made a long time ago is they use R for their data science platform, and SageMaker supports R. And so it really allowed them to dovetail the skill sets that they had around data science into SageMaker. They could now look across all of Snowflake. And so that was just a really good benefit. And so it drove the cost down for Western Union which was a big benefit, but the even bigger benefit is they were now able to start to package and promote different solutions to their customers. So they were effectively able to monetize all the data that they were now getting and the information they were getting out of Snowflake. And then of course, once it was in there, they could also use things like Tableau or ThoughtSpot, both of which available in AWS Marketplace. And it allowed them to get all kinds of visualization of data that they never got in the past. >> The monetization piece is, is interesting. It's so challenging for organizations, one, to get that single source view, to be able to have a customer 360, but to also then be able to monetize data. When you're in customer conversations, how do you help customers on that journey, start? Because the, their competitors are clearly right behind them, ready to take first place spot. How do you help customers go, all right this is what we're going to do to help you on this journey with AWS to monetize your data? >> I think, you know, it's everything from, you know, looking at removing the silos of data. So one of the challenges they've had is they have these Legacy systems, and a lot of times they don't want to just take the Legacy systems and throw them into the cloud. They want to say, we need a holistic view of our customer, 360 view of our customer data. And then they're saying, hey, how can we actually monetize that data? That's where we do everything from, you know, Snowflake has the data marketplace where we list it in the data marketplace. We help them monetize it there. And we use some of the data sets from Amazon to help them do that. We use the technologies like Chris said with SageMaker and other tool sets to help them realize the value of their data in a real, meaningful way. >> So this sounds like a very strategic and technical partnership. >> Yeah, well, >> On both sides. >> It's technical and it's GOTO market. So if you take a look at, you know, Snowflake where they've built over 20 integrations now to different AWS services. So if you're using S3 for object storage, you can use Snowflake on top of that. If you want to load up Snowflake with Glue which is our ETL tool, you can do that. If you want to use QuickSite to do your data visualization on top of Snowflake, you can do that. So they've built integration to all of our services. And then we've built integrations like SageMaker back into Snowflake, and so that supports all kinds of specific customer use cases. So if you think of people that are doing any kind of cloud data platform workload, stuff like data engineering, data warehousing, data lakes, it could be even data applications, cyber security, unistore type things, Snowflake does an excellent job of helping our customers get into those types of environments. And so that's why we support the relationship with a variety of, you know, credit programs. We have a lot of co-sell motions on top of these technical integrations because we want to make sure that we not only have the right technical platform, but we've got the right GOTO market motion. And that's super important. >> Yeah, and I would add to that is like, you know one of the things that customers do is they make these large commitments to Amazon. And one of the best things that Amazon did was allow those customers to draw down Snowflake via the AWS Marketplace. So it's been wonderful to his point around the GOTO market, that was a huge issue for us. And, and again, this is where Amazon was innovative on identifying the ways to help make the customer have a better experience >> Chris G: Yeah. >> Chris D: and put the customer first. And this has been, you know, wonderful partnership there. >> Yeah. It really has. It's been a great, it's been really good. >> Well, and the customers are here. Like we said, >> Yep. >> Yes. Yes they are. >> we're north of 10,000 folks total, and customers are just chomping at the bit. There's been so much growth in the last three years from the last time, I think I heard the 2019 Snowflake Summit had about 1500 people. And here we are at 10,000 plus now, and standing-room-only keynote, the very big queue to get in, people turned away, pushed back to an overflow area to be able to see that, and that was yesterday. I didn't even get a chance to see what it was like today, but I imagine it was probably the same. Talk about the, when you're in customer conversations, where do you bring, from a GTM perspective, Where do you bring Snowflake into the conversation? >> Yeah >> Obviously, there's Redshift there, what does that look like? I imagine it follows the customer's needs, challenges. >> Exactly. >> Compelling events. >> Yeah. We're always going to work backwards from the customer need, and so that is the starting point for kindling both organizations. And so we're going to, you know, look at what they need. And from an AWS perspective, you know, if they're going with Snowflake, that's a very good thing. Right? 'Cause one of the things that we want to support is a selection experience to our AWS customers and make sure that no matter what they're doing, they're getting a very good, supported experience. And so we're always going to work backwards from the customer. And then once they make that technology decision, then we're going to support them, as I mentioned, with a whole bunch of co-sell resources. We have technical resources in the field. We have credit programs and in, you know, and, of course, we're going to market in a variety of different verticals as well with Snowflake. If you take a look at all the industry clouds that Snowflake has spun up, financial services and healthcare, and media entertainment, you know, those are all very specific use cases that are very valuable to an AWS customer. And AWS is going more and more to market on a vertical approach, and so Snowflake really just fits right in with our overall strategy. >> Right. Sounds like very tight alignment there. That mission alignment that Frank talked about yesterday. I know he was talking about that with respect to customers, but it sounds like there's a mission alignment between AWS and Snowflake. >> Mission alignment, yeah. >> I live that every week. (laughter) >> Sorry if I brought up a pain point. >> Yeah. Little bit. No. >> Guys, what's, in terms of use cases, obviously we've been here for a couple days. I'm sure you've had tremendous feedback, >> Chris G: Yeah. >> from, from customers, from partners, from the ecosystem. What's next, what can we expect to hear next? Maybe give us a preview of re:Invent in the few months. >> Preview of re:Invent. Yeah. No, well, one of the things we really want to start doing is just, you know, making the use case of, of launching Snowflake on AWS a lot easier. So what can we do to streamline those types of experiences? 'Cause a lot of times we'll find that customers, once they buy a third party solution like Snowflake, they have to then go through a whole series of configuration steps, and what can we do to streamline that? And so we're going to continue to work on that front. One of the other places that we've been exploring with Snowflake is how we work with channel partners. And, you know, when we first launched Marketplace it was really more of an app store model that was ISVs on one side and channel partners on the other, and there wasn't really a good fit for channel partners. And so four years ago we retrofitted the platform and have opened it up to resellers like an SHI or SIs like Salam or Deloitte who are top, two top SIs for Snowflake. And now they can use Marketplace to resell those technologies and also sell their services on top of that. So Snowflake's got a big, you know, practice with Salam, as I mentioned. You know, Salam can now sell through Marketplace and they can actually sell that statement of work and put that on the AWS bill all by virtue of using Marketplace, that automation platform. >> Ease of use for customers, ease of use for partners as well. >> Yes. >> And that ease of use is it's no joke. It's, it's not just a marketing term. It's measurable and it's about time-to-value, time-to-market, getting customers ahead of their competition so that they can be successful. Guys, thanks for joining me on theCUBE today. Talking about AWS and >> Nice to be back. Nice to be back in person. >> Isn't it nice to be back. It's great to be actually sitting across from another human. >> Exactly. >> Thank you so much for your insights, what you shared about the partnership and where it's going. We appreciate it. >> Thank you. >> Cool. Thank you. >> Thank you. >> All right guys. For Chris and Chris, I'm Lisa Martin, here watching theCUBE live from Las Vegas. I'll be back with my next guest momentarily, so stick around. (Upbeat techno music)

>> theCUBE presents Dell technologies World, brought to you by Dell. >> Hey everyone. Welcome back to theCUBE's live coverage of Dell Technologies World 2022, from the show floor, the Venetian in lively Las Vegas. Lisa Martin here with Dave Vellante. We're having a little reunion with our guests that we haven't seen in a couple years. Please welcome back to theCUBE, Doug Schmitt, President of Dell Technologies and Services. Alex Barretto joins us as well, the Senior Vice President at Emerging Services and Technology. Guys, it's great to see you in 3D. >> I know great to be back. >> Yes. >> Its Awesome to be back. >> Isn't it great? >> And fantastic. >> It is. >> We were talking about how we have to get our sea legs back about, even just interacting with in life. >> That's exactly right. Being able to see everybody be back in person at these events. And it's great to see everybody it's like coming back to family. >> It is, it's been a reunion since Sunday. One of the, obviously the last two years have been quite challenging for everybody, for customers. Dell is coming off it's best year ever in FY22, over 100 billion in revenues, 17% growth year over year, astounding growth. The voice of the customer is always strong here at Dell technologies. But Doug, talk to us about some of the things that have been going on services perspective and how you really stepped in to help customers across industries succeed in the dynamic times we've been living in. >> Well. Yeah, thank you, and you're right. Coming off a very great, great year. And I think as you can see behind us and in the room here just great solutions for our customers. And that's what it's about, delivering the outcomes. And service is a huge piece of that, of making sure we bring all that together, deliver the outcomes our customers are looking for. If you look at the overall services organization just to take a step back just a little bit, we are a team around over 60,000 folks in 170 countries. And look, it's about this life cycle of services we provide. Everything from consulting to deployment to our support, manage services, security, education services, residency services, all the way to asset sustainability and recovery. So we can get all of the material back in and recycle it. So we have a great suite of services, and it's bringing all that together for the customer again to deliver with the products and the solutions and the software, the outcomes they're looking for. You asked a little bit about just to kind of double click that, about what our customers really saying, kind of what they're hearing, what we're hearing. I think there's three things. When I think about what they're looking for, one is the trusted advisor. You heard this during Michael's keynotes speech, that is key. They're navigating through the digital transformation, hybrid cloud, all of these things. Determining what they need to do to deliver their outcomes. And Dell can bring that trusted advisor status to them. So we can consult with them professional services, help bring that. The second thing is really around that life cycle services I talked about, all those different services that we bring. We allow our customers clearly the choice to say what pieces of the services do they need. Now we think we can bring everything together into a managed solution for them, but if there's certain pieces that they need to just, double click on, we can help with that. And then look, the third item that I'm hearing and that we can bring and that we have for them is flexible consumption. They can choose the way they want to consume the technology. You consume it by usage. You can consume by month, by quarter, or if you want the stability of long term contracts one, two, three years we'll do that. So really it's about trusted advisor and choice to help them deliver their outcomes. >> So a lot changed during the isolation economy. You guys obviously had to support new initiatives. First of all, budgets got squeezed in 2020. Then boom back, so they sort of slingshot it, real focus on obviously client solutions, remote work, endpoint security, identity access, VDI. Now in the post isolation economy, it's like, okay, some of the stuff at HQ you maybe needs to be updated, maybe we're rethinking the network. So, what are you hearing from customers? Where are they in their digital transformations, Alex? You know, what's hot. >> Yeah, so we actually recently created an emerging services group. And the reason for that is exactly what you're alluding today. So we actually talked in that group everything in this emerging. So APEX, telco, edge, data management, all the things our customers are asking for and we are convening new solutions, new services to meet their needs, and all that is housing in one unit, and we're thinking about the product management, the technology that goes with it, and we're working partnership with our customers to actually build and develop solutions that they're looking for. >> Yeah, there was no as a service really. I mean, you could do it with financial machinations before, now it's becoming much more mainstream. I mean, I know it's not a hundred percent of your business and maybe never will be. >> Yeah. >> But that's a whole new mindset. What else is changing in the business that you guys see? >> Well, yeah, I think there's, I think that's what comes back to what we saw, first of all we listen to the customers, follow what their needs are, and you're right. As far as the, as a service, I think it's back to that choice. If they want to purchase or consume as flexible or as needed, we'll do that. They want the contracts, the standard CapEx model, we'll do that as well. Look, there's three things. Professional services is really changing as well. We're seeing the needs again for going in and being able to deliver the services to customers, but also manage that in a lot of cases, they're asking us to take the workloads from them so that they can go and change their transformation, and their digitalization is one of the things that we're clearly hearing. And I know you're hearing the second one, security. I mean that is top of mind for everyone. And I, we have launched a lot of services around this. Some of those like MDR or Managed Detection Response our cyber vault, as well as our APEX cyber recovery services as well that we've announced here. So security's number two. And then the third one is this sustainability, again very important for us and our customers, is we have a 2030 goal around this as I'm sure or you've heard, but more importantly, that's something I know my team and I and everyone at Dell, that's a great personal feeling too. When you're getting up and you're doing something that you know, is right, really just doing it to help the customers as well is just an extra added benefit. So those would be the three things professional services changing, doing more and more of the manage take workloads off, two is the security, and the third is the sustainability clearly. >> We talked with JJ Davis yesterday, and we're talking a lot about ESG and how a tremendous percentage of RFPs come in wanting to know what is Dell technologies doing from an environmental, social, governance perspective. That it's really your customers wanting to work with companies like Dell who have a focused clear agenda on ESG. One thing that I'm curious when you talk about the increase in advantage services, the great resignation. We've all, that's been happening now for a couple years. It's probably going to persist for a while. Customers suddenly, labor shortages and the supply chain issues. How have you helped organizations deal with some of the challenges that they're going through from a labor perspective is that why one of the reasons the managed services is we're seeing an increase there. >> Yeah. I'm sure that can be and I wouldn't doubt that, you mean in terms of our customer is wanting more and more the managed and the professional. Yeah, I think that is a piece of it, but I also think part of that is that speed matters and customers are looking for the additional assistance to take things off, that they may have traditionally done so that they can, they can really get this transformation, this hybrid cloud, getting things moving very, very quickly. There's just so much to be done in terms of data management and bringing information to their end user customers. And they want to spend more time doing that. And so I'm hearing that more, but you are right. There's absolutely, there's absolutely the times where we have a residency service, we, and that has been growing very, very fast. And that tends to be why they ask for it, is because people have either left or are leaving >> Alex, Doug really kind of alluded to an area that I want to probe a little bit. And it's that's, I was talking to Jen Felch recently she's going to be on soon. And the, you mentioned security, Doug, as the top initiative clearly. And the distance between number two is widening, but number two is cloud migration. Now I asked Jen about that, because internally Dell has its own cloud. And I said, how do you interpret that? Or how do you, what's your second priority? She goes, well, I would translate that into modernization. So we're essentially building our own cloud is how I interpreted it. So my question to you is, are you seeing that with customers, how closely do you work with your own IT to take those learnings to your customers? And what does modernization actually mean to your customers? >> Yeah, that's a great question. It's actually the essence of why we're here. Talking to our customers and showcasing what we do within services, what we do within IT. Jen and I talk very often about her roadmap, our roadmap, and we want to showcase that to our customers because it's a proof point, it's a proof point of how they can do the transformation on their own. Do we have a whole slue of products from a services standpoint that are tied with what Jen is doing as well? And that's what we bring to market. So whether that's on APEX, that we announced right here two days ago, the cyber recovery services available now, that's working very closely with our IT counterparts. And we have a whole slue of roadmap with high performance computing, to be announced soon and machine learning operations, all that is to meet the customer needs, and what they're asking for. And if you look at the emergence of needs from a customer standpoint, it goes in a multitude of uses. We have telco customers, they have very specific needs and we're looking to meet those needs. We have the traditional customers, which may be going at a slower speed in their adoption of the cloud, we're there to help them. And we're all about to hybrid cloud. Hybrid cloud is a hundred percent of our strategy. So whether you want to go cloud based, whether you want to be OnPrem or you want to be hybrid, we're there to solve your needs. >> What's the partner story in terms of delivering services, we know that the Dell technologies' partner ecosystem is massive. We know how important partners are to the growth. I think I saw 59 billion in revenue came through the channel last year alone. How do you enable partners to deliver some of those key services that you talked about? >> To leverage the partners for the, on the broader ecosystem for that? >> Yes. >> Yes, well, you're right. We do have a very large partner network and we're very flexible on that. Again, it sounds like we are flexible in everything and we are by the way, for our customers and our partners, 'cause look it is about delivering first of all, how our customers want their service. I do like this idea and we talk about modernization, transformation, digitalization all these things are kind of the same thing about going in and looking about how we're improving the overall infrastructure and these outcomes. And to that end, we work with the customer on what they're looking for. And then we'll either do a couple things with working with the partners. Either we take prime and we'll take that and take the pieces that they can deliver and we can deliver together. But again, it's with the customer in mind of how they want to do that, working with the customer. We do have code delivery services as well. And look, we're very open with our partners about if they want to be prime and then leverage those same lifecycle services we have. What this is about is about getting this transformation and this technology and these so into the hands of the customers in the best way possible. >> So, I could white label as a partner. Could I white label your services? >> We don't have the white label. >> Okay. >> We do have