>>mhm >>Yes, >>everyone welcome back to the cubes coverage of Red Hat summit 2021. I'm john for your host of the cube, we've got a great segment here on how Red Hat is working with telcos and the disruption in the telco cloud. We've got a great guest cube alumni Darrell Jordan smith, senior vice president of industries and global accounts at Red Hat, uh Darryl, great to see you. Thanks for coming back on the cube. >>It's great to be here and I'm really excited about having the opportunity to talk to you >>today. Yeah, we're not in person in real life is coming back soon, although I hear mobile world congress might be in person this year looking like it's good a lot of people gonna be virtual activating. I know a lot to talk about this is probably one of the most important topics in the industry because when you talk about telco industry, you're really talking about um the edge, talking about five G talking about industrial benefits for business because it's not just Edge for connectivity access. We're talking about internet of things from self driving cars to business benefits. It's not just consumer, it's really bringing that together, you guys are really leading with the cloud native platform from rail, open shift men and services. Everything about the cloud native underpinnings you guys have been successful as a company but now in your area, telco is being disrupted. Absolutely. Give us your take on this is super exciting. >>Well, it's actually one of the most exciting times I've been in the industry for 30 years are probably aging myself now. But in the telecommunications industry, this, for me is the most exciting. It's where technology is actually going to visibly change the way that everyone interacts with the network and with the applications that are being developed out there on our platform and as you mentioned IOT and a number of the other ai and Ml innovations that are occurring in the market place. We're going to see a new wave of applications and innovation. >>What's the key delivery workloads you're seeing with Five G environment? Um, obviously it's not just, you know, five G in the sense of thinking about mobile phones or mobile computers as they are now. Um, it's not just that consumer, hey, surf the web and check your email and get an app and download and communicate. It's bigger than that. Now, can you tell us Where you see the workloads coming in on the 5G environment? >>You hit the nail on the head, The the the, the killer application isn't the user or the consumer and the way that we traditionally have known it, because you might be able to download a video in that take 20 seconds less, but you're not going to pay an awful lot more money for that. The real opportunity around five years, the industrial applications, things that I connected car, automotive, driving, um factory floor automation, how you actually interface digitally with your bank, how we're doing all sorts of things more intelligently at the edge of the network using artificial intelligence and machine learning. So all of those things are going to deliver a new experience for everyone that interacts with the network and the telcos are at the heart of it. >>You know, I want to get into the real kind of underpinnings of what's going on with the innovations happening. You just kind of laid out kind of the implications of the use cases and the target application workloads. But there's kind of two big things going on with the edge in five G one is under the hood, networking, you know, what's going on with the moving the packets around the workload, throughput, bandwidth etcetera, and all that goes on under the hood. And then there's the domain expertise in the data where AI and machine learning have to kind of weaving. So let's take the first part first. Um open shift is out there. Red hat's got a lot of products, but you have to nail the networking requirements and cloud Native with container ization because at large scales, not just packaged, it's all kinds of things going on security, managing a compute at the edge. There's a lot of things under the hood, if you will from a networking perspective, could you share what red hats doing in that area? >>So when we last spoke with the cube, we talked a lot about GMOs and actually people living Darryl, >>can I Cause you really quickly? I'm really sorry. Keep your answer in mind. We're gonna >>go right from that question. >>We're just kidding. Um, are you, is anything that you're >>using or touching running into the desk? We're just getting >>a little bit of shakiness on your camera >>and I don't want to. >>So anyway, >>that is my, my elbows. No worries. So no >>worries. Okay, so take your answer. I'll give you like a little >>321 from behind the scenes >>and and we'll go right as if >>john just ask >>the questions, we're gonna stay running. >>So I think, uh, >>can you ask the question just to get out of my mind? Perfect. Well let's, let's do >>from that. So we'll stay on your shot. So you'll hear john, but it'll be as if >>he just asked the question. So jOHn >>team up. Here we go. I'm just gonna just jimmy and just keep my other question on the okay, here we go. So Darryl, open shift is optimized for networking requirements for cloud native. It's complex into the hood. What is red hat doing under the hood to help in the edge in large complex networks for large scale. >>Yeah. So, so that's a very good question in that we've been building on our experience with open stack and the last time I was on the cube, I talked about, you know, people virtualizing network applications and network services. We're taking a lot of that knowledge that we've learned from open stack and we're bringing that into the container based world. So we're looking at how we accelerate packets. We're looking at how we build cloud native applications on bare metal in