(bright upbeat music) >> Hello, welcome to this CUBE Unstoppable Domain Showcase. I'm John Furrier, host of theCUBE. We've been showcasing all the great content about Web3 and what's going around the corner for Web4. Of course, Unstoppable Domains is one of the big growth stories in the business. Brad Kam, the Co-founder is here with me, of Unstoppable Domains, Brad, great to see you, thanks for coming on this showcase. >> Thanks, pleasure for having me. >> So you have a lot of history in the Web3. They're calling it now, but it's basically crypto and blockchain. You know, the white paper came out and then, you know how it developed was organically. We saw how that happened. Now you're the co-founder of Unstoppable Domains. You're seeing the mainstream, I would say mainstream scene, Superbowl commercials, okay? You're seeing it everywhere. So it is here. Stadiums are named after cryptos, companies. It's here. Hey, it's no longer a fringe, it is reality. You guys are in the middle of it. What's going on with the trend, and where does Unstoppable fit in and where do you guys tie in here? >> I mean, I think that what's been happening in general, this whole revolution around cryptocurrencies and then NFTs and what Unstoppable Domain is doing. It's all around creating this idea that people can own something that's digital. And this hasn't really been possible before Bitcoin. Bitcoin was the first case. You could own money. You don't need a bank, no one else. You know, you can completely control it. No one else can turn you off. Then there was this next phase of the revolution, which is, assets beyond just currencies. So NFTs, digital art. What we're working on is like a decentralized identity, like a username for Web3 and each individual domain name is an NFT. But yeah, it's been a crazy ride over the past 10 years. >> It's fun because, you know, on siliconangle.com, which we founded, we were covering early days of crypto. In fact, our first website, the developer want to be paid in crypto. It's interesting. Price of Bitcoin, I won't say that how low it was. But then you saw the ICO Wave, the token started coming in. You started seeing much more engineering focus, a lot of white papers coming out, a lot of cool ideas. And then now you got this mainstream of this. So I got to ask you, what are the coolest things you guys are working on, because Unstoppable has a solution that solves a problem today, and that people are facing at the same time, it is part of this new architecture. What problem do you guys solve right now that's in market that you're seeing the most traction on? >> Yeah, so it's really about, so whenever you interact with a blockchain, you wind up having to deal with one of these really, really crazy public keys, public addresses. And they're like anywhere from 20 to 40 characters long, they're random, they're impossible to memorize. And going back to even early days in crypto, I think people knew that this tech was not going to go mainstream if you have to copy and paste these things around. If I'm getting ready to send you like a million dollars, I'm going to copy and paste some random string of numbers and letters. I'm going to have no confirmations about who I'm sending it to, and I'm going to hope that it works out. It's just not practical. People have kind of always known there was going to be a solution. And one of the more popular ideas was, doing kind of like what DNS did, which is, instead of having to deal with these crazy IP addresses, this long random string of numbers to find a website, you have a name like a keyword, something that's easy to remember. You know, like a hotels.com or something like that. And so what NFT domains are, is basically the same thing, but for blockchain addresses. And yeah, it's just better and easier. There's this joke that everybody, you know, if you want to send me money, you're going to send me a test transaction of, you know, like a dollar first, just to make sure that I get it. Call me up and make sure that I get it before you go and send the big amount. Just not the way of moving billions of dollars of value is going to work in the future. >> Yeah, and I think one of the things you just point out, make it easier. When you have these new waves, these shifts, we saw it with the web pages. More and more web pages were coming on, more online users. They called it the online populations growing. Here, the same thing's happening. And if the focus is on ease of use, making things simpler to understand, and reducing the step it takes to do things, right? This is kind of what's going on and with the developer community, and what Ethereum has done really well is, brought in the developers. So that's the convergence of all the action. And so, when you (John chuckles) so that's where you're at right now. How do you go forward from here? Obviously, there's business development deals to do, you guys are partnering a lot. What's the strategy? What are some of the things that you can share about some of your business activity that points to how mainstream it is and where it's going? >> So I think the way to think about an NFT domain name is that it's meant to be like your identity on Web3. So, it's going to have a lot of different context. So it's kind of like your Venmo account, where you could send me money to brad.crypto, can be your decentralized website, where you can check out my content at brad.crypto. It can also be my like login kind of like a decentralized Facebook O oth, where I can log into DApps and share information about myself and bring my data along with me. So it's got all of these different things that it can do, but where it's starting is inside of crypto wallets and crypto apps, and they are adopting it for this identity idea. And it's the same form of identity across all your apps. That's the thing that's new here. So, yeah, that's the really big and profound shift that's happening. And the reason why this is going to be maybe even more important than a lot of, you know, your listeners think is that, everyone's going to have a crypto wallet. Every person in the world is going to have a crypto wallet. Every app, every consumer app that you use is going to build one in. Twitter just launched, just built one. Reddit is building one. You're seeing it across all the consumer finance apps. So it's not just the crypto companies that you're thinking of, every app's going to have a wallet. And it's going to really change the way that we use the internet. >> I think there's a couple things you pointed. I want to get your reaction to and thoughts more on this concept of DApps or decentralized applications, DApps or depending on what you call it. This is applications. And that take advantage of the architecture, and then this idea of users owning their own data. And this absolutely reverses the script today. Today, you see Facebook, you see LinkedIn, all these silos, they own the data that you are the product. Here, the users are in control. They have their data, but the apps are being built for it for the paradigm shift here, right? That's what's happening. Is that right? >> Totally, totally. And so, it all starts. I mean, DApp is just this crazy term. It feels like it's this, like really foreign, weird thing. All it means is that you sign in with your wallet instead of signing in with a username and password, where the data is stored inside of that app. Like inside of Facebook. So that's the only real, like, core underneath difference to keep in mind, signing in with the wallet. But that is like a complete sea change in the way the internet works. Because I have this key, this private key, it's on my phone or my device or whatever. And I'm the only one that has it. So, if somebody wanted to hack me, they need to go get access to my device. Two years ago, when Twitter got hacked, Barack Obama and Elon Musk were tweeting the same stuff. That's because Twitter had all the data. And so, you needed to hack Twitter instead of each individual person. It's a completely different security model. It's way better for users to have that. But, if you're thinking from the user perspective, what's going to happen is, is that instead of Facebook storing all of my data, and then me being trapped inside of Facebook, I'm going to store it, and I'm going to move around on the internet, logging in with my Web3 username, my NFT domain name, and I'm going to have all my data with me. And then I could use 100 different Facebooks all in one day. And it would be effortless for me to go and move from one to the other. So, the monopoly situation that we exist in as a society is because of the way data storage works and- >> So that's a huge point. So let's double down on that for one more second. This is a huge point. I want to get your thoughts. So I think people don't understand that in the mainstream having that horizontal traversal or ability to move around with your identity in this case, your Unstoppable Domain and your data allows the user to take it from place to place. It's like going to other apps that could be like Facebook, where the user's in charge. And they're either deciding whether to share their data or not, or they're certainly continuate their data. And this allows for more of a horizontal scalability for the user, not for a company. >> Yeah, and what's going to happen is, as users are building up their reputation. They're building up their identity in Web3. So you have your username and you have your profile and you have certain badges of activities that you've done. And you're building up this reputation. And now apps are looking at that, and they're starting to create social networks and other things to provide me services because it started with the user. And so, the user is starting to collect all this valuable data, and then apps are saying, well, hey, let me give you a special experience based on that. But the real thing, and this is like the core, I mean, this is just like a core capitalist idea, in general. If you have more competition, you get a better experience for users. We have not had competition in Web2 for decades because these companies have become monopolies. And what Web3 is really allowing is, this wide open competition. And that's the core thing. Like, it's not like, you know, it's going to take time for Web3 to get better than Web2. You know, it's very, very early days. But the reason why it's going to work is because of the competitive aspect here. Like it's just so much better for consumers when this happens. >> I would also add to that, first of all, great point, great insight. I would also add that the web presence technology based upon DNS specifically is, first of all, it's asking, so it's not foreign characters, it's not Unicode for the geeks out there. But that's limiting too, it limits you to be on a site. And so, I think the combination of kind of inadequate or antiquated DNS has limitations. So if... And that doesn't help communities, right? So when you're in the communities, you have potentially marketplaces that could be anywhere. So if you have ID, I'm just kind of thinking it forward here. But if you have your own data and your own ID, you can jump into a marketplace, two-sided marketplace anywhere. An app can provide that, if the community's robust, this is kind of where I see the use case going. How do you guys, do you guys agree with that statement and how do you see that ability for the user to take advantage of other competitive or new emerging communities or marketplaces? >> So I think it all comes down. So identity is just this huge problem in Web2. And part of the reason why it's very, very hard for new marketplaces and new communities to emerge is 'cause you need all kinds of trust and reputation. And it's very hard to get real information about the users that you're interacting with. If you're in the Web3 paradigm, then what happens is, is you can go and check certain things on the blockchain to see if they're true. And you can know that they're true 100%. You can know that I have used Uniswap in the past 30 days, and OpenSea in the past 30 days. You can know for sure that this wallet is mine. The same owner of this wallet also owns this other wallet, owns this asset. So having the ability to know certain things about a stranger is really what's going to change behavior. And one of the things that we're really excited about is being able to prove information about yourself without sharing it. So I can tell you, hey, I'm a unique person. I'm an American, I'm not an American, but I don't have to tell you who I am. And you can still know that it's true. And that concept is going to be what enables what you're talking about. I'm going to be able to show up in some new community that was created two hours ago, and we can all trust each other that a certain set of facts are true. And that's possible because- >> And exchange value with smart contracts and other with no middle men involved activities, which is the promise of the new decentralized web. All right, so let me ask you a question on that. Because I think this is key. The anonymous point is huge. If you look at any kind of abstraction layers or any evolution in technology over the years, it's always been about cleaning up the mess or extending capabilities of something that was inadequate. We mentioned DNS, now you got this. There's a lot of problems with Web2, 2.0, social bots. You mentioned bots. Bots are anonymous and they don't have a lot of time in market. So it's easy to start bots, and everyone who does either scraping bots, everyone knows this. What you just pointed out was, in an ops environment that was user choice, but has all the data that could be verified. So it's almost like a blue check mark on Twitter without having your name, kind of- >> It's going to be 100s of check marks, but exactly. 'Cause there's so many different things that you're going to want to communicate to strangers, but that's exactly the right mental model. It's going to be these check marks for all kinds of different contexts. And that's what's going to enable people to trust that they're, you know, you're talking to a real person or you're talking to the type of person you thought you were talking to, et cetera. But yeah, it's, you know, I think that the issues that we have with bots today are because Web2 has failed at solving identity. I think Facebook at one point was deleting half a billion fake accounts per quarter. Something like the entire number of user profiles they were deleting per year. So it's just a total- >> And they spring up like mushrooms. They just pop up, to think that's the problem. I mean, the data that you acquire in these siloed platforms is used by them, the company. So you don't own the data, so you become the product as the cliche goes. But what you guys are saying is, if you have an identity and you pop around to multiple sites, you also have your digital footprints and your exhaust that you own. Okay, that's time, that's reputation data. I mean, you can cut it any way you want, but the point is, it's your stuff over time, that's yours. And that's immutables on the blockchain, you can store it and then make that permanent and add to it. >> Exactly. >> That's a time based thing versus today, bots that are spreading misinformation can get popped up when they get killed. They just start another one. So time actually is a metric for quality here. >> Absolutely. And people already use it in the crypto world to say like, hey, this wallet was created greater than two years ago. This wallet has had transactions for at least three or four years. Like this is probably a real, you know, this is probably a legitimate user. And anybody can look that up. I mean, we can we go look it up together right now on Etherscan, it would take a minute. >> Yeah, (indistinct). Yeah, I'm a big fan, I can tell, I love this product. I think you guys are going to do really well. Congratulations, I'm a big fan. I think this is needed. What are some of the deals you've done? blockchain.com is one and Opera. Can you take us through those deals and why they're working with you? Let's start with blockchain.com. >> Yeah, so the whole thing here is that, this identity standard for Web3 apps need to choose to support it. So, you know, we spent several years as a company working to get as many crypto wallets and browsers and crypto exchanges to support this identity standard. Some of the largest and probably most popular companies to have done this are, blockchain.com, for example, blockchain.com, one of the largest crypto wallets in the world. And you can use your domain names instead of crypto addresses. And this is super cool because blockchain.com in particular focuses on onboarding new users. So they're very focused on how we're going to get the next 4 billion internet users to use this tech. And they said, usernames are going to be essential. Like, how can we onboard this next several billion people if we have to explain to them about all these crazy addresses. And it's not just one, like we want to give you 10, 40 character addresses for all these different contexts. Like, it's just no way people are going to be able to do that without having a user name. So, that's why we're really excited about what blockchain.com's doing. They want to train users that this is the way you should use the tech. >> Yeah, and certainly no one wants to remember. I remember how writing down all my... You know, I was never a big wallet fan 'cause of all the hacks I used to write it down and store it in my safe. But if the house burns down or I kick the can who's going to find it, right? So again, these are all important things. Your key storing it, securing it, super important. Talk about Opera. That's an interesting partnership because it's got a browser that people know what it is. What are they doing different? Almost imagine they're innovating around the identity and what people's experiences with what they touch. >> Yeah, so this is one of those things that's a little bit easier and I strongly encourage everybody to go and try DApps after this. 'Cause this is going to be one of those concepts, it can be a little easier if you try it than if you hear about it. But the concept of a wallet and a browser are kind of merging. So it makes sense to have a wallet inside of your browser. Because when you go to a website, the website's going to want you to sign in with your wallet. So having that be in one app is quite convenient for users. And so Opera was one of the trailblazers, a traditional browser that added a crypto wallet so that you can store money in there. And then also added support for domain names for payments and for websites. So, you can type in brad.crypto and you can send me money, or you can type in brad.crypto into the browser and you can check out my website. I've got a little NFT gallery. You can see my collection up there right now. So that's the idea is that, browsers have this kind of superpower in Web3. And what I think is going to happen, Opera and Brave have been kind of the trailblazers here. What I think is going to happen is that, these traditional browsers are going to wake up and they're going to see that integrating a wallet is critical for them to be able to provide services to consumers. >> I mean, it is an app. I mean, why not make it a DApps as well? Because why wouldn't I want to just send you crypto, like Venmo, you mentioned earlier, which people can understand that concept. Venmo, let me make my cash. Same concept here. But built in to the browser, which is not a browser anymore it's a reader, a DApp reader, basically with a wallet. All right, so what does this mean for you guys and the marketplace? You got Opera pushing the envelope on browsing, changing the experience, enabling the applications to be discovered and navigated and consumed. You got blockchain.com with the wallets and being embedded there. Good distribution. Who are you looking for for partners? How do people partner? Let's just say theCUBE wants to do NFTs, and we want to have a login for our communities, which are all open. How do we partner with you? Or do we? We have to wait or is there a... I mean, take us through the partnership strategy. How do people engage with Unstoppable Domains? >> Yeah, so, I mean, I think that if you're a wallet or a crypto exchange, it's super easy, we would love to have you support being able to send money using domains. We also have all sorts of different kind of marketing activities we can do together. We can give out free stuff to your communities. We have a bunch of education that we do. We're really trying to be this onboarding point to Web3. So there's, I think a lot of cool stuff we can do together on the commercial side and on the marketing side. And then the other category that we didn't talk about was DApps. And we now have this login with ensemble domains, which you kind of alluded to there. And so you can log in with your domain name and then you can give the app permission to get certain information about you or proof of information about you, not the actual information, if you don't want to share it, because it's your choice and you're in control. And so, that would be another thing. Like, if you all launch a DApps, we should absolutely have login with Unstoppable there. >> Yeah, there's so much headroom here. You got a short term solution with exchange. Get that distribution, I get that, that's early days of the foundation, push the distribution, get you guys everywhere. But the real success comes in for the login. I mean, the sign in single sign in concept. I think that's going to be powerful, great stuff. Okay, future, tell us something we don't know about Unstoppable Domains that people might be interested in. >> I think the thing that you're going to hear about a lot from us in the future is going to be around this idea of identity, of being able to prove that you're a human and be able to tell apps that. And apps are going to give you all kinds of special access and rewards and all kinds of other things, because you gave 'em that information. So that's probably, that's the hint I'm going to drop. >> You know, it's interesting, Brad. You bring trust, you bring quality verified data, choose intelligence software and machine learning, AI and access to distributed communities and distributed applications. Interesting to see what the software does with that. Cause it traditionally didn't have that before. I mean, just in mind blowing. I mean, it's pretty crazy. Great stuff. Brad, thanks for coming on. Thanks for sharing the insight. The Co-founder of Unstoppable Domains, Brad Kam. Thanks for stopping by theCUBE's Showcase with Unstoppable Domains. >> Thanks for having me. (bright upbeat music)

>>Hello, and welcome to this cubes presentation with unstoppable domains. It's a showcase we're featuring all the best content in web three. And with unstabled a showcase I'm John furrier, your host of the cube. We've got a great guest here, Matt Miscavige. Covich who's the chief revenue officer of unstoppable domains. Matt, welcome to the showcase. Appreciate it. >>Thank you for having me. So >>The theme of this segment is the potential of the web three marketplace with unstoppable domains, the chief revenue officer, you guys have a very intriguing, interesting concept. That's going extremely well. Congratulations, but you're using NFTs for access and domains. Of course, the, the metaverse is huge. People want their own domains, but it's not just like real estate in the sense of a website. It's bigger than that. It's a lot going on. So take us through what is the value proposition and what is the product? >>Absolutely. So for the past 20 years, most of us have been interacting on the internet. Using usernames issued to us by big corporations like Facebook, Google, Twitter, tech talks, Snapchat, et cetera. Whenever we get these usernames for free it's because we in our data are the product as some of the recent leaks. And the media has shown incentives. Individuals and companies are not always aligned. And most importantly, individuals are not in control of their own digital identity and the data, which means they can economically benefit from the value they create online. Think of Twitter as a two-sided marketplace with 0% revenue share back to its creators. We're now having in the creator economy and we believe that individuals should see the economic rewards of what they do in create online. That's all we're trying to do here at unstoppable domains is provide user own take control identity to four and a half billion internet users. >>It's interesting to see change that's happening with web three. And just in cultural terms, users are expecting to be part of the creative, the personality of the company. There's this almost this disintermediation of the middleman. You know, whether it's an ad network or a gatekeeper of any kind people going direct, right? So if I'm an artist, I can go direct to my fans. >>Exactly. So web through really shifts the power away from aggregators, aggregators and marketplaces have been some of the best business models. The last 20 years onto the internet, the web three is going to dramatically change that over the next decade, paying more power back in the hands of consumers. >>What type of companies do you guys work with and partner with that we see out there, what's give us some examples of the kinds of companies you're doing business with and partnering with. >>Yeah. So let's talk about use cases. First actually is the big use case that we identified initially for NFT domain names was around cryptocurrency transfers. Anyone who's ever bought cryptocurrency and tried to transfer it between the council while it's is familiar with these awkwardly long hexadecimal strings of random numbers and letters, where if you make a single type of money is lost forever. That's a pretty scary experience that exists today in our $2 trillion asset class with 250 million users. So the first set of partners that we worked on integrating with who actually cook the wilds and exchanges. So we will allow users to do is replace all their long hexadecimal wallet addresses with a single human readable name, like John dot NFT or Maxim needs give each dot crypto to allow for simple crypto transfers. >>And how did the exchange work with you guys on that as it is? Is it a plugin? Is it co-locating code together? What's the, what's the, what's the relationship between exchanges and unstoppable domains? >>Yeah, absolutely. A great question. So exchange has actually have to do a little bit of an engineering lift to work with us, and they can do that by either using our resolution libraries or using one of our API APIs or in order to look up an unstoppable name and figure out all the wallet addresses that's associated with that name. So today we work with dozens of the world's top exchanges and wallets ranging from Oko DX to Coinbase wallet, to trust wallet, to bread wallet, and many, many others. >>I got to ask you on the wallet side, is that a requirement in terms of having specific code and are there wallets that you work well with? Explain the wallet dynamic between unstoppable domains and wallets. >>Yeah. So while it's all have this huge usability problem for their users, because every single cryptocurrency held by every single one of their users has a different hexadecimal wallet address. And once again, every user is subject to the same human fallacies and errors, where they make a single type where their money can be lost forever. So we enable these wallets to do is to make crypto transfer as simple and as less scary than the current status code by giving the users on a sub well name that they can use to attach to all the waltz addresses on the backend. So companies like trust world, for example, which has 10 million users or Coinbase wallet. When you go to the crypto transfer fields, they can just type in an unstoppable name. They'll correctly, route the currency to the right person, to the right world, without any chance for human error. >>You know, when these big waves come, I gotta ask you this question. Cause a lot of people in the mainstream are getting into it. Now reminds me of the web wave that hit the big thing was how many people are coming online. It was one of the key metrics and how many web pages are being developed was another metric, which meant that people were building out web pages. And it's hard to look back and think, wow, that was actually a KPI. So internet users and webpages were the two proxies cause then search and just came out and everything else happened. So I'm going to ask you, there are people watching, they're seeing that on commercials on TV, they're seeing it everywhere stadiums are named after crypto companies. So the bottom line is people want to know how NFT domains take the fear out of working with crypto and sending crypto. >>Yeah, absolutely. So imagine if we had to navigate the web using IP addresses rather than typing in google.com, you'd have to type in a random string of words and numbers that you'd have to memorize. That would be super painful for users. And didn't, it wouldn't have gotten to where it is today with this, you know, almost 5 billion people online, the history of computer networks. We have human readable naming systems built on top. In every single instance. It's almost crazy that we got to a $2 trillion asset class with 250 million users worldwide 13 years after this, the Toshi white paper without a human readable naming system, other than supple domains and a few of our competitors, that's a fundamental problem that we need to solve in order to go from 250 million crypto users in 2022 to 5 billion crypto users, a decade from now. >>And just to point out and not to look back and maybe make a correlation, but I will, if you look at the naming system of DNS, what it did to IP addresses, that's one major innovation that enabled the web. Then you look at what keyword navigation has done on top of DNS, what that did for the industry. And that basically birthed Googled keywords, basically ads. So that's trillions and trillions of dollars again. Now shifting to you guys, is that how you see it? Obviously it's decentralized, so what's different. Okay. I get, so if you compare, Hey, Google was successful, you know, keyword advertising industry for less than 25 years or 20 years. >>Yeah. Yeah. What's different. Now is the technology inflection points. So blockchains have evolved to a point where they enable high