co-delivery. >> Okay. So that's what I could do. I can say, okay, I'm bringing this value. Dell's bringing that value. You're visible to the customer. >> That's correct. >> Which is I presume a benefit to the customer. >> Correct, correct. >> The trust that you've built up. >> Now that gets, just the white label you would say like our ProSeries, ProSupport, ProDeploy, ProManage, all of those things. Isn't a white label, but at the same time our customers especially in the professional service side of it could be the prime, which would be the same thing as a label. >> How are client? This is kind of interesting thought I had the other day. How are client services changing? Do you see the point where, I mean, maybe you're doing it already. It's just a full manage all my client devices and just take that away from me, and Dell you take care of that and I'll pay you a monthly fee. >> Well, yeah, we are seeing that. And one of the things that they like the best about is doing that management, is bringing kind of the AI and the BI to it that we can with our support assist and all of the data that we give back, we're actually able to help manage those environments much better. And in terms of an end to end, keep things updated, upgraded, manage it. But more importantly, what we see when we do have those client managed services end to end, the customers are actually coming back and asking us to help improve their operational performance. And, and what I mean by that is, all of a sudden you'll see things where the trouble tickets are coming in 'cause we're seeing that. And we're actually going back in with that information to help alleviate or improve their operational processes, so that they're able to function and spend more time on their business outcomes >> And reduce that complexity, sorry, Dave. >> No worries. How about the tip of the spear, the consulting piece? What are you seeing there? Are we going through and as we modernize, are we going through another wave of application rationalization, people trying to figure out their digital transformation, what to double down on? What to retire? What to sun set? What's that like? >> Yeah, I think it's similar to the managed service conversation we just had. It's really pivoting to technology. Even in the services space, it was all about our physical footprint. Five, six years ago, our physical capabilities, the number of people, depots et cetera that we had, right now, our customers and even internally what we're pivoting towards is technology. They want to know how are you going to do is solve our problems, whether it's consulting or managed services using technology. Precisely to the point that Doug was making, because they want insights, value add from the services we provide, not just consult for me, not just manage my service, but provide me value added service on top of that so that I can actually differentiate my services, my solutions and that's where we're building, that's what delivering really leveraging technology. You look at the number of software engineers we have, data scientists, the algorithms we're building now inside services. It's really become a technology hub, whereas it used to be a physical hub. >> I'm just going to, oh, I'm sorry please. >> No, go ahead. >> Follow up. >> Where it's really headed is, if you look at this it's going to become this outcome based services. When I talk about outcome based services, it's not managing just the IT infrastructure, that you have to do, you have to modernize and transform. However you want to say that to customers. But in addition to that, they're looking for us to take that information and help change their business models as well, with the data and the and the insights we're getting back. >> Their operating model. >> Absolutely. >> But changing that in the last couple years and pivoting over and over again, to survive and to thrive, talk to us, Alex about the emerging services and how you've maybe a particular customer example of how you've helped an organization radically transform in the last two years to be competitive and to be thriving in this new economy in which we're living. >> Yeah. I think a great example is Dish. If you look at Dish, they're actually launching one of the first Open RAN networks. Leveraging the power of 5G. And we're working very closely with them on the services and solutions to enable them to deliver that service to their customers. And that's a new area for us, a new area for them. So we're actually working together in innovating and coming up with solutions and bringing those to the market. It's a great example. >> Lot of collaboration guys, thank you so much for joining us. Great to see you back in person again after couple years, probably three. We appreciate your time and your insights. >> Thanks guys. >> Thanks for having us. >> Our pleasure. Dave Vellante, Lisa Martin here, you're watching theCUBE's live from Dell Technologies World 2022. Stick around. Be right back with our next guest. (gentle music)

>>The cube presents, Dell technologies world brought to you by Dell. >>Welcome back to Dell tech world 2022. This is the cube alive. My name is Dave Volante. We're here with our wall to wall coverage. This is day two. We actually started last night. Uh, the, the cube after dark John furry is here. Lisa Martin, Dave Nicholson. We're gonna talk about apex. The business value of apex flex on demand. Darren fedora is here. He's the senior vice president of Dell financial services, and we're joined by a customer and a partner Jud Barron is R and D infrastructure architect at Silicon labs. And Steve end is the regional VP of copy center comp computer center. I say that like I'm from Boston guys. Welcome to the queue. >>Thank you, >>Darren, take us through what's going on with, with apex, you got custom solutions, you know, people are gonna ask, is this just a financial gimick? What is this? >>No gimmicks, no gimmicks, Dave. So I think when we think about technology, historically customers purchased, they bought and they owned and they may have financed it and paid over time, but it was really an ownership model, especially in infrastructure and apex is about subscription. So think about Dell apex, as you can either buy, or you can subscribe to your technology and under apex subscription, we have options for custom based solutions or an outcome base. And I know today we're gonna talk about flex on demand and, and custom based solutions. So it's a high level pay for what you use when you use it with a high level of choice and flexibility. All >>Right, Steve, I'm gonna ask you to play little >>Co-host all right. I like >>This. Okay. So add some color color commentary, Jud, tell us a little bit about, uh, Silicon labs. I'm really interested in what your requirements were, your challenges and kinda why you landed on, on apex. Sure. >>Uh, Silicon labs is a semiconductor company were headquartered in Austin, 10 Xs, uh, just under a billion dollars a year right now. And, uh, at any ed shop or, uh, that, that people who are doing electronic design automation, that's not just in the semiconductor industry, but we have these HPC farms who are running, you know, millions of jobs a day. And the, a balance that you have to strike when you're doing capacity planning in one of these environments is we have these things called tape outs, and that's where we're finishing a project and there's a much higher volume of jobs that we have to run and you have to decide, do we buy for peak or do we, you know, come under that some amount and say, oh, we're gonna buy 80% of what we think >>As an over, over, over under, right. Do we over buy for peak normally, right, correct. Right >>Hard. One is geo Overy the under buy. It's always a hard decision. >>There's a tradeoff. Right? And, and so the, the challenge there is that you'll end up kind of linking the time and potentially miss a tape out window. And there's costs associated with that because you work with the Foundry and you kind of schedule based off that tape out when you're gonna deliver the photo mask to them. So anyway, the point is we in the past using a traditional like camp X, we're gonna buy a bunch of servers. We, we tend to undershoot whatever our peaks are. Cause we may have a peak every couple of months during, you know, these tape outs. Uh, but you know, sometimes tape outs, slip. And so one slips two months, another one comes in a little bit early and now you have multiple tape outs in the same months. And what was gonna be a, a small, uh, difference in from peak to what you actually purchased ends up being a big peak. And, uh, the thing that was interesting to us about flex on demand is the ability to have a commit rate that, you know, the customer can work with Dell financial services to figure out is that 80% is at 60% whatever. And they give us additional servers that we pay just when we're using them. Now I'm somewhat oversimplifying the process. Um, but we're, we gotta talk about that, >>But, but the point is, if I understand it correctly, that infrastructure was dominoing the, the time to tape out in a negative way, and you you've been able to address that more cost effectively. >>It, it can, it, it has on occasion. And so this, this basically gives us a way to lever to pull, to say, well, we can spend some additional OPEX this month and open up this additional capacity. So it's not like bursting to the cloud. Exactly. Uh, because I mean, you have to have the equipment in your data center already for you to be able to use it. But, um, it's under a traditional acquisition model. It's, it's just not a, a, a thing that was available to us before and looking at leasing or other types of, uh, you know, financing was wasn't really attractive previously, but the flex on demand model, when we first heard about it, we're like, that's very interesting. Tell me more. And we ended up using it in, in Austin, and then we built a whole data center in Asia and did the whole thing on flex on demand and >>Got it. Okay, Steve, uh, talk a little bit about your role what's going on at, at computer center and you know, why apex give us the background? Yeah. >>Um, computer center is a, one of the largest global VAs on the planet, right? Um, we, we have a lot of global and international reach, but at the end of the day, it's about one on one customer of relationships. Um, talking to them, understanding what their challenges are. And we've had a multiyear relationship with Jud. I've known you for a long time. And, and, um, typically that relationship, or initially that relationship was about collaborating, working hand in hand, kind of figure out what the solutions were that best fit their environment to solve their issues they need. And it was typically a procurement, a, a purchase based relationship and, and it worked well for a long time, but it, when Jud posed the challenge to us about kind of more pay as you go, uh, uh, subscription based modeling for, for how he want to do acquire in the future. >>Um, we just, we huddle with the Dell team collectively, um, and, and talked about what we could offer and how we could solve the problem. Uh, apex is a really nice brand today, but this was two and a half years ago, Uhhuh. Okay. So it was a little, we were a little early on on putting it together. I feel good that we were able to, to put that type of solution together for Jud and it's, and it's working today, working wonderful today. And it was good for it's good for the whenever it's good for the customer, the manufacturer and the partner altogether. It's a wonderful solution. >>So you took a little risk, but it worked out and you helped. >>Yeah, that was probably the infancy as we were growing our, as a service, think of this, you know, there's a, a lot of big words out there, Dave, right? As a service utility cloud, it doesn't matter what it is super cloud it's super cloud. It doesn't really matter. Super. This is really Jud was talking about a really important element, which is around flexibility choice. There's uncertainty oftentimes in a, in an environment, but they want to control. They still want have a level of control and leveraging partnerships, being able to deliver flexibility and choice. Don't worry about the words. Don't worry about cloud utility as a service we end up solving the customer need, right? And when we talk about flex on demand, I'll give you a little bit deeper into flex on demand. So when we think about flex on demand, it really is about understanding the customer needs and our capability and Jed reference this, determining what a baseline is. So if you think about your own utility bill, right, you, you go home and even if you're on vacation for a month, I'm sure you went on vacation for a month right. Month at a time. If I ever. >>Yeah, >>I know, but if you leave you your utility bill, even if you don't turn on a light, you still get a utility bill, it's your baseline. So we, we determine a baseline with our customers, with computer center, to understand in your environment, you're gonna use this minimum amount and that becomes your baseline. And that baseline can go as low as 25%. And up to 80% in a environment, it usually is typically in this 70, 80%. And then we determine what is gonna be optimal based on that 25 or above we charge based on the usage on a day to day basis, average by a month. And if you go up one month during your peak, you get charged at that peak. If you then a couple months are lower, then you're gonna pay only for the usage. And so for a customer that's growing has variability or seasonality. >>Um, this is a great model cuz they can still control their environment either within their own domain or um, in a colo. They also have the capability to pick anything within the Dell ISG catalog, any product, configure it to meet their environment, be able to work with a trusted partner like computer center. That it's a solution based on a partner relationship and delivers choice and flexibility on the catalog of anything Dell sells within your control of how you can configure it. So it gives this ability to say, instead of buying and instead of paying a predictable payment, a I E a financing I'm gonna pay for use. Yeah. If I turn on my light switch more or if it's during the summer in Texas where I am the ACS a lot higher. So your utilities go up and if you are a much lower because you're on vacation in Hawaii, maybe you've been in vacation in Hawaii for a month, you're gonna have a much lower and you're gonna hit your baseline. Right. So it gives flexibility choice and it gives the control back to the customer. >>Okay. So the whole ISD portfolio. So you're like the tip of the spear for future apex, right? >>We, we, we absolutely are the tip and that's why, you know, Steve referenced a couple years ago as we were still in our infancy, growing, listening to our customers, listening to our partners, we've evolved to become a more robust program, um, 35 countries today. So we can cover 35 countries over the globe, all ISG you products that are sold with a high level of flexibility and it, and it's Jud and feedback over time that we've continued to evolve this program. Mm-hmm >>So Jud you, if I understood correctly, the business impact to you was gonna better predict predictability. You didn't have to over buy or undery and take all that risk. Is that right? You maybe could quantify. Did you ever quantify that? What can you tell us about the, the business impact? Yeah, >>Sure. So, I mean, traditionally we will, uh, base our capacity demands on, uh, complex calculation that effectively just boils down to number of engineers, like head count, uh, and you know, kind of personas within that. And we figure out, okay, well how many compute do we need? And then we say, okay, well how many tape outs are we doing? And when are those tape outs gonna land? And try to figure out which months are gonna be the hot months and the design teams have to kind of vary their tape out schedules so that they don't pile up all into like July or something. And then there's not enough compute capacity. So with, with something like flex on and where I can turn additional capacity on in our HBC farm, it, you know, we just go in and make some changes to the LSF configuration and say, Hey, you know, now you've got these extra nodes available. >>We don't really have to worry about that as much. Uh, in fact, last year we, we ended up with one month where for us, it was unusual. We had five tape outs, uh, at all land within two weeks of one and a other. And they all finished, which in previous years before we had deployed that that would not have been the outcome things we would've had multiple, uh, tape outs delayed. And you know, that that's a seven figure impact for each one of those commits that we miss with the foundries. So it it's a big deal. >>Yeah. That's real dollars. And >>It is. And you know what else, this, as, as Joe's going through this, we all know their supply chain chain constraints, right? And this solves a lot of supply constraints because Joe, if you would be purchasing today, you'd be buying, you're looking at had, and you're actually having to purchase today where if you go into an apex flex on demand, you don't have that full commitment of having to purchase, but you can get ahead of the supply chain. So you can be looking six months in advance, you can be doing capacity planning and I'm Jed. I'm sure you're doing that leveraging. Like what's my future and not be worried about, I have this huge burden upfront. >>Yeah. And I mean, we have two levers right now. One is we have this extra capacity there. I can, you know, pick up the phone and, and call our Dell rep and say, Hey, I'm gonna modify my commit rate. And so now that's, you know, the new baseline I can use all day every day. Uh, and, and, you know, we still have some burstability and then separately, we can say, we want to expand the contract or, or, or, you know, basically acquire more hardware for additional burst or additional commit. Both of those things are, are options. We only had the, we had to go buy it and we need to know when we have to have it available. So you kind of back into this ordering schedule for, uh, you know, like a traditional CapEx purchase. >>So Steve, obviously Silicon labs is, is leaning again. Are you seeing any other patterns in your customer base, uh, where this is being applied? What can you share >>With us there? Yeah, it's it, I believe this is a fairly horizontal solution. Any customer can really utilize it. I mean, traditionally people would buy for two and three years worth of capacity and slowly consume it over time, but you paid up front. Right. That's how it, that's kind of how it worked. Cause I didn't want to go back to the well year after year after year. Right. So, um, you know, and I, and I think, I think if anything, the, the, the cloud, the hyperscalers has, uh, taught the world, some things taught the industry. Some things, you know, in a, in a perfect world customers like to consume and pay for what they use, you know, and in the increments that they use it as much as possible as closely aligned to that as they could get. And what I see, what I see in this, you know, cuz I, I kind of put solu in my role, I'm putting solutions and customers and bringing those together other right. And, and complimenting that with services of our own. Right. But, but what I see over time that, that almost all the manufacturers and Dells does a wonderful job, but almost all the manufacturers will be delivering technology on a subscription basis. So the more I learn, the more I know, the more I understand about how to deliver those and provide those to customers is better off we are >>Because it aligns with business value. And that's what you're seeing Jud correct. >>Steve made an interesting comment in there. Uh, you know, he was talking about the cloud and for us, there's always pressure to say, Hey, you know, can we burst in the cloud? And for Edda workloads, every time we look at this, it's a data problem. It, it, it's not a computing problem for us. EA workloads tend to generate a lot of data and you know, there's a, there are a lot of tools, uh, you know, there's just a bunch of stuff that you have to have available to run those jobs. And so you have to look at that very carefully. The company that I work for Silicon labs has been around for a long time and we have a lot of development effort. That's been put into automating and simplifying things for our design engineering and trying to, you know, manipulate that and make it to where we can burst just certain jobs out to the cloud efficiently and cost effectively. Hasn't really resonated for us. But the flex on demand thing gave a us the ability to kind of achieve some of that burst ability. I mean, not to the same level of scale of course, but you know, we, we can do that at, you know, our own speed in our own data centers with our own data. And we don't have to worry about trying to, you know, peel an onion and put something new together, make it cloud friendly. It's >>Substantially similar. We gotta go. But to Aaron bring us home. >>Yeah. Hey, I think when we think about Dell, it's about listening to our customers and our partners. Mm-hmm <affirmative>, which we continue to do. We continue to evolve our products and, and apex is around choice and flexibility in delivering to customers an option to pay for what they use. It's a great solution. Appreciate the time guys. >>Great conversation. Thanks so much for coming on the cube. All right. Thank you. Good luck. All right. And thank you for watching. This is Dave VoLTE for the cube. We've been back with more wall to wall coverage. John furry, you'll be back Lisa Martin and Dave Nicholson. You're watching the queue >>And.