order to drive that level of performance. We're looking at actually how we do the certification around these applications and services because they may be sitting in different app lets across the cloud, but in some instances running on multiple clouds at the same time. So we're building on our experience from open stack, we're bringing all of that into open shipping, container based environment with all of the tallinn necessary to make that effective. >>It's interesting with all the automation going on. Certainly with the edge developing nicely the way you're describing it, certainly disrupting the Telco cloud, you have an operator mindset of cloud Native operator thinking, kind of, it's distributed computing, we know that, but it's hybrid. So it's essentially cloud operations. So there's an operator mindset here that's just different. Could you just share quickly before we move on to the next segment? What's different about this operating model for the, these new kinds of operators? As you guys been saying, the C I O is the new cloud operator, That's the skill set they have to be thinking and certainly to anyone else provisioning and managing infrastructure has to think like an operator, what's your >>view? They certainly do need anything like an operator. They need to look at how they automate a lot of these functions because they're actually deployed in many different places will at the same time they have to live independently of each other. That's what cloud native actually really is. So the whole, the whole notion of five nines and vertically orientated stacks of five nines availability that's kind of going out the window. We're looking at application availability across a hybrid cloud environment and making sure the application can live and sustain itself. So operators as part of open shift is one element of that operations in terms of management and orchestration and all the tooling that we actually also providers red hat but also in conjunction with a big partner ecosystem, such as companies like net cracker, for example, or IBM as another example or Erickson bringing their automation tool sets and their orchestration tool sets of that whole equation to address exactly that problem >>you bring up the ecosystem. And this is really an interesting point. I want to just hit on that real quick because reminds me of the days when we had this massive innovation wave in the nineties during that era. The client server movement really was about multi vendor, right. And that you're starting to see that now and where this ties into here I think is when we get your reaction to this is that, you know, moving to the cloud was all about 2 2015. Move to the cloud moved to the cloud cloud native. Now it's all about not only being agile and better performance, but you're gonna have smaller footprints with more security requires more enterprise requirements. This is now it's more complicated. So you have to kind of make the complications go away and now you have more people in the ecosystem filling in these white spaces. So you have to be performance and purpose built if you will. I hate to use that word, but or or at least performing an agile, smaller footprint grade security enabling other people to participate. That's a requirement. Can you share your reaction to that? >>Well, that's the core of what we do. A red hat. I mean we take open source community software into a hardened distribution fit for the telecommunications marketplace. So we're very adapt to working with communities and third parties. That ecosystem is really important to us. We're investing hundreds of engineers, literally hundreds of engineers working with our ecosystem partners to make sure that their applications services certified, running on our platform, but but also importantly is certified to be running in conjunction with other cloud native applications that sit over the same cloud. So that that is not trivial to achieve in any stretch of the imagination. And a lot of 80 technology skills come to bear. And as you mentioned earlier, a lot of networking skills, things that we've learned and we've built with a lot of these traditional vendors, we bring that to the marketplace. >>You know, I've been saying on the cube, I think five years ago I started talking about this, it was kind of a loose formulation, I want to get your reaction because you brought up ecosystem, you know, saying, you know, you're gonna see the big clouds develop out. The amazon Microsoft came in after and now google and others and I said there's gonna be a huge wave of of what I call secondary clouds and you see companies like snowflake building on on top of amazon and so you start to see the power law of new cloud service providers emerging that can either sit and work with across multiple clouds. Either one cloud or others that's now multi cloud and hybrid. But this rise of the new more C. S. P. S, more cloud service providers, this is a huge part of your area right now because some call that telco telco cloud edge hits that. What is red hat doing in this cloud service provider market specifically? How do you help them if I'm a cloud service provider, what do I get in working with Red Hat? How do I be successful because it's very easy to be a cloud service provider now more than ever. What do I do? How do you help? How do you help me? >>Well, we we we offer a platform called open shift which is a containerized based platform, but it's not just a container. It involves huge amounts of tooling associated with operating it, developing and around it. So the concept that we have is that you can bring those applications, developed them once on 11 single platform and run it on premise. You can run it natively as a service in Microsoft environment. You can actually run it natively as a service in amazon's environment. You can running