throughput, high transaction volume and true decentralized ownership. The NFT standard, which is only a couple of years old know, has taken off massively around trading of profile pictures like crypto punks and the boy apes yacht club where they use cases extended much more than just, you know, a cool JPEG that goes up in value two or three X year over year. There is the true use case here around ownership of identity ownership over a data set, decentralized log-in authentication and permission data sharing. One of the sad things that happened in Jeanette on the internalized decade really was that the platforms built out have now allowed developers to built on top of them and a trustless permissionless way. Developers who build applications on top of some of the early monopolies in the last decade, got the rules changed on them. APIs, cutoff, new fees instituted. That's not going to happen in web three because all permissionless custody in a user's own wallet, we cannot take the way they will continue to exist in eternity, regardless of what happens to unstoppable domains, which gives developers a lot more confidence in building new products for the web three identity standard that we're building out. >>You guys amazing is that's a whole nother generational shift. I'm always been a big fan of abstractions when innovation is needed, when they're problems that need to be solved, messes to be cleaned up. Good abstraction layer on top of new architecture is really, really phenomenal. I guess the key question for I have for you is, you know, the queue, we have all this video where where's our NFT should, how should we implement NFTs? >>There's a couple of different ways you could think about it. You could do proof of attendance, protocol NFTs, which are really interesting way for users to show that they were at particular events. So just in the same way that people collect, t-shirts some conferences, people will be collecting. And if Ts to show, there were in person attending in person cultural moments, whether they were acquired an event online or offline, you could do NFTs for employees to show that they were at your company during certain periods of the company's growth. So think of replacing the resume with a cryptographically secure resume like this on the blockchain and perpetuity. Now more than half of all the resumes contain lies, which is a pretty gnarly problem as a hiring manager, or you constantly have to sort through as ways that this can impact that side of the market as well. >>I saw some, and I think it was a use case for everything. Appreciate that. And of course we can have the most favorite, cute moments. It could be a cube host NFT at 40 apes out there. Why not have a board cube host going on and, and >>Auction for charity on open? >>All right, great stuff. Now let's get into some of the cool tech nerd stuff, which is really the login piece, which I think is fascinating. The having NFTs be a login mechanism is another great innovation. Okay. So this is cool. Cause it's like think of it as one click and FTS, if you will. What's the response been on this? Log-in with unstoppable for that product? What some of the use gates is. Can you give some examples of the momentum and traction? >>Yeah, absolutely. So we launched the product less than 90 days ago. We already have 90 committed or integrated partners live today with a login product. And this replaces login with Google login with Facebook, with a way that's user owned and user controlled. And over time, people will be capturing additional information back to their NFP domain names, such as their reputation, their history, things they've done online and be able to permission to share that with applications that they interact with in order to get any rewards, once you own all your data and you can choose to share it with companies or incentivize you to share data. For example, imagine you just bought a new house and you have 3000 square feet to furnish. You could tell that fact and prove it to a company like Wayfair. Would they be incentivized to give you discounts? We're spending 10, 20, $30,000 and you'll do all of your purchasing there rather than spread across other e-commerce retailers. For sure they would. But right now, when you go to that website, you're just another random email address. They have no idea who you are, what you've done, what your credit score is, whether you house buyer or not. But if you could permission to share that to using a log-in open software product, I mean the web would just be much, much different. >>And I think one of the things too, as these, I call them analog old school companies, old guard companies is referred to in the cube talk here, but we were still always called that old guard is the people who aren't innovating. You could think about companies having more community too, because if you have more sharing and you have this marketplace concept and you have these new dynamics of how people are working together, sharing will provide more transparency, but yet security on identity. Therefore things are going to be happening organically. That's a community dynamic. What's your view on that? And what's your reaction >>Communities are such an important part of web three and the cryptos ecosystem in general, people are very tightly knit and they all support each other. There's a huge amount of collaboration in this space because we're all trying to onboard the next billion users into the ecosystem. And we know we have some fundamental challenges and problems to solve, whether it's complex wallet addresses, whether it's the lack of portable data sharing, whether it's just simple education, right? I'm sure, you know, tens of millions of people got into crypto for the first time during the super bowl face on some of those awesome ads that ran. >>Yeah. Love the QR code. That's a direct response. I remember when the QR code has been around for a long time. I remember in the nineties, late nineties, it was a thing, a device at red QR codes that did navigation to a webpage. So I mean, QR codes are super cool, great way to get, and we all using it to, with the pandemic to ordering food. So I think QR codes are here to stay. In fact, we should have a QR code on all of our images here on the screen too. So we'll work on that, but I gotta ask you on the project side, now let's get into the devs and kind of the applications, the users that are adopting unstoppable and this new way of doing things, why are they gravitating towards this login concepts? Can you give some examples and put, give some color commentary to why are these D application distribute application guys and gals programming and with you guys? >>Yeah. They all believe that the potential for why we're trying to create a round user own the controlled identity. We're the only company in the market right now with a product that's live and working today. There's been a lot of promises made and we're the first ones to actually deliver to companies like cook finance, for example, are seeing the benefit of being able to have their users go through a simple process to check in and authenticate into the application, using your NFT domain name, rather than having to create an email address and password combination as a login, which inevitably leads to problems such as lost passwords, password resets, all those fun things that we used to deal with on a daily basis. >>Okay. So now I got to ask you the kind of partnerships you guys are looking at doing. I can only imagine the old, old school days you had a registry and you had registrars, you had a sales mechanism. I noticed you guys are selling NFT kind of like domain names on your website. Is that a kind of a current situation? Is that going to be ongoing? How do you envision your business model evolving and what kind of partnerships do you see coming along? >>Yeah, absolutely. So we're working with a lot of different companies from browsers that took changes to wallets, to individual NFT projects, to more recently even exploring partnership, partnership opportunities with fashion brands. For example, the Tyree market is moving so so fast. And what we're trying to essentially do here is create the standard naming system for web three. So a big part of that for us, we'll be working with partners like blockchain.com and with circle who's behind the DC coin on creating registries, such as dot blockchain and dot coin and making those available to tens of millions and ultimately hundreds of millions and billions of users worldwide. We want an ensemble domain name to be the first asset that every user in crypto gets, even before they buy their Bitcoin Ethereum or dovish coin. >>It makes a lot of sense obstruct the way the long hexadecimal string. We all know that we all write down putting a safe, hopefully you don't forget about it. You know, I always say, make sure you tell someone where your addresses. So in case something happens, you don't lose all that crypto. All good stuff. I got to ask the question around the ecosystem. Okay, can you share your view and vision of either your purse, yourself or the company when you have this kind of new market, you have all kinds of, and we meant the web was a good example, right? Web pages, you need web development tools. You had HTML by hand. Then you had all these tools. So you had tools and platforms and things kind of came well, grew together. How was the web three stakeholder ecosystem space evolving? What's what are some of the white spaces? What are some of the clearly defined areas that are developing? >>Yeah, I mean, we've seen an explosion in new smart contract blockchains and the past couple of years actually going live, which is really interesting because they support a huge number of different use cases, different trade-offs on each. We recently partnered and moved over a primary infrastructure to polygon, which is a leading EVM compatible smart chain, which allows us to provide free gas fees to users for maintaining and managing their domain name. So we're trying to move all obstacles around user adoption. Here. We all need to have Ethereum in your wallet. You know, it'd be an unstoppable domains customer or user. You don't have to worry about paying transaction fees. Every time you want to update the wallet, addresses associated with your domain name. We want to make this really big and accessible for everybody. And that means driving down costs as much as possible. Yeah, >>It's a whole nother wave. It's a wave that's built on the shoulders of others. It's a shift and infrastructure, new capabilities, new new applications. I think it's a, it's a great thing. You guys doing the naming system makes a lot of sense. This abstraction layer creates that ease of use. It simplifies things makes things easier. I mean, this is, was the promise of, of these abstraction layers. Final question. If I want to get involved, say we want to do a cube NFT with unstoppable. How do we work with you? How do we engage? Can you give a quick plug on what companies can do to engage with you guys on a business level? >>Yeah, absolutely. So we're looking to partner with wallets, exchanges, browsers, and companies who are in the crypto space already and realize they have a huge problem around usability with crypto transfers and wild addresses. Additionally, we're looking to partner with decentralized applications as well as web to companies who perhaps want to offer log-in with unstoppable domain functionality. In addition to, or in replacement of the login with Google and log-in with Facebook buttons that we all know and love. And we're looking to work with fashion brands and companies in the sports sector who perhaps want to claim their unstoppable names, free of charge from us. I might add in order to use that on Twitter or other marketing materials that they may have out there in the world to signal that they're not only forward looking, but that they're supportive of this huge wave that we're all riding at the most. >>May I great insight, chief revenue officer ensemble domains. Thanks for coming on the showcase, the cube and unstoppable domain share in the insights. Thanks for coming on. Okay. This cubes coverage here with the unstoppable domain showcase. I'm John furrier, your host. Thanks for watching.

>> It's The Cube covering Fortinet Security Summit brought to you by Fortinet. >> Hey and welcome back to the cubes coverage of Fortinets championship series. Cybersecurity summit here in Napa valley Fortinet is sponsoring the PGA tour event, kicking off the season here, and the cubes here as part of the coverage. And today is cybersecurity day where they bring their top customers in. We got Glenn Katz SVP, general manager, Comcast Enterprise Solutions. Glenn, thanks for coming on The Cube. Thanks for taking time out of your day. - Thank you no This is great. This is great. >> Interviewer: Tell me to explain what you guys do in the Comcast business enterprise group. >> That's our Comcast business. We're a part of Comcast overall. I always like to explain what Comcast really is. If you look at Comcast, it's a technology innovation company by itself that happens to focus on communications and media type of, of markets, right? And if you look at the Comcast side there on the communication side, it's really everything residential with customers. Then there's the us Comcast business and we're the fastest growing entity over the last 15 years within Comcast. And we started in small business, voice, video, and data to small businesses. Then we moved up to provide fiber ethernet type of a transport to mid-market. And then my group started in 2014. And what we do is focus on managed services. It doesn't matter who the transport layer is for enterprise Fortune 1000 type companies. And then when you layer in all these managed wider network services. So that's my business unit. >> Interviewer: Well, we appreciate it we're a customer by the way in Palo Alto >> Glen: Oh great >> So give a shout out to you guys. Let's get into the talk you're giving here about cybersecurity, because I mean, right now with the pandemic, people are working at home. Obviously everyone knows the future of work is hybrid now you're going to see more decentralized defy and or virtual spaces where people are going to want to work anywhere and businesses want to have that extension, right? What people are talking about, and it's not new, but it's kind of new in the sense of reality, right? You've got to execute. This is a big challenge. >> Glen: It is - What's your thoughts on that, >> Well it's a big challenge. And one of the things that I'll try to, I'll speak to this afternoon here, which is at least from the enterprise perspective, which includes the headquarters, the enterprise, the branch locations, the digital commerce, everywhere else, commerce is being done. It's not just at a store anymore. It's everywhere. Even if you only have a store and then you have the remote worker aspect. I mean, they do that to your point earlier. We're not in that fortress sort of security mentality anymore. There's no more DMZs it's done. And so you've got to get down to the zero trust type of network architecture. And how do you put that together? And how does that work? Not just for remote workers that have to access the enterprise applications, but also for simple, you know, consumers or the business customers of these, of these enterprises that have to do business from over the phone or in the store. >> Interviewer: What are the some of the challenges you hear from your customers, obviously, business of the defend themselves now the, the, the attacks are there. There's no parameters. You mentioned no fortress. There's more edge happening, right? Like I said, people at home, what are the top challenges that you're hearing from customers? >> So the biggest challenge, and this is, I would think this is, this is mostly focused on the enterprise side of it is that the is two interesting phenomenons going on. This is sort of beginnings before the pandemic. And then of course the pandemic, the role of the CIO has been elevated to now, they have a real seat at the table. Budgets are increasing to a point, but the expertise needed in these, in these it departments for these large enterprises, it's, it's impossible to do what you were just talking about, which is create a staff of people that can do everything from enterprise applications, e-commerce analytics, the network. How do you secure that network all the way down to the end users? Right? So it's that middle portion. That's the biggest challenge because that takes a lot of work and a lot of effort. And that's where folks like Comcast can come in and help them out. That's their biggest challenge. They can handle the enterprise, they can handle the remote workers. They can handle their own applications, which are continually trying to be, you know, have to be it's competitive out there. It's that middle area, that communications layer that their challenged with. >> Interviewer: Yeah. And John Madison's EVP, CMO Ford. It's always talking about negative unemployment in cybersecurity. Nevermind just the staff that do cyber >> Glen: That's exactly right, that's given. If you're a business, you can't hire people fast enough and you might not have the budget for you want to manage service. So how do you get cyber as a service? >> Glen: Well, so it's even bigger than that. It's not just the cyber as a service because it's now a big package. That's what SASE really is SASE is Secure Access Service Edge. But think of it where I think of it is you've got remote users, remote workers, mobile apps on one side, you've got applications, enterprise or commercial that are now moved into different cloud locations. And in the middle, you've got two real fundamental layers, the network. And, and that includes uh, the actual transport, the software defined wide area, networking components, everything that goes with that, that's the network as a service. And then you've got the secure web gateway portion, which includes everything to secure all the data, going back and forth between your remote laptop, the point of sales. And let's say the cloud based applications, right? So that's really the center stage right there. >> Interviewer: And the cloud has brought more service at the top of the stack. I mean, people thought down stack up stack is kind of like a geeky terms. You're talking about innovation. If you're down stack with network and transport, those are problems that you have to solve on behalf of your customers And make that almost invisible. And that's your job >> That's our job. That's our job is to service provider What's interesting is though back in the day, I mean, when, I mean, back in the day, it could have been 10 years ago in 20. You really, you know, you had stable networks, they were ubiquitous, they were expensive and they were slow. That's kind of the MPLS legacy TDM. Yeah. So you just put them in and you walked away and you still did all your enterprise. You still did all of your applications, but you had your own private data centers. Everything was nicer. It was that fortress mentality right now. It's different. Now everybody needs broadband. Well guess what? Comcast is a big company, but we don't have broadband everywhere. ATT doesn't have it. Verizon doesn't have it Charter doesn't have it. Right. So you need, so now to think about that from enterprise, I'm going to go, I'll give you an example. All of our customers to fulfill a nationwide network, just for the broadband infrastructure, that's, you know, redundant. If you want to think of it that way we, we source probably 200 to 300 different providers to provide an ubiquitous network nationwide for broadband. Then we wrap a layer of the SD wan infrastructure for that, as an example, over the top of that, right? You can't do that by yourself. I mean, people try and they fail. And that's the role of a managed service provider like us is to pull all that together. Take that away. We have that expertise. >> Interviewer: I think this is a really interesting point. Let's just unpack that just for a second. Yeah. In the old days, we want to do an interconnect. You had an agreement. You did, you have your own stuff, do an interconnected connect. >> Glen: Yep. >> Now this, all this mishmash, you got to traverse multiple hops, different networks. >> Glen: That's right >> Different owners, different don't know what's on that. So you guys have to basically stitch this together, hang it together and make it work. And you guys put software on the top and make sure it's cool is that how it works? >> Glen: Yeah. Software and different technology components for the SD wan. And then we would deliver the shore and manager all that. And that's, that's where I really like what's happening in the industry, at least in terminology, which is they try, you have to try to simplify that because it's very, very complicated, but I'm going to give you the network as a service mean, I'm going to give you all the transport and you have to don't have to worry about it. I'm going to rent you the, the SD wan technology. And then I'm going to have in my gateways all these security components for a firewall as a service, zero trust network access, cloud brokerage services. So I will secure all of your data as you go to the cloud and do all of that for you. That's really what we, that's what we bring to the table. And that's what is really, really hard for enterprises to do today. Just because they can't, the expertise needed to do that is just not there. >> Interviewer: Well, what's interesting is that first you have to do it now because the reality of your business now is you don't do it. You won't have customers, but you're making it easier for them. So they don't have to think about it. - [Glen] That's right. >> But now you bring in hybrid networking hybrid cloud, they call it or multi-cloud right. It's essentially a distributed computing and essentially what you're doing, but with multiple typologies, >> Glen: that's right. >> Interviewer: I got an edge device. - [Glen] That's right. If I'm a business. - [Glen] That's right. >> That's where it could be someone working at home >> Glen: That's right. - Or it could be my retail >> Or whatever it could be. So edge is just an extension of what you guys already do. And is that right? Am I getting that right? >> Glen: Yeah that's exactly right. And, and, but the point is, is to make it economic and to make it really work for the end user. If you're a branch, you may have a, a application that's still being run via VPN, but you also need wifi internet for your customers because you want to use your mobile device. They've entered into your store and you want to be able to track that right. And push something to them. And then you've got the actual store applications could be point of sales could be back of house comparing that's going up to AWS. Azura whatever. Right. And that all has to be, it all has to come from one particular branch and someone has to be able to manage that capability. >> Interviewer: It's funny, - Its so different >> Interviewer: just as you're talking, I'm just thinking, okay. Facial recognition, high, high bandwidth requirements, >> Glen: Huge high bandwidth requirements >> Processing at the edge becomes huge. >> Glen: It does. >> So that becomes a new dynamic. >> Glen: It does. It's got to be more dynamic. It's not a static IP end point. >> Glen: Well, I'll give you another an example. Let's say it's, it seems silly, but it's so important from a business perspective, your quick service restaurant, the amount of digital sales from applications are just skyrocketing. And if you yourself, and particularly in the pandemic, you order something, or that goes up to the cloud, comes back through, goes to the point of sales. And then the, the back of house network in a particular restaurant, if that doesn't get there, because one line of you only have one internet connection and it's down, which sometimes happens, right? You lose business, you lose that customer. It's so important. So what's being pushed down to the edge is, you know, reliable broadband hybrid networks, where you have a primary wire line and a secondary wire line, maybe a tertiary wireless or whatever. And then a box, a device that can manage between those two so that you can keep that 99.9, 9% availability at your branch, just for those simple types of applications. >> Interviewer: You know Glenn, you as you're talking most people, when we talk tech, like this is mostly inside the ropes, Hey, I can get it. But most people can relate with the pandemic because they've ordered with their phone on - [Glen] Exactly right >> With the QR code. - [Glen] That's exactly right >> They see the menu - [Glen] That's right >> They get now what's happening - [Glen] That's right that their phone is now connected to the service. >> Glen: That's right >> This is not going away. The new normal. >> Glen: No, it's absolutely here. And what I've seen are there are many, many companies that already knew this and understood this pre pandemic. And they were, they had already changed their infrastructure to really fit what I was calling that network as a service in the SASE model, in different ways. Then there were a bunch that didn't, and I'm not going to name names, but you can look at those companies and you can see how they're, they're struggling terribly. But then there was this. Now there's a, a much bigger push and privatization again, see, I was sending, Hey, I asked for this before. It's not like the CIO didn't know, but management said, well, maybe it wasn't important. Now it is. And so you're seeing this actual amazing surge in business requests and requirements to go to the model that we're all talking about here, which is that SASE type of implementation high-speed broadband. That's not going away for the same reason. And you need a resilient network, right? Yes. >> Interesting. Best practice. Let's just take that advice to the, to the audience. I want to get your thoughts because people who didn't do any R and D or experimentation prior to the pandemic, didn't have cloud. Wasn't thinking about this new architecture got caught flat-footed. -Exactly. >> And they're hurting and or out of business. >> Correct. >> If people who were on the right side of that took advantage as a tailwind and they got lifts. >> That's exactly right. >> So what is the best practice? How should a business think about putting their toe in the water a little bit or jumping in and getting immersed in the new, new architecture? What advice would you give? Because people don't want to be in the wrong side of history. >> No, they don't. >> What's your guy's best practice? >> I may sound biased, but I'm really not trying to be biased. And this'll be some of the I'll speak about here later today. You have to try it. You, as the end user, the enterprise customer, to, to fulfill these types of needs, you've got to really probe your managed service providers. You've got to understand which ones, not just can give you a nice technology presentation and maybe a POC, but who's going to be there for the longterm who has the economic wherewithal to be able to give the resources needed to do what I was talking about, which is you're going to outsource your entire network to me and your sh, and a good portion of your security for the network to a service provider. that service provider has to be able to provide all that has to be able to have the financial capabilities, to be able to provide you with an operating type of model, not you have to buying equipment all the time. That service provider has to be able to have teams that can deliver all of that 200 to 300 different types of providers aggregate all that, and then be there for day two. Simple thing. Like if you know, most companies, if you're not a really large location, you can't afford to, you know, double types of routers that are connected. And if one fails you have fail over, right, most of them will have one router and they'll have, but they'll have two backup paths. Well, what happens is that router or switch, single switch fails? You need to have a meantime to repair a four hours. I mean, that's kind of basic and well do that. How do you do that? You've got to have depots around the entire country. These are the types of questions that any enterprise customers should be probing their managed service provider, right? It's not just about the technology. It's about how can you deliver this and assure this going forward. >> And agility too cause when, if, if things do change rapidly, being agile... >> Exactly >> means shifting and being flexible with your business. >> That's exactly right. And that's important. That's a really important question. And the agility comes from this financial agility, right? Like new threat, new box. I want, I want this old one. I'm going to upgrade to a different type of service. The service providers should be able to do that without me having to force you to go get some more CapEx and buy some more stuff. Cause that's number one. But the other agility is every enterprise is different. Every enterprise believes that its network is the only network in the world and they have opinions and they've tested different technologies. And you're going to have to adapt a little bit to that. And if you don't, you're not going to get out of this. >> It's funny. The old days non-disruptive operations was like a benefit, we have non-disrupt- now it's a table stakes. You can't disrupt businesses. - You can't. You can't at the branch at the remote worker. If you're on a zoom call or whatever, or you're on a teams call, we've all been there. We're still doing it. If it breaks in the middle of a presentation to a customer that's problem. >> Glenn thanks for coming on the cube with great insight. >> Oh great. This was fun. >> Are you exciting and plays golf? You're going to get out there on the range? >> I played, I played golf a lot when I was younger, but I haven't. And so I have a few other things I do, but I guess I'm going to have to learn now that we're also a sponsor of PGA, so yeah, for sure. >> Great. Well, great to have you on - All right thank you and great talk. Thanks for coming on and sharing your insight. >> This was great. I appreciate okay. >> Keep coverage here. Napa valley with Fortinet's Cybersecurity Summit as part of their PGA tour event, that's happening this weekend. I'm John for the Cube. Thanks for watching.