(upbeat music) >> Welcome to this CUBE conversation. I'm Lisa Martin, pleased to welcome back Caitlin Gordon, vice president of product management at Dell Technologies. Caitlin is great to see you again though virtually. >> This is good to see you as well, Lisa. >> Tony Frank is here as well, global client executive at Equinix. Tony, welcome to the program. >> Thank you, Lisa. Good to be here. >> We're going to be talking about some news. Caitlin, let's go back. You and I, before we started filming, we're trying to remember when did we last see each other of course it was virtual, but just refresh the audience's memories with respect to the catalyst for Dell to go into this as a service offering. >> Yeah, I think we're all losing track of the virtual months here. (all laughs) Go back in time a little bit. Yeah, exactly right. The first actual APEX offers really came to market in the spring in May with our APEX Data Storage Services. And at that time we actually had preannounced, but we're going to talk more about here today with our partnership with Equinix. But if we take a step back, why did Dell talk about this as a project and is now really investing for the future, it really connects to a lot of the conversations you guys have here in theCUBE, right? What's happening in IT. What's happening with our customers is that they're looking for outcomes. Yes, they're predominantly, still buying products today, but they're really starting to look for outcomes. They want to be buying those outcomes. They want to have something that is an operating expense for them. Something that we can take, we as the technology, the infrastructure experts can take on, the management can take on the ownership of that equipment and really enable them to focus on their business. So really consumption-based, usage-based infrastructure, all being elastic resources that Dell owns and manages, but customers can still operate. And of course, one of the first offers was APEX Data Storage Services. >> Talk to me a little bit Caitlin about outcomes. I just want to understand what Dell actually is focusing on for its customers, where outcomes are concerned. >> Yeah, and it's interesting as a company, it's a pretty big transformation for us. We have always been a product led company, but it's not really about the product. So when I talk about APEX Data Storage Services, you're not going to hear me mention a product name or anything 'cause what it's about, it's about offering our customers what they're actually looking for, which is in the case of storage, they're looking for, I want either block or file storage. I want a certain tier. So it was at a higher performance. I want a certain capacity of it. And I want to commit for some period of time. That's it. Those are the questions we ask. There's no product names and sizing, and it's really, really simple. And that's what we're talking about. It's really the beginning of really trying to deliver customers an outcome versus a product. >> Got it. APEX Data Storage Services, this is Dell's efforts to supply managed file and block storage of services. Talk to me about that. Talk to me about some of the things, how does it enable the fast time to value as little as 14 days for your customers? >> Yeah, so there's a lot of really important things we're doing here. We're not just taking the products we had and kind of packaging it up in a new financial model. There's a lot of parts to this. It all centers around the APEX console. So the APEX console is where you start, begin really ongoing manage and experience these outcomes from Dell Technologies. And it starts with selecting the service you want. So if you select that you want APEX Data Store and Services, you've pick your type, you pick your tier, pick your time period, and you pick your size, right? And then you're off to the races. And we will be able to, what we're committing to do is delivering that in this view and as little as 14 days, time to value. And for us, one of the benefits of being able to do this as Dell, we have always really thrived in our supply chain and the ability to have that predictability and being able to deliver things as a service, including storage is really something it's just an extension of what we've been able to do there. And our partnerships with Equinix actually is going to enable us to even look at that further and see what we can do to really bring value to our customers as quickly as possible. >> That speed, that time to value is even more important as we've lived through the last tumultuous 18 months. Let's break into the news now. You guys pre-announced some the partnership with Equinix, but talk to me about with respect to APEX Data Storage Services, what's being announced? Caitlin, let's start with you and then Tony will bring you into the conversation. >> Yeah, absolutely. So again, we first released the APEX Data Storage Services in the spring, and we're already enhancing that today. Couple of exciting things. So geographic expansion, so expanding out into additional regions across Europe and Asia who are expanding our support. So we talked about the fact that it's block and it's file. Well, actually on our file capability here in our file outcome, we now will have the ability to support an S3 protocol. So you can do that app development and run your operations all off the same platform. So that's an exciting new expansion there. We're also enabling partners sell-through. Our partners are really, really important, whether they're resell partners or technology partners like Equinix. Partner sell-through is another important piece. And of course, most important for our conversation today is the exciting new announcement of the fact that we are going to offer APEX Data Storage Services available on Equinix facilities all integrated into the APEX console. The fifth question is now, where do you want your APEX Data Storage Services? You can select a Dell provided facility and you get the choice to select the different cities of Equinix locations. And we're going to provide that single bill and experience through Dell, but on the backend, we've worked with Tony and team for months to get this, to be a very streamlined experience for our customers. >> Tony talk to us about this from Equinix's perspective. >> Yeah, we're very excited. Caitlin, thank you very much and Lisa, thank you. Very excited to be part of what Dell is doing with APEX and enable enterprise customers to deliver, to get delivered to them at Equinix facilities storage as a service, in addition to additional Equinix capabilities, really enabling agile enterprises to distribute their infrastructure across the world, leveraging Dell product, Dell management, and to get access to partners, to their other footprints, to cloud service providers, et cetera, all within the footprint of Equinix. >> So Caitlin, APEX Data Storage Service in secure colo facilities in conjunction with Equinix, talk to me about what the reception has been from from Dell customers. >> Yeah, it's been really fun. I mean, first of all, when we thought about data center providers are a critical part of us being able to deliver that outcome to customers. And when we looked at the ecosystem of partners it was very clear who we were going to be partnering with. Equinix was really the best partner for us. We all already had been working together in many different ways and matters taking this partnership to the next level and what we've already seen actually all the way since earlier this year, we've had many, many customers coming to us either first step first, it was separately, but now it's actually jointly to say, I'm having a challenge and here's my challenge. And most of these conversations start in one way. I'm getting out of the data center business. And the nice thing for us is that between our two companies, we can solve that, right? We have the combination of the right infrastructure. And with our partnership with Equinix, you partner that with the data center services, you can actually give that full outcome to a customer and we were solving those separately and now we're solving those together. >> The spokes wanting to get out of the data center. If we think about in the last year and a half, how inaccessible the data centers were, Tony, I want to get your perspective on the colo market. And as we look at IT today, the acceleration of it and digital and cloud adoption and getting out of the data centers that we've seen in the last 18 months, help me understand why the colo market is really key today for the future of IT. >> Absolutely Lisa. So focusing on outcomes as Caitlin outlined earlier is a really important part of really how IT has managed this pandemic and thinking about how do we solve for this vast distributed set of employees that we used to have aggregated in a single building or multiple buildings, but really spearheaded in a couple locations. And all of a sudden everything became out in rural America, out rural Europe, out everywhere, employees were spread out and they needed a way for as an IT team to bring together the network, the security and the ability to be very agile and focus on an outcome as opposed to, how am I going to get this next piece of equipment, this next storage device, this next compute system in my data center and add the cooling and the power and all the things that they have to think about. And really it was an outcome. How do I give my employees the best experience possible, my partners that access they need to my systems and the various ways that we interact together? So the colo market as a whole has been really changed dramatically through the whole pandemic. And if you didn't know Zoom two years ago, it's your best friend now, or it's your least favorite way to do business. But the only way we have to do business in the world that we're living in today. >> A lifeline, and here we are zooming with each other right now. Let's talk about, Tony I want to stick with you. Let's talk about this partnership between Dell and Equinix. Why is this such a compelling partnership? Talk to me about that from Equinix's perspective. >> Yeah, we're so excited to be able to be partnered with the number one pro leader and provider of infrastructure and infrastructure services. We have really been a niche provider for the last 15 years. We're a 21, 22 year old company, and we focused on developing ecosystems. And those were at first the internet. We brought the telecom providers together to make the internet work. And then on top of that started enabling things like digital trading, also enabling all sorts of ad exchanges so that you see the banner ads that apply to you when you go to a website. And so we were well known within those ecosystems that we worked within, but getting out to the enterprise has been a big challenge. And Dell brings us those relationships. They bring that expertise, that trusted advisor kind of role. And so being able to extend our sales team and really leverage what Dell has done across small, medium, large, and very large enterprise is a real win for us. And it allows us to achieve a scale that we wouldn't have been able to achieve by ourselves without breaking the bank, trying to hire people and trying to get them familiar with those customers. And so Dell brings us into that. We're able to complete what I call the three legged stool, the compute, the storage, and now the networking aspects can be dealt with in a single conversation around an outcome. And APEX gives us a chance to really be agilely available as Dell's customers define that for themselves and to deploy the infrastructure where they need it and to achieve those outcomes that they're trying to get to. >> So some ostensible value that Equinix is getting by the Dell partnership, He said, pulling us into the enterprise, facilitating that scale. Caitlin, talk to me about this from Dell's lens. What makes this partnership so compelling for Dell and the future of it as a service? >> I'm laughing as Tony's talking through that 'cause it tees it up perfectly. From Dell's perspective, when we looked at data center providers, one of the challenges for us is we're a global IT provider. So we had to partner with someone who understood what it meant to operate and manage data centers at a global scale and locations all over the world. There were very short list to choose from. Once you look at it from that lens, but more importantly, and what Tony, you already hit on, the networking, the interconnects that we have in our partnership with Equinix are incredibly valuable. 'Cause ultimately, although customers start going to a colo facility because they want out of the data center business, they don't want to be managing racks and power and cooling and all of that, oftentimes what actually the value they find once they get there and why they stay and grow is those interconnects, the ability to connect to other tenants in these facilities and the ability to connect into the hyperscalers and the richness of those interconnects with Equinix was truly unmatched. And that's why it's been such an important partnership for us. >> Tony, what's been some feedback from the Equinix customer base. >> Well, it's really funny. I spent half of my time trying to figure out with my team, how we're going to solve for storage as a service, the next geography, the next product. But the other half of the time is spent who on the team is the right person to go pair up with the Dell team and get the Dell team brought into a discussion. And it's going by directionally right now, the volume is picking up. The velocity is picking up and it really seems to be like a snowball, just going down the hill, it's just picking up speed. And with every interaction we're gaining trust with each other, we're gaining competence in what the message is and how to solve for it. And we're working out the various ways, in a predictive way, what are most people asking for? But the wonderful thing is there's custom availability to figure out a solution for just about any problem that the IT or infrastructure focus teams in the enterprise are looking to solve for. >> Tony, sticking with you for a final question or two, in terms of the last few months, or have you seen any industries in particular that are really readily adopting this? We've seen so much change across industries in the last 18 months. I'm just curious if you're seeing any industries that are particularly taking advantage of this capability in this partnership. >> Yeah, I would point to highly regulated industries thinking about financial, thinking about governments, and it's not just a U.S. situation. This is a global situation and data sovereignty where that matters to a particular customer is really important that they keep that data in the geography that it needs to stay in is defined by the different governments around the world. You see the financial industry has been a first mover towards electronic trading and really disrupted thankfully prior to the pandemic, the way trading was done because in-person trading wasn't going to happen anymore. And so in the highly regulated world, the healthcare, the financials. Those folks are definitely looking for a solution that has certifications across the board to help them say to their auditors we've got this covered. That's something we're able to bring to the table for Dell. And then it also helps that the first movers sort of towards a digital infrastructure were insurance companies and others that saw the value of leveraging partnerships and bringing together things as quickly and fast as they could without deploying huge global networks to try and make it all happen. They can instead virtually meet in the same room, leveraging our software defined network called Equinix Fabric. It's been a real win for the regulated industries certainly. >> Got it, thanks for that Tony. Caitlin, last question for you. This is Dell managed so single bill from Dell, where can the viewers go to learn more information about this new partnership? >> Delltechnologies.com/apex, you'll learn more about all things, APEX, really the APEX consoles, the experience. So you can learn more about it there. And then of course, your friendly neighborhood, Dell EMC rep, and or channel partner. Now that we've got that partner enablement as well. >> Delltechnologies.com/apex. Caitlin and Tony, thank you so much for joining us today sharing the exciting news about what's new with Dell and Equinix, and what's in it for your customers and your partners. We appreciate your time. >> Thanks Lisa. >> Thank you Lisa. >> For Caitlin Gordon and Tony Frank, I'm Lisa Martin, you've been watching theCUBE conversation. (upbeat music)

(upbeat music) >> Hey, welcome back everyone to theCUBE's coverage of AWS re:Invent 2021. I'm John Furrier, your host of theCUBE. We've got two sets on the show floor, it's a virtual event, we've got the hybrid stream going, check out all the content we're here for wall-to-wall coverage. It's all been about data cloud transformation, culture change, and making things happen. I got a great segment here with Accenture, Chris Copeland, CTO of Accenture's Federal Services, and Mark Kim, the CEO of Municipal Securities Rulemaking Board, also known as the MSRB. Welcome to theCUBE. >> Thank you, John, it's a pleasure to be here. >> Thanks for coming, first of all, explain what the Municipal Rulemaking Board does, so people know what it is and we'll jump in. >> Sure, thank you, John, for the opportunity to have this conversation, the MSRB serves as the principal regulator of the $4 trillion Municipal Securities market. So Municipal Securities or muni-Bonds as there're most commonly known, finance the majority of this nation's infrastructure from the public schools that educate our kids to the hospitals that care for our sick. Muni-bonds even finance the airport that we flew into to get to this conference. But in addition to writing the rules that regulate this market, the MSRB also provides the technology infrastructure that supports this market. So, in addition to being a financial regulator, the MSRB is also a technology company and we saw the future of technology and cloud computing and that was our decision to embrace that future and to move the MSRB to the cloud. >> Correct, and obviously, Chris, this is critical infrastructure, you're talking about, legacy, has a lot of legacy as well. A lot of data, money's involved. I mean all the wrappings of transformation stories there. >> Yeah, and it's great. I mean, the MSRB and Mark in particular really had the right mindset of understanding that, we all talk about migrating to the cloud. That's really just the beginning. Like it's really about once you're in the cloud, the aperture that opens up the art of the possible and what you can really do. And the MSRB is like right on all of it, right? It's all about data. It's all about transformation, but I think the key for that transformational success that we've seen, is understanding that the organization needs to change too. And that we need to enable that organization to really be productive and deliver on that mission in a cloud first world. >> Well, Mark, I want to get into this 'cause this has been a big part of my reporting this past year during the pandemic and maybe the year earlier. I saw the public sector in particular really forced it to change. >> Yeah. >> Cultural shift instantly, they had no choice. It was a forcing function and there was the haves and have nots, the ones who have done the work, put their toe in the water, invested in some technology, knew about cloud and then ones that weren't, and they were thrown in the water. They had to figure out how to swim very quickly. So take us through the importance of that because we heard today and even in the keynote with Swami on stage from Amazon saying governance could be an enabler, not an inhibitor. So you're in this world of obviously muni-bonds, I'm sure there's a lot of compliance involved. So, take us through the journey, how you guys changed the culture? What was the outcome? Take us a quick highlight on the whole process. >> Absolutely, so, for the MSRB, the cloud migration was always about way more than just moving our applications from our servers to AWS's servers. This was an opportunity for the organization to put in place a cultural transformation. And that's the power of this opportunity for the MSRB. We were able to make a commitment to our people, which we did right at the outset, that we were going to bring all of our people with us on this journey to the cloud. This was a major investment in re-skilling and retraining our staff. We didn't have staff who had experienced migrating applications to the cloud. We didn't have software engineers who had prior experience working in cloud native environments. We trained them and we made that commitment to do that and to bring all of our people along. And that has enabled the MSRB to create a culture of innovation, of teamwork. It also allowed us to break down some silos within our organization. Not only within the IT organization, but between IT and business, it was a transformational opportunity. >> I mean, effecting change is hard, what was the learnings? When did you realize it's working? (John laughs) >> So having completed the migration itself, one of my fears was we've just literally spent millions of dollars investing in our staff, re-skilling and retraining them. We've just gone through a very technical, highly complex migration. These are people who are in high demand. Not to mention that AWS decided to put HQ2 right outside of Washington DC, announced plans to hire 10,000 people over the next 10 years. So I was worried on the other side of the migration that we would have a talent drain, and the best proof that I have that we've got our cultural transformation underway and going in the right direction is we didn't see that brain drain. We have staff that want to stay at the MSRB, that are excited about being able to continue to learn about new technologies, staff that are excited to be kind of on the cutting edge of financial regulation and being a part of building the future of the MSRB. >> Okay, there's a purpose there, I mean, I think this is, this highlights this whole conference here at re:Invent. I was just talking to someone off camera during lunch and like, it's an Amazon learning Conference as they say that their humble is learning, but it's also a thought leadership conference because they're introducing new stuff that's actually like, it gets the juices flowing and you're like, wait a minute, I can do more things. So, it's got that kind of conference, ted kind of vibe to it, plus it's real. >> I think that's one of the best benefits that we saw as part of this program that, and we talk a lot about how to infuse innovation into the fabric of your DNA and organization, and I don't think that personified itself anywhere that I've seen as well as at the MSRB. Mark was talking about people wanting to stay and work there. I'll even, I think he's understating it. People were excited about the process-- >> Yeah, they want to come to work everyday. >> There was competitions going on, on who was going to get certified. There was challenges about who's going to learn the most cloud and that desire to really continuously improve and bring those new innovations was unparalleled that I've seen. What Mark and the MSRB don't have the luxury of just keeping pace with those that they regulate. They've got to stay ahead. >> Yeah. >> And if you're going to stay ahead, you've got to have that innovative culture and you've got to take change as something that isn't this big mountain to climb, but something that's actually exciting to do every day. And I think it really, really came out in the program here. >> That's one of the things I think it's one of the smartest moves you can make