natively on IBM's Environment. You can build an application once and run it in all of them depending on what you want to achieve, who actually provide you the best, owning the best terms and conditions the best, the best tooling in terms of other services such as Ai associated with that. So it's all about developing it once, certifying it once but deploying it in many, many different locations, leveraging the largest possible developing ecosystem to drive innovation through applications on that common platform. >>So assumption there is that's going to drive down costs. Can you why that benefits the economics are there? We talk about the economics. >>Yeah. So it does drive down costs a massive important aspect but more importantly it drives up agility. So time to market advantages actually attainable for you so many of the tell coast but they deploy a network service traditionally would take them literally maybe a year to roll it all out. They have to do it in days, they have to do updates in real time in data operations in literally minutes. So we were building the fabric necessary in order to enable those applications and services to occur. And as you move into the edge of the network and you look at things like private five G networks, service providers or telcos in this instance will be able to deliver services all the way out to the edge into that private five G environment and operate that in conjunction with those enterprise clients. >>So open shit allows me if I get this right on the CSP to run, have a horizontally scalable organization. Okay. From a unification platform standpoint. Okay, well it's 5G and other functions, is that correct? That's correct. Ok. So you've got that now, now I want to come in and bring in the top of the stack or the other element. That's been a big conversation here at Redhead Summit and in the industry that is A I and the use of data. One of the things that's emerging is the ability to have both the horizontal scale as well as the special is um of the data and have that domain expertise. Uh you're in the industries for red hat. This is important because you're gonna have one industry is going to have different jargon, different language, different data, different KPI S. So you've got to have that domain expertise to enable the ability to write the apps and also enable a I can, you know how that works and what were you doing there? >>So we're developing open shift and a number of other of our technologies to be fit for the edge of the network where a lot of these Ai applications will reside because you want them closer to the client or the the application itself where it needs to reside. We're creating that edge fabric, if you like. The next generation of hybrid cloud is really going to be, in my view at the edge we're enabling a lot of the service providers to go after that but we're also igniting by industry, You mentioned different industries. So if I look at, for example, manufacturing with mind sphere, we recently announced with Seaman's how they do at the edge of the network factory automation, collecting telemetry, doing real time data and analytics, looking at materials going through the factory floor in order to get a better quality results with lower, lower levels of imperfections as they run through that system and just one industry and they have their own private and favorite Ai platforms and data sets. They want to work with with their own data. Scientists who understand that that that ecosystem inherently you can move that to health care and you can imagine how you actually interface with your health care professionals here in north America, but also around the world, How those applications and services and what the Ai needs to do in terms of understanding x rays and looking at common errors associated with different x rays to. A practitioner can make a more specific diagnosis faster saving money and potentially lives as well. So different different vertical markets in this space have different AI and Ml requirements and needs different data science is different data models. And what we're seeing is an ecosystem of companies that are starting up there in that space that we have, what service part of IBM. But you have processed the labs of H T H 20 and a number of other very, very important AI based companies in that ecosystem. >>Yeah. And you get the horizontal scalability of the control plane and in the platform if you will, that gives you cross organizational leverage uh and enable that than vertical expertise. >>Exactly. And you want to build an Ai application that might run on a factory floor for for certain reasons to its location and what they're actually physically building. You might want to run their on premise, you might actually want to put it into IBM cloud or in Zur or into AWS, You develop, it wants to open shift, you can deploy it in all of those as a service sitting natively in those environments. >>Darrell, great chat. I got a lot going on telco cloud, There's a lot of cloud, native disruption going on. It's a challenge and an opportunity and some people have to be on the right side of history on this one if they're going to get it right. Well, no, and the scoreboard will be very clear because this is a shift, it's a shift. So again, you hit all the key points that I wanted to get out. But I want to ask you to more areas that are hot here at red hat summit 21 as well again and as well in the industry and get your reaction and thoughts on uh, and they are def sec ops and automation. Okay. Two areas. Everyone's talking about DEV ops which we know is infrastructure as code programming ability under the hood. Modern application development. All good. Yeah, the second their security to have sex shops. That's critical automation is continuing to be the benefits of cloud native. So Deb see cops and