>>Hi, everyone. My name is my uncle. My uncle Poor I worked with Geo reminds you in India. We call ourselves Geo Platforms. Now on. We've been recently in the news. You've raised a lot off funding from one of the largest, most of the largest tech companies in the world. And I'm here to talk about Geos Cloud Journey, Onda Mantis Partnership. I've titled it the story often, Underdog becoming the largest telecom company in India within four years, which is really special. And we're, of course, held by the cloud. So quick disclaimer. Right. The content shared here is only for informational purposes. Um, it's only for this event. And if you want to share it outside, especially on social media platforms, we need permission from Geo Platforms limited. Okay, quick intro about myself. I am a VP of engineering a geo. I lead the Cloud Services and Platforms team with NGO Andi. I mean the geo since the beginning, since it started, and I've seen our cloud footprint grow from a handful of their models to now eight large application data centers across three regions in India. And we'll talk about how we went here. All right, Let's give you an introduction on Geo, right? Giorgio is on how we became the largest telecom campaign, India within four years from 0 to 400 million subscribers. And I think there are There are a lot of events that defined Geo and that will give you an understanding off. How do you things and what you did to overcome massive problems in India. So the slide that I want to talkto is this one and, uh, I The headline I've given is, It's the Geo is the fastest growing tech company in the world, which is not a new understatement. It's eggs, actually, quite literally true, because very few companies in the world have grown from zero to 400 million subscribers within four years paying subscribers. And I consider Geo Geos growth in three phases, which I have shown on top. The first phase we'll talk about is how geo grew in the smartphone market in India, right? And what we did to, um to really disrupt the telecom space in India in that market. Then we'll talk about the feature phone phase in India and how Geo grew there in the future for market in India. and then we'll talk about what we're doing now, which we call the Geo Platforms phase. Right. So Geo is a default four g lt. Network. Right. So there's no to geo three g networks that Joe has, Um it's a state of the art four g lt voiceover lt Network and because it was designed fresh right without any two D and three G um, legacy technologies, there were also a lot of challenges Lawn geo when we were starting up. One of the main challenges waas that all the smart phones being sold in India NGOs launching right in 2000 and 16. They did not have the voice or lt chip set embedded in the smartphone because the chips it's far costlier to embed in smartphones and India is a very price and central market. So none of the manufacturers were embedding the four g will teach upset in the smartphones. But geos are on Lee a volte in network, right for the all the network. So we faced a massive problem where we said, Look there no smartphones that can support geo. So how will we grow Geo? So in order to solve that problem, we launched our own brand of smartphones called the Life um, smartphones. And those phones were really high value devices. So there were $50 and for $50 you get you You At that time, you got a four g B storage space. A nice big display for inch display. Dual cameras, Andi. Most importantly, they had volte chip sets embedded in them. Right? And that got us our initial customers the initial for the launch customers when we launched. But more importantly, what that enabled other oh, EMS. What that forced the audience to do is that they also had to launch similar smartphones competing smartphones with voltage upset embedded in the same price range. Right. So within a few months, 3 to 4 months, um, all the other way EMS, all the other smartphone manufacturers, the Samsung's the Micromax is Micromax in India, they all had volte smartphones out in the market, right? And I think that was one key step We took off, launching our own brand of smartphone life that helped us to overcome this problem that no smartphone had. We'll teach upsets in India and then in order. So when when we were launching there were about 13 telecom companies in India. It was a very crowded space on demand. In order to gain a foothold in that market, we really made a few decisions. Ah, phew. Key product announcement that really disrupted this entire industry. Right? So, um, Geo is a default for GLT network itself. All I p network Internet protocol in everything. All data. It's an all data network and everything from voice to data to Internet traffic. Everything goes over this. I'll goes over Internet protocol, and the cost to carry voice on our smartphone network is very low, right? The bandwidth voice consumes is very low in the entire Lt band. Right? So what we did Waas In order to gain a foothold in the market, we made voice completely free, right? He said you will not pay anything for boys and across India, we will not charge any roaming charges across India. Right? So we made voice free completely and we offer the lowest data rates in the world. We could do that because we had the largest capacity or to carry data in India off all the other telecom operators. And these data rates were unheard off in the world, right? So when we launched, we offered a $2 per month or $3 per month plan with unlimited data, you could consume 10 gigabytes of data all day if you wanted to, and some of our subscriber day. Right? So that's the first phase off the overgrowth and smartphones and that really disorders. We hit 100 million subscribers in 170 days, which was very, very fast. And then after the smartphone faith, we found that India still has 500 million feature phones. And in order to grow in that market, we launched our own phone, the geo phone, and we made it free. Right? So if you take if you took a geo subscription and you carried you stayed with us for three years, we would make this phone tree for your refund. The initial deposit that you paid for this phone and this phone had also had quite a few innovations tailored for the Indian market. It had all of our digital services for free, which I will talk about soon. And for example, you could plug in. You could use a cable right on RCR HDMI cable plug into the geo phone and you could watch TV on your big screen TV from the geophones. You didn't need a separate cable subscription toe watch TV, right? So that really helped us grow. And Geo Phone is now the largest selling feature phone in India on it. 100 million feature phones in India now. So now now we're in what I call the geo platforms phase. We're growing of a geo fiber fiber to the home fiber toe the office, um, space. And we've also launched our new commerce initiatives over e commerce initiatives and were steadily building platforms that other companies can leverage other companies can use in the Jeon o'clock. Right? So this is how a small startup not a small start, but a start of nonetheless least 400 million subscribers within four years the fastest growing tech company in the world. Next, Geo also helped a systemic change in India, and this is massive. A lot of startups are building on this India stack, as people call it, and I consider this India stack has made up off three things, and the acronym I use is jam. Trinity, right. So, um, in India, systemic change happened recently because the Indian government made bank accounts free for all one billion Indians. There were no service charges to store money in bank accounts. This is called the Jonathan. The J. GenDyn Bank accounts. The J out off the jam, then India is one of the few countries in the world toe have a digital biometric identity, which can be used to verify anyone online, which is huge. So you can simply go online and say, I am my ankle poor on duh. I verify that this is indeed me who's doing this transaction. This is the A in the jam and the last M stands for Mobil's, which which were held by Geo Mobile Internet in a plus. It is also it is. It also stands for something called the U. P I. The United Unified Payments Interface. This was launched by the Indian government, where you can carry digital transactions for free. You can transfer money from one person to the to another, essentially for free for no fee, right so I can transfer one group, even Indian rupee to my friend without paying any charges. That is huge, right? So you have a country now, which, with a with a billion people who are bank accounts, money in the bank, who you can verify online, right and who can pay online without any problems through their mobile connections held by G right. So suddenly our market, our Internet market, exploded from a few million users to now 506 106 100 million mobile Internet users. So that that I think, was a massive such a systemic change that happened in India. There are some really large hail, um, numbers for this India stack, right? In one month. There were 1.6 billion nuclear transactions in the last month, which is phenomenal. So next What is the impact of geo in India before you started, we were 155th in the world in terms off mobile in terms of broadband data consumption. Right. But after geo, India went from one 55th to the first in the world in terms of broadband data, largely consumed on mobile devices were a mobile first country, right? We have a habit off skipping technology generation, so we skip fixed line broadband and basically consuming Internet on our mobile phones. On average, Geo subscribers consumed 12 gigabytes of data per month, which is one of the highest rates in the world. So Geo has a huge role to play in making India the number one country in terms off broad banded consumption and geo responsible for quite a few industry first in the telecom space and in fact, in the India space, I would say so before Geo. To get a SIM card, you had to fill a form off the physical paper form. It used to go toe Ah, local distributor. And that local distributor is to check the farm that you feel incorrectly for your SIM card and then that used to go to the head office and everything took about 48 hours or so, um, to get your SIM card. And sometimes there were problems there also with a hard biometric authentication. We enable something, uh, India enable something called E K Y C Elektronik. Know your customer? We took a fingerprint scan at our point of Sale Reliance Digital stores, and within 15 minutes we could verify within a few minutes. Within a few seconds we could verify that person is indeed my hunk, right, buying the same car, Elektronik Lee on we activated the SIM card in 15 minutes. That was a massive deal for our growth. Initially right toe onboard 100 million customers. Within our and 70 days. We couldn't have done it without be K. I see that was a massive deal for us and that is huge for any company starting a business or start up in India. We also made voice free, no roaming charges and the lowest data rates in the world. Plus, we gave a full suite of cloud services for free toe all geo customers. For example, we give goTV essentially for free. We give GOTV it'll law for free, which people, when we have a launching, told us that no one would see no one would use because the Indians like watching TV in the living rooms, um, with the family on a big screen television. But when we actually launched, they found that GOTV is one off our most used app. It's like 70,000,080 million monthly active users, and now we've basically been changing culture in India where culture is on demand. You can watch TV on the goal and you can pause it and you can resume whenever you have some free time. So really changed culture in India, India on we help people liver, digital life online. Right, So that was massive. So >>I'm now I'd like to talk about our cloud >>journey on board Animal Minorities Partnership. We've been partners that since 2014 since the beginning. So Geo has been using open stack since 2014 when we started with 14 note luster. I'll be one production environment One right? And that was I call it the first wave off our cloud where we're just understanding open stack, understanding the capabilities, understanding what it could do. Now we're in our second wave. Where were about 4000 bare metal servers in our open stack cloud multiple regions, Um, on that around 100,000 CPU cores, right. So it's a which is one of the bigger clouds in the world, I would say on almost all teams, with Ngor leveraging the cloud and soon I think we're going to hit about 10,000 Bama tools in our cloud, which is massive and just to give you a scale off our network, our in French, our data center footprint. Our network introduction is about 30 network data centers that carry just network traffic across there are there across India and we're about eight application data centers across three regions. Data Center is like a five story building filled with servers. So we're talking really significant scale in India. And we had to do this because when we were launching, there are the government regulation and try it. They've gotten regulatory authority of India, mandates that any telecom company they have to store customer data inside India and none of the other cloud providers were big enough to host our clothes. Right. So we we made all this intellectual for ourselves, and we're still growing next. I love to show you how we grown with together with Moran says we started in 2014 with the fuel deployment pipelines, right? And then we went on to the NK deployment. Pipelines are cloud started growing. We started understanding the clouds and we picked up M C p, which has really been a game changer for us in automation, right on DNA. Now we are in the latest release, ofem CPM CPI $2019 to on open stack queens, which on we've just upgraded all of our clouds or the last few months. Couple of months, 2 to 3 months. So we've done about nine production clouds and there are about 50 internal, um, teams consuming cloud. We call as our tenants, right. We have open stack clouds and we have communities clusters running on top of open stack. There are several production grade will close that run on this cloud. The Geo phone, for example, runs on our cloud private cloud Geo Cloud, which is a backup service like Google Drive and collaboration service. It runs out of a cloud. Geo adds G o g S t, which is a tax filing system for small and medium enterprises, our retail post service. There are all these production services running on our private clouds. We're also empaneled with the government off India to provide cloud services to the government to any State Department that needs cloud services. So we were empaneled by Maiti right in their ego initiative. And our clouds are also Easter. 20,000 certified 20,000 Colin one certified for software processes on 27,001 and said 27,017 slash 18 certified for security processes. Our clouds are also P our data centers Alsop a 942 be certified. So significant effort and investment have gone toe These data centers next. So this is where I think we've really valued the partnership with Morantes. Morantes has has trained us on using the concepts of get offs and in fries cold, right, an automated deployments and the tool change that come with the M C P Morantes product. Right? So, um, one of the key things that has happened from a couple of years ago to today is that the deployment time to deploy a new 100 north production cloud has decreased for us from about 55 days to do it in 2015 to now, we're down to about five days to deploy a cloud after the bear metals a racked and stacked. And the network is also the physical network is also configured, right? So after that, our automated pipelines can deploy 100 0 clock in five days flight, which is a massive deal for someone for a company that there's adding bear metals to their infrastructure so fast, right? It helps us utilize our investment, our assets really well. By the time it takes to deploy a cloud control plane for us is about 19 hours. It takes us two hours to deploy a compu track and it takes us three hours to deploy a storage rack. Right? And we really leverage the re class model off M C. P. We've configured re class model to suit almost every type of cloud that we have, right, and we've kept it fairly generous. It can be, um, Taylor to deploy any type of cloud, any type of story, nor any type of compute north. Andi. It just helps us automate our deployments by putting every configuration everything that we have in to get into using infra introduction at school, right plus M. C. P also comes with pipelines that help us run automated tests, automated validation pipelines on our cloud. We also have tempest pipelines running every few hours every three hours. If I recall correctly which run integration test on our clouds to make sure the clouds are running properly right, that that is also automated. The re class model and the pipelines helpers automate day to operations and changes as well. There are very few seventh now, compared toa a few years ago. It very rare. It's actually the exception and that may be because off mainly some user letter as opposed to a cloud problem. We also have contributed auto healing, Prometheus and Manager, and we integrate parameters and manager with our even driven automation framework. Currently, we're using Stack Storm, but you could use anyone or any event driven automation framework out there so that it indicates really well. So it helps us step away from constantly monitoring our cloud control control planes and clothes. So this has been very fruitful for us and it has actually apps killed our engineers also to use these best in class practices like get off like in France cord. So just to give you a flavor on what stacks our internal teams are running on these clouds, Um, we have a multi data center open stack cloud, and on >>top of that, >>teams use automation tools like terra form to create the environments. They also create their own Cuba these clusters and you'll see you'll see in the next slide also that we have our own community that the service platform that we built on top of open stack to give developers development teams NGO um, easy to create an easy to destroy Cuban. It is environment and sometimes leverage the Murano application catalog to deploy using heats templates to deploy their own stacks. Geo is largely a micro services driven, Um um company. So all of our applications are micro services, multiple micro services talking to each other, and the leverage develops. Two sets, like danceable Prometheus, Stack stone from for Otto Healing and driven, not commission. Big Data's tax are already there Kafka, Patches, Park Cassandra and other other tools as well. We're also now using service meshes. Almost everything now uses service mesh, sometimes use link. Erred sometimes are experimenting. This is Theo. So So this is where we are and we have multiple clients with NGO, so our products and services are available on Android IOS, our own Geo phone, Windows Macs, Web, Mobile Web based off them. So any client you can use our services and there's no lock in. It's always often with geo, so our sources have to be really good to compete in the open Internet. And last but not least, I think I love toe talk to you about our container journey. So a couple of years ago, almost every team started experimenting with containers and communities and they were demand for as a platform team. They were demanding community that the service from us a manage service. Right? So we built for us, it was much more comfortable, much more easier toe build on top of open stack with cloud FBI s as opposed to doing this on bare metal. So we built a fully managed community that a service which was, ah, self service portal, where you could click a button and get a community cluster deployed in your own tenant on Do the >>things that we did are quite interesting. We also handle some geo specific use cases. So we have because it was a >>manage service. We deployed the city notes in our own management tenant, right? We didn't give access to the customer to the city. Notes. We deployed the master control plane notes in the tenant's tenant and our customers tenant, but we didn't give them access to the Masters. We didn't give them the ssh key the workers that the our customers had full access to. And because people in Genova learning and experimenting, we gave them full admin rights to communities customers as well. So that way that really helped on board communities with NGO. And now we have, like 15 different teams running multiple communities clusters on top, off our open stack clouds. We even handle the fact that there are non profiting. I people separate non profiting I peoples and separate production 49 p pools NGO. So you could create these clusters in whatever environment that non prod environment with more open access or a prod environment with more limited access. So we had to handle these geo specific cases as well in this communities as a service. So on the whole, I think open stack because of the isolation it provides. I think it made a lot of sense for us to do communities our service on top off open stack. We even did it on bare metal, but that not many people use the Cuban, indeed a service environmental, because it is just so much easier to work with. Cloud FBI STO provision much of machines and covering these clusters. That's it from me. I think I've said a mouthful, and now I love for you toe. I'd love to have your questions. If you want to reach out to me. My email is mine dot capulet r l dot com. I'm also you can also message me on Twitter at my uncouple. So thank you. And it was a pleasure talking to you, Andre. Let let me hear your questions.