and I think you've made it, by getting the people on the right wave of technology is a retention bonus. >> Absolutely. >> It's not just keeping them happy 'cause if you're working on cool stuff, it's fun. >> Right. >> But if you get them on the right way where they're constantly learning, and then they've to be a part of something. >> Yeah. >> This cloud migration, I think that's a real retention thing. Do you agree, you've seen the same thing? >> Yeah, absolutely. Its such a motivator to know that our staff is front and center leading the charge in transforming the MSRB. Not only culturally but also digitally. >> Yeah. >> And bringing us into the future. >> Okay, so I got to put you on the spot because I'm want to put my evil genius hat on for a second. Okay, I want to make money, I'm a FinTech arbitrager, I want to get in and work the muni-bond data angle, obviously worry about, you've got a lot of oversight, governance, regulation. Can you move fast enough to protect the data to make sure things are stable? Take us through that because there's a lot of money involved talking about like a serious part of our economy and a financial system. >> Yeah. >> It's critical infrastructure. >> Yeah. >> So, you got to also have that balance of innovation and compliance and governance without getting in the way. >> Absolutely. >> Take us through how you handle that. >> Absolutely, as a financial regulator that provides the market with its technology infrastructure, failure is not an option nor is falling behind the times. We have to evolve with our evolving market. And the pace of change is moving faster and faster. If you look at today, what's different about the MSRB being in the cloud than route being on-prem in our data centers, for our stakeholders, we don't have customers as a financial regulatory we have stakeholders, the entities that we regulate and the entities that we protect, our stakeholders will see systems that are more available. In the first 12 months of operations in the cloud, we achieved over 99.98% system availability. Performance has improved in our own internal benchmark tests, our systems are running 30% faster than they were and then finally our systems are more secure. This is a hard one to quantify or to explain or to kind of deliver to customers, but I-- >> There's no ROI conversation when you've been hacked. >> Exactly, I am-- >> Its only a disaster. >> But I am confident that our systems are more secure today in the cloud, than they were on-prem in our data centers. >> Yeah, Chris, this is a huge thing. I'm not going to rant a little bit, I'll do a side rant, but everyone who watches theCUBE knows I'm kind of a digital hawk. I truly believe that the red line needs to be changed because we are being attacked at a cyber level and almost like the, I get to see people being excited to work there because it's almost like the military, you got to protect. There's so much downsized, not so much justification of ROI. This is critical infrastructure, financial systems and databases. And there's no malice, there's no government forces to protect you. >> I mean, Mark said it well, failure isn't an option, right? And I think what we're seeing and why everyone is really rapidly moving to the cloud is you cannot get that level of cybersecurity, you cannot get that real time information access, and then run your models to look for trends of where the threats are maybe coming from, and proactively address those threats. You can't do that in a legacy infrastructure model on-prem, you've got to embrace the power of the cloud and the services that the AWS cloud provides to be able to truly try to stay ahead. I mean, you have to bring that innovation every day in your lunch bag and say, how are we going to use these tools that only the cloud affords us to bring security to the forefront? >> And John, can I add on that point? 'Cause I think it's an important one around security. In the legacy environment, in our data centers, the MSRB was handling security by ourselves, and I think one of the biggest lessons learned for us is pick your partners carefully. >> Yes. >> We chose AWS and we chose Accenture Federal Services and we've now tripled our investments in security, both what Amazon is investing in their infrastructure, we've also have AFS providing managed security services for the MSRB in addition to our own security team. So we've literally tripled our security. >> It's interesting and I think that's one of the reasons why you mentioned the retention thing and why people are happy is, it attracts a certain kind of individual to work there. It's the elite tech athlete, we call them, because they like, want the action, the young kids there, they want the tech, they don't want to be boring. So, what better wave to ride when you know there's a lot to protect, again, back to the cyber, this is huge cultural shift in the new generation coming in versus the old IT. The old IT was okay, we're operational, keep the lights on, add some servers, now it's like a lot more is at stake. >> Yeah. >> Okay, great, I know we don't have a lot of time left, but I do want to get the data question. I have to ask you-- >> Sure. >> You're a data company as well, you got to watch the data, what's the vision and data? How are you looking at the data with your team? >> So data is the future of the MSRB and we will remain a financial regulator and write the rules that regulate this market, that's our core mission and we will always do that. We will also always be a technology firm that provides the technology infrastructure for this market. But in the future what the cloud has enabled us to do is to become a data company. We serve as the central repository of market data for this $4 trillion market. And we now, thanks to almost infinite scalable computing power storage, we now have the ability to leverage cloud tools like artificial intelligence, machine learning, to actually get at an unlock insight from the vast amounts of market data that we have and deliver that to the industry that we regulate and serve. >> And you guys have so much headroom because Chris, with Graviton3-- >> Yep. >> And the Stack, you can actually write the apps built for the performance, for your needs. >> That's right. >> Yes. >> For the data needs, 'cause that's your advantage. >> That's right. >> Yeah, it's just incredible. I just find it like, I haven't seen anything like this since the shift from client server to inter networking back in the 90s where you saw a sea change of capabilities just completely change over, it's been pretty incredible. >> Yeah. >> Okay, final word. Just re:Invent, what do you guys think? >> This is my first business trip since the pandemic started and it's fantastic to be with people, to see people to do this in person instead of virtually, so thank you for this opportunity. >> I know, I felt so amazed. Chris, what about you, what's your take? >> It's wonderful to be here, it's great being back, back out in the world I guess. >> Yep >> Getting to meet with Mark, where we're not looking at a screen at each other, meeting with peers, but also just the collaboration and innovation you're going to get in an environment like this and the energy that it brings, you just can't match that. So it's been a great show so far and I'm looking forward to the rest of it. >> The phrase I hear a lot on theCUBE, also I say it a lot, a kid in the candy store 'cause there's so much coming out, just the capabilities, you're starting to see more ease of use, more infrastructure as code now, data as code, a lot of great stuff, all part of the cloud transformation. So great for coming on and sharing the story, Mark, I appreciate it. >> Thank you John. >> It's good to hear about your awesome program, Chris, thanks for coming on too. >> Yep, thanks for having us. >> Appreciate it, okay, Cube Coverage here in Las Vegas. I'm John Furrier, you're watching theCUBE, the leader in global tech coverage, thanks for watching. (upbeat music)

(upbeat music) >> Okay, welcome back everyone to theCUBE's coverage of AWS re:Invent 2021. We're here live in Las Vegas for an in-person event. Of course, it's a hybrid event, virtual online. Many people online. A lot of people here on the event, a lot of action. cloud going next generation, mainframe transformation, more analytics, more chips, everything's faster and cheaper and getting better and better in the cloud. We've got the great coverage. We've got two great guests. We got Justin Hooper vice president of Global Operations Infrastructure Ingram Micro and JP Perot, EVP of Telecom Media and Technology and AWS executive sponsor for Atos. Gentlemen, thank you for joining me on theCUBE. >> Thank you. >> Thank you, glad to be here. >> So what is it about the conference so far? Pretty good, like a lot of people here? >> Super exciting. >> 27,000 people showing up. >> It's amazing. >> Real people not workers. >> Yeah, it feels almost normal. >> Yeah I can't believe the turnout. >> Got a great topic, you guys working together you got mainframe, you got analytics, transformation. Let's get into it. Let's start by introducing what you guys do, your company, and why you are here. JP, we'll start with you. >> Yeah, I can start. Okay, so yeah, so I'm leading, you know, in Atos all the cloud business and telecom media technology, Atos is a big company is a service and technology company, 11 billion Euro business, and we are leading all the transformation to cloud and also, all what is related to hybrid cloud transformation. Also with security. We are number two in the world in terms of security and cybersecurity. We have developed for so long lasting relationship with AWS. We have been an advanced technology partner of AWS for now many years, since 2013. And we have developed a specific program, you know, regarding manufacturing transformation and mega trends. So this is why we are super excited to be here with you Justin today, thank you, by the way having Ingram Micro with us, Justin. >> I appreciate it, it's good talking to you. Good to be here. >> And I'm Justin Hooper, I work for a Ingram Micro. I run their Global Infrastructure and IT operations. Ingram Micro is one of the world's largest technology suppliers, technology solutions, and cloud platform and services. >> Well, great for the intro. Thanks for that set up, a lot of action going on. You guys have recently purchased, you guys got the transformation in the cloud. What is the movement to the cloud? Take us through the current situation. >> Yeah, we see, a big acceleration and especially due to COVID situation. We have seen acceleration of transformation to cloud. There is a lot to do, a lot to do because many business critical application, which have not been transformed. And also, especially all the applications which are sitting on top of mainframe that is why executive discussion we are with Ingram at the moment is how we can help Ingram with some of the applications that are on mainframe to transform and design the future. >> Justin, take us through the transformation that they're helping you with, what's the key challenge? What problem are they solving? Take us through the specifics. >> Yeah, it's interesting because I'm actually a lover of the mainframe, I think most of the people at AWS would think, the mainframes, didn`t they put the rockets on the moon. That's old technology, but mainframes are still fantastic platforms. We, have great success, great resiliency with Atos . We are on the most modern chips, but there are a lot of restrictions. You know, you really have to size your mainframe for your peak workloads. You don't have the ability to separate segments, scale horizontally, and then there are really nuanced. Like it's hard to get resources that know mainframes, to be honest with you, it is just, there's a people issue there industry-wide, and we're not different than any other company and compete for resources, both on the system side and on the programming side. And we really want to look at how we can make a massive leave, if we're going to leave the mainframe, how do we start a journey where we can end up really being able to take advantage of horizontal scalability, the ability to have a utility compute model where we're really paying as we go, because that is the opposite how the mainframe model works today. >> Talk about the refactor 'cause I know I've covered a lot of mainframe stuff with IBM in the past and how banks are still using it. Everyone is they're real applications. They're mission critical. How are they integrating into the digital transformation. Containers, kubernetes are hot right now. You're starting to see a lot more integration. How do your customers and how do you guys see refactoring happening? I can see the integration, but that as the refactoring come in. >> There's really what we've learned with our partnership is there are really a couple of ways to do the refactoring. You can convert your old Cobalt code to something else like Java. And there are tools and companies out there that do that. Or you can really build a plan where you can effectively emulate your mainframe on commodity computing and through a relatively deep analysis with Atos, the recommendation that we're looking at is that ability to first get off of the hardware, get off of that reliance on the platform, but not jump all the way to modify your code to Java. There's not a lot of value in going from Cobalt to Java, for example, if you're not making improvements in your programs, adding business capabilities. So the journey starts with get off the hardware, but then it allows you to go and say, we are going to break up those complex programs. We are going to separate the data differently. And once you do that, you can start to take advantage of containers and start to separate yourself even more and really get into the cloud. But, there are ways to piece your way through that. >> You know that's really good insight, JP, I'd love to get your reaction on this too, because what Justin's getting at is what we hear a lot from experienced CIOs of large companies that have a lot of existing stuff. And the theme is and the word they use is you don't want to touch the white hot core. Meaning it's so mission critical that if you mangle it too hard, touch it too hard a lot of bad things happen. So this idea of push things out to the cloud that around the edges, and then work your way slowly in is a risk management and practical approach. >> Not exactly, you said it right, its exactly a risk management So, and Justin explain it different factors, which come to the end point in terms of decision there is one issue regarding competencies, because their lack of competency in the markets. There is what kind of business critical apps you have. There is a transformation as such, you know, as Justin explain you can record, or you can move, you know, to a different platform. So, each time it's a program, it's a program and analysis that we do with our customer advising the customer about, hey, based on your critical application, what is the right journey, what is the right transformation to do the right risk management? >> Justin you're taking the hot core I saw you nodding your head. You're like, yeah, what's your take on that? >> Well, yeah, I agree with you. And that fear, uncertainty and doubt it's kept people on the mainframe for a really long time. The technology has caught up and the expertise where just as JP said, you've got to be really careful in the way you plan it, and you've got to make sure that you can always get back. And so the approach that we're looking at taking is, you're able to accommodate more risk if there's an easy roll back plan, and some of the new new technologies and processes are going to allow that, so, you know, if I screw this up, I get to go find a job someplace else. So I'm aware of the white hot core, but I am confident it can be done. >> Yeah, and then technology, if you don't have to kill the old to bring in the new, you can do both, and I like your approach. I think that's a success path that people are talking about it's well documented. But at the end of the day, we're back in distributed computing, I mean, I want to get this at the end, but I want to give you guys some time to think about it. As cloud becomes everywhere as Adam Selipsky talks about, it's not just about mainframes, this it's a distributed computing paradigm. So we're going to come back to that, but let's get into the SAP Redshift `cause I think that's something that you guys are working on I think that's worth calling out here. Analytics is huge, tell us what's going on there, how you guys are working together on that. >> Yeah, so we have designed a high level of competency around SAP, and especially the migration and the SAP Redshift. So we have designed this program also with AWS and is something we are discussing at the moment also with Ingram. So we see an acceleration of this trajectory. It has been also highly pushed by SAP as well. And also we are one of the strongest partner of SAP and we see many many customers engage into this transformation at the moment. >> The cloud really gives you a lot of advantages when you're doing migration, especially around a pre-existing software, like SAP was pretty big, complex mission critical So you can throw compute at it, a lot of cool capabilities. >> Yeah, that's true, but you need, you still need to configure a lot of things as well, because it's, you need to customize and you have to really fine tune, you know, what is it, what is going to be available to the customer needs and to what you need in your company as well. >> Okay, lets get back to what Justin was saying about emulation, I mean, I can run SAP (laughs) on Amazon. I mean, we've talked about it, I wrote a story about this prior to the event called Superclouds. You can build these super applications that combine things that you never would have thought was possible. SAP running on Amazon or Ford can come to Redshift when you need it, so you have a lot more flexibility. This is now the new normal. >> Correct. >> Correct. Or Justin maybe you want also to comment on that, you know? >> You know, the great thing about being on Redshift is we pick that as a platform for our data warehouse a number of years ago, and there were basically analytics capabilities, but what we're seeing a lot here at re:Invent is as Amazon is catching up with their out of the box ML and AI capabilities in Redshift. So it feels good that we pick the platform that they're growing the capabilities in right, as we're advancing out of more of the traditional analytics and trying to go to that machine learning. And one of the things that we work at the Atos on is migrating off of SAPBW and saying, maybe we don't need that as a data and reporting platform, if we're solid with Redshift and we certainly don't need both. So we're working with them to look at the case to move all the way to Redshift, and then we can run our analytics and build the ML in that. >> And you know, that was a big theme in the keynote. This purpose-built capabilities, it's almost like having, you know, if you're building a building, you got iron steel girders made for you. You got this now better value in the platform to build on. This brings up the notion of distributed computing. >> JP: Yeah. >> In a way there's the same game, different generation. I mean, isn't it? You've got to integrate this still transformations inflection points, this is current. I feel like this now more than ever is a time where you can actually roll it all together with a little help from your friends or if Amazon's got somebody, you know, who want to reinvent the wheel. What's your reaction to that? 'Cause we've seen the movie before, when it's hard. Now, it seems easier, maybe its not. >> Yeah, we see three layers co-existing in more more. We see that, see application on data will be spread over three dimensions there will be edge computing there will be private cloud and there will be public cloud. And we see more more pressure in the direction that many customers are saying, hey, where should I put my data? This spot will go on and be processed at the edge, this spot will be process in the public cloud. There is also one of the capability where we in Atos we are able to advise customers about what is the best way to process your data if you have a lot of latency, you can process at the edge. You know, there's less equipment, you can process the public cloud. So, we see this coexistence of model. >> Justin what's your take on this distributed computing throwback concept, because look at the rise of companies like Snowflake. Where'd they come from? They're on Amazon, they pick the cloud. Now they're on going to other clouds. You can build a supercloud. You can actually build this out now faster. What's your take? >> Yeah, I, my take is that it's a pendulum and it swings back and forth, and like you said, there was client server and then everything was web-based. And a lot of things look a lot like the mainframe, put everything in the cloud and then attached to it. And then all of a sudden, you know what? We need edge computing, pull some stuff back out of the cloud and put it where we need it. So, it's going to continue to evolve. What I have noticed that I like more is, the major home one swings and statements like I want to get out of the data center business and go to the cloud, I hear those less. And people are realizing there's there's hybrid. There's purpose build computing like you said, and we need to make sure that we're putting our data where it needs to be, putting our compute where it needs to be. And that's going to change on our customer base and evolving technologies 5G is changing the whole world around edge computing. So I'm enjoying the ride, I'm glad I'm in technology because I get to move with the ebbs and flows, but I don't think we're ever going to land. I think it's going to keep moving. >> Yeah that's a totally fair point where it's fun as a technologist, but you're right. If you're operating with cloud, it doesn't matter if you're on premises or edge or public cloud, it's the same thing (laughs). >> Justin: Yeah. >> It's just pick your, pick, your use case. >> Justin: Right, your use case- >> I want a low latency at the edge. I'm not going to move my data, send it to cloud. Of course, we're going to leave it there. >> Yeah. >> If you're on premise before- >> We've already move workloads back and forth. And a lot of companies are doing that too, you know? >> I think that's what they're getting at when they talk about cloud everywhere. I think that's their way of saying, okay, hybrid is real. They won't ever say multicloud though. (all laughing) Not yet. (all laughing) >> Won't hear that here. >> All right, quick summary. What do you guys do? And what's the future hold for the relationship. You guys got a good thing going on? Take us through what's the future look like. >> Yeah, for me it's a big thank you for the partnership with Ingram. So we are extremely excited by what we can do for you. And in terms of advising your transformation and, you know, I hope that you get the right service and the right advice, you know, from Atos. >> Yeah, it's been great. We, we've appreciated. We've been, we started as a mainframe customer and now they're helping to advise on how we could get off the mainframe. I mean really cannibalizing one of the other areas there in the spirit of evolving and partnership, and you guys are bringing a ton of expertise and the way you guys attack the account and we centralized through our account team is very helpful. You're very aware of what's going on on all sides of the business. >> Well, congratulations. >> That's a big part of the theme, the keynote today on, on ad about mainframe transmission. But at the end of the day, it's about modern infrastructure, modern application development. >> Justin: Absolutely. >> Getting out, having set the table for the next generation. >> JP: Yeah. >> Thanks for coming on theCUBE and you guys want to get a quick plug in real quick for the company talk about Atos and Ingram. Give a quick plug for what you guys are working on. >> Sorry- >> Give a quick plug about what you`re working on. Give a quick commercial one minute about the company. >> One minute. >> Yeah. >> At Atos we're really transforming or leading the industry in terms of secured transformation to cloud security will be more and more important as data is everything about where is the value. So we are really making sure that our customers, they get to maximize, they can maximize the value around data transformation to cloud in a secured way. >> Justin, JP, thanks for coming on theCUBE. Really appreciate the insights. Don't touch the hot core and make, take your time. Have a good time, you're watching theCUBE, the official broadcasting of AWS re:Invent leader in tech coverage, theCUBE. Thanks for watching. (upbeat music)