automation. What you're taking has that impact the telco world in your world. >>You can't you can't operate a network without having security in place. You're talking about very sensitive data. You're talking about applications that could be real time chris pickling mrs actually even life saving or life threatening if you don't get them right. So the acquisition that red hat recently made around stack rocks, really helps us make that next level of transition into that space. And we're looking about how we go about securing containers in a cloud native environment. As you can imagine, there will be many, many thousands tens of thousands of containers running if one is actually misbehaving for what one of a better term that creates a security risk in a security loophole. Were assuring that up that's important for the deployment, open shift in the Tokyo domain and other domains in terms of automation. If you can't do it at scale and if you look at five G and you look at the radios at the edge of the network and how you're gonna provision of those services. You're talking about hundreds of thousands of nodes, hundreds of thousands. You have to automate a lot of those processes, otherwise you can't scale to meet the opportunity, you can't physically deploy, >>you know, Darryl, this is a great conversation, you know, as a student of history and um development and I always kind of joke about that and you you've been around the industry for a long time. Telcos have been balancing this um evolution of digital business for many, many decades. Um and now with Cloud Native, it's finally a time where you're starting to see that it's just the same game now, new infrastructure, you know, video, voice, text data all now happening all transformed and going digital all the way, all aspects of it in your opinion. How should telcos be thinking about as they put their plans in place for next generation because you know, the world is now cloud Native. There's a huge surface here of opportunities, different ecosystem relationships, the power dynamics are shifting. It's it's really a time where there will be winners and there will be losers. What's your, what's your view on on how the telco industry needs to clarify and how they be positioned for success. >>So, so one of the things I truly believe very deeply that the telcos need to create a platform, horizontal platform that attracts developer and ecosystems to their platform because innovation is gonna sit elsewhere, then there might be a killer application that one telco might create. But in reality most of those innovations that most of those disruptors are going to occur from outside of that telco company. So you want to create an environment where you're easy to engage and you've got maximum sets of tools and versatility and agility in order to attract that innovation. If you attract the innovation, you're going to ignite the business opportunity that 5G and 60 and beyond is going to actually provide you or enable your business to drive. And you've really got to unlock that innovation and you can only unlock in our view, red hat innovation. If you're open, you follow open standards, you're using open systems and open source is a method or a tool that you guys, if you're a telco, I would ask you guys need to leverage and harness >>and there's a lot, there's a lot of upside there if you get that right, there's plenty of upside, a lot of leverage, a lot of assets to advantage the whole offline online. Coming back together, we are living in a hybrid world, certainly with the pandemic, we've seen what that means. It's put a spotlight on critical infrastructure and the critical shifts. If you had to kind of get pinned down Darryl, how would you describe that learnings from the pandemic as folks start to come out of the pandemic? There's a light at the end of the tunnel as we come out of this pandemic, companies want a growth strategy, wanna be positioned for success what you're learning coming out of the pandemic. >>So from my perspective, which really kind of 11 respect was was very admirable. But another respect is actually deeply uh a lot of gratitude is the fact that the telecommunications companies because of their carrier, great capabilities and their operational prowess were able to keep their networks up and running and they had to move significant capacity from major cities to rural areas because everyone was working from home and in many different countries around the world, they did that extremely and with extremely well. Um and their networks held up I don't know and maybe someone will correct me and email me but I don't know one telco had a huge network outage through this pandemic and that kept us connected. It kept us working. And it also what I also learned is that in certain countries, particularly at a time where they have a very large prepaid market, they were worried that the prepaid market in the pandemic would go down because they felt that people would have enough money to spend and therefore they wouldn't top up their phones as much. The opposite effect occurred. They saw prepaid grow and that really taught me that that connectivity is critical in times of stress that we're also everyone's going through. So I think there are some key learnings that >>yeah, I think you're right on the money there. It's like they pulled the curtain back of all the fun and said necessity is the mother of invention and when you look at what happened and what had to happen to survive in the pandemic and be functional. Your, you nailed it, the network stability, the resilience, but also the new capabilities that were needed had to be delivered in an agile way. And I think, you know, it's pretty much the forcing function for all the projects that are on the table to know which ones to double down on. So I think you pretty much nailed it. Darrell