>> From theCUBE studios in Palo Alto and Boston, bringing you data-driven insights from theCUBE and ETR, this is Breaking Analysis with Dave Vellante. >> The steepest drop in the stock market since June 11th flipped the narrative and sent investors scrambling. Tech got hammered after a two-month run, and people are asking questions. Is this a bubble popping, or is it a healthy correction? Are we now going to see a rotation into traditional stocks, like banks and maybe certain cyclicals that have lagged behind the technology winners? Hello, everyone, and welcome to this week's episode of Wikibon's CUBE Insights powered by ETR. In this Breaking Analysis, we want to give you our perspective on what's happening in the technology space and unpack what this sentiment flip means for the balance of 2020 and beyond. Let's look at what happened on September 3rd, 2020. The tech markets recoiled this week as the NASDAQ Composite dropped almost 5% in a single day. Apple's market cap alone lost $178 billion. The Big Four: Apple, Microsoft, Amazon, and Google lost a combined value that approached half a trillion dollars. For context, this number is larger than the gross domestic product for countries as large as Thailand, Iran, Austria, Norway, and even the UAE, and many more. The tech stocks that have been running due to COVID, well, they got crushed. These are the ones that we've highlighted as best positioned to thrive during the pandemic, you know, the work-from-home, SaaS, cloud, security stocks. We really have been talking about names like Zoom, ServiceNow, Salesforce, DocuSign, Splunk, and the security names like CrowdStrike, Okta, Zscaler. By the way, DocuSign and CrowdStrike and Okta all had nice earnings beats, but they still got killed underscoring the sentiment shift. Now the broader tech market was off as well on sympathy, and this trend appears to be continuing into the Labor Day holiday. Now why is this happening, and why now? Well, there are a lot of opinions on this. And first, many, like myself, are relatively happy because this market needed to take a little breather. As we've said before, the stock market, it's really not reflecting the realities of the broader economy. Now as we head into September in an election year, uncertainty kicks in, but it really looks like this pullback was fueled by a combination of an overheated market and technical factors. Specifically, take a look at volatility indices. They were high and rising, yet markets kept rising along with them. Robinhood millennial investors who couldn't bet on sports realized that investing in stocks was as much of a rush and potentially more lucrative. The other big wave, which was first reported by the Financial Times, is that SoftBank made a huge bet on tech and bought options tied to around $50 billion worth of high-flying tech stocks. So the option call volumes skyrocketed. The call versus put ratio was getting way too hot, and we saw an imbalance in the market. Now market makers will often buy an underlying stock to hedge call options to ensure liquidity in these cases. So to be more specific, delta in options is a measure of the change in the price of an option relative to the underlying stock, and gamma is a measure of the volatility of the delta. Now usually, volatility is relatively consistent on both sides of the trade, the calls and the puts, because investors often hedge their bets. But in the case of many of these hot stocks, like Tesla, for example, you've seen the call skew be much greater than the skew in the downside. So let's take an example. If people are buying cheap out of the money calls, a market maker might buy the underlying stock to hedge for liquidity. And then if Elon puts out some good news, which he always does, the stock goes up. Market makers have to then buy more of the underlying stock. And then algos kick in to buy even more. And then the price of the call goes up. And as it approaches it at the money price, this forces market makers to keep buying more of that underlying stock. And then the melt up until it stops. And then the market flips like it did this week. When stock prices begin to drop, then market makers were going to rebalance their portfolios and their risk and sell their underlying stocks, and then the rug gets pulled out from the markets. And that's really why some of the stocks that have run dropped so precipitously. Okay, why did I spend so much time on this, and why am I not freaking out? Because I think these market moves are largely technical versus fundamental. It's not like 1999. We had a double whammy of technical rug pulls combined with poor underlying fundamentals for high-flying companies like CMGI and Internet Capital Group, whose businesses, they were all about placing bets on dot-coms that had no business models other than non-monetizable eyeballs. All right, let's take a look at the NASDAQ and dig into the data a little bit. And I think you'll see what I mean and why I'm not too concerned. This is a year-to-date chart of the NASDAQ, and you can see it bottomed on March 23rd at 6,860. And then ran up until June 11th and had that big drop, but was still elevated at 9,492. And then it ran up to over 12,000 and hit an all-time high. And then you see the big drop. And that trend continued on Friday morning. The NASDAQ Composite traded below 11,000. It actually corrected to 10% of its high, 9.8% to be precise, and then it snapped back. But even at its low, that's still up over 20% for the year. In the year of COVID, would that have surprised you in March? It certainly would have surprised me. So to me, this pullback is sort of a relief. It's good and actually very normal and quite predictable. Now the exact timing of these pullbacks, of course, on the other hand is not entirely predictable. Not at all, frankly, at least for this observer. So the big question is where do we go from here? So let's talk about that a little bit. Now the economy continues to get better. Take a look at the August job report; it was good. 1.4 million new jobs, 340,000 came from the government. That was positive numbers. And the other good news is it translates into a drop in unemployment under 10%. It's now at 8.4%. And this is really good relative to expectations. Now the sell-off continued, which suggested that the market wanted to keep correcting, so that's good. Maybe some buying opportunities would emerge in over the next several months, the market snapped back, but for those who have been waiting, I think that's going to happen. And so that snapback, maybe that's an indicator that the market wants to keep going up, we'll see. But I think there are more opportunities ahead because there's really so much uncertainty. What's going to happen with the next round of the stimulus? The jobs report, maybe that's a catalyst for compromise between the Democrats and the Republicans, maybe. The US debt is projected to exceed 100% of GDP this calendar year. That's the highest it's been since World War II. Does that give you a good feeling? That doesn't give me a good feeling. And when we talk about the election, that brings additional uncertainty. So there's a lot to think about for the markets. Now let's talk about what this means for tech. Well, as we've been projecting for months with our colleagues at ETR, despite what's going on in the stock market and its rise, there's those real tech winners, we still see a contraction in 2020 for IT spend of minus 5 to 8%. And we talk a lot about the bifurcation in the market due to COVID accelerating some of these trends that were already in place, like digital transformation and SaaS and cloud. And then the work-from-home kicks in with other trends like video conferencing and the shift to security spend. And we think this is going to continue for years. However, because these stocks have run up so much, they're going to have very tough compares in 2021. So maybe time for a pause. Now let's take a look at the IT spending macroeconomics. This data is from a series of surveys that ETR conducted to try to better understand spending patterns due to COVID. Those yellow slices of the pies show the percent of customers that indicate that their budgets will be impacted by coronavirus. And you can see there's a steady increase from mid-March, which blend into April, and then you can see the June data. It goes from 63% saying yes, which is very high, to 78%, which is very, very high. And the bottom part of the chart shows the degree of that change. So 22% say no change in the latest survey, but you can see much more of a skew to the red declines on the left versus the green upticks on the right-hand side of the chart. Now take a look at how IT buyers are seeing the response to the pandemic. This chart shows what companies are doing as a result of COVID in another recent ETR survey. Now of course, it's no surprise, everybody's working from home. Nobody's traveling for business, not nobody, but most people aren't, we know that. But look at the increase in hiring freezes and freezing new IT deployments, and the sharp rise in layoffs. So IT is yet again being asked to do more with less. They're used to it. Well, we see this driving an acceleration to automation, and that's going to benefit, for instance, the RPA players, cloud providers, and modern software vendors. And it will also precipitate a tailwind for more aggressive AI implementations. And many other selected names are going to continue to do well, which we'll talk about in a second, but they're in the work-from-home, the cloud, the SaaS, and the modern data sectors. But the problem is those sectors are not large enough to offset the declines in the core businesses of the legacy players who have a much higher market share, so the overall IT spend declines. Now where it gets kind of interesting is the legacy companies, look, they all have growth businesses. They're making acquisitions, they're making other bets. IBM, for example, has its hybrid cloud business in Red Hat, Dell has VMware and it's got work-from-home solutions, Oracle has SaaS and cloud, Cisco has its security business, HPE, it's as a service initiative, and so forth. And again, these businesses are growing faster, but they are not large enough to offset the decline in core on-prem legacy and drive anything more than flat growth, overall, for these companies at best. And by the time they're large enough, we'll be into the next big thing, so the cycle continues. But these legacy companies are going to compete with the upstarts, and that's where it gets interesting. So let's get into some of the specific names that we've been talking about for over a year now and make some comments around their prospects. So what we want to do is let's start with one of our favorites: Snowflake. Now Snowflake, along with Asana, JFrog, Sumo Logic, and Unity, has a highly anticipated upcoming IPO. And this chart shows new adoptions in the database sector. And you can see that Snowflake, while down from the October 19th survey, is far outpacing its competitors, with the exception of Google, where BigQuery is doing very well. But you see Mongo and AWS remain strong, and I'm actually quite encouraged that it looks like Cloudera has righted the ship and you kind of saw that in their earnings recently. But my point is that Snowflake is a share gainer, and we think will likely continue to be one for a number of quarters and years if they can execute and compete with the big cloud players, and that's a topic that we've covered extensively in previous Breaking Analysis segments, and, as you know, we think Snowflake can compete. Now let's look at automation. This is another space that we've been talking about quite a bit, and we've largely focused on two leaders: UiPath and Automation Anywhere. But I have to say, I still like Blue Prism. I think they're well-positioned. And I especially like Pegasystems, which has, for years, been embarking on a broader automation agenda. What this chart shows is net score or spending velocity data for those customers who said they were decreasing spend in 2020. Those red bars that we showed earlier are the ones who are decreasing. And you can see both Automation Anywhere and UiPath show elevated levels within that base where spending is declining, so that's a real positive. Now Microsoft, as we've reported, is elbowing its way into the market with what is currently an inferior point product, but, you know, it's Microsoft, so we can't ignore that. And finally, let's have a look at the all-important security sector, which we've covered extensively and put out a report recently. So what this next chart does is cherry-picks of a few of our favorite names, and it shows the net score or spending momentum and the granularity for some of the leaders and emerging players. All of these players are in the green, as you can see in the upper right, and they all have decent presence in the dataset as indicated by the shared NS. Okta is at the top of the list with 58% net score. Palo Alto, they're a more mature player, but still, they have an elevated net score. CrowdStrike's net score dropped this quarter, which was a bit of a concern, but it's still high. And it followed by SailPoint and Zscaler, who are right there. The big three trends in this space right now are cloud security, identity access management, and endpoint security. Those are the tailwinds, and we think these trends have legs. Remember, net score in this survey is a forward-looking metric, so we'll come back and look at the next survey, which is running this month in the field from ETR. Now everyone on this chart has reported earnings, except Zscaler, which reports on September 9th, and all of these companies are doing well and exceeding expectations, but as I said earlier, next year's compares won't be so easy. Oh, and by the way, their stock prices, they all got killed this week as a result of the rug pull that we explained earlier. So we really feel this isn't a fundamental problem for these firms that we're talking about. It's more of a technical in the market. Now Automation Anywhere and UiPath, you really don't know because they're not public and I think they need to get their house in order so they can IPO, so we'll see when they make it to public markets. I don't think that's an if, that I think they will IPO, but the fact that they haven't filed yet says they're not ready. Now why wouldn't you IPO if you are ready in this market despite the recent pullbacks? Okay, let's summarize. So listen, all you new investors out there that think stock picking is easy, look, any fool can make money in a market that goes up every day, but trees don't grow to the moon and there are bulls and bears and pigs, and pigs get slaughtered. And I can throw a dozen other cliches at you, but I am excited that you're learning. You maybe have made a few bucks playing the options game. It's not as easy as you might think. And I'm hoping that you're not trading on margin. But look, I think there are going to be some buying opportunities ahead, there always are, be patient. It's very hard, actually impossible, to time markets, and I'm a big fan of dollar-cost averaging. And young people, if you make less than $137,000 a year, load up on your Roth, it's a government gift that I wish I could have tapped when I was a newbie. And as always, please do your homework. Okay, that's it for today. Remember, these episodes, they're all available as podcasts, wherever you listen, so please subscribe. I publish weekly on wikibon.com and siliconangle.com, so check that out, and please do comment on my LinkedIn posts. Don't forget, check out etr.plus for all the survey action. Get in touch on Twitter, I'm @dvellante, or email me at david.vellante@siliconangle.com. This is Dave Vellante for theCUBE Insights powered by ETR. Thanks for watching, everyone. Be well, and we'll see you next time. (gentle upbeat music)

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

>>live from Las Vegas. It's the Cube covering Splunk dot com. 19. Brought to you by spunk. >>Okay, welcome back. Everyone's two cubes. Live coverage in Las Vegas. Force plunks dot com This is their annual conference. A 10 year anniversaries. Cubes coverage. For seven years I've been covering this company from Start up the I P O to Grove to now go on to the next level as a leader and security. Our next guest is Scott Ward, principal solutions architect for AWS. Amazon Web service is obsolete, reinvents coming up. I'm sure you're super busy, Scott, but you're here at Splunk dot com there big partner of AWS? Yeah, >>Yeah, definitely. I mean flux. Ah, great partner that we've had a strong relationship was flown for quite a long time. Both sides of the house eight of us and slugger are leaning in thio help add value to our mutual customers, say, even building on that spokesman, a >>longtime customer. And so you guys are really focused on cloud security had your inaugural reinforce event in Boston this year, of which we broadcasted live videos on YouTube, youtube dot com says silken angle interested. But this was really kind of, Ah, watershed moment because it wasn't your classic security show. He was a cloud security. >>Yeah, it was definitely. It was very much focused on just kind of focusing in, and in some ways it actually allowed People who don't normally get to come to a native of this event or focus on security really got deeper into security. Security of us is our top priority, and we want to make sure that our customers really understanding and being able to execute on that and be able to feel confident in what they're doing on running on AWS >>and spunk has become a very successful on. Some people call him the one in the number 1/3 party vendor in security for workload. APS. Elsie Long files it What single FX for Tracing Micro Service's around the corner. A lot of good things there. But as the cloud equation starts to come in, where the operation's need to have security and on premises edge clouds, roll of Amazon and your partner's air super important, you talk about that relationship and how that's evolving. >>Yeah, I don't think you talk about our partners. It's definitely very important, you know, we have, you know, it says lots of different service is on its platform that we allow customers to use. But those partners come in and help fill out the gaps where customers need somebody to be able to provide Maura or Extra, especially look at security so that that shared responsibility model we have, where the top half is the customers responsibility and a lot of flexibility and what they could do. And that means that they can bring in the partners they want, help them to be able to accomplish the things that they wanted to >>tell. What the security hub. Amazon's best security, huh? What's that about? >>Sure, Security Hub is a service that we actually launched out. Reinforce it. Generally available. Then it's focused on really giving customers visibility into high severity security alerts and their compliance status while they're running across. All the eight of US accounts allows them thio, aggregate, prioritize and sort all of this data coming from from multiple data sources, and we talk about those multiple data source. It really is a couple of different areas. Amazon Guard duty and was on inspector names on Macy. Also third party products. If customers using third party security products that can feed into security up to kind of give them that visibility. And then it's also running continuous compliance checks against the customers. AWS account's gonna let them know where they stand when it comes to compliance, where they need to go and correct things with a counter, the resource level. So really, you know, labeling customers to kind of get a lot more visibility and what's going on with US >>environment. We've been covering this and reporting on the story, but Amazon on cloud providers of general Amazon Azure, Google Cloud Platform customers relying more and more on you guys for security. But you have a relationship with slung, say 1/3 party. How did they fit in that a Splunk fit into that security hub model? How's that going? Is just clarified that relationship six. Plunk and Security >>Yes. So when you talk about Splunk in security, if there's actually a couple different angles there, one is Splunk enterprise product. It is a consumer of all the data that is in a customer security have environment so you can feed all that data into the enterprise product. Be able to kind of go ask the questions and take all the data that security provided, as well as all the other data that's unspoken, really be able to get some deep insights and what's going on in your environment. And then on top of that is the Splunk Phantom integration, which I'm really, really excited about. Because spunk is with Fantomas, Long customers actually take action on their security data, so customers have often told us like it's great you're making all this data available to me on I can see it, But what do I actually do with it? What? How am I gonna do something with it? So way advocate a lot for customers to be able to automate what they're doing when it comes to their security findings and get the humans out of the way as much as possible so they can really be adding a lot of value. So security feeds us to phantom and Phantom can run play books that will do as much or as little on that security. Finding data to kind of integrate that finding into the customers operational work flows and collect the right information are hopefully ultimately remediated that security findings so that customers can get some sleep and they can focus on other things that are more important. >>Talk about fancy for a minute, just to kind of change. Usually you mentioned that, obviously, I thought Oliver interview and reinforce. And here recently, he's one of the team's bunked with company. What is wise, faith and so >>popular? I think Phantom is popular because a couple things one. It is allowing customers, too, to resolve, intermediate and address an issue with what works for them and work full that works for them. It's not making them thio clearly fall into a particular box. They can add or remove pieces. The fact that it's it's very python based. It's usually in the security community so that they can probably find Resource is that can actually orchestrate build these playbooks and then then, once the bill playbooks that could reuse those pieces to address other issues or things that are coming up. So I get A allows them to really kind of scale, be able to kind of be able to accomplish these things when it comes to automation and addressing with security alerts as they continue to grow, you know, >>it makes things go faster, frees up people's time for productivity. >>I totally feel that that's That's one of the main reasons that people are looking at this. >>So someone's using Splunk for its own sake. I'm a Splunk customer. Okay, Security hub. Why should I use both? What's sure just clarify that peace >>is a couple of reasons where I would say that somebody would want to use both. One is security. Obvious is the continuous compliance check. So today, security have offers checks based on the Center for Internet Security. Eight of US bench work. So we are continuously running those cheques. There's about 43 rules that we are running. Each of those checks against your AWS accounts or resource is in those accounts until you where you are not in compliance. Get overall score. You could dig into what, what, where you needed to do further there. Security. Look at it's a central integration spot to get stuff into Splunk as well, so you can have guard duty, Macy inspector and third party stuff coming into security help and then you that one stop shop to get all that data into spunk, enterprise or phantom, and then The third thing is the fact that security it gives you that security view across multiple eight of US accounts. You can designate a master account, invite all your other organization accounts to share those findings, and your security team could go into security up and have one view of your overall security landscape. Be able to look at one single piece of glass, but across all of your organizations like those, those are some key value points. I would say that in addition to spunk in a customer might use security. >>Well, Scott's been great insight on thanks for clarifying the Splunk 80 relationship. Let's pretend I'm a customer for a minute. I'm like, Hey, Scott, you're switching Architect. Thanks for the free consulting with you Live on Cube. So I'm a Splunk customer. Log files. I see they got some tracing stuff going cloud native going to the cloud. We're employing Amazon. I'm a buyer customer Splunk And they got a lot of new stuff and seems awesome. Sore identified. 6.0 is out. How do I What do I do? How do I architect my swan give me more headroom? Grow my swung capabilities with same time. Take advantage. All the radios. Goodness. Would you lay that out? >>I would say I would say, You know, I like your spunk. You kind of You know what? You bought spunk for a particular reason. It's there to answer questions. Is there take data and is lying to kind of move forward? I would definitely architectures long to be able to consume as much data as possible. He did. We have lots of different integrations. Consume that. You shouldn't move away from that. So I would definitely use that. I would use security hub for kind of getting that centralization spot for everything related to your eight of us environments that can then be your central spot into a Splunk. You have people that it's really not necessary for them to be in the Splunk. They don't know Splunk security. It might be a good spot for them to actually do some investigations and learn things as well so that they could do their job. And then you really kind of used with deep technology and quarry capability is slowing to kind of do those deeper dives really understanding what's going on in your environment, something you know as a buyer. I think you could use both. And I think there's a there's room for you to kind of take advantage of both and get the best of both worlds. >>It's really exciting with security going on. It's kind of crazy the same time because you have clouds scale. You guys have been led. The market there continue to be leaders in Cloud Cloud scale, Dev ops. Everything else on the roll volume of data is increased so much. You guys just had your inaugural conference reinforced, and I want to get your thoughts on. This is a solution. Architect of someone in the field difference between traditional security chasing the bad guys defending intrusion, detection. All that good stuff. Cloud security because you have all the security shows out. There are s a black hat. Def Con Cloud Security introduces a new element around howto architect solutions. What should people know about the impact of clouds security as they start thinking ballistically around their enterprise, >>right? I think the important thing I think is you know, the things you mentioned. The vulnerability scanning the intrusion detection is all still important in the cloud. I think the key thing that the cloud offers is the fact that you have the ability to now automate and integrate your security teams more tightly with the things that you're doing and you can. Actually, we always talk about the move fast and stay secure. Customers choose eight of us for self service, the elasticity of the price, and you can take advantage of those unless your security can actually keep up with you. So the fact that everything is based on an FBI you could define infrastructure is code. You can actually enforce standards now where they be before you write a line of code in your dad's office Pipeline were actually being able to detect and react to those things all through code and in a consistent way really allows you to be able to look in your security in a different way and take the kind of philosophy and minds that you've always had around security but actually able to do something with it and be able to maybe do the things you've always wanted to do. But I've never had a chance to do so. I think I think security can actually keep up with you and actually help you different. You're different to your business. Even more than maybe it didn't. >>New capabilities are available now with new options. Exactly. Great stuff. Conversations here at dot com for in Vegas Splunk conference. I'll see they're using You guys have reinvent coming up people be their first week of December. You got a music festival to intersect, which is gonna be fun, But I'm not 10 that. Yeah, don't fall over and die from all these. What are you talking about here? What are the key conversations you're having here? Sure. Here at swan dot com, on your booth to customers. What is it? What's the mean? Sure, >>I think the main talking point is and I'm actually presenting it in the breakout theater this afternoon. We're talking about that taking action portion of like, Data's insecurity or data's in eight of us. How do you do something with what are we enable? And how does a partner like Splunk come in? And what is that? Taking action actually looked like to allow you to be able to do things that scale and be able to leverage on take advantage of your precious resource is and use them in the best way possible something. But that's a lot of the conversation that we're having and things that were focused. >>And what do you hope to walk away packs tonight? It's gonna be for people leaving that session. >>I think I think people should should walk away and understand that it is within their reach to be able to actually be able to to kind of have this nirvana of being able to sit to react to security events and not have to have a human engaged in every single thing. It is a crawl, walk, run type approach you're gonna need to figure out. How do I know when I see this one of the things I want to do? How do I automate that? Validate that that's actually true and then implement it and then go back and do the next thing that really like customers to walk away to know that that is possible on that, with a little bit of investment, they can make it happen and that at a certain point it will really have benefits. >>Well, eight of us have been following you guys for eight years of Cuba's will be our ninth year, I think for reinvent been fun to watch Amazon growing. I'm sure they'll be. Thousands of new announcements every year is always away with volume of new stuff. Give a plug for a second on the Amazon partner. Never was your part of your arm and scope of relationships with third party partners how important it is. And what are some of the cool things going on? Sure. So I >>mean the elves on Partner Network we're focused on partnering with, You know, it's really that cell with motion where we're going out and AWS is selling the partners selling. We work with technology providers and solution systems integrators, and we're really focused on just working with them to make sure that the best solution possible is being created four customers so that they could take advantage of the partner solution and the eight of us cloud, and that they're getting some sort of a unique value that they're going to get by using the cloud and that partner solution together to help them be security or or any other sort of area that they feel more confident. That could be more successful in the crowd through a combination of both of us and >>there's a whole team. It's not like a few guys organization, hole or committed. Thio Amazon partners. >>Yes, yes, yes. I mean, you know, I'm one of many solution architects on the part of team way have partner managers. We have market. We have the whole gamut of people that are working globally with our partners to help them really kind of have a great success. And in a great story to tell about >>people throw on foot out there. Amazon doesn't work with partners. Not true. >>We have tens of thousands of partners, and that's my job. I'm working with partners on a daily basis. I would events like this. Someone phone calls I'm providing guidance is very much a core thing that we're focusing on. >>Harder Network has got marketplace. Amazons are really putting. Their resource is behind with mission of helping customs with partners. >>Yes, definitely. And and we do that a lot of our ways way have partners and go through tears way have confidence sees that we actually allow partners to get into, so customers can really go find who's who's the best or who should I be looking at first when I have this particular problem to solve their we've got a security confidence. He may have confidence season really working to help our customers understand. Who are these partners and how can they help that with >>We've been following Terry. Wisest career is an amazing job. No, he's handed the reins over to new new management is gonna chill for awhile. Congratulations on all your success with Amazon and appreciate it. Thanks for Thanks for having me, Scott War Pretty Solutions for AWS Amazon Webster's here inside the Cube at Splunk dot com 10th year of their conference, Our seventh year covering with Cuba, John Kerry will be back with more after this short break.