(bright upbeat music) >> Welcome to theCUBE's, continuous coverage of AWS re:Invent 2021. We're here live running one of the most important and largest technology events of the year. It's all about AWS and AWS's ecosystem partners. We are joined by Jay Mozo, Director of Transformation Services, TEKsystems Global Services, alumni of AWS, >> Yep. >> David: I got that, right? >> Yep. >> David: And Ted Swinyar, you're Director of Solutions 1Strategy. Who's going to tell me what the relationship is between 1Strategy and TEKsystems? Like I don't already know what it is since you came and essentially announced the magic, here on our stage in 2019. Ted, you want to start off with a little background since you were acquired. >> Ted: Yeah, I'll jump in. >> How did that go? >> So 1Strategy is a TEKsystems Global Services Company, and we're an AWS premier partner. We've got competencies and DevOps, migration, data and analytics, machine learning. And we're really excited this year to be focusing also on the security competency as well. >> So you've been laser focused on AWS forever? >> Ted: Day one. >> Day one. >> Ted: You know that's been our core focus, and together with TEKsystems Global Services, we're able to bring that dedicated and specialized focus on cloud transformation now at scale. And that's really exciting. >> So TEKsystems, you do it all? >> Yep. >> AWS laser-focused, sounds like a great combination. >> Ted And Jay: Yeah. >> And our focus is you know, how we bring that deep AWS specialized expertise together with proven methodologies, the proprietary deployment strategies to take the customer to the next step on their cloud journey. Whether they're just getting started, whether they're in a migration or whether they're already a veteran at AWS looking to take the next step. >> So Jay talk about the last two years. >> Jay: Yeah. >> You've been in this two years obviously very interesting times we've been living through. How has the combination gone? >> Oh it's been great again that expertise, that deep AWS expertise, that's what our customers (indistinct), they would expect from us, right? And we truly are passionate about accelerating business transformation for our customers, right? And our goal is really simple, we bring in real-world expertise, just like an AWS expertise that 1Strategy brought and we solve complex problems whether they're business, technology, or even just people talent, right? The whole talent around this whole ecosystem, we heard Adam talk about it even earlier today, right? Talent is a challenge. So we're very obsessed with technology, right? But we're even more than that we're obsessed with our customers, right? We're at 80% of the fortune 500, more than 6,000 customers, and that obviously grew with our 1Strategy partners here. And we really consider ourselves with 1Strategy as all in one kind of full stack integration partner, right? Well we meet our customers where they are and we work side by side with them to transform their business, again very passionate about that. >> So what do these engagements look like? Are you approaching the customer from an AWS perspective in partnership with AWS? So AWS services, AWS technology, bridging that divide specifically, or are you coming in from sort of a TEKsystems overall perspective and then identifying the areas where AWS is a fit and bringing in 1Strategy? Or is it a mixture of both? What does that look like? >> It's a mixture of both for sure. We do a lot of partnering with AWS, right? Especially with 1Strategy. And we come to the table a lot with AWS together and we have that kind of joint feeling with AWS. And when AWS isn't at the table in the beginning, if it makes sense to go on the AWS platform, we bring them to the table. But it's really around focusing on what you're bringing up, it's focusing on the customer and what they need. And again, we have our kind of business modernization framework that we lean on, that really drives that conversation, so we can figure out very quickly, you know, how to help them and which platform is going to help them. And obviously, you know, AWS more and more, right? They're coming out with all these services, even a higher level services. And the conversations with our customers are really along those lines, right? How do we kind of help them leverage these services, right? So they can really achieve the agility that they need. >> So in the last two years, aside from the pandemic, global economy, what are some of the things in cloud that maybe you didn't anticipate? Now you're coming in from a specialist perspective, Laser focused on AWS, more the generalist, let's take care of anything the customer might need. Are there areas where you are surprised by the pace or a lack of pace in terms of movement to cloud? What have the last two years looked like from that perspective? >> Well I'll say one of the big things has been the change in data. The data is a lifeblood of every organization and what looks like normal data today, would be alien for some businesses going back two years ago. And as the entire world has gone through a business transformation, there's been just more and more data coming at customers faster and faster, the acceleration there has been just tremendous. And one of the things we see, customers are just drowning in data, you know how they're able to leverage AWS from a technology standpoint to build a data strategy, has to be married with that data-driven culture. And we're seeing more and more customers really getting that. I thought Adam made an incredible point this morning, he called out 85% of the workers surveyed, in the past couple of years are saying, I need to understand technology more. And that's absolutely something we're seeing in the marketplace. That investment in your team, enablement training as well as having the solid foundation and an ability to move toward an agile approach is becoming more and more critical for our customers. >> So you mentioned Adam's keynote, one of the things that was called out, was the idea that there are 475 different kinds of instances available from AWS. So let's get tactical for a minute, pretend like I'm a CEO at a customer site. I know that I want to be in the cloud, I know I want to leverage what the cloud has to offer. How do you guys figure out which ones of these 475 instances I'm going to be leveraging? Do you have like multisided dungeons and dragons dice that you throw, (murmuring) or is there some science behind it? >> Oh man that and the dart board definitely the way to go. No, the idea for every engagement is always focused on what the outcome for the customer is at the end of the day and work backwards from that. So depending on whether they're focused on an ML workload, or whether they're focused on a more, business line application, working backwards to understand what is the outcome they're trying to drive and then building the right technology stack, working backwards to support that. Whether it's taking advantage of any number of the instance types, taking advantage of serverless or any of the really incredible container options that are available in the marketplace today. >> So we're obviously here at AWS re:Invent, 1Strategy is an AWS specialist, TEKsystems multicloud? >> Jay: Yep. >> Fair to say? >> Jay: Yep. >> The world is a multicloud place, I think it's okay to acknowledge that. So if I'm looking to engage with TEKsystems, I can count on AWS being brought in and AWS expertise being brought in when it's appropriate, because it's not the only thing you do? >> Jay: Right, that's right. >> How do you manage that? Who decides whether a workload is better suited for AWS and the 1Strategy folks versus say GCP or Azure? >> Yeah, definitely again, (indistinct) right on it, right? We start with what the customer needs and their outcomes, right. We take an approach around really helping them understand their value stream, right? So if we get our customers to understand their value stream, that really serves as a context, as I mentioned before for business and delivery agility, right? And when we focus there and work backwards from there, we can really figure out all the different pieces. And like you said, it's a multicloud world now, right? For with many of our customers demand their value streams and some of their value stream components or systems or processes, they might live on different things. But, we don't jump to those right out of the gate, right? We jump to understanding where they are in their journey, where they're at with their value stream. We do a lot of dive deep and aligned to really understand where they're at. And then we craft those things actually in partnership with our customer, right? Because they might have things going on in their organization that might lean towards, GCP for some things and AWS for some other things. So we take all of that in as we start to figure out, which platform really is best for them. But again, like Ted mentioned, we with that working backwards mentality. >> So how do you see the change that's happened over time, in I would call it the AWS posture or attitude towards the concept of hybrid cloud technology? I think there was a time when AWS would have said, you know what everything that matters, everything that's born now will be born in the cloud, all net new things will be in the cloud. All the legacy stuff, we'll just sort of let it wither on the vine. It was mentioned in the keynote today that maybe five to 15% of I.T spend is in the cloud today, that's 85% or so leftover. Do you find yourself working in more of an increasingly hybrid environment these days? What's your perspective on hybridity? I think I may have just made that word up. (chuckles) >> Yeah it's absolutely the reality, and it reflects where every customer is in their cloud journey. You know you've got some customers that are just born in the cloud startups, getting you know everything Greenfield, brand new in the cloud. Whereas you've got others, one of our customers just celebrated recently their hundredth birthday. Obviously they have a significant legacy domain and we always need to focus on meeting a customers where they're at. There's no exact match between customer and customer, it's all about understanding where they are, how we can help them get to the next step, whether that's taking advantage of something like outpost, you know the really cool 5G, the private 5G that was announced this morning. Really exciting. >> David: Very interesting. >> Ted And Jay: Yeah. >> We were talking about that beforehand, how that might support industry 4.0 and some of the really interesting opportunities in that regard. Wavelength, another great example, the reality is AWS has gone into the data center now with things like outposts. It's even gone into space with things like ground station, so it's everywhere that our customers are. >> You mentioned 5G from a TEKsystems perspective, what do you do? Do you spin up a 5G practice? Do you scour universities for 5G graduates? How do you keep up with the pace of developments that are coming from AWS let alone the rest of the tech sector? >> Yeah, and again that 5G is a good example, right? And we're going to kind of follow again where our customer are and where the trends going. But we instantly see with these higher level services, where some of these used cases, some of these solutions are going to go, right? We were even talking again that conversation about, the things we can do from an industry perspective, right? And really align all of these technologies to again be very innovative, right? Adam talked about pathfinders and again, we're going to seek out those pathfinders. And now with all of these services coming out of AWS, we're going to be able to do some incredible things in the future with them. >> Yeah it's amazing to see the things that have been unlocked and unshackled by advances in technology. Were there any things that surprised you Ted, coming out of the keynote today, announcements, some of these things are sort of telegraphed in advance. But hardware advances, we talked about 5G, anything that kind of took you off guard a bit or... >> I was really excited by all the move to serverless analytics, Redshift server lists, EMR with serverless MSK serverless, democratization of data. Again coming back to the pathfinders theme, going all the way back to the very beginning, how we can bring that data forward and lowering those bars. Whether you're focused on ML with the SageMaker announcements, and SageMaker canvas, being able to bring all these people together and empower them with data. I see that as again, a lifeblood of every organization and the more that you can bring that out and make it available, the more powerful and the more flexible every company is going to be. >> When you're an AWS services partner, it's a bit like being at a buffet, an endless buffet where new treats are piled on the table each year. I thought it was amazing that one of the important points had to do with the development of Silicon. There are a lot of folks who would say that the underlying hardware no longer matters, nobody cares. AWS realizes that as a foundation it is really important, it's up to folks like you to translate that technical value into business value obviously. If this whole tech thing doesn't work out for us, what if we opened a nightclub here in Vegas and we called it hybridity? >> (Jay laughing) I like >> Love it. >> I like the sound of it, I'm going to look it up and see if it's actually a word. >> Lets patent it. (murmuring) >> We got it all three of us. So anytime organizations come together, there are cultural issues. So you've got AWS specialist, more of a generalist organization and you're going out and you're engaging customers that are having their own cultural issues. What are some of the bigger obstacles that are in the way of leveraging technology? 'Cause you've mentioned it's all about the customer perspective it's not just the technology. What are the things that are still getting in the way now that might surprise people who think that everyone's already in cloud? >> Yeah, I can go first, Ted you can jump in. Yeah culture is, again, it's a big thing, that's why it's built into our business modernization program, culture, continuous learning and Adam mentioned that too. We see challenges obviously from a learning perspective. We really, really need to key in on, not just the technologies they have to learn, but also modern practices, right? And that's going to be a big part of all these things. And definitely these higher level services are going to abstract a lot of those issues for our customers which is great. But it's still not going to displace just the constant you brought up, the constant change and all these services that come out. So I think we focus on a culture and really understanding how to move an organization to the right mindsets and the right practices, right? And that's really the key in terms of their overall business transformation. >> So I think the headline for this segment is going to be awesome two years for TEKsystems and 1Strategy. Jay and Ted, thank you so much for being here on theCUBE with us. I hope you have a great rest of the week here in Las Vegas, it's amazing to be here in person, fantastic. They've done a really good job of keeping us all safe with the protocols in place. Hope to see you again, I guess we'll be shooting for a 2022 update to see how you guys are doing. With that I'd like to thank all of you for joining us on theCUBE here at AWS re:Invent 2021. I'm Dave Nicholson and again thanks for joining us on theCUBE. We are the leader in hybrid technology event coverage. (bright music)

>>Welcome back to the cubes. Continuous live coverage of AWS reinvent 2021 live from Las Vegas. It's I'm Lisa Martin. And it's so great to say that we are doing with AWS and its massive ecosystem of partners. One of the most important hybrid tech events of the year. We've two sets over a hundred guests to remote studios, lots going on. I've got an alumni back with me and a new guest. Please. Welcome back. Sabina. Jo said the GM of technology partners at AWS and Neil Fowler joins her is the GM of micro-focus AMC. And you're going to tell me what AMC stands for >>Application modernization and >>Connectivity. I love it. Awesome guys. It's great. It's great to see you again in person. Thank you for having us. It's great to have the buzz. I know it's gonna be a little bit hard to hear, but great to have. AWS has done a phenomenal job of getting everyone in here safely. I want to give them kudos to that. So being to talk to me with, it's been a while since I've seen you in person, but talk to me about your current role at AWS. What's going on? >>Yeah, so I'm the general manager for technology partnerships globally out of the Americas. We also help partners out of EMEA and APAC grow in the Americas. And one of the great examples of a successful partnership is micro-focus with their solutions across application modernization security, database services, mainframes. >>And so from your perspective, through your lens, how do you think they're performing as a partner? Yes. >>So, um, first of all, kudos to Neil and the entire micro-focus team. They have done a great job leaning in with a cloud first strategy with SAS solutions on AWS and these solutions help customers across application modernization, application, delivery, security, cyber resiliency, database services, and also it performance management. And we've been working with them now for a few years. And in fact, today we have actually 400 customer wins together regulations and then also eight digit annual recurring revenue. They have six active listings in marketplace and all of this is really helping customers move their workloads and modernize their workloads into AWS. >>We've seen that such an acceleration nail in the digital transformation cloud adoption. The pandemic has really been a forcing function for that. There are some silver linings, but talk to me about some of the things that you've seen at micro-focus the last 20 months or so. And how have you helped those 400 customers, you know, getting to that big ARR, how are you helping them with that acceleration? >>Well, I think as you're saying that there's lots of changes in the last 12 to 18 months, some of it brought on by the pandemic and the change in business in business to having to respond, deliver solutions more quickly to the market, as well as remote working. So optimizing and the economic environment of costs, but being there to be more dynamic, it really has caused businesses to have to do something different than just to be able to survive and serve their customers better. That was a >>Big thing that we saw in the very beginning. It was not survival mode. And then of course it wasn't too long when we started seeing those survivors really start to thrive. And you started seeing who were going to be the winners of tomorrow. Cause the thing is every company, these days is a data company. If it's not, it's going to be passed up by competitor, that's right there in the rear view mirror. >>For sure. And so we've got, you know, organizations, so running mainframes, you know, older applications, legacy applications, modernization, where are most industries in terms of adopting that, the mindset, first of all, that they need to change? Well, I think across the whole industry, I mean, it doesn't matter whether it's retail. I mean, if you think about airlines with when the, when the pandemic hit business went down to, unless they've got that elastic nature of flashy to respond to it, but everyone had to bring in new services, new offerings very quickly. So the ability to be able to innovate in their environments and bring more solutions to their customers in a really fast way, you know, they couldn't just sit there and work with what they had. They had to move forward just to be able to stay in the business, but also be able to reduce the costs out of what they're trying to do. So running and transforming at the same time. >>Absolutely. And so how can organizations integrate existing core applications with new technologies to really be able to thrive in today's dynamic market? >>We look at modernization overall. We think of it in sort of three different ways with application process and infrastructure. So with a move to cloud, that's the infrastructure modernization they've immediately got far more access to more scalable dynamic elastic, compute resources, as well as all the technology platforms they have around. And then if you look at the application size and that's where the Microfocus platform comes in, we can help customers actually move those applications forward in terms of making them available through API APIs, maybe as a journey to microservices and cloud native. But once that core business logic and that data is available, it can be integrated into artificial intelligence machine learning and actually rained out the whole solution. So the final part of that from the process modernization, if you, as they're developing these applications with new tools, new ranges, in terms of where they can deploy on the AWS platform, they can automate the build deployment and operations so that all those existing applications and they were running on to contemporary platform with full access to the technologies that were available. >>That's fantastic and so necessary for businesses in any industry. So can you talk about some of the different business units of micro-focus? Are there any ones in particular that you want to call out? >>Yeah, so we work with them across all of their business units, but some of them that come to my mind is of course, Neil and team are doing a great job with application modernization and connectivity, really helping customers modernize the applications. And as customers are modernizing the applications, their cyber resiliency business unit is helping customers secure those applications. And then they also have their it operations management bridge product listed in marketplace. And then just since September are verdict a business unit launch Vertica accelerator on AWS. So I think they have a very holistic story to help customers >>On AWS. Talk to me a little bit, Neil, about cyber resiliency. We have seen such a dramatic change in cybersecurity in the threat landscape the last 20 months. I think I saw a stat recently that ransomware was up almost 11 X in the first half of 2021. Every, every day that companies had had a company, that data is gotta be secure. It's no longer a nice to have. That is a core requirement. How are you helping customers achieve that cyber? >>Well, the thing is, I mean, as you say, across the whole spectrum from cyber, from, from the identity access management through data encryption, through data