>> from the Silicon Angle Media Office in Boston, Massachusetts. It's the cue now Here's your host Day Volonte. >> Hi, buddy. Welcome to the Special Cube conversation. My name is David Dante, and this is our series on partners. How partners and the Channel is adding value to help customers create business capabilities in this digital world. I'm here with John Barker, and he is the co founder and CEO of a company called Versatile Local New England partner of H P Ease. This is sponsored by HP and versatile John. Welcome to the Cube. Thanks for coming >> on. Well, thanks, David. Appreciate you having me here today. >> So tell us more about versatile. You've been business for a couple of decades. Plus, you have, ah, deep background. Tell us about versatile and your background. >> Your, uh, be happy to do that versa was found in 25 years ago. Said 25th anniversary and I probably would be lying if I didn't tell you. I probably would've been out of this business 25 years later, but it's a great business. It was fun about my partner and I, Kevin Meaney, like a lot of those stories have started on a picnic bench in a basement. Actually, so we've grown the company over the years. I think one of the things that's important, I have something important to our customers always had a great basin infrastructure. We've always had a great deal of engineering support from our company. From a company perspective, we feel like it was 25 years ago today. Making sure you've got a complete infrastructure in place for our customers is very important that you can layer on top of those applications that those customs need to run their business. >> Well, you've seen the waves. I mean, we kind of started in the business around the same time, and we sort of we watched that PC era when everything was PC centric. It was all about personal productivity. And we saw the Internet wave. And obviously, now you know, the cloud has been this huge disrupter. And now we've got this digital wave. What are the big trends that you're seeing in the marketplace with your customer? >> Well, clearly, you know, Cloud is not new in anywhere. It has certainly been here for several years now, but in a lot of cases, they're they're they're certainly companies were born in the clown who have gone there 100% right out of the gate. But in a lot of cases are more traditional business. A lot of our customers are taking steps to get there or to build further down there, take advantage of what can be some certainly cost saving opportunities, some convenience aspects associated with the cloud. But I think from a customer's perspective, there's a lot of new technology out there, and not that it wasn't true 10 years ago. But there's so much to understand and understand what makes the most sense for my firm. Might my operation. Can I securely move to the club, right? Can I can I adequately support all of my customers? And I think that's really where a lot of customers are at. They're really looking for guidance. They're trying to understand what all the choices are. How do I move there and who can help me get there? >> Yeah, and the pendulum swings. I mean, after the you know the dot com bust, everybody was focused on cutting costs. You know, the post wide to K of situation. It feels like now people are trying to figure out. How do I get competitive advantage? They C i t. And data a differentiator, and they don't want to get disrupted. They don't want to get uber rise. That's kind of the bromide. Presumably, you see that as well. How our customers looking at that cloud, both public cloud and hybrid cloud as a differentiator. Are they looking at it to cut costs? Are they looking at it, too? Support new APS and be more agile. What are you saying? >> I think it's a lot of those things, you know, I think throughout our history it was all about putting that kind of base infrastructure together and storing a lot of data in a lot of places, making sure it's secure to have a have a proper disaster recovery plan in place. There wasn't a whole lot of thought back then. What is all this data we're storing and how do we take advantage of it? That clearly is changing, right. So with the advent of analytics, we happen to a lot of work in the health care space, which really there's a treasure trove of data out there to kind of help in that space. I think It's from a health care perspective. Technology will be the savior. Despite the fact that I think most doctors certainly conditions that you would talk to you today, almost look at this a burden and that needs to change needs to move forward. >> Well, health care is a real challenge. I mean, obviously you have, you know, hippa considerations. You've got all its highly regulated industry. As you point out, docks have never really embraced technology in a big way. But now you've got you got machine to machine intelligence. You got all kinds of embedded stuff and medical devices, and I think doctors are realizing that while machines can actually help us make better diagnoses, and it's an industry that's ripe for disruption, it really hasn't been heavily disrupted yet. But it's coming, isn't it? >> Definitely is coming on Dhe and again, she only at the hospital level. I think that they're a little bit ahead of the game in terms of how they manage their resource. Is the data the applications down the clinician level? You know much like yourself. I'm sure if you had to visit it, I had an issue related to some kind of elements or injury. A lot of it's not going to hospitals anymore. We're going to clinics. Minute clinics were going to see our doctors and a lot of cases. Those facilities haven't necessarily benefited by technology refreshes over over the last several years. And so they're really right to come into the kind of the 21st century here, along with things like Tele Medicine. So you talk about from a physician standpoint who struggled with just any HR application, which continues to be somewhat of a burden for a lot of folks. Now they've got compliancy issues they need to worry about. They've got to be offering new service is to their customers into their patients like telemedicine creates. Even Maur issues on the back end. From a data perspective, storage perspective, compliance, accessibility and ease of use don't necessarily go together, right? Tough balance, right? And so I think that, you know, from an enforcement perspective, it's only really starting to start in the health care space where is maybe the commercial? Certainly the financial markets have had no choice over the last 10 to 12 years to really hard down their facilities, their applications and their access to data. This is a whole new challenge for the health care space to tackle here. Going forward. >> So versatile are experts at at infrastructure and architecture and architectures obviously changed a lot over the past 25 years, right? Usedto have a nap. And you, you'd put down infrastructure might have been, you know, Unix or a V M s or whatever it was. You build a hardened system around that security and boom. There was your your stovepipe. It worked. It was rock solid. How are architectures, you know, changing today? How would you describe that today? Today's architecture? >> Well, way we do a lot of work with Hewlett Packard Enterprise. We've been a platinum partner. There's for close to 20 years. And so we certainly gotten very engaged with them on their product sets around how they could manage data and certainly in the storage space around their intelligence data platform, which makes ah great deal of sense for us for our customers. We do several things in terms of how we manage data. We also do private cloud hosting for medical applications use. You know as well as we obviously put together solutions for our customers to be in the club, and so making sure that we're securing those those platforms in >> putting the proper >> infrastructure in place from storage perspective from a compute perspective than honesty from a network accessibility perspective is really, really quite important. I think in a lot of cases, both commercial and in the healthcare space especially there are so many new technologies that can saved customers money and provide better security over what they may have been doing in the past and sometimes in health care is not alone. Some of those changes are taking longer than they probably should. And that kind of the promise of what technique you can do to get to deliver to those verticals is here. It just takes a great deal of time to some degree to sit down on. The customers have to understand what your options are. What makes the most sense get them comfortable, obviously that the decisions they make the date is gonna be available, it's gonna be secure. It's gonna be easily accessible. >> So you guys come in with a holistic whole house view, obviously, so you're trying to help a customer achieve an outcome. So my question is what are you looking for? From, Ah, storage system partner. What? What's the ideal storage infrastructure? What do you need from storage? >> Sure. I mean, really, I think Intelligent analytics, which is really obviously something that Hewlett Packard enterprise has been, has really come on strong with especially were initially engaged with that animal product line. Which is to say that the machine itself is starting to take care of a lot of the things you would expect for your I t. Folks to have tea, either worry about or manage on. I think, part of the problem for all our customers. There's so many data points now. We talked a little bit earlier about the fact that the coyote is everywhere, whether it's commercial or in health care. You've got all sorts of devices. Now they're on the network that are providing some level of data back somewhere. How do you manage all that? And I think with info site tools from from HP Enterprise in the storage side, you're starting to get some analysts that they're taking it a much more proactive look at what the infrastructure is doing. Potential issues where you can make intelligent changes to improve performance obviously keep things secure. Those kinds of technologies really are gonna be the I think that a bit of the hope for if you will, whether it's health care, commercial, the amount of one I t cost I t personnel, they're very expensive. Obviously those resource is. And so if you could get intelligent deployments of solution, she's like that, then it can kind of take a huge bird. Enough of the I T department. They could go about working on project worked to a to a man to a woman. All the customers that we work with always feel like they're spending too much time kind of managing their infrastructure on. I do think that we're finally getting to the point where we've got tools that can help us really do that and reduce the amount of effort and somewhat costs that goes into that. ONDA also allow those resource is to start to work in the more strategic projects for the company's right. You know where the activity should be spent trying to either improve patient care and the health care side improved profitability in the commercial space. This is really you know, this is groundbreaking kind of tools that we just haven't seen in this industry. >> Yeah, this is key. I mean, 10 years ago, people were afraid a lot of this automation, I often joke, but it's really not a joke. If your expertise is managing lungs, you probably want to rethink your career. And so but But again, 10 years ago, people were afraid that that the automation was gonna take their jobs. We think today they realized, Wow, this train of digital transformation is left the station, and they want to shift their activities from things that air, not adding value to the business to your point, things that are more strategic. So from an infrastructure standpoint, how are you helping customers? You achieve those outcomes? >> I think from our perspective, we take a very consultative approach, right? And often times I think sometimes you can't see the forest through the trees. And a lot of these organizations, right? The too busy in their day to day jobs, trying to manage the day to day efforts to actually take a strategic view of you know what I got here? How do I improve all this? What kinds of technology should I really be? looking at, I think it's almost impossible, right? You know, we had a lot of very high end engineers who a lot of cases, wouldn't be comfortable going to a small or medium business to spend their career there because it would be that only set of infrastructure they would set up and then manage right. It becomes boring for those guys. A lot of cases, a lot of the ways that we've been able to retain our talents because we're looking at noon challenges every day. New companies with new challenges for for, for their corporations, for their health care organizations to kind of understand one of the issues. How do we come up with some solutions? How to implement a phased approach to get them where they need to be? >> You're talking really about your partnership with HP Previously, HP What is it about that partnership that is unique? How do you guys differentiate in the marketplace on why HP? >> Well, I think for us it was an easy decision. You know, HP Enterprise has always been very partner friendly, which is important. We've worked together for about 20 years on dhe, certainly from a technology perspective and I think for our customers there's a bit of leapfrogging that goes all of all of these vendors, right? So to some degree of somebody might have the best d'oh gizmo for this year, and someone's gonna have something six months later. But there's consistency there. The strategic kind of view of of how they see the world unraveling and how we how we support I t going forward is really, I think, a notch above some of their competitors. I think hybrid is very important. Everybody you know, I mentioned early there, some certainly some companies that make sense that could really almost go completely club. But in most cases, it's just not possible several several certainly of our customer base. That is not gonna be comfortable ever to some degree putting everything in the cloud, but the ability to take advantage of the cloud and keep their their some of their I p, if you will locally to them make some sense. And so I think, you know, for for hybrid cloud in hybrid storage and compute HPD really got advance HB Well, >> in a lot of that to John, I think, is bringing the cloud operating model to your data wherever it exists, especially in health care. People aren't just gonna throw all the healthcare data into the cloud. I mean, there's so many issues they're not, not the least of which is. There's a lot of data on Prem that you just don't want to move into the clouds. Too expensive is too time consuming. So then to me and I look youto comment on this, a lot of that is around the simplicity of managing that infrastructure and three part kind of years ago said a gold standard on simplicity. And now Nimble comes in with a lot of intelligent automation. Your thoughts on being able to bring that cloud model to on Prem or in a hybrid situation, Is that a sort of valid way to think about? >> Oh, absolutely, I think it is. And I think again I go back to health care a little bit. But every 18 months there's storage requirements double on top of that because of compliancy issues, they have to hang on to the data indefinitely. I mean, that's gotta be a frightening aspect for any storage manager who's trying to manage Ah health care organization, a large health care organization. I need to hang on absolutely everything. Email all my files. It's not 10 years, 15 years, it's indefinitely. So that's a a major, a major undertaking in terms of Hattaway. Manage all that, right? So So H P certainly got an array of ways. Thio help with that, whether it's all flash right for the applications that require that kind of speed, this multi multi layers of storage of deployment, backup solutions, right and D r options that obviously a lot to take advantage of cloud where it makes a lot of sense. So there's a multitude of things that they need to think about on. I do believe HP is addressing those quite well. >> How are you changing the way in which you're hiring people today versus you know of 10 15 years ago? What's the skill set profile today? >> It really has changed and, you know, as we talked about earlier, we've been in business for 25 years, and and I think our ability to stay in business for that long has really been our ability to adapt and change on your right. You are hiring practices and who we hire is very different than it was maybe even five years ago. Where I've got to get cloud level architects involved. Expensive but very worthwhile resource is to be able to help customers with all of this. I do think what we get to deliver to our customers, the fact that we've got a multitude hundreds and hundreds of customers and experiences that go along with that that we could bring to the table it just couldn't possibly do in their own. It's quite impossible mission in the largest of the largest organizations. You're not going to expose the kinds of challenges in putting together kinds of solutions that gonna solve customers problems without doing that. So it's been quite a different higher than it has been in the past. >> My last question for you. Think of a healthcare use case or any any customer. So they're struggling. They've got, you know, everybody's got budget constraints. The market's moving super fast. You got this cloud thing coming, Adam The edge I ot you know, machine intelligence A. I a same time they they've got an existing business to runner and 80% of their time, and their investment is on keeping the lights on. We hear that all the time. What's your advice to the customer? I'm sure this is a common story. They want to go from point A to point B transformed their business. They don't want to go broke doing it. They might not have. The resource is so what do you D'oh, How would you advise them? >> Well, look, I think and we struggle like a lot of use. A lot of partners in this world in this country, right? Even in this region. And so trying to differentiate yourself. And we like to think that we're better than everybody else and so does the other two or 3000. Probably surrounded here in the 50 mile radius is really do need to find a trusted advisor that can help you through that. I think one of the places that we start there are there's opportunity to get some fairly immediate return on investment. I think that's important because to your point there were challenges, their their budget constraints. How am I gonna do all that? That those two things kind of go in two different directions. But there are many of our customers, really, Whether it's in health care and even the commercial side who may be doing some old things, some old I t. Things that could be replaced, including the cloud in terms of how they may be. They may be using an old disaster recovery of method, right that you're paying a lot of money for lease lines. It's really kind of a cold site, you know. They might go there once a year to try to see if they can recreate all their applications and get the thing up and running. There's clearly a cloud opportunity in there to save them. >> A lot of money >> reinvest that. Maybe not sit on idle equipment that obviously costs money is under some kind of maintenance, and you need to obviously resource to sport that. So I think that's a good conversation. When you guys get in with a customer and start to talk about Look, there's probably some areas here. We could save you money. So, yes, we're gonna charge you some money to get there. But the return on that is gonna be gonna be much better than where you want today. >> I love that answer. So look, look for quick hits. Try to demonstrate some some savings and generate some cash. If you will think like a business person, use that as a gain share approach. Maybe go to the CFO and say, Hey, if we can save this money can be reinvested in innovation. Drive more business value than you get that flywheel effect and you can build up credibility in your organization. And that's how you get from Point A to point B. Without going broke, he actually can make money for the organization that >> absolutely it's a very good point because, you know, we talked about earlier. You know, I t has been under constraint for quite a while, right? And so again, back to the ability for those people to think and have enough time to get into shitty strategic conversations all by themselves. It's difficult, if not impossible. So they need. They need help, They need consultants and they need trusted advisors. But obviously you need to prove your worth. I do think if you could start someplace where you can demonstrate Look, we could save you some real money here over the next year. 18 months, Two years is a great place to start. >> John, thanks so much for coming in and sharing your insights and best of luck out there. >> Well, thank you. I appreciate it very much. >> You're welcome. All right. Thank you for watching everybody. This is Dave Volante with the Cube. Will see you next time.

>> live from Boston, Massachusetts. It's the Cube covering A W s reinforce 2019. Brought to you by Amazon Web service is and its ecosystem partners. >> Well, welcome back. Everyone's Cube Live coverage here in Boston, Massachusetts, for AWS. Reinforce Amazon Web sources. First inaugural conference around security. It's not Osama. It's a branded event. Big time ecosystem developing. We have returning here. Cube Alumni Bill Jeff for VP of strategy and the partnerships that Iron Net Cyber Security Company. Welcome back. Thanks. General Keith Alexander, who was on a week and 1/2 ago. And it was public sector summit. Good to see you. Good >> to see you. Thanks for >> having my back, but I want to get into some of the Iran cyber communities. We had General Qi 1000. He was the original commander of the division. So important discussions that have around that. But don't get your take on the event. You guys, you're building a business. The minute cyber involved in public sector. This is commercial private partnership. Public relations coming together. Yeah. Your models are sharing so bringing public and private together important. >> Now that's exactly right. And it's really great to be here with eight of us were really close partner of AWS is we'll work with them our entire back in today. Runs on AWS really need opportunity. Get into the ecosystem, meet some of the folks that are working that we might work with my partner but to deliver a great product, right? And you're seeing a lot of people move to cloud, right? And so you know some of the big announcement that are happening here today. We're willing. We're looking to partner up with eight of us and be a first time provider for some key new Proactiv elves. AWS is launching in their own platform here today. So that's a really neat thing for us to be partnered up with this thing. Awesome organization. I'm doing some of >> the focus areas around reinforcing your party with Amazon shares for specifics. >> Yes. So I don't know whether they announced this capability where they're doing the announcement yesterday or today. So I forget which one so I'll leave that leave that leave that once pursued peace out. But the main thing is, they're announcing couple of new technology plays way our launch party with them on the civility place. So we're gonna be able to do what we were only wanted to do on Prem. We're gonna be able to do in the cloud with AWS in the cloud formation so that we'll deliver the same kind of guy that would deliver on prime customers inside their own cloud environments and their hybrid environment. So it's a it's a it's a sea change for us. The company, a sea change for a is delivering that new capability to their customers and really be able to defend a cloud network the way you would nonpregnant game changer >> described that value, if you would. >> Well, so you know, one of the key things about about a non pregnant where you could do you could look at all the flows coming past you. You look at all the data, look at in real time and develop behavior. Lana looks over. That's what we're doing our own prime customers today in the cloud with his world who looked a lox, right? And now, with the weight of your capability, we're gonna be able to integrate that and do a lot Maur the way we would in a in a in a normal sort of on Prem environment. So you really did love that. Really? Capability of scale >> Wagon is always killed. The predictive analytics, our visibility and what you could do. And too late. Exactly. Right. You guys solve that with this. What are some of the challenges that you see in cloud security that are different than on premise? Because that's the sea, So conversation we've been hearing. Sure, I know on premise. I didn't do it on premises for awhile. What's the difference between the challenge sets, the challenges and the opportunities they provide? >> Well, the opportunities air really neat, right? Because you've got that even they have a shared responsibility model, which is a little different than you officially have it. When it's on Prem, it's all yours essential. You own that responsibility and it is what it is in the cloud. Its share responsible to cloud provider the data holder. Right? But what's really cool about the cloud is you could deliver some really interesting Is that scale you do patch updates simultaneously, all your all your back end all your clients systems, even if depending how your provisioning cloud service is, you could deliver that update in real time. You have to worry about. I got to go to individual systems and update them, and some are updated. Summer passed. Some aren't right. Your servers are packed simultaneously. You take him down, you're bringing back up and they're ready to go, right? That's a really capability that for a sigh. So you're delivering this thing at scale. It's awesome now, So the challenge is right. It's a new environment so that you haven't dealt with before. A lot of times you feel the hybrid environment governed both an on Prem in sanitation and class sensation. Those have to talkto one another, right? And you might think about Well, how do I secure those those connections right now? And I think about spending money over here when I got all seduced to spend up here in the cloud. And that's gonna be a hard thing precisely to figure out, too. And so there are some challenges, but the great thing is, you got a whole ecosystem. Providers were one of them here in the AWS ecosystem. There are a lot here today, and you've got eight of us as a part of self who wants to make sure that they're super secure, but so are yours. Because if you have a problem in their cloud, that's a challenge. Them to market this other people. You talk about >> your story because your way interviews A couple weeks ago, you made a comment. I'm a recovering lawyer, kind of. You know, we all laughed, but you really start out in law, right? >> How did you end up here? Yeah, well, the truth is, I grew up sort of a technology or myself. My first computer is a trash 80 a trs 80 color computer. RadioShack four k of RAM on board, right. We only >> a true TRS 80. Only when I know what you're saying. That >> it was a beautiful system, right? Way stored with sword programs on cassette tapes. Right? And when we operated from four Keita 16 k way were the talk of the Rainbow Computer Club in Santa Monica, California Game changer. It was a game here for 16. Warning in with 60 give onboard. Ram. I mean, this is this is what you gonna do. And so you know, I went from that and I in >> trouble or something, you got to go to law school like you're right >> I mean, you know, look, I mean, you know it. So my dad, that was a chemist, right? So he loved computers, love science. But he also had an unrequited political boners body. He grew up in East Africa, Tanzania. It was always thought that he might be a minister in government. The Socialist came to power. They they had to leave you at the end of the day. And he came to the states and doing chemistry, which is course studies. But he still loved politics. So he raised at NPR. So when I went to college, I studied political science. But I paid my way through college doing computer support, life sciences department at the last moment. And I ran 10 based. He came on climate through ceilings and pulled network cable do punch down blocks, a little bit of fibrous placing. So, you know, I was still a murderer >> writing software in the scythe. >> One major, major air. And that was when when the web first came out and we had links. Don't you remember? That was a text based browser, right? And I remember looking to see him like this is terrible. Who would use http slash I'm going back to go for gophers. Awesome. Well, turns out I was totally wrong about Mosaic and Netscape. After that, it was It was it was all hands on >> deck. You got a great career. Been involved a lot in the confluence of policy politics and tech, which is actually perfect skill set for the challenge we're dealing. So I gotta ask you, what are some of the most important conversations that should be on the table right now? Because there's been a lot of conversations going on around from this technology. I has been around for many decades. This has been a policy problem. It's been a societal problem. But now this really focus on acute focus on a lot of key things. What are some of the most important things that you think should be on the table for techies? For policymakers, for business people, for lawmakers? >> One. I think we've got to figure out how to get really technology knowledge into the hands of policymakers. Right. You see, you watch the Facebook hearings on Capitol Hill. I mean, it was a joke. It was concerning right? I mean, anybody with a technology background to be concerned about what they saw there, and it's not the lawmakers fault. I mean, you know, we've got to empower them with that. And so we got to take technologist, threw it out, how to get them to talk policy and get them up on the hill and in the administration talking to folks, right? And one of the big outcomes, I think, has to come out of that conversation. What do we do about national level cybersecurity, Right, because we assume today that it's the rule. The private sector provides cyber security for their own companies, but in no other circumstance to expect that when it's a nation state attacker, wait. We don't expect Target or Wal Mart or any other company. J. P. Morgan have surface to air missiles on the roofs of their warehouses or their buildings to Vegas Russian bear bombers. Why, that's the job of the government. But when it comes to cyberspace, we expect Private Cummings defending us everything from a script kiddie in his basement to the criminal hacker in Eastern Europe to the nation state, whether Russia, China, Iran or North Korea and these nation states have virtually a limited resource. Your armies did >> sophisticated RND technology, and it's powerful exactly like a nuclear weaponry kind of impact for digital. >> Exactly. And how can we expect prices comes to defend themselves? It's not. It's not a fair fight. And so the government has to have some role. The questions? What role? How did that consist with our values, our principles, right? And how do we ensure that the Internet remains free and open, while still is sure that the president is not is not hampered in doing its job out there. And I love this top way talk about >> a lot, sometimes the future of warfare. Yeah, and that's really what we're talking about. You go back to Stuxnet, which opened Pandora's box 2016 election hack where you had, you know, the Russians trying to control the mean control, the narrative. As you pointed out, that that one video we did control the belief system you control population without firing a shot. 20 twenties gonna be really interesting. And now you see the U. S. Retaliate to Iran in cyberspace, right? Allegedly. And I was saying that we had a conversation with Robert Gates a couple years ago and I asked him. I said, Should we be Maur taking more of an offensive posture? And he said, Well, we have more to lose than the other guys Glasshouse problem? Yeah, What are your thoughts on? >> Look, certainly we rely intimately, inherently on the cyber infrastructure that that sort of is at the core of our economy at the core of the world economy. Increasingly, today, that being said, because it's so important to us all the more reason why we can't let attacks go Unresponded to write. And so if you're being attacked in cyberspace, you have to respond at some level because if you don't, you'll just keep getting punched. It's like the kid on the playground, right? If the bully keeps punching him and nobody does anything, not not the not the school administration, not the kid himself. Well, then the boy's gonna keep doing what he's doing. And so it's not surprising that were being tested by Iran by North Korea, by Russia by China, and they're getting more more aggressive because when we don't punch back, that's gonna happen. Now we don't have to punch back in cyberspace, right? A common sort of fetish about Cyrus is a >> response to the issue is gonna respond to the bully in this case, your eggs. Exactly. Playground Exactly. We'll talk about the Iran. >> So So if I If I if I can't Yeah, the response could be Hey, we could do this. Let them know you could Yes. And it's a your move >> ate well, And this is the key is that it's not just responding, right. So Bob Gates or told you we can't we talk about what we're doing. And even in the latest series of alleged responses to Iran, the reason we keep saying alleged is the U. S has not publicly acknowledged it, but the word has gotten out. Well, of course, it's not a particularly effective deterrence if you do something, but nobody knows you did it right. You gotta let it out that you did it. And frankly, you gotta own it and say, Hey, look, that guy punch me, I punch it back in the teeth. So you better not come after me, right? We don't do that in part because these cables grew up in the intelligence community at N S. A and the like, and we're very sensitive about that But the truth is, you have to know about your highest and capabilities. You could talk about your abilities. You could say, Here are my red lines. If you cross him, I'm gonna punch you back. If you do that, then by the way, you've gotta punch back. They'll let red lines be crossed and then not respond. And then you're gonna talk about some level of capabilities. It can't all be secret. Can't all be classified. Where >> are we in this debate? Me first. Well, you're referring to the Thursday online attack against the intelligence Iranian intelligence community for the tanker and the drone strike that they got together. Drone take down for an arm in our surveillance drones. >> But where are we >> in this debate of having this conversation where the government should protect and serve its people? And that's the role. Because if a army rolled in fiscal army dropped on the shores of Manhattan, I don't think Citibank would be sending their people out the fight. Right? Right. So, like, this is really happening. >> Where are we >> on this? Like, is it just sitting there on the >> table? What's happening? What's amazing about it? Hi. This was getting it going well, that that's a Q. What's been amazing? It's been happening since 2012 2011 right? We know about the Las Vegas Sands attack right by Iran. We know about North Korea's. We know about all these. They're going on here in the United States against private sector companies, not against the government. And there's largely been no response. Now we've seen Congress get more active. Congress just last year passed to pass legislation that gave Cyber command the authority on the president's surgery defenses orders to take action against Russia, Iran, North Korea and China. If certain cyber has happened, that's a good thing, right to give it. I'll be giving the clear authority right, and it appears the president willing to make some steps in that direction, So that's a positive step. Now, on the back end, though, you talk about what we do to harden ourselves, if that's gonna happen, right, and the government isn't ready today to defend the nation, even though the Constitution is about providing for the common defense, and we know that the part of defense for long. For a long time since Secretary Panetta has said that it is our mission to defend the nation, right? But we know they're not fully doing that. How do they empower private sector defense and one of keys That has got to be Look, if you're the intelligence community or the U. S. Government, you're Clinton. Tremendous sense of Dad about what you're seeing in foreign space about what the enemy is doing, what they're preparing for. You have got to share that in real time at machine speed with industry. And if you're not doing that and you're still count on industry to be the first line defense, well, then you're not empowered. That defense. And if you're on a pair of the defense, how do you spend them to defend themselves against the nation? State threats? That's a real cry. So >> much tighter public private relationship. >> Absolutely, absolutely. And it doesn't have to be the government stand in the front lines of the U. S. Internet is, though, is that you could even determine the boundaries of the U. S. Internet. Right? Nobody wants an essay or something out there doing that, but you do want is if you're gonna put the private sector in the in the line of first defense. We gotta empower that defense if you're not doing that than the government isn't doing its job. And so we gonna talk about this for a long time. I worked on that first piece of information sharing legislation with the House chairman, intelligence Chairman Mike Rogers and Dutch Ruppersberger from Maryland, right congressman from both sides of the aisle, working together to get a fresh your decision done that got done in 2015. But that's just a first step. The government's got to be willing to share classified information, scaled speed. We're still not seeing that. Yeah, How >> do people get involved? I mean, like, I'm not a political person. I'm a moderate in the middle. But >> how do I How do people get involved? How does the technology industry not not the >> policy budgets and the top that goes on the top tech companies, how to tech workers or people who love Tad and our patriots and or want freedom get involved? What's the best approach? >> Well, that's a great question. I think part of is learning how to talk policy. How do we get in front policymakers? Right. And we're I run. I run a think tank on the side at the National Institute at George Mason University's Anton Scalia Law School Way have a program funded by the Hewlett Foundation who were bringing in technologists about 25 of them. Actually. Our next our second event. This Siri's is gonna be in Chicago this weekend. We're trained these technologies, these air data scientists, engineers and, like talk Paul's right. These are people who said We want to be involved. We just don't know how to get involved And so we're training him up. That's a small program. There's a great program called Tech Congress, also funded by the U. A. Foundation that places technologists in policy positions in Congress. That's really cool. There's a lot of work going on, but those are small things, right. We need to do this, its scale. And so you know, what I would say is that their technology out there want to get involved, reach out to us, let us know well with our partners to help you get your information and dad about what's going on. Get your voice heard there. A lot of organizations to that wanna get technologies involved. That's another opportunity to get in. Get in the building is a >> story that we want to help tell on be involved in David. I feel passion about this. Is a date a problem? So there's some real tech goodness in there. Absolutely. People like to solve hard problems, right? I mean, we got a couple days of them. You've got a big heart problems. It's also for all the people out there who are Dev Ops Cloud people who like to work on solving heart problems. >> We got a lot >> of them. Let's do it. So what's going on? Iron? Give us the update Could plug for the company. Keith Alexander found a great guy great guests having on the Cube. That would give the quick thanks >> so much. So, you know, way have done two rounds of funding about 110,000,000. All in so excited. We have partners like Kleiner Perkins Forge point C five all supporting us. And now it's all about We just got a new co CEO in Bill Welshman. See Scaler and duo. So he grew Z scaler. $1,000,000,000 valuation he came in to do Oh, you know, they always had a great great exit. Also, we got him. We got Sean Foster in from from From Industry also. So Bill and Sean came together. We're now making this business move more rapidly. We're moving to the mid market. We're moving to a cloud platform or aggressively and so exciting times and iron it. We're coming toe big and small companies near you. We've got the capability. We're bringing advanced, persistent defense to bear on his heart problems that were threat analytics. I collected defence. That's the key to our operation. We're excited >> to doing it. I call N S A is a service, but that's not politically correct. But this is the Cube, so >> Well, look, if you're not, if you want to defensive scale, right, you want to do that. You know, ECE knows how to do that key down here at the forefront of that when he was in >> the government. Well, you guys are certainly on the cutting edge, riding that wave of common societal change technology impact for good, for defence, for just betterment, not make making a quick buck. Well, you know, look, it's a good business model by the way to be in that business. >> I mean, It's on our business cards. And John Xander means it. Our business. I'd say the Michigan T knows that he really means that, right? Rather private sector. We're looking to help companies to do the right thing and protect the nation, right? You know, I protect themselves >> better. Well, our missions to turn the lights on. Get those voices out there. Thanks for coming on. Sharing the lights. Keep covers here. Day one of two days of coverage. Eight of us reinforce here in Boston. Stay with us for more Day one after this short break.

>> Live from San Francisco, California, it's theCUBE covering the IBM Chief Data Officer Summit. Brought to you by IBM. >> Hi everybody, welcome back to theCUBE's coverage of the IBM Chief Data Officer Event. We're here at Fisherman's Wharf in San Francisco at the Centric Hyatt Hotel. This is the 10th anniversary of IBM's Chief Data Officer Summits. In the recent years, anyway, they do one in San Francisco and one in Boston each year, and theCUBE has covered a number of them. I think this is our eighth CDO conference. I'm Dave Vellante, and theCUBE, we like to go out, especially to events like this that are intimate, there's about 140 chief data officers here. We've had the chief data officer from AstraZeneca on, even though he doesn't take that title. We've got a panel coming up later on in the day. And I want to talk about the evolution of that role. The chief data officer emerged out of kind of a wonky, back-office role. It was all about 10, 12 years ago, data quality, master data management, governance, compliance. And as the whole big data meme came into focus and people were realizing that data is the new source of competitive advantage, that data was going to be a source of innovation, what happened was that role emerged, that CDO, chief data officer role, emerged out of the back office and came right to the front and center. And the chief data officer really started to better understand and help companies understand how to monetize the data. Now monetization of data could mean more revenue. It could mean cutting costs. It could mean lowering risk. It could mean, in a hospital situation, saving lives, sort of broad definition of monetization. But it was really understanding how data contributed to value, and then finding ways to operationalize that to speed up time to value, to lower cost, to lower risk. And that required a lot of things. It required new skill sets, new training. It required a partnership with the lines of business. It required new technologies like artificial intelligence, which have just only recently come into a point where it's gone mainstream. Of course, when I started in the business several years ago, AI was the hot topic, but you didn't have the compute power. You didn't have the data, you didn't have the cloud. So we see the new innovation engine, not as Moore's Law, the doubling of transistors every 18 months, doubling of performance. Really no, we see the new innovation cocktail as data as the substrate, applying machine intelligence to that data, and then scaling it with the cloud. And through that cloud model, being able to attract startups and innovation. I come back to the chief data officer here, and IBM Chief Data Officer Summit, that's really where the chief data officer comes in. Now, the role in the organization is fuzzy. If you ask people what's a chief data officer, you'll get 20 different answers. Many answers are focused on compliance, particularly in what emerged, again, in those regulated industries: financial service, healthcare, and government. Those are the first to have chief data officers. But now CDOs have gone mainstream. So what we're seeing here from IBM is the broadening of that role and that definition and those responsibilities. Confusing things is the chief digital officer or the chief analytics officer. Those are roles that have also emerged, so there's a lot of overlap and a lot of fuzziness. To whom should the chief data officer report? Many say it should not be the CIO. Many say they should be peers. Many say the CIO's responsibility is similar to the chief data officer, getting value out of data, although I would argue that's never really been the case. The role of the CIO has largely been to make sure that the technology infrastructure works and that applications are delivered with high availability, with great performance, and are able to be developed in an agile manner. That's sort of a more recent sort of phenomenon that's come forth. And the chief digital officer is really around the company's face. What does that company's brand look like? What does that company's go-to-market look like? What does the customer see? Whereas the chief data officer's really been around the data strategy, what the sort of framework should be around compliance and governance, and, again, monetization. Not that they're responsible for the monetization, but they responsible for setting that framework and then communicating it across the company, accelerating the skill sets and the training of existing staff and complementing with new staff and really driving that framework throughout the organization in partnership with the chief digital officer, the chief analytics officer, and the chief information officer. That's how I see it anyway. Martin Schroeder, the senior vice president of IBM, came on today with Inderpal Bhandari, who is the chief data officer of IBM, the global chief data officer. Martin Schroeder used to be the CFO at IBM. He talked a lot, kind of borrowing from Ginni Rometty's themes in previous conferences, chapter one of digital which he called random acts of digital, and chapter two is how to take this mainstream. IBM makes a big deal out of the fact that it doesn't appropriate your data, particularly your personal data, to sell ads. IBM's obviously in the B2B business, so that's IBM's little back-ended shot at Google and Facebook and Amazon who obviously appropriate our data to sell ads or sell goods. IBM doesn't do that. I'm interested in IBM's opinion on big tech. There's a lot of conversations now. Elizabeth Warren wants to break up big tech. IBM was under the watchful eye of the DOJ 25 years ago, 30 years ago. IBM essentially had a monopoly in the business, and the DOJ wanted to make sure that IBM wasn't using that monopoly to hurt consumers and competitors. Now what IBM did, the DOJ ruled that IBM had to separate its applications business, actually couldn't be in the applications business. Another ruling was that they had to publish the interfaces to IBM mainframes so that competitors could actually build plug-compatible products. That was the world back then. It was all about peripherals plugging into mainframes and sort of applications being developed. So the DOJ took away IBM's power. Fast forward 30 years, now we're hearing Google, Amazon, and Facebook coming under fire from politicians. Should they break up those companies? Now those companies are probably the three leaders in AI. IBM might debate that. I think generally, at theCUBE and SiliconANGLE, we believe that those three companies are leading the charge in AI, along with China Inc: Alibaba, Tencent, Baidu, et cetera, and the Chinese government. So here's the question. What would happen if you broke up big tech? I would surmise that if you break up big tech, those little techs that you break up, Amazon Web Services, WhatsApp, Instagram, those little techs would get bigger. Now, however, the government is implying that it wants to break those up because those entities have access to our data. Google's got access to all the search data. If you start splitting them up, that'll make it harder for them to leverage that data. I would argue those small techs would get bigger, number one. Number two, I would argue if you're worried about China, which clearly you're seeing President Trump is worried about China, placing tariffs on China, playing hardball with China, which is not necessarily a bad thing. In fact, I think it's a good thing because China has been accused, and we all know, of taking IP, stealing IP essentially, and really not putting in those IP protections. So, okay, playing hardball to try to get a quid pro quo on IP protections is a good thing. Not good for trade long term. I'd like to see those trade barriers go away, but if it's a negotiation tactic, okay. I can live with it. However, going after the three AI leaders, Amazon, Facebook, and Google, and trying to take them down or break them up, actually, if you're a nationalist, could be a bad thing. Why would you want to handcuff the AI leaders? Third point is unless they're breaking the law. So I think that should be the decision point. Are those three companies, and others, using monopoly power to thwart competition? I would argue that Microsoft actually did use its monopoly power back in the '80s and '90s, in particular in the '90s, when it put Netscape out of business, it put Lotus out of business, it put WordPerfect out of business, it put Novell out of the business. Now, maybe those are strong words, but in fact, Microsoft's bundling, its pricing practices, caught those companies off guard. Remember, Jim Barksdale, the CEO of Netscape, said we don't need the browser. He was wrong. Microsoft killed Netscape by bundling Internet Explorer into its operating system. So the DOJ stepped in, some would argue too late, and put handcuffs on Microsoft so they couldn't use that monopoly power. And I would argue that you saw from that two things. One, granted, Microsoft was overly focused on Windows. That was kind of their raison d'etre, and they missed a lot of other opportunities. But the DOJ definitely slowed them down, and I think appropriately. And if out of that myopic focus on Windows, and to a certain extent, the Department of Justice and the government, the FTC as well, you saw the emergence of internet companies. Now, Microsoft did a major pivot to the internet. They didn't do a major pivot to the cloud until Satya Nadella came in, and now Microsoft is one of those other big tech companies that is under the watchful eye. But I think Microsoft went through that and perhaps learned its lesson. We'll see what happens with Facebook, Google, and Amazon. Facebook, in particular, seems to be conflicted right now. Should we take down a video that has somewhat fake news implications or is a deep hack? Or should we just dial down? We saw this recently with Facebook. They dialed down the promotion. So you almost see Facebook trying to have its cake and eat it too, which personally, I don't think that's the right approach. I think Facebook either has to say damn the torpedoes. It's open content, we're going to promote it. Or do the right thing and take those videos down, those fake news videos. It can't have it both ways. So Facebook seems to be somewhat conflicted. They are probably under the most scrutiny now, as well as Google, who's being accused, anyway, certainly we've seen this in the EU, of promoting its own ads over its competitors' ads. So people are going to be watching that. And, of course, Amazon just having too much power. Having too much power is not necessarily an indication of abusing monopoly power, but you know the government is watching. So that bears watching. theCUBE is going to be covering that. We'll be here all day, covering the IBM CDO event. I'm Dave Vallente, you're watching theCUBE. #IBMCDO, DM us or Tweet us @theCUBE. I'm @Dvallente, keep it right there. We'll be right back right after this short break. (upbeat music)

>> Live from Atlanta, Georgia, It's theCUBE covering Citrix Synergy Atlanta 2019. Brought to you by Citrix. >> Hey, welcome back to theCUBE's coverage day two of our coverage of Citrix Synergy 2019. Lisa Martin with my cohost Keith Townsend, and we've got another CUBE alumni joining us, Dana Gardner, President and Principle Analyst at Interarbor Solutions. >> Sorry, my language skills are declining on day two. >> It's been a long day. >> It has been a long day. We've had, speaking of, had a lot of great conversations with Citrix Execs, customers, analysts over the last day and a half. People are very excited about what Citrix is doing with intelligence, experience, and really helping businesses to transform their workforces. But you have been following Citrix for a long time. >> Yes. >> So, talk to us about some of the early days back in the 90's. I'd love to get your perspectives on what you saw back then and what your thoughts are about some of the things that they're announcing at this event. >> Sure, well back in 1995-1996, the internet was still the new kid on the block, and browsers were kind of cool but, how would they ever help a business? And then, along comes this company that says, "Oh, we're not going to deliver things through a browser, we're going to deliver the whole app experience, apps that you're familiar with, your Windows-based apps over the wire. Over the internet protocol." Wow, so I remember at Internet Expo in New York at the Javits Center, Ed Iacobucci, The co-founder of Citrix got up there and explained how, yeah, we're going to deliver apps. And basically what they were describing is cloud computing as we know it today. Wow, it was very interesting, but we all kind of look at him like he was a little crazy. (host laughing) Yes. >> And, that's been a long time, man. Citrix has made a name for itself since then. You know, the day I was talking to David Hansel, yesterday and I said, "You know what, Citrix is a verb. I'm going to Citrix in an application. They established something for themselves." And, ironically, on stage yesterday he said, "85 percent of the IT budget goes to keeping the lights on." And I would firmly, as pre-kenote yesterday I'd say, you know what Citrix is firmly in that 85 percent of, they are rock, fast, hard technology partner, but they're in that 85 percent. But this intelligent experience I think kind of pushes them into that 15 percent of innovation. What did you think about yesterday's announcement? >> Well, based on my memory from 1996, I think it's consistent. That they're looking for something that's two or three years, maybe more out that will mature then. But they're not afraid of tackling it now. They had some really strong established businesses, but they're not resting on their laurels. They're looking at, I think a problem that almost everybody can identify with. In the past, their problems were people they could identify with in IT. The end user wasn't aware that anybody was Citrixing behind the scenes. Now, they're identifying issues that people have with work. The fact they were taking apps and services from multiple clouds, multiple data centers some of them our own company, some of our partners, some across an ecosystem or a supply chain, and it's becoming rather crowded. Disenfranchised. Fragmented. And people, I think are struggling to keep up with that amount of diversity. So, we're dealing with, yet again a heterogeneity problem, a reoccurring problem in technology. And Citrix is identifying with something that's a higher elevation than they had in the past. So, they're not addressing just IT although, that's where the actions going to take place to solve some of these problems. But they're focused on just about all of us. Whether we're working in a small, two or three person mom and pop shop or a 30,000 seat enterprise. >> And they've also done this pivot in the last, what we've heard in the last 24 hours, of really being positioned to the general user. Something that I didn't know until yesterday was that the majority of enterprise software has been designed for power users, which is one percent of the users. And so, they've really made that positioning pivot yesterday to, this is for the Marketing Managers, somebody in supply chain who has a day that is bombarded with seven to ten apps. They're losing hours and hours of productivity a week. You can look at that in terms of the amount of dollars that's being spent or wasted. But really making this, bringing those tasks to the user, those actions to the user. Rather than forcing the users to go out to all the different apps, put those pieces together. Oh, and then trying to get back to our actual day-to-day function. >> Right, we wouldn't have to talk about user experience if these things had been designed properly in the first place. It's a bit myopic on behalf of the IT power designer, that they often craft the product for themselves. That, this is still the dark arts behind the curtain thinking. It's very difficult for a highly efficient, productive IT group to create something for a non-IT audience. And I don't blame them, but it has to happen. It's going to happen one way or the other. So, we've seen companies that have taken extraordinary steps on usability, Apple computer is probably the poster child for this. Look at where it got them. There were lots of mobile phones around ten years ago, before the iPhone. Why did the iPhone become so popular, so dominant? Because of the usability. So, Citrix is I think, perhaps doing IT a favor by getting out in front of this. But still, if we're going to get IT in the hands of all people for productivity, what I look to is a fit-for-purpose mentality. No more, no less. You can't design it as if it's your own baby and your own special design, I don't know, once in a lifetime opportunity to strut your stuff. It has to be fit-for-purpose and it can't just be monolithic, where we're looking at little bits and pieces. So, the software's recent acquisition that Citrix made is going to be able to start picking out productivity units, for lack of a better term, from different applications, assimilate those in an environment, the workspace, where the productivity, the work flow, the goal of accomplishing business outcomes comes first and foremost. >> So Dana, let's talk a little bit about, you know the next level. Because it's broken. Even when you look at modern applications, one of the applications they showed on stage yesterday, was a cloud application. Salesforce. I mean, we know a people who make a good deal of money simplifying Salesforce, which is a born in the cloud application. This isn't just about cloud versus legacy, this is about end-user experiences, and end-users using applications in a way that makes them productive. One of the things that caught me as soon as Citrix said that they want to be the future of work, I tweeted out, "Well, you can't be the future of work unless you start to automate processes," and boom, intelligent experience. And the first thing that came to my mind was when we attended an event a couple weeks ago for RPA, Robotic Process Automation tool, that was very user-centric, but used the term "bots". Robots, sulfer robots that did the job. Citrix only used the term, "bots" once yesterday. What's your sense, is this a competitive solution to those partners? Or is this more of a complementary solution? >> I think Citrix is correctly trying to keep the horse in front of the cart and not the other way around. We have to look at work as flows of productivity first, and not conforming to the app second. But to get out in front and say, "Oh, it's all going to be animated and the robot will tell you what to do," I think does a disservice. So, let's take first things first. But let's not also lose track of the fact that by elevating work to a process and not just being locked into one platform, one cloud, one set of microservices on one framework, that we have the opportunity to integrate in analytics along the whole path. From beginning to end. And that we can even have the context of what you're doing feed back into how the analytics come at you. And reinforce one another. So, we need to get the process stuff set first. we need to recognize that people need to rethink getting off a desktop, getting out of email, looking at the full process. Looking at working across organizational boundaries. So, extra enterprise, supply-chain interactions, contingent workforce. Then, bring in analytics. So, first things first but it's going to be a very interesting mash-up when we can elevate process, get out of sort of silos, manage that heterogeneity and inject intelligence and context along the way. That changes the game. >> So, you've seen the workforce dramatically transform throughout your career. There are five generations of people in the workforce today. Madeleine Albright, there she was on stage this morning, 82 years old. I thought that was, what an inspiration? But companies have different generations, different experiences, different experiences with technology, differing expectations. What, in your opinion, did you hear yesterday from Citrix that is going to help businesses enable five different generations to be as productive as they want to be. >> Right, it's an extension of what Citrix has been doing for decades, and it's allowing more flexibility into where you are is accommodated. What device you're using can be accommodated. The fact that you want to be outside your home office but secure can be accommodated. So, what I heard was instead of locking in an application mentality, where everybody has to learn to use the same app, we need to have flexibility. And it's not just ages and generations. It's geographics, it's language, it's culture. People do business and they do work differently around the world. And they should be very well entitled to continue to do that. So, we need to create the systems that adjust to the people and read the people's work habits. And then reinforce them rather than force them into, let's say a monolithic ERP type of affair. And we've know that a large percentage of ERP projects over the years have failed. And it's not that the technology doesn't work, it's that sometimes, you can put a round peg in a square hole. >> Wow, speaking of round peg, square hole, IT, you know, they're preaching to the choir I think on this piece. You know, we want thing to be simpler. We want to get engaged. We want to solve this problem. But, is Citrix talking to the wrong audience when it comes to process automation? To your point, you have to have the large view of it, and a lot of timeS, especially folks at this conference, may not have the large view. How does Citrix get to the CMO's the COO's, the process people versus the technology folks. >> I think that's a significant challenge. Keith and I recorded a podcast with David Henchel earlier today and it'll be out in a few weeks on Briefings Direct, and I asked him that, I said, "You're well-known in the IT department. They use a verb, they're Citrixing. The end user, not so much. But if you're going to impact work as you intend to and as you've laid out here at Synergy, you do need to become more of a household word, and you need to brand and you need to impact." And we know one of the hardest things to do is to get people to change their behavior. You don't do that behind the scenes. In some ways, Citrix has been very modest. They haven't been the Citrix inside, they haven't branded and gone to market with. They've usually let their partners like Microsoft and now even Google Cloud be on the front page, even as they're behind the scenes. But I think they need to think a little bit differently. If they're going to impact people, people need to understand the value that Citrix is bringing. But identifying themselves as they have at this show with work and productivity issues, usability and intelligence will start that process. But I do think they can go further on their go-to-market and not just bring this message to their sales accounts, but to a larger work productivity, human capital management enterprise architect type of base. >> And they are making those impacts. Keith and I today have already spoken with their three innovation award nominees. There were over a thousand nominations. And we spoke with Schroders, which is a wealth management company based out of the UK and how they have been able, a 200 year old company, to really transform their culture with Citrix's workspace was, it was done so strategically, so methodically. But how they enabled that and a seamless integration in terms of their customer experience and engagement with their wealth managers was really compelling. Not only are they able to retain their probably longstanding wealth management clients, but they have the ability now, and the technology capabilities to allow their people to work remote three days a week if they want to or from wherever, and actually work on getting new clients. So, the business impact is really clear. We also spoke with Indiana University. They have gone from just enabling the students on the seven campuses to 130,000 plus across campuses online. They're enabling sight impaired people to also, by virtualization, have access to computer technology. So, you're talking about going from tens of thousands to a ten X at a minimum multiplier, and enabling professors to have conversations and hold classes with people in Budapest. Big impact. >> So Lisa, you're bringing up the point that user experience isn't just employing experience, it's end user and-- >> Absolutely >> Consumer experience. If you're going to do this and do it right, don't consider it just for your employees. It's for reaching out to the very edge of the markets, and that includes consumers and students and mom and pop shops and everything in-between. So when you do this right, and not only will you be delivering intelligence and context to your employees, you'll be able to start to better serve your customers. And that's what digital transformation is really about. >> It is, and the cultural transformation that Citrix is undergoing and that they're enabling their businesses to achieve, like the two we just talked about, are critical catalysts for digital transformation. But to me, employee experience and customer experiences are hand in hand because every employee, whatever function you're in, in some way you're a touchpoint to the customer. If you're in retail, you're presenting a shop-able moment as often as you can. But you also are dealing with customers who have choice to turn and go to another provider of that product or service. So, having those employees not only be satisfied, but have the tools that they need and the intelligence to deliver the content. >> So, I'd be happy to go to a brick and mortor shop. I'll walk in there physically if they can help me in the shopping experience be smarter, but if I can do it online in my bedroom on my browser, then I'll do it there. So it's no so much the interface or even the place anymore, it's who's going to give me the information to make the right decision and make me feel confident that I'm spending my money the most productively. Whether I'm a consumer or a business. So B-to-B. That's what's going to be the killer app, is the smart decision making, and the experience of bringing the right information, right place, right time. That's key. And that's what Citrix has repositioned itself for. I think it's really quite a dramatic shift for the company but they've done it before. >> Well, Dana it's been great having you back on theCUBE unpacking this. It's been an exciting day and a half for us and we look forward to having you back on theCUBE sometime soon. >> My pleasure. >> For Keith Townsend, I'm Lisa Martin. You're watching theCUBE Live from Citrix Synergy 2019. Thanks for watching.

(upbeat music) >> Live from Boston, Massachusetts It's theCUBE covering Red Hat Summit 2019. (upbeat music) Brought to you by Red Hat. >> Welcome back live here in Boston along with Stu Miniman, I'm John Walls. You are watching The Cube. We are at the Red Hat Summit for the sixth time in our cube history. Glad to be here. Beautiful, gorgeous day Stu by the way in your hometown. >> Yeah love, beautiful day. It was a little cold when we were here two years ago, but lovely spring day here in Boston Yeah great to be here Glad you're with us here on the Cube Glad to have John Healy with us as well He is the VP of the Internet of Things group at Intel as long as the GM of Platform Management and Customer Engineering John, good morning to you. >> Good morning to you too >> You're kind of the newbie on the block in the IOT group Your data center for a long time moving over to IOT, so just if you would tell me a little bit about that transition >> Yeah, it's been good. >> What you're seeing and kind of what's exciting you about this opportunity for you. >> So it's really interesting, I spent nearly 15 years with the data center group at Intel, did a ton of work with partners like Red Hat over the years. A lot of our focus was in how we bring a lot of data center technologies and grow them somewhat beyond the basic data center. I spent a lot of time on the data network side working with com service providers and Aviv and the build out of their softwarization or cloudification if you like of the infrastructure and now moving over to IOT it's almost like I'm going to the other end of the wire. You know all of the applications and the services we were focused on were very much IOT centric You know enabling new markets, enabling customers to do things when they connected their different devices in ways they couldn't have done before. So, a lot of the focus now is on how we continue to bring those cloud technologies. A lot of things that have matured in the data center further and further down and a lot of cases to the edge in talking about the cloudification of the edge and enable new IOT services and IOT applications to fulfilled and to be delivered. >> John you bring great context to this discussion and I've said the last 10 years there was that pull of the cloud and Intel is at every single show that we go to And a lot of people haven't fully understand and grasp. They hear edge computing, they hear IOT and it's big you know orders of magnitudes more devices you know the surface area that we're going to do their but a lot of times, they're like oh well we're bringing it out of the cloud and back there and we're back in the data center I'm like no no no no no This is not the data centers that you built before, but there is connection between data centers >> Sure >> And the cloud and the edge and the edge in there so you've got good content. Help frame it a little bit as to where we are in the discussion. Some of the users, where they are in the whole IOT discussion. >> Yeah and I think we need to take a step back from looking at one demographic versus another think of IOT versus cloud It really is the continued proliferation of distributed computing. Think of that as sort of the horizontal underpinning of all... >> Absolutely. >> It's how do I enable more and more advanced intelligence and insight to be gained from the data that is being created and derived in how I run my infrastructure and relay new services and new capabilities on top of it and then you start applying that to all of the different markets and there's almost no market that you could conceive that can't take advantage of that So, as we build out data center capability and all of the underpinnings and how you best build out those platforms and take advantage of all the innovation, work with you know partners like Red Hat as being a critical component of that. So, you know we've worked with them for almost actually since the beginning, we were one of the early investors and work with a partner like Red Hat to make sure that those infrastructure components are optimized to work well together build a reference architecture that can be deployable in a data center environment whether it's in an enterprise or in a cloud vendors environment and increasingly enable them to build open and hybrid implementations Now, the reason I start there is because really we are proliferating from that pace. So if you consider, and we do, that the future is open, hybrid implementations, hybrid cloud, multi cloud where the workload can be enabled and supported by the best implementation and best environment from it. Could be the best cloud environment, the best underpinning platforms and the best solution stacks to enable that to occur. We're now moving that into realm of more and more of the IOT applications whether it's in industrial environments, it's in healthcare environments, in retail and automotive, all across the different landscape the premises is essentially the same that we insure that the right environment is created for the application to be supported and we're bringing more and more of the environmental you know capabilities of cloud like deployment cloud like management, increasingly out into those applications So, if you look at each of the different markets they're at differing points of their maturity or of their development I like to use the example of the com service provider the telecom service providers as sort of a basis of this is what happened when an entire market looked at the benefits of data center technology or server technologies and wanted the economies of scale and the openness of those environments to be appropriate and deployed in their environment, in their networks and we've seen that over the last 10 years in the journey from software SaaS for defining networking all the way through to NFV and now it's happening with cloudification of the network. Industrial environments are very very similar Decades of building you know vertically integrated solutions but not looking for the economies of scale that cloud like technology and open interfaces and open extractions can provide and we're starting to see them embark on that journey in a very similar manner. So, I see parallels as we move through from one market to the other But the basic underpinning is very similar. How we take advantage of those capabilities. >> Yeah fascinating stuff You said it's distributed architectures is where were building I look at Intel and it's fascinating to me because one the one hand everything's becoming more and more distributed yet at the same time you're baking things down into the chip as much as you can, you're working with partners at Red Hat to make sure that you know what gets baked into the kernels so you've got that give and take that it is both being as distributed as possible yet every component gets things like security built in to it and it has to work with all of the environments so it's not the discreet components that we might have had before and you talk about6 you know IT versus OT well they're becoming very similar, telecommunications is not the telecom of the dot com boom. They're doing things like NFV and the likes so you know we're starting to see IT kind of take over a lot of those environments are we not? >> Well, I think IT constructs and the abilities and capabilities of IT and it's the merging really is and we saw this you know we seen it over the last number of years it really is a marriage of both environments coming together the mechanism but though which IT will deploy and manage the infrastructure married to the expectations from a SLA and quality of service and such that's required on the network just as one example and then as we work with our partner like Red Hat, what's critically important is that we have multiparty approaches to the market which I think Stu to your point is kind of another dynamic we're seeing is that the implementation of the final solution at a platform level requires collaboration across multiple different entities, multiple different partners so if we're working with Cisco or with Dell or with Lenovo and Red Hat we're bringing together reference architectures that take advantage of the innovations in the platform, the work we're doing, the innovations into the silicone and the enabling and preservation of those innovations through the software stack. So whether its RHEL or Rev or its OSP and make sure that those are exposed and can be preserved in the implementation so then the application that sits on top of the stack can take advantage all the way down and be provisioned such that it maintains the policies and the levels of performance and such that of being defined for it. >> I'd like to you know go back to the telecom illustration that you were talking about just a movement ago and we talked about the internet of things and this explosion of devices and capabilities and the new spectrum that's being rolled out right 5G on the horizon You know very much in a nascent stage right now What is that going to do in terms of your attention or your focus because of the capabilities are going to be provided you know that I can't even imagine the kinds of speeds we're talking about the kind of capabilities we're talking about. How does that change your world? >> I think what is fundamental about 5G is how it starts to address some of the underpinning challenges in deploying multiple billions of connected endpoints or devices so IOT you know subscribes really to two things Connectivity and then the access to our unleashing of all of the data it's really those two dynamics Once you comment these devices together or provide for connectivity to and from them, you now have the ability to drive more insight from the data that they're capturing and make more intelligent and informed decisions about how you provision and then all sources of new applications and service types become possible as a result of that but there in both of those there's a challenge. How do you connect all of those devices together in a manner that's you know efficient to deploy and easy to manage and also provide for the connectivity that is very burst in nature You know there are time when you will need pretty reasonable sizeable bandwidth if it's a video type application and times when you really won't need very much at all and how do you do that in an environment that's affordable and cost effective to deploy? If you're a manufacturing plant manager running cable to every single one of your You know nodes or connectors or sensors across your production plant is a pretty orneriest task and its an expensive capital deployment, but 5G provides you the ability to provide that connectivity within your enterprise or within your factory environment in an efficient manner. It's wireless based. It also provides for the very low latency that allows for real time applications and it provides for mass deployment and management of very large numbers of endpoints so if we think of the density of 5G the low latency capability of it and then the manageability in framework that is in an environment that is predictable that is policy and SLA governed you start to address some of the really fundamental challenges that connecting vast numbers of devices that that can present. So I see 5G as a path to significantly accelerating what we have always envisioned as being the internet of things and as a result of it, new services and new service categories will be enabled on top of it that were before maybe possible but not possible in an efficient and affordable manner >> Can you give me a practical example of that or just... >> Well, if you think even a smart city as an example where the light posts and the traffic signals and kiosks are all playing a role in a connected mesh of interconnected entities you could have a situation and you know for the US audience something like an Amber Alert which we'd see where we want to you know search for a very specific license plate in the city. Well today its a pretty manual process, the Amber Alert is issued, it may be a text on your phone. We get those alerts, there's often times a display over to the smart display over the freeway but then it's up to the drivers to look out. Well just consider the possibilities when the cars using their own vision, which the autonomous driving you know evolution or revolution is allowing us progressing All of the cameras on all of the cars now become actively watching for license plates and they can pick up whether and then a car can enroll itself into or out of that service so if your car is sitting at a garage and this request comes it'll report back I'm sitting in the garage I'm not part of the mix but if it's on the freeway, it can enroll itself and start to actively search for that license plate that's an example and then all of the connected nodes across the city become points for an exchange of data to and from the different cars as they are passing by and all of that infrastructure is enabled by 5G. So that's an application that yeah we don't have it today, but it becomes a very possible application in the future. >> Alright John, so we're at Red Hat Summit and as you said Intel and Red Hat have a long partnership RHEL 8 was announced today can you give us the latest on the deep integrations and what users should be expecting. >> Yeah and what we're really excited about with Red Hat over the years we've really shared a common vision about what we believe the industry should be capable of achieving and this concept of open hybrid environment, it's open hybrid clouds we've been working with them for a long time on how we best enable that so in upstream we work well together, we collaborate on what technologies we want to see exposed and supported within the different communities and then on the downstream into the products with the example of what you're describing to do with RHEL 8 What's really exciting is we did it just as a example, we did a very large data centric launch in early April We were extremely excited to bring you know a whole portfolio of new products to the market together to expand form new CPUs all the way through to some of our storage products and memory products and the capabilities of each of those is what really needs to continued to be integrated and supported with the product portfolio that Red Hat had so with RHEL 8 we're seeing things like our DL Boost for deep learning you know taking advantage of specific accelerations within the CPU in our scalable ZM processor so it can take advantage of those and really enhance the performance and behavior of the deep learning algorithms just as one example and that's you know time to market with us on RHEL 8 we're delighted about the integration as it happened same thing with some of our memory technologies and the support for those within RHEL so a customer deploying an application knows that the innovations within the hardware within the silicone are available and manageable form the software environment that they're deploying and that's the benefit of this tight collaboration as we plan together for future you know innovations and how they can best be integrated and do the work upstream in advance of that so that the community issues whether it's open shift or open stack is enabled and capable of the support at the same time >> Internet of things just before you head off where do you want to, you're still relatively fresh right to that space, where do you think you want it to go with Intel? Like what's your vision or what are your thoughts about the kinds of areas that you'd like to explore here over the next 18-24 months? >> I think we have, first thing is an incredibly exciting market some of the examples we just spoke about, the possibilities that they open up for our customers but also for our partners to really evoke new forms of business, new revenues, new capabilities as a result of bringing the marriage of cloud technology together with the economics of you know volume technology consumption and deployment and all of those assets across into a new set of applications that IOT opens up I see tremendous opportunity to make that marriage happen but also because I've spent so much time on the infrastructure side and very much with com service providers you know I can feel the pent up desire to find ways to deploy new types of manage services and new monetization models if they can get inside the data how we do optimal deployment of networks manage infrastructure on behalf of end customers and all that becomes possible if we bring the application and the IOT closer to the infrastructure so a lot of my focus will really be on bridging across those different worlds ensuring that work with you know partners like Red Hat continue to be the developed very successfully and we open up new opportunities for each other >> Sure. An exciting time, there's no doubt about that. You're at this great convergence right? You're at the fun and games part of this with devices and that exponential growth John thanks for thanks for the time. >> Sure, thank you. >> Glad to have you here on theCUBE once again John Healy joining us from Intel back with more live from Boston you're watching theCUBE. (upbeat music)

(triumphant orchestral music) >> Hello, everyone, and welcome to a special CUBE conversation. I'm John Furrier, here inside theCUBE Studios in Palo Alto. We have a great CUBE conversation around security, malware, phishing, and we got Atif Mushtaq who's the CEO of SlashNext. It's a startup here in the Bay Area with a Series A funding and they really solved probably one of the hardest problems that people are trying to crack the code on, which is how do you solve the human problem of not getting phished? And that is the technique how people are getting in. Actually, welcome to theCUBE, thanks for coming in. >> Thanks for having me. >> So I love bringing the startups in to get the real lay of the land because you got some funding, you got customers, you just kind of get out in the market, you're at the frontlines of security. And you're solving one of the hardest problems. >> That's right. >> Malware, phishing. >> Phishing, yes. >> So before we get into it, take a minute to explain what the company's doing. What is SlashNext? Why did you start the company? What's the early product look like? And what's the core problem you're targeting? >> Yeah, of course, I mean, I think you already told that. We are a company that is completely focused on phishing and social engineering. We are not a part-time, phishing is not a part-time problem for us. The company was built on the problem that, okay, that phishing is a growing problem, and we really need a technology and a company who's dedicatedly focused on social engineering and phishing. Before founding SlashNext, I worked for a company called FireEye. And the FireEye was not about phishing. FireEye was all about malware problem, right? So when I came out of that, I started to see that there was a time when the malware were really growing rapidly, right? And at that time, they were trying to exploit problems in the software, and exploiting that without any human intervention, right? And over the period of time, what we saw that Google, Microsoft, the world, they tried to make their software really secure. So during my last days at FireEye, I started to feel that malware growth is going down, and the reason is that Microsoft software are much better than they used to be. Google is really determined that nobody should really exploit my software to install malware. But at the same time I was seeing that, okay, the cyber crimes are rising. So if the malware are going down, what is really causing the cyber crimes? And, end of the day, I found that, okay, the game has changed. Now it's more about tricking humans and tricking in such a way that they give you their information, they click on the malware themselves, without exploiting anything in the software. And I also found that, you know what, I mean, you can't really solve this problem with just conventional computing, right? With just the algorithm. You really need to understand the human psychology because these guys are exploiting that psychology. Fear, trust, and reward. All of us have these emotions, right? They just have to exploit them in such a way that we get excited enough to hand over our information willingly to them. And this is where we start-- >> And it's working too, by the way. We know the numbers are off the charts and we cover it heavily on siliconangle.com, and we're about to do a bunch more content on cybersecurity and national security. So now it's not just the individual, the implications are broader. >> That's right. >> But let's go back. Before we get into that, I want to get it back, when you said at FireEye, the company you worked for, you said they were just doing malware. So they saw malware declining, you saw the trends going up. Before you wrote a line of code, that's what you saw. When you started the technology, what did you do next? >> I think it started with the problem. I think first of all, I really wanted to make sure that I'm solving a growing problem. If the problem is going down, eventually other people will catch up and by the time you have a solution, maybe the problem is not really there. So it's funny that at that time there were so many other companies trying to solve the malware problem, and they didn't realize that, okay, the malware problems are going down, right? And because I was working for a company who started the malware thing around 2004 or '05, right? So I had already seen-- >> A little bit older. The trend moves on. The fashion moved to phishing. But what did you start writing code on? Is it born in the cloud, did you have servers? What were you doing? How were you getting going? >> Yes, the code technology is based on cognitive computing. And the reason you really need a cognitive computing or artificial intelligence because you need computer software who could understand emotions. Because phishing is about exploiting the human emotion. And they try to exploit you by giving you a piece of text or some visuals in order to trick you. Okay, your CEO lookalike say, okay, transfer me $50,000. There's nothing really malware in it, right? It's just $50,000 transfer to me, right? They give you a fake login page of PayPal. No malware in that, they're just using the logo and sometimes they ask you, okay, there are various computer problems on your laptop, right? In order to fix that, you need to call us, right? So they're trying to exploit your emotion of trust, reward, and greed. So, end of the day, we thought that, okay, unless we have an army of researchers who are doing all this job because they understand the human emotions, or we can build programs that can understand these emotions, and whenever they see someone is trying to exploit this emotion, they can trigger on that. So result is that we have built a technology in the cloud. So while your user is checking an email, or a webpage is being rendered on the computer screen, within milliseconds we find, okay, something suspicious is going on. And we send the information to a cloud, and from our cloud we launch the browser in realtime. So while I'm seeing this webpage on my screen, the computer programs are actually seeing a copy of that from the cloud. The only difference is that, this, I might not be the tech-savvy guy, but the computer algorithm that actually looking into that webpage, seeing what logo is being used and reading the natural language, they're quite tech-savvy. So with it-- >> Talk about the technology. So, you had customers out of the gate before you had one dime of venture capital. You started getting paying customers. How are they deploying? What was the original product? What was their initial traction? Is it a SaaS model? Do they buy software? What were they paying you for? >> The form factor was hardware based. The hardware was cloud-powered. The whole purpose of the hardware was to sniff the network traffic, all the web traffic at the network switch level, and whenever they see something suspicious, they engage that cloud. So all the secret sauce and the main technology resided at the cloud. It was just a mechanical way for us to sniff the traffic. So the first product that we sold was that hardware device. And now we're moving more towards other form factor-- >> And you guys catch some phishing out of the gate? Did you guys solve some problems out of the gate? >> Yeah, within seconds, we started catching stuff. We, first of all, started seeing direct filtration attempts. We started seeing the phishing attempt right away. And this is where, I think, we got them by surprise because they already have all these big vendors already in place, and they were kind of over confident. They said, okay, you know what? You look like a young guy who's rarely had big claims. >> You had FireEye, you must know what you're talking about, we'll give it a shot. >> We'll give it a shot and they never believed that, okay? They thought, okay, maybe I can catch one or two phishing attacks, right? >> I have nothing to lose. I'll try it, I'm probably >> I'll try-- >> going to be on the plan, one more, what's one more box? >> But we got them by surprise. At the very, very beginning, the moment you attach the network traffic, we'll start tripping and this is how we got, I mean, no marketing material, no website. A founder is going without any presentation, and just selling. And I a hired a VP of sales who would actually carry the box with me. I would manufacture the box in my bedroom. My wife would put stickers, she's really good at that. And we actually pack it-- >> It looks good, yeah. >> It looks good. >> Little micro boxes, well, trying the chip on there. No, only kidding. Yeah, so you got the products, how many customers did you get on the early stages? How many did you get in that month? >> We had around 10 paying customer, and the revenue for around three, $400,000 ARR before we went in front of the VCs. And these guys had actually seen FireEye, and FireEye took a lot of money before they even had the paying customer. And they said, you know, what are you doing? >> You did a good move there. So, Atif, bootstrapping is a great, I think it's not only brave from an entrepreneurial standpoint, it really gives you the more creative freedom, because if you're putting your own cash on the table. So it's commitment and also it gives you creative license, not like that extra pressure. Most VCs might, some of these might give you a pass. Most are a bunch of board meetings and want to put pressure on you. >> That's right. >> Let's take a step back. Give us a 101 on the current state of malware. What are the different types of malware out there? You mentioned a few of them just a second ago. Break down the top malware, I mean, the phishing attacks. What are the top phishing attacks that you're seeing right now that people should know about? That may not know about. >> Okay, so there are two things. I would call it, first of all, there are two things that are happening when it comes to phishing. First of all, the mechanism that phishing attacks for using is moving beyond email. That is the first change. Now we are seeing phishing attacks spreading through advertisement, through social media, through messaging apps. Previously it was just emails. So that's one difference that we are seeing. Another difference is that the type of phishing's changing as well. Historical, it has been about fake login pages or money transfer scams. Now we are seeing a lot more things that were never been tried by the bad guys. You are seeing the scareware scams where suddenly there's a popup on your screen and they're asking you, to install a malware because there's a problem on your system and so-called anti-virus is going to solve that problem, right? We're seeing browser extensions being spread through phishing, right? We are seeing telephone fraud happening through this phishing, right? So it has moved beyond just fake login pages. So, first of all, more communication medium, and at the same time, more type of phishing attacks that are happening. So, right now, if you say around 20 to 30% of attacks that we are catching are the credential stealing, fake login pages. Around 20 to 30% are the rogue software, fake Flash player, fake PDF readers, and all that. And then the rest are the, you know what, browser extensions. >> So what is spear phishing? I hear that term a lot. >> Spear phishing is the targeted phishing. Spear phishing is that I'm not sending it to hundreds and thousands of people randomly, and who are gets victim to it, that's a bonus, right? >> The system admin for the Linux kernel for the bank. >> Yeah, I'm targeting you. >> I'm targeting him, social engineering. >> So I'm going to LinkedIn. I'm going to LinkedIn. I want to target your company. So I got your name, I got your email, and I'm sending one email to you. That is spear phishing, right? The drive by phishing is all about sending it to thousands and thousands of peoples, and then getting them phished. But there's one thing, there's one trend that is happening that is actually making spear phishing going away. What's really happening is that a lot of people who are targeting you, they don't need to send you the direct email. They actually go to the black market and all these guys who are randomly hunting you, they got your name from there. So they don't have to work hard. >> Dark web has my contact. >> Right, so I can go there and say, you know what, John, is there anyone with this email who you recently phished? And the guy who never really cared about you acted and die. I got that guy infected, how much you going to pay me for that? I pay you $50, and now I got access to your information without even sending you any spear phishing email. So this dark market and this overall cyber crime business actually has made much easier for the guys who really want to target you. Spend 50 bucks instead of I try to send you emails, and I have to set up all these website. I don't have to do anything. I can simply go to that dark web and can buy your information. >> This is a really good point. I think this is some people, it scares a lot of people, but it's well known the crime syndicates in the dark web are well advanced and well funded. So a lot of Bitcoin and cryptocurrencies help fueling that. Share your opinion on that. Share some color commentary about how sophisticated and how robust the economy is in the dark web. >> There are hundreds and millions of dollars. I mean, the guys are making millions of dollars. There was a ransomware called CryptoLocker and called in to FBI. They made tons of millions of dollars. So the money is huge. And Bitcoin is actually fueling that. Previously it was very difficult. You can always track by it. Previously, around 2006, I remember there was a ransomware, and they were asking you to transfer money through Western Union. But you can really catch those guys, the money trail always there. Bitcoin is one thing that really fueled the dark web. Because for the very first time, you can steal people's money without leaving any trail. And that is actually, I think, is the unfortunate consequences is it is really fueling the cyber crimes because now you don't have to care about you getting tracked, getting arrested. >> Yeah, I mean, we have a debate on theCUBE all the time about this. I mean, that with every dark movement there's also a light at the end of the tunnel. Gaming culture leads a lot of the user experience. The dark web, I think, is leading a lot of the transactional things. If you think about Shadow IT before cloud was popular, Shadow IT is what drove a lot of the cloud early adopter. Some are saying that the dark web, and cryptocurrency, and blockchain, token economics, actually is a leading indicator of what we might become. So the dark web might become the operational model. >> That's right. >> Because you just turn the lights on and say, hey, if this is so inefficient, why not just adopt this efficient market? Yeah, you can't track it but it's more efficient. So, again, that's a little bit provocative and a little bit radical, but, I mean, think about it. A lot of problems going on. Bitcoin certainly is a great way to clear that cash out. >> That's right. >> And cannabis sales in the US is driving a lot of Bitcoin as well. >> That's right. >> Moving money around. So, follow the money, you'll find the technology, is what I always say. So, your thoughts now on the business. How do you see the business shaping? What are you guys trying to do? What's the product currently? You got some venture capital. You got Wing VC. >> That's right. >> And Norwest too. >> Norwest Partners. >> Great firms. What's it like? How much did you raise? What are you looking to do? >> So, we raised around $9 million last year, and we are gearing up for our CDSP earlier next year. So we have actually made great progress, and I think that one of the biggest thing that we're getting from our investors is that, I mean, just like FireEye, we got into the business of all this multi-vector phishing at the early stage. So, we have an advantage of around two to three years, as compared to our competitors, right? And at the same time, they also know that we are not developing a niche enterprise product. There are four billion internet users and phishing is all of them problem. So just think about that, right? We just have a tiny customer base, right? But if you target all those internet users, it's going to be around seven billion internet users. >> So do you have a strategy laid out yet? It's going to be an enterprise business? You're targeting individuals? Have you had a clear visibility on some of the target beach yet? >> So next two to three years is going to be all enterprise, right? And we'll start with the Northern America and all that. Maybe a later stage, little bit of the international expansion. But, overall, if you see the road map, and we really want to make a great company. I never really started this company to at least sell it for $100 million. >> You probably made some good dough at FireEye, so. They take care of you? >> Yeah, yeah, of course. (John and Atif laughing) But I think the purpose was that, I mean, I have nothing else to do, right? I mean, and so I'm not a serial entrepreneur. It was never the purpose that I can sell something quickly. >> You want to build a durable company. >> I want to build a durable company, and all the VCs, they want us to build a durable company because they want really, want a big exit, right? But I think the roadmap that they're seeing is that, okay, you know what, you can start with enterprise, and then you can go into the consumer space. And then, I think the problem is huge. It's not something that you can only sell to enterprise, or you can only sell to consumer, right? Every internet user is a victim. >> Yeah, and I think there's an opportunity for a vendor to come, I mean, a supplier, to come out of the market. And I've always said to the Illumio guys, Alan Cohen, and a bunch of other venture-backed companies, that it's going to be a new company, a new brand, that will be the big player. Because if you look at the market share, no one company actually has dominant market share in cybersecurity. >> That's right. >> So you have thousands of flowers blooming, but no clear winner yet. And I think that's a function of throwing everything at cybersecurity, and the buyers are like, I'll take anything. I'm so desperate. So there's a huge factor of desperation. How do you see that being solved? Because it is a desperate market, because people, they can't play offense, they got to play defense, they got to protect. And so the perimeter's gone. Used to be the moat and the firewall switch. Now it's gone, the perimeter. >> Is gone. >> Is gone, and so now you have service areas off the charts. So how do you protect it? (chuckles) What do you see? >> I think we started with the device model, right? But I think now we moving towards the software and the endpoint business. And we really believe that you need to cover the remote user. I mean, you just barely spend eight hours in the office, right? So we are actually developing technologies that are going to target the remote users, and we going to target multiple type of devices and all that. So that's our next big thing. Off of the same cloud technology. Cloud you have already developed, right? Now you have to develop multiple form factors or multiple ways to actually access that cloud. >> Multi-factor authentication, not just two-factor authentication really is the key, biometrics, things of that nature. Google's got some stuff going on there. But I want to get your thoughts on the cloud. I mean, cloud obviously is something you, cloud's your secret sauce. >> A big part of it. >> Is it on Amazon, Google? Which cloud do you use? >> It's distributed between AWS, but the core of our logic is actually reside in our own data centers. The reason is that the kind of GPU power that we wanted, because we are rendering all these pages in realtime, right? So we never got that kind of GPU support from the off-the-shelf AWS, right? So we really built our own-- >> So custom GPU powerhouse? >> Yes. >> For all the floating point calculations. >> Yeah, because you have to run millions of browser instances. Can you imagine? We are running all these virtual browser, continue-- >> Why didn't you start a GPU cloud? It's another venture. >> Yeah, another venture. (John laughing) But I think that's the lead for that because AI and the metrics calculation is going to be the key, right? And they're adding support. But around 2014 to be really frag-a-mit, it look like a joke. That you can have hundreds of millions of browser getting up and down, getting up and down, in realtime, right? So we got a very customized cloud for that purpose, and that's actually barrier to entry for a lot of other vendors. >> Yeah, and I think the cloud provides you some good agility as well. And they have, Amazon's kicking butt, we love Amazon. Okay, so now on the future. Hiring, you got some people. What are the key priorities for you guys? Engineering, obviously. More and more engineering. >> Engineering. >> Technology's cognitive. What kind of skill sets are you looking build? Machine learning, AI? >> It's already based on the machine learning and AI because we're doing the natural language processing, computer vision analysis. Because you want computer to see things, what's being rendered on the screen, right? So we already have the technology. What we really want to do now is to make it accessible for a variety of customers. Not every customer wants a hardware device, not every customer wants endpoint solution, right? You need to order multiple form factors. So you want to use this cloudware endpoint? Okay, you take that one. Okay, you love hardware device, right? But, end of the day, you're offering your cloud service to other people. So, first of all, building more form factors and definitely more customer traction. >> I better ask you the question, 'cause I just love the entrepreneurial hustle. And congratulations on the startup and it's looking really, great space to be in, by the way. So it's super, super great. 10 years out from now, in your mind's eye, what's the preferred future look like in your mind? For your company and the outcome that 10 years from now. What's it going to look like? What's the state of phishing and security? If you're successful, if you achieve your mission, what happens? >> Okay, so, I think, I mean, it's kind of funny. Over success lies with the bad news, right? I think every tech landscape is changing. It's usually one train lost was seven to eight years, before it goes down and the bad guys move to the next train. I think this is the very first time they have started targeting humans viciously, right? The problem is that by the time you have a trained professional, the new people who are emerging in, right? I don't think, right, this problem is going to get solved any time sooner. We can't rely on the humans to train, to get trained. You can't really make a user a computer security researches, right? In my opinion, eventually technology has to catch up. In my opinion. So I think we have to keep innovating because hackers are going to find new methods, and we have to keep on catching up. And I think we'll be a phishing protection company in the next 10 years. Maybe adjacent product, but I think we really want to be focus on this. >> And social engineering, to your point, and tell me if you agree with this, it's been very successful for hackers. Social engineering has been the tactic. And there's a variety of forms of social engineering. >> That's right. >> Great, awesome. Well, good luck with everything. Thanks for coming on theCUBE. We have Atif Mushtaq, the CEO of SlashNext. Hot startup funded by Norwest Venture Capital and Wing VC, two good firms that we know very well. They know their tech. And, again, security. Great problem to solve. And if there's a big thing you want to go after and solve a big problem, it's security. It's theCUBE bringing you the theCUBE coverage here in Palo Alto. I'm John Furrier, thanks for watching. (triumphant orchestral music)