protection, it's not, it's not a nice to actually say it's not a nice to have Kate take capability. You really have to have an integrated solution to be able to manage access control it, and also generating the events in terms of being able to, if anyone tries to get into the systems and log it because, you know, before, by the time you've discovered something it's too late, so you really need a combined solution for multi-factor authentication to really take it to that next level. >>Absolutely. Right. Once you've detected it, it's too late. And I mean, with ransomware as a service, cyber criminals are getting so much more sophisticated and also more brazen. There's so much money in it that the security front is, is I think even more interesting now than it's ever been. Talk to me about some joint customers and how you've helped them together with AWS with micro-focus achieve some of those key outcomes that you were talking about earlier. Well, I think >>Obviously with AWS as a platform has quite over a technology solutions going in, what we often find with our customers is a lots of, um, they're coming from an existing on-prem solution. So they need that hybrid model. So as part of taking that forward, been able to have that integrated solution that allows them to work both on-prem and as part of the cloud, most of it all being hooked up now, even that from even down to the, uh, as they're developing the applications now to do static code analysis, to help those applications be more secure with things like 40 pound demand, as well as integrating internet security platform for multifactor. So I think as you know, it's a combination of Brunel to bridge between all the different technologies, but have one single view of mail to protect the whole real estate, multiple layers for both external and internal threat. So that's, that's the other thing you also need to take into and can be able to protect all, all layers multi-layered approach. >>Absolutely. But you're right. The internal threats is something that we don't talk about as much, but that is obviously a substantial problem for organizations and most, if not any industries to be, to talk to me a little bit about, let's kind of get into the, the responsibilities that you have a little bit more in there. You've got responsibility for multiple solutions segments at AWS. You told me before we went live, you have 50 meetings this week. My goodness. And since day one, it taught all good. It's fun, fun. It is. Talk to me about AWS approach to partnering. What does it look like? What are some of the things that you think are really critical components? Yeah. >>So as you may have heard, we always start with the, at Amazon and AWS, we start with the customer. We work backwards when we are relaunching our products, our programs or services, you really go and ask the customers, what do you want us to develop? Where do you want us to focus the resources? It takes a lot of discipline to do that, but it's something that where we really want to walk the talk and we use the same approach with our partners when we started to work with micro-focus, we really kind of want to make sure that what we are working on together is what customers want, because we firmly believe that once you lay that foundation of that solution, you can scale your business a lot more quicker. Your story is a lot more simple and the customers are going to find a lot of value in what you are doing together. So it's really all about the customer for us. It is >>Absolutely critical, right? That's the whole point that the whole reason that we're here now, talk to me a little bit about maybe some cultural alignment with AWS, that customer first customer obsession. It sounds like at Microfocus, very similar. >>Absolutely. I mean, the way that we always think about how we're building our products, it's all around customer centric innovation. So that aspect of trying to make sure that we can solve what the business, understanding what the customers are trying to do to then help develop, to deliver solutions that meet that and that combination of a, the way that we look at it from that infrastructure modernization and the range of technologies that are available and that relentless focus on making customer successful is so key. But we have to make sure that that collaboration works together to make sure that the solutions align and we're helping customers get there together >>In your customer conversations. I imagine they've changed quite a bit during the pandemic with so many things being escalated to the C-suite to the board. How have your, how important is that cultural alignment between AWS and Microfocus from your customer's perspective? Is it something that comes up fairly often? Well, >>It's, it's a, I think it, when you actually get a mismatching culture, it's more obvious. So don't think that necessarily people are looking for it to say, I need organizations, but if you're not thinking the same way, you're not behaving the same way and actually partnering. I think that partnering part of it is really important because you're both working together to come up with that desired outcome. So I think it's more, more obvious when it isn't a good match as opposed to what it looking for that particular site. But I think that's a really key aspect in the sense of working together to help that customer be successful. >>Right? That's a great point that you bring up, but it's probably more obvious when it isn't working than when it's beautifully aligned, falling into place and really focused on that customer. So what are some of the things that attendees can, can feel and see and learn at the micro-focus booth at this year's reinvent nail, >>As well as obviously the key Roundup application modernization, where we're looking at the mainframe modernization on the site, we've got the full range of the Microsoft booth in terms of cyber resilience, as well as our, uh, item, my top, uh, it operations management or ADM portfolios. So we've got a lot of technologies which we can learn about in the booth interactive as well as all by experts to understand how we can do all these things and work together as part of the AWS platform to be able to deliver those solutions. >>Excellent. I'm sure there will be plethora of, of knowledge shared at the booth there. Last question, Neil, for you, talk to me about the vision going forward with the partnership. What are some of the things that you're looking forward to as we end 2021 and go into hopefully what is a better year, 2022? >>You know, one of the key things, you know, especially range, no one might, my passionate areas is helping our customers really look in terms of building the platform of the future. We can help solve their customer the problems today, but we're really trying to create that innovation platform to going through. So again, that combination of the technologies that we can bring to help our customers and the breadth and the investment that AWS continue making in the platform, those two combinations really helps us help our customers, not just solve today's problems, who really move into the forward to be the platform for innovation for the next decade. >>And that's really critical that that future ready state that is so undefined most of the time, I mean, none of us saw the pandemic coming, all right. That was a complete shock, but to be able to partner together, to help your customers really set up the foundation to be innovative as things happen that we can't even predict is really critical. So congratulations on your 400 customer wins your eight digit ARR. That's fantastic. Yes, we thank you so much for joining us on the queue, talking about the Microfocus AWS partnership and all of the successes that you guys have had. Great job. And I hope that you have cough drops and a lot of water this week. Sabina. I hope you do too guys. Thanks for joining me. Pleasure for my is I'm Lisa Martin. You're watching the cube, the global leader in live tech coverage.

>>Hey everyone. And welcome to the cubes. Continuous coverage of AWS reinvent 2021. I'm Lisa Martin. So excited to be here in person with thousands of folks. Everybody covered vaccinated. We are winning one of the largest industry's largest tech hybrid events with AWS and it's huge ecosystem of partners. We're going to be having two black sets. Two remote says over a hundred guests, and I am pleased to welcome two new guests to the queue. Mike Milner is here the head of product management at trend micro and Danielle Greshaw worldwide partner solution architects at AWS guys. Welcome to the program. It's nice robbing us. Isn't it nice to say, I have this background noise of actual humans, >>Such a nice buzz. Yeah, it >>Really isn't. I suppose. So the last, obviously 20, 22 months have been quite challenging for all of us, kudos to AWS for doing this in such a safe manner. But Mike, I wanted to get kind of a background in the last year and a half or so since we last spoke, what's going on at trend micro, we've seen so much change in the security landscape, the threat landscape. What are some of the things that you guys are saying? >>Yeah, good question. So, you know, some things stay the same and some things are always changing certainly lately, a big rise in ransomware, really affecting companies. This is a case where in the past, maybe we were concerned with targeted attacks, but now things like ransomware can affect anyone. So it's really broad attacks looking at any possible threat, any possible vector that can impact >>Company ransomware as a service is on the rise massively. And it's become, I've talked to some about it a lot this last year and a half or so being with it growing so rapidly, it's now a matter of when we got hit, not if so that's a really interesting topic that you bring up. Daniel want to bring you into the conversation. Talk to us about from a partnership perspective and about what you guys are doing together with. >>I mean, we've had a partnership with trend micro. I mean, I've been at AWS almost eight years, as long as I've been there. I can remember, you know, trends being a huge AWS partner. Um, and of course we've evolved over the years. And, um, definitely in the last 12 to 18 months, we've been doing a lot of joint events together trying to broaden our reach of customers, um, about talking about trends, solution. And we're going now to a lot of companies that have not used cloud before and look at a solution such as trend solution as a way in which they can move their workloads into the cloud and feel secure and safe about it. And, you know, not have to worry about, you know, ransomware or any other kinds of cyber attacks and feel good about moving into the cloud, >>Thinking to the cloud while there's still so many folks that are working from home, working from anywhere really that will be for, >>He did that, uh, journey for a lot of companies who maybe weren't thinking about it, but now are making that move a lot faster. >>The, of the challenges that you're seeing in the last 20 months as the acceleration of digital transformation cloud adoption, it was for so many businesses that weren't there. And on that journey, I'm just curious what some of the things are that you guys have observed together in this interesting time. Yeah. >>Oh for sure. Certainly, you know, trend micro has a lot of capability, a lot of products. I focus on the cloud cloud one, but really the endpoint protection users are at home. They're remote, they're accessing their infrastructure from so many different environments. Like you said, it's really set this ahead probably 10 years, really this work from home concept, >>It has to talk to me about some of the other things that are changing. And then there's the security buyer like what's going on there? What are some of the conversations that you're having challenges that they're having, but this is kind of a new, uh, persona that's been. >>Yeah, I think there is a big shift happening here as consumers. We're so used to trying things out, adopting new technology really rapidly. And I think industry is kind of catching up. Historically, this has been kind of top down decisions. Uh, a CSO or executive is making security buying decisions. Increasingly customers want to actually try things out. They want to experience the value, see how it works in their environments. And this could be coming from different business units, different parts of the organization. So we've really been focusing on adapting our products, our capability, and how we address customers to really reach these people who are making these decisions. >>And I think more and more developers are actually part of that process as well, because they're being tasked with, if you're going to build it, you also have to operate it and you also have to secure it. And so, you know, >>What are some of the challenges that the specifically that you're hearing from developers that are helping you surely advanced cloud one and the partnership? >>I mean, I would say like for what I hear from developers is mostly how can I integrate this into my existing process and make it easy, but >>It's really developers who are shaping so much of the infrastructure that needs to be protected in the past. It maybe was the other way around. That's been a massive shift in the industry. And as you say, we need to help developers be secure without them having to learn a whole new set of skills and security. We want them to be security aware, but we can't expect them all to be experts. >>I was a developer myself for like 15, 16 years. And we're terrible at security we're terrible at. So, uh, anything that any products let that, that help in that journey is key >>For sure. And it's not that you don't want to be secure it's that really your goal is providing the business value and security. It needs to be there, but it's always going to be seen as kind of a drag kind of slowing things down. So we want to build tools to help their, >>I imagine too also. So it facilitate from a cultural perspective, the developers, the security folks becoming better partners together because the security, as we talked about in the very beginning, even mentioning ransomware is a massive issue. It's, it's a global issue with say national security issue for the U S and other countries like that. But that cultural shift has got to be interesting, especially Danielle, you as a former developer, talk to me about some of the customer conversations and how are you helping those developers become comfortable with the security responsibility. >>Again, it's back to integrating it into their normal process and to the dev ops process to just have that be an extra step in there, um, where they can, they can see that it's easy and B being easy as key. And then they can just be able to roll that out with everything that they're doing. They've already kind of like made the mind shift to test their work that they do. So it's now secure it. Um, and that's just one other practice that they start doing. So, >>Yeah, and I think it really goes in the other direction as well, security teams who have the responsibility for security. They now have to understand all of the new technologies coming out of AWS, all these new tools with Kubernetes, continuous integration, continuous deployment. And that's a big ask as well. We can't expect security teams to be experts in all that. So really it's the two sides of that coin >>For sure. The results are kind of like a shared responsibility model if you think of it in >>That way. Absolutely. Absolutely. >>Talk to me, Mike, about cloud one, is this a joint solution that just built on AWS? Help me understand it and what's going on with, >>For sure. I mean, cloud one is really a platform to help cloud builders be secure. We want to make security simple, and that is those different personas. We needed it to be simple for security, let them just set their policy goals. Hey, I need to be compliant to this standard or this standard. I want to follow the well-architected framework. These are my goals. And then the development teams need to work, deliver that value that they're trying to do and tools like cloud one, our goal is to really help them deliver that value and be secure following those guard rails and those goals set by security. And we do that across containers. Workloads server lists really extending our offering as customers start using new platforms. >>What are some of the things Mike that you've seen in during the pandemic, as we've seen this massive acceleration and the rush to the cloud what's been going on with cloud one from that perspective and how has the pandemic maybe helped shape the technology and the partnership? >>Yeah, that's a great point. Um, I think of it as well as, I mean, Cloud One, we build our platform and we've been doing that now remotely for the past two years with engineers all over the world, really around the world, five major engineering sites teams working from home. And in that time we've delivered all of our security value, but we've also ourselves deployed cloud one across eight regions worldwide. And now our engineering teams are deploying worldwide and we're making our system compliant and secure. So I really feel like all this remote work has helped us gain a really deeper understanding of the problems our customers are facing. For sure. Yeah. >>I was going to say just for us, as we've done some joint events together, we've had to do all of those things remotely. So that is definitely been a challenge, but also getting good with the messaging and making sure that we are able to connect with those customers, um, online, >>Right, as we knew, things shifted dramatically overnight for everyone in every industry. And it was interesting to see how technology helped shape and paved the pathway for those folks that survived and are now thriving. Um, but I did see some, some of the recent news on cloud one or on cloud security, the data data centers in nine countries. It sounds to me like a differentiator for trend micro in terms of data, sovereignty, data data. >>It's a major issue. These days, our companies, our customers are around the world and they've got their own security requirements. And obviously cloud one is helping them be secure, but they need to trust us with our compliance and with data sovereignty. They might have a specific requirement to store data within their own jurisdiction. And we want to support that, make it easy for them, security, simplified, >>Security stupefied. I like that. If we could only simplify more things in life, guys, that would be fantastic. Talk to me about, uh, a customer example that you think really speaks volumes to the partnership and the capabilities of club one. >>Yeah, I think it's interesting to see the companies come on board using cloud one who you don't typically associate with security issues like media companies who are used to sending information out security is a major concern. We've got major brands from news to media who needs security and it's coming up in more and more industries. Every company is a software company and they need to be secure. >>Really. Every company is a data company. You think of, of the supermarket, the grocery chains here we are at AWS reinvent, the big owning Amazon owning whole foods, for example, but the data challenge that did a growth challenge is huge it's and that's where I think the security, um, focus needs to be is wherever that data is. And now it's scattered everywhere. >>Absolutely trend micro has been in this business for over 30 years, and it's amazing to see the shifts of what's important, what needs to be secured, how it needs to be secured over that long a period. And we always feel that we're leading things. And I think cloud wine is really on the forefront for how customers are building applications, delivering value to their customers and we're helping them be secure. >>Yeah. And just to Mike's point, I mean, I definitely think, you know, years ago it was always financial services company, healthcare companies who had compliance requirements, but more and more travel and hospitality, media, and entertainment. These are all companies that are looking for security solutions. >>We're seeing a lot from a data privacy perspective. We're seeing regulations pop up all over the world, California as China DRCR. Exactly. And I'm sure that's the tip of the iceberg for more data security regulations that we're going to see across the board as we humans and our technology companies are generating more and more and more data. That's the one thing that is not slowing down at all and they're not going to no pandemic. Right. So what's the vision going forward, Danielle, in terms of the partnership with trend micro? >>Um, I mean, I think again, we are always looking for joint customers who are looking for simplicity and looking for the, you know, the value proposition that cloud one has and just continuing to grow that customer base together. >>Yeah, for sure. I think it was two years ago. We were in person here at the cube in 2019. I think talking about cloud one is a new thing. Two years later, a lot has changed, but it's great to see the market validating all the effort we're putting into it. And industry looking at these big platforms that provide that broad security as the way forward. >>And then from an analyst perspective, there's a lot of value if coming down from the analyst for cybersecurity firms, because of the threats that we talked about, the net landscape changing the fact that it is so easy to launch ransomware, the fact that it is coming through every media, we're seeing a lot more value placed on cybersecurity firms from, from the industry, which has gotta be kudos to you guys and what you're doing and also help kind of guide direction in terms of the vision going forward. >>Yeah, for sure. I mean, we have threatened research. We are really into understanding what attackers are doing and they lead our direction. We're always on the forefront of protecting our customers from the leading threats >>And our partnerships, the most successful partnerships that we have, or the ones in which we're consistently innovating and trend has always been doing that with us. Any new service that we released, any, you know, as he taught, as Mike was talking about, uh, Kubernetes, et cetera, all of those new areas in which to go in the CA the partners that are able to keep up with us are the ones who are, you know, the most successful. So >>One of the things I know about many things of AWS is that it's very customer obsessed, focused on the customer. I imagine culturally Mike there's alignment there in turn Microsoft. >>Absolutely. And AWS is a great organization to work with because it shows through throughout interaction that they are customer obsessed. Absolutely. >>That's a good, that's a good thing to be obsessed about all things considered. Last question, guys, tell me what some of the things are that that attendees are going to be learning from both of you guys and from the booth at the event this week. >>So certainly from the cloud one trend micro booth right behind us. If the cameras can see it, uh, we've got demos of all the different functionality in cloud. One from containers, file storage workloads serverless, definitely come check that out to really see the breadth of the platform and what it can do to help. >>Awesome guys, thank you so much. You're now cube alumni got to give, you got branded masks, very COVID friendly. Uh, we appreciate your insights talking to us about trend micro, the AWS partnership and sharing some of those customer examples. Great work in the last 20 months. And it's great to have you here in person. Thanks for having very much for my guests. I'm Lisa Martin. You're watching the cubes, continuous coverage of AWS reinvent 2021, the cube, the global leader in live tech coverage.

(uplifting music) >> The data lake we see is evolving and ChaosSearch has built some pretty cool tech to enable customers to get more value out of data that's in lakes so that it doesn't become stagnant. Time to dig deeper, dive deeper into the water. We're here with Kevin Miller, who's the vice president and general manager of S3 at Amazon Web Services. We're going to talk about activating S3 for analytics. Kevin, welcome. Good to see you again. >> Yeah, thanks, Dave. It's great to be here again. >> So S3 was the very first service offered by AWS 15 years ago. We covered that out in Seattle. It was a great event you guys had. It has become the most prominent and popular example of object storage in the marketplace. And for years, customers use S3 as simple, cheap data storage, but because there's so much data now stored in S3, customers are looking to do more with the platform. So, Kevin, as we look ahead to reinvent this year, we're super excited about that, what's new? What's got you excited when it comes to the AWS flagship storage offering? >> Yeah, Dave. Well, that's right. And we're definitely looking forward to reinvent. We have some fun things that we're planning to announce there, so stay tuned on those. But, I'd say that one of the things that's most exciting for me as customers do more with their data and look to store more, to capture more of the data that they're generating every day, is our storage class that we had an announce a few years ago. But we actually just announced some improvements to the S3, intelligent-tiering storage class. And this is really our storage class, the only one in the cloud at this point that delivers automatic storage cost savings for customers where the data access patterns change. And that can happen, for example, as customers have some data that they're collecting and then a team spins up and decides to try to do something more with that data, and that data that was very cool and sitting sort of idle is now being actively used. And so with intelligent tiering, we're automatically monitoring data. And then, for customers there's no retrieval costs and no tiering charges. We're automatically moving the data into an access tier that reduces their costs, though, when that that data is not being accessed. So we've announced some improvements to that just a few months ago. And I'll just say, I look forward to some more announcements at reinvent, that will continue to extend what we have in our intelligent-tiering storage class. >> That's cool, Kevin. I mean, you've seen, you know, that technology, that tiering concept had been around, you know. But since back in the mainframe days the problem was it was always inside a box. So you didn't have the scale of the cloud and you didn't have that automation. So, I want to ask you, as the leader of S3, that business, when you meet with customers, Kevin, what do they tell you that they're facing as challenges when they want to do more, get better insights out of all that data that they've moved into S3? >> Well, I think that's just it, Dave. I think that most customers I speak with, of course they have the things that they want to do with their storage costs, you know: reducing storage costs and just making sure they have capacity available. But increasingly I think the real emphasis is around business transformation. What can I do with this data, that's very unique and different that unlike, you know, prior optimizations where it would just reduce the bottom line, they're saying, what can I do that will actually drive my top line more by either, you know, generating new product ideas, allowing for faster closed-loop process for acquiring customers? And so it's really that business transformation and everything around it that I think is really exciting. And for a lot of customers, that's a pretty long journey. And helping them get started on that, including transforming their workforce, and up-skilling, you know, parts of their workforce to be more agile and more oriented around software development, developing new products using software. >> So when I first met the folks at ChaosSearch, Thomas took me through sort of the architecture with Ed as well. They had me at "you don't have to move your data." That was the grabber for me. And there are a number of public customers, Digital River, Blackboard, or Klarna, we're going to get the customer perspective little later on, and others, that use both AWS S3 and ChaosSearch. And they're trying to get more out of their S3 data and execute analytics at scale. So, wonder if you could share with us, Kevin, what types of activities and opportunities do you see for customers like these that are making the move to put their enterprise data in S3, in terms of capabilities and outcomes that they are trying to achieve and are able to achieve beyond using S3 as just a bit bucket? >> Right. Well, Dave, I think you hit the nail on the head when you talk about outcomes. 'Cause that, I think, is key here. Customers want to reduce the time it takes to get to a tangible result that affects their business, that improves their business. And so that's one of the things that excites me about what ChaosSearch is doing here, specifically is that automatic indexing. Being able to take the data, as it is, in their bucket, index it and keep that index fresh and then allow for the customers to innovate on top of that and to try to experiment with a new capability, see why it works and then double down on the things that really do work to drive that business. And so, I just think that that capability reduces the amount of what I might call undifferentiated heavy-lifting the work to just sort of index and organize and catalog data. And instead allow customers to really focus on here's the idea, let's try to get this into production or into a test environment as quickly as possible to see if this can really drive some value for our business. >> Yeah, so you're seeing that sort of value that you've mentioned, the non-differentiated heavy-lifting, moving up the stack, right? It used to just be provisioning and managing the storage. Now it's all the layers above that. And we're going beyond that. So my question to you, Kevin, is, how do you see the evolution of all this data at scale? I'm especially interested as it pertains to data that's, of course, in S3, which is your swim lane. When you talk to customers who want to do more with their data and analytics, and, by the way, even beyond analytics, you know, where it's having conversations now in the community about building data products and creating new value. But how do you respond and how do you see ChaosSearch fitting in to those outcomes? >> Well, I think that's it, Dave. It's about kind of going up the stack and instead of spending time organizing and cataloging data, particularly as the data volumes get much larger. When modern customers and modern data lakes that we're seeing, quickly go from a few petabytes to tens, to hundreds of petabytes or more. And, when you're reaching that kind of scale of data, a single person can't reasonably kind of wrap their head around all that data, you need tools. S3 provides a number of first party tools. And, you know, we're investing in things like our S3 batch operations to really help give the end users of that data, the business owners that leverage to manage their data at scale and apply their new ideas to the data and generate, you know, pilots and production work that really drives their business forward. And so I think that, you know, ChaosSearch, again, I would just say is a good example of, you know, the kind of software that I think helps go upstack, automate some of that data management, and just help customers focus really specifically on the things that they want to accomplish for their business. >> So this is really important. I mean, we've talked for well over a decade, how to get more value out of data, and it's been challenging for a lot of organizations. But we're seeing themes of scale, automation, fine-grain tooling ecosystem participating on top of that data and then extracting that data value. Kevin, I'm really excited to see you face to face at Reinventing, and learn more about some of the announcements that you're going to make. We'll see you there. >> Yeah. Stay tuned. Looking forward to seeing you in person. Absolutely. >> All right. Great to have Kevin on. Keep it right there because in a moment we're going to get the customer perspective on how a leading practitioner is applying ChaosSearch on top of S3 to create business value from data. You're watching The Cube, your leader at digital high-tech coverage. (uplifting music)

>>Welcome back. I really liked the drill down a data lakes with ed Walsh and Thomas Hazel. They building some cool stuff over there. The data lake we see it's evolving and chaos search has built some pretty cool tech to enable customers to get more value out of data that's in lakes so that it doesn't become stagnant. Time to dig, dig deeper, dive deeper into the water. We're here with Kevin Miller. Who's the vice president and general manager of S3 at Amazon web services. We're going to talk about activating S3 for analytics. Kevin, welcome. Good to see you again. >>Yeah, thanks Dan. It's great to be here again. So >>S3 was the very first service offered by AWS 15 years ago. We covered that out in Seattle. It was a great event you guys had, it has become the most prominent and popular example of object storage in the marketplace. And for years, customers use S3 is simple, cheap data storage, but because there's so much data now stored in S3 customers are looking to do more with the platform. So Kevin, as we look ahead to reinvent this year, we're super excited about that. What's new. What's got you excited when it comes to the AWS flagship storage offering. >>Yeah. Dan, well, that's right. And we're definitely looking forward to reinvent. We have some fun things that we're planning to announce there. So stay tuned on those, but I'd say that one of the things that's most exciting for me as customers do more with their data and look to store more, to capture more of the data that they're generating every day is our storage class that we had an announced a few years ago, but we, we actually just announced some improvements to the S3 intelligent tiering storage class. And this is really our storage class. The only one in the cloud at this point that delivers automatic storage cost savings for customers where the data access patterns change. And that can happen. For example, as customers have some data that they're collecting and then a team spins up and decides to try to do something more with that data and that data that was very cool and sitting sort of idle is now being actively used. And so with intelligent tiering, we're automatically monitoring data. And then there's for customers. There's no retrieval costs and no tiering charges. We're automatically moving the data into an access tier that reduces their costs though. And that data is not being accessed. So we've announced some improvements to that just a few months ago. And I'll just say, I look forward to some more announcements at reinvent that will extend, continue to extend what we have in our intelligent tiering storage class. >>That's cool, Kevin. I mean, you've seen, you know, that technology, that tiering concept had been around, you know, but since back in the mainframe days, the problem was, it was always inside a box. So you, you didn't have the scale of the cloud and you didn't have that automation. So I want to ask you as the leader of that business, when you meet with customers, Kevin, what do they tell you that they're there they're facing as challenges when they want to do more, get better insights out of all that data that they've moved into S3? >>Well, I think that's just it, Dave. I think that most customers I speak with they, of course they have the things that they want to do with their storage costs and reducing storage costs and just making sure they have capacity available. But increasingly I think the real emphasis is around business transformation. What can I do with this data? That's very unique and different than either that unlike, you know, prior optimizations where it would just reduce the bottom line, they're saying, what can I do that will actually drive my top line more by either, you know, generating new product ideas, um, allowing for faster, you know, close, closed loop process for acquiring customers. And so it's really that business transformation and all, everything around it that I think is really exciting. And for a lot of customers, that's a pretty long journey and, and helping them get started on that, including transforming their workforce and up-skilling, you know, parts of their workforce to be more agile and more oriented around software development, developing new products using software. >>So w when I first met the folks at, at chaos search, you know, Thomas took me through sort of the architecture w with ed as well. They had me at, you don't have to move your data. That was saying that was the grabber for me. And there are a number of public customers that digital river, uh, Blackboard or Klarna, we're going to get the customer perspective little later on and others that use both AWS S3 and chaos search. And they're trying to get more out of their, their S3 data and execute analytics at scale. So wonder if you could share with us Kevin, what types of activities and opportunities do you see for customers like these that are making the move to put their enterprise data in S3 in terms of capabilities and outcomes that they are trying to achieve and are able to achieve beyond using S3 is just a Bitbucket, >>Right? Well, Dan, I think you hit the nail on the head when you talk about outcomes. Cause that I think is, is key here. Customers want to reduce the time it takes to get to a tangible result that it affects the business that improves their business. And so that's one of the things that I excites me about what CAS search is doing here specifically is that automatic indexing, being able to take the data as it is in their bucket, index it and keep that index fresh and then allow for the customers to innovate on top of that and to try to experiment with a new capability, see, see what works and then double down on the things that really do work to drive that business. And so I just think that that capability reduces the amount of what I might call undifferentiated, heavy, lifting the work to just sort of index and organize and catalog data. And instead allow customers to really focus on here's the idea. Let's try to get this into production or into a test environment as quickly as possible to see if this can really drive some value for our business. >>Yeah. So you're seeing that sort of value that you've mentioned the non-differentiated heavy lifting, moving up the stack, right. It used to just be provisioning and managing the, now it's all the layers above that and it would go and beyond that. So my question to you, Kevin, is how do you see the evolution of this, all this data at scale I'm especially interested in, as it pertains to data that's of course, an S3, which is your swim lane. When you talk to customers who want to do more with their data and analytics, and by the way, even beyond analytics, you know, where it's having conversations now in the community about, about building data products and creating new value, but how do you respond and how do you see chaos search fitting in to those outcomes? >>Well, I think that's, that's it Dave, it's about kind of going up the stack and instead of spending time organizing and cataloging data, particularly as the data volumes give much larger when the modern customers and modern data lakes that we're seeing quickly go from a few petabytes to tens, to hundreds of petabytes or more. And when you reaching that kind of scale of data, it's a single person can reasonably kind of wrap their head around all that data. You need tools as three provides a number of first party tools and, you know, we're investing in things like our S3 batch operations to really help give the end users of that data, the business owners that leverage to manage their data at scale and apply their new ideas to the data and generate, you know, pilots and production work that really drives their business forward. And so I think that, you know, cast search again, I would just say as a good example of, you know, the kind of software that I think helps go, upstack automate some of that data management and just help customers focus really specifically on the things that they want to accomplish for their, their business. >>So this is, >>I mean, we've talked for well over a decade, how to get more value out of data. And it's been challenging for a lot of organizations, but we're seeing, we're seeing themes of scale automation, fine-grain tooling ecosystem participating, uh, on top of that data and then extracting that, that data value who Kevin, I'm really excited to see you face to face at re-inventing and learn more about some of the announcements that you're going to make. We'll see you there. >>Yeah. Stay tuned. Looking forward to seeing in person absolutely >>Have Kevin on, keep it right there because in a moment we're going to get the customer perspective on how a leading practitioner is applying chaos search on top of S3 to create a business value from data you're watching the cube, your leader, digital high tech coverage.

>> Welcome back to The Cube's coverage of HPE's GreenLake announcements. My name is Dave Vellante and you're watching the Cube. I'm here with Holger Mueller, who is an analyst at Constellation Research. And Matt Maccaux is the global field CTO of Ezmeral software at HPE. We're going to talk data. Gents, great to see you. >> Holger: Great to be here. >> So, Holger, what do you see happening in the data market? Obviously data's hot, you know, digital, I call it the force marks to digital. Everybody realizes wow, digital business, that's a data business. We've got to get our data act together. What do you see in the market is the big trends, the big waves? >> We are all young enough or old enough to remember when people were saying data is the new oil, right? Nothing has changed, right? Data is the key ingredient, which matters to enterprise, which they have to store, which they have to enrich, which they have to use for their decision-making. It's the foundation of everything. If you want to go into machine learning or (indistinct) It's growing very fast, right? We have the capability now to look at all the data in enterprise, which weren't able 10 years ago to do that. So data is main center to everything. >> Yeah, it's even more valuable than oil, I think, right? 'Cause with oil, you can only use once. Data, you can, it's kind of polyglot. I can go in different directions and it's amazing, right? >> It's the beauty of digital products, right? They don't get consumed, right? They don't get fired up, right? And no carbon footprint, right? "Oh wait, wait, we have to think about carbon footprint." Different story, right? So to get to the data, you have to spend some energy. >> So it's that simple, right? I mean, it really is. Data is fundamental. It's got to be at the core. And so Matt, what are you guys announcing today, and how does that play into what Holger just said? >> What we're announcing today is that organizations no longer need to make a difficult choice. Prior to today, organizations were thinking if I'm going to do advanced machine learning and really exploit my data, I have to go to the cloud. But all my data's still on premises because of privacy rules, industry rules. And so what we're announcing today, through GreenLake Services, is a cloud services way to deliver that same cloud-based analytical capability. Machine learning, data engineering, through hybrid analytics. It's a unified platform to tie together everything from data engineering to advance data science. And we're also announcing the world's first Kubernetes native object store, that is hybrid cloud enabled. Which means you can keep your data connected across clouds in a data fabric, or Dave, as you say, mesh. >> Okay, can we dig into that a little bit? So, you're essentially saying that, so you're going to have data in both places, right? Public cloud, edge, on-prem, and you're saying, HPE is announcing a capability to connect them, I think you used the term fabric. I'm cool, by the way, with the term fabric, we can, we'll parse that out another time. >> I love for you to discuss textiles. Fabrics vs. mesh. For me, every fabric breaks down to mesh if you put it on a microscope. It's the same thing. >> Oh wow, now that's really, that's too detailed for my brain, right this moment. But, you're saying you can connect all those different estates because data by its very nature is everywhere. You're going to unify that, and what, that can manage that through sort of a single view? >> That's right. So, the management is centralized. We need to be able to know where our data is being provisioned. But again, we don't want organizations to feel like they have to make the trade off. If they want to use cloud surface A in Azure, and cloud surface B in GCP, why not connect them together? Why not allow the data to remain in sync or not, through a distributed fabric? Because we use that term fabric over and over again. But the idea is let the data be where it most naturally makes sense, and exploit it. Monetization is an old tool, but exploit it in a way that works best for your users and applications. >> In sync or not, that's interesting. So it's my choice? >> That's right. Because the back of an automobile could be a teeny tiny, small edge location. It's not always going to be in sync until it connects back up with a training facility. But we still need to be able to manage that. And maybe that data gets persisted to a core data center. Maybe it gets pushed to the cloud, but we still need to know where that data is, where it came from, its lineage, what quality it has, what security we're going to wrap around that, that all should be part of this fabric. >> Okay. So, you've got essentially a governance model, at least maybe you're working toward that, and maybe it's not all baked today, but that's the north star. Is this fabric connect, single management view, governed in a federated fashion? >> Right. And it's available through the most common API's that these applications are already written in. So, everybody today's talking S3. I've got to get all of my data, I need to put it into an object store, it needs to be S3 compatible. So, we are extending this capability to be S3 native. But it's optimized for performance. Today, when you put data in an object store, it's kind of one size fits all. Well, we know for those streaming analytical capabilities, those high performance workloads, it needs to be tuned for that. So, how about I give you a very small object on the very fastest disk in your data center and maybe that cheaper location somewhere else. And so we're giving you that balance as part of the overall management estate. >> Holger, what's your take on this? I mean, Frank Slootman says we'll never, we're not going halfway house. We're never going to do on-prem, we're only in the cloud. So that basically says, okay, he's ignoring a pretty large market by choice. You're not, Matt, you must love those words. But what do you see as the public cloud players, kind of the moves on-prem, particularly in this realm? >> Well, we've seen lots of cloud players who were only cloud coming back towards on-premise, right? We call it the next generation compute platform where I can move data and workloads between on-premise and ideally, multiple clouds, right? Because I don't want to be logged into public cloud vendors. And we see two trends, right? One trend is the traditional hardware supplier of on-premise has not scaled to cloud technology in terms of big data analytics. They just missed the boat for that in the past, this is changing. You guys are a traditional player and changing this, so congratulations. The other thing, is there's been no innovation for the on-premise tech stack, right? The only technology stack to run modern application has been invested for a long time in the cloud. So what we see since two, three years, right? With the first one being Google with Kubernetes, that are good at GKE on-premise, then onto us, right? Bringing their tech stack with compromises to on-premises, right? Acknowledging exactly what we're talking about, the data is everywhere, data is important. Data gravity is there, right? It's just the network's fault, where the networks are too slow, right? If you could just move everything anywhere we want like juggling two balls, then we'd be in different place. But that's the not enough investment for the traditional IT players for that stack, and the modern stack being there. And now every public cloud player has an on-premise offering with different flavors, different capabilities. >> I want to give you guys Dave's story of kind of history and you can kind of course correct, and tell me how this, Matt, maybe fits into what's happened with customers. So, you know, before Hadoop, obviously you had to buy a big Oracle database and you know, you running Unix, and you buy some big storage subsystem if you had any money left over, you know, you maybe, you know, do some actual analytics. But then Hadoop comes in, lowers the cost, and then S3 kneecaps the entire Hadoop market, right? >> I wouldn't say that, I wouldn't agree. Sorry to jump on your history. Because the fascinating thing, what Hadoop brought to the enterprise for the first time, you're absolutely right, affordable, right, to do that. But it's not only about affordability because S3 as the affordability. The big thing is you can store information without knowing how to analyze it, right? So, you mentioned Snowflake, right? Before, it was like an Oracle database. It was Starschema for data warehouse, and so on. You had to make decisions how to store that data because compute capabilities, storage capabilities, were too limited, right? That's what Hadoop blew away. >> I agree, no schema on, right. But then that created data lakes, which create a data swamps, and that whole mess, and then Spark comes in and help clean it out, okay, fine. So, we're cool with that. But the early days of Hadoop, you had, companies would have a Hadoop monolith, they probably had their data catalog in Excel or Google sheets, right? And so now, my question to you, Matt, is there's a lot of customers that are still in that world. What do they do? They got an option to go to the cloud. I'm hearing that you're giving them another option? >> That's right. So we know that data is going to move to the cloud, as I mentioned. So let's keep that data in sync, and governed, and secured, like you expect. But for the data that can't move, let's bring those cloud native services to your data center. And so that's a big part of this announcement is this unified analytics. So that you can continue to run the tools that you want to today while bringing those next generation tools based on Apache Spark, using libraries like Delta Lake so you can go anything from Tableaux through Presto sequel, to advance machine learning in your Jupiter notebooks on-premises where you know your data is secured. And if it happens to sit in existing Hadoop data lake, that's fine too. We don't want our customers to have to make that trade off as they go from one to the other. Let's give you the best of both worlds, or as they say, you can eat your cake and have it too. >> Okay, so. Now let's talk about sort of developers on-prem, right? They've been kind of... If they really wanted to go cloud native, they had to go to the cloud. Do you feel like this changes the game? Do on-prem developers, do they want that capability? Will they lean into that capability? Or will they say no, no, the cloud is cool. What's your take? >> I love developers, right? But it's about who makes the decision, who pays the developers, right? So the CXOs in the enterprises, they need exactly, this is why we call the next-gen computing platform, that you can move your code assets. It's very hard to build software, so it's very valuable to an enterprise. I don't want to have limited to one single location or certain computing infrastructure, right? Luckily, we have Kubernetes to be able to move that, but I want to be able to deploy it on-premise if I have to. I want to deploy it, would be able to deploy in the multiple clouds which are available. And that's the key part. And that makes developers happy too, because the code you write has got to run multiple places. So you can build more code, better code, instead of building the same thing multiple places, because a little compiler change here, a little compiler change there. Nobody wants to do portability testing and rewriting, recertified for certain platforms. >> The head of application development or application architecture and the business are ultimately going to dictate that, number one. Number two, you're saying that developers shouldn't care because it can write once, run anywhere. >> That is the promise, and that's the interesting thing which is available now, 'cause people know, thanks to Kubernetes as a container platform and the abstraction which containers provide, and that makes everybody's life easier. But it goes much more higher than the Head of Apps, right? This is the digital transformation strategy, the next generation application the company has to build as a response to a pandemic, as a pivot, as digital transformation, as digital disruption capability. >> I mean, I see a lot of organizations basically modernizing by building some kind of abstraction to their backend systems, modernizing it through cloud native, and then saying, hey, as you were saying Holger, run it anywhere you want, or connect to those cloud apps, or connect across clouds, connect to other on-prem apps, and eventually out to the edge. Is that what you see? >> It's so much easier said than done though. Organizations have struggled so much with this, especially as we start talking about those data intensive app and workloads. Kubernetes and Hadoop? Up until now, organizations haven't been able to deploy those services. So, what we're offering as part of these GreenLake unified analytics services, a Kubernetes runtime. It's not ours. It's top of branch open source. And open source operators like Apache Spark, bringing in Delta Lake libraries, so that if your developer does want to use cloud native tools to build those next generation advanced analytics applications, but prod is still on-premises, they should just be able to pick that code up, and because we are deploying 100% open-source frameworks, the code should run as is. >> So, it seems like the strategy is to basically build, now that's what GreenLake is, right? It's a cloud. It's like, hey, here's your options, use whatever you want. >> Well, and it's your cloud. That's, what's so important about GreenLake, is it's your cloud, in your data center or co-lo, with your data, your tools, and your code. And again, we know that organizations are going to go to a multi or hybrid cloud location and through our management capabilities, we can reach out if you don't want us to control those, not necessarily, that's okay, but we should at least be able to monitor and audit the data that sits in those other locations, the applications that are running, maybe I register your GKE cluster. I don't manage it, but at least through a central pane of glass, I can tell the Head of Applications, what that person's utilization is across these environments. >> You know, and you said something, Matt, that struck, resonated with me, which is this is not trivial. I mean, not as simple to do. I mean what you see, you see a lot of customers or companies, what they're doing, vendors, they'll wrap their stack in Kubernetes, shove it in the cloud, it's essentially hosted stack, right? And, you're kind of taking a different approach. You're saying, hey, we're essentially building a cloud that's going to connect all these estates. And the key is you're going to have to keep, and you are, I think that's probably part of the reason why we're here, announcing stuff very quickly. A lot of innovation has to come out to satisfy that demand that you're essentially talking about. >> Because we've oversimplified things with containers, right? Because containers don't have what matters for data, and what matters for enterprise, which is persistence, right? I have to be able to turn my systems down, or I don't know when I'm going to use that data, but it has to stay there. And that's not solved in the container world by itself. And that's what's coming now, the heavy lifting is done by people like HPE, to provide that persistence of the data across the different deployment platforms. And then, there's just a need to modernize my on-premise platforms. Right? I can't run on a server which is two, three years old, right? It's no longer safe, it doesn't have trusted identity, all the good stuff that you need these days, right? It cannot be operated remotely, or whatever happens there, where there's two, three years, is long enough for a server to have run their course, right? >> Well you're a software guy, you hate hardware anyway, so just abstract that hardware complexity away from you. >> Hardware is the necessary evil, right? It's like TSA. I want to go somewhere, but I have to go through TSA. >> But that's a key point, let me buy a service, if I need compute, give it to me. And if I don't, I don't want to hear about it, right? And that's kind of the direction that you're headed. >> That's right. >> Holger: That's what you're offering. >> That's right, and specifically the services. So GreenLake's been offering infrastructure, virtual machines, IaaS, as a service. And we want to stop talking about that underlying capability because it's a dial tone now. What organizations and these developers want is the service. Give me a service or a function, like I get in the cloud, but I need to get going today. I need it within my security parameters, access to my data, my tools, so I can get going as quickly as possible. And then beyond that, we're going to give you that cloud billing practices. Because, just because you're deploying a cloud native service, if you're still still being deployed via CapEx, you're not solving a lot of problems. So we also need to have that cloud billing model. >> Great. Well Holger, we'll give you the last word, bring us home. >> It's very interesting to have the cloud qualities of subscription-based pricing maintained by HPE as the cloud vendor from somewhere else. And that gives you that flexibility. And that's very important because data is essential to enterprise processes. And there's three reasons why data doesn't go to the cloud, right? We know that. It's privacy residency requirement, there is no cloud infrastructure in the country. It's performance, because network latency plays a role, right? Especially for critical appraisal. And then there's not invented here, right? Remember Charles Phillips saying how old the CIO is? I know if they're going to go to the cloud or not, right? So, it was not invented here. These are the things which keep data on-premise. You know that load, and HP is coming on with a very interesting offering. >> It's physics, it's laws, it's politics, and sometimes it's cost, right? Sometimes it's too expensive to move and migrate. Guys, thanks so much. Great to see you both. >> Matt: Dave, it's always a pleasure. All right, and thank you for watching the Cubes continuous coverage of HPE's big GreenLake announcements. Keep it right there for more great content. (calm music begins)

(electronica music) >> Hello everybody. This is Dave Volante and we are covering HPE's big GreenLake announcements. We've got wall-to-wall coverage, a ton of content. We've been watching GreenLake since the beginning. And of one of the things we said early on was let's watch and see how frequently, what the cadence of innovations that HPE brings to the market. Because that's what a cloud company does. So, we're here to welcome you. Keith White is here as the Senior Vice President General Manager of GreenLake cloud services. He runs the commercial business. Keith, thanks for coming on. Help me kick off. >> Thanks for having me. It's awesome to be here. >> So you guys got some momentum orders, 40% growth a year to year on year. You got a lot of momentum, customer growth. >> Yeah, it's fantastic. It's 46%. >> Kyle, thank you for that clarification. And in 46. Big different from 40 to 46. >> No, I think what we're seeing is we're seeing the momentum happen in the marketplace, right? We have a scenario where we're bringing the cloud experience to the customer on their premises. They get to have it automated. Self-serve, easy to consume. They pay for what they use. They can have it in their data center. They can have it at the edge. They can have it at the colo, and, we can manage it all for them. And so they're really getting that true cloud experience and we're seeing it manifest itself in a variety of different customer scenarios. You know, we talked about at Discover, a lot of work that we're doing on the hybrid cloud side of the house, and a lot of work that we're doing on the edge side of things with our partners. But you know, it's exciting to see the explosion of data and how now we're providing this data capability for our customers. >> What are the big trends you're hearing from customers? And how is that informing what you're doing with Green? I mean, I feel like in a lot of ways, Keith, what happened last year, you guys were, were in a better position maybe than most. But what are you hearing and how is that informing your go forward? >> Yeah, I think it's really three things with customers, right? First off, Hey, we're trying to accelerate our digital transformation and it's all becoming about the data. So help us monetize the data, help us protect that data. Help us analyze it to make decisions. And so, you know, number one, it's all about data. Number two is wow, this pandemic, you know, we need to look for cost savings. So, we still need to move our business forward. We've got to accelerate our business, but help me find some cost savings with respect to what I can do. And third, what we're hearing is, hey, we're in a situation, where there's a lot of different capabilities happening with our workforce. They're working from home. They're working hybrid. Help us make sure that we can stay connected to those folks, but also in a secure way, making sure that they have all the tools and resources they need. So those are sort of three of the big themes that we're seeing that GreenLake really helps manifest itself, with the data we're doing now. With all the hybrid cloud capabilities. With the cost savings that we get with respect to our platform, as well as with solutions such as VDI or workforce enablements that we've, we create from a solution standpoint. . >> So, what's the customer reaction, I mean, I mean, everybody now, who's has a big on-premise state, has an as a service capability. A customer saying, oh yeah, oh yeah, how do you make it not me too? In the customer conversations? >> Yeah. I think it turns into, you know, you have to bring the holistic solution to the customer. So yes, there's technology there and we're hearing from, you know, some of the competitors out there. Yeah, we're doing as a service as well, but maybe it's a little bit of storage here. Maybe it's a little bit of networking there. Customers need that end to end solution. And so as you've seen us announce over time, we've got the building blocks, of course, compute storage and networking, but everything runs in a virtual machine. Everything runs in a container or everything runs on the bare metal itself. And that package that we've created for customers means that they can do whatever solution, or whatever workload they want So, if you're a hospital and you're running Epic for your electronic medical records, you can go that route. If you're upgrading SAP and you're using virtual machines at a very large scale, you can use this, use a GreenLake for that as well. So, as you go down the list, there's just so many opportunities with respect to bring those solutions to our customers. And then you bring in our point-next capabilities to support that. You bring in our advisory and professional services, along with our ecosystem to help enable that. You bring in our HPE financial services to help fund that digital transformation. And you've got the complete package. And that's why customers are saying, hey, you guys are now partners of us. You're not just a hardware provider, you're a partner you're helping us solve our business problems and helping us accelerate our business. >> So what should people expect today? You guys got some announcements. What should people look for? >> Well, I think this is, as we've talked about, you know, now we're sort of providing much more capabilities around the data side of the house. Because data is so such, it's the gold, if you will, of a customer's environment. So first off we want to do analytics. So we want an open platform that provides really a unified set of analytics capabilities. And this is where we have a real strong, sweet spot with respect to some of the, the software that we've built around Esperal. But also with the hardware capabilities. As you know, we have all the way up to the Cray supercomputers that, that are doing all of the analytics for whether this or, or financial data that. So, I think that's one of the key things. The second is you got to protect that data. And, and so if it's going to be on prem, I want to know that it's protected and secured. So how do I back it up? How do I have a disaster recovery plan? How do I watch out for ransomware attacks, as well? So we're providing some capabilities there. And then I'd say, lastly, because of all the experience we have with our customers now implementing these hybrid solutions, they're saying, hey, help me with this edge to cloud framework and how do I go and implement that on my own? And so we've taken all the experience and we've bucketed that into our edge to cloud adoption framework to provide that capability for our customers. So we, you know, we're really excited about, again, talking about solutions, talking about accelerating your business, not just talking about technology. >> I said up the top, Keith, that one of the ways I was evaluating you as the pace and the cadence of the innovations. And, and is that, is that fair? How do you guys think about that internally? Are you, you know, you're pushing yourself to go faster, I'm sure you are, but what's that conversation like? >> I think it's a great question because in essence, we're now pivoting the company holistically to being a cloud services and a software company. And that's really exciting and we're seeing that happen internally. But this pace of innovation is really built on what customers are asking us for us. So now that we've grown over 1200 customers worldwide. You know, over $5 billion of total contract value. You know, signing some, some large deals in a variety of solutions and workloads and verticals, et cetera. What we're now seeing is, hey, this is what we need. Help me with my internal IT out to my business groups. Help me with my edge strategy as I build the factory of the future, or, you know, help me with my data and analytics that I'm trying to accomplish for my, you know, diagnosis of, of x-rays and, and capabilities such as Carestream, if you will. So it's, it's exciting to see them come to us and say, this is the capabilities that we're requiring, and we've got our foot on the gas to provide that innovation. And we're miles ahead of the competition. >> All right, we've got an exciting day ahead. We got all kinds of technology discussions, solution discussions. We got, we got, we're going to hear from the analyst community. Really bringing you the, the full package of announcements here. Keith, thanks for helping me set this up. >> Always. Yeah. Thanks so much for having me. >> I look forward today. And thank you for watching. Keep it right there. Tons of content coming your way. You're watching The Cubes coverage of HP's big GreenLake announcement. Right back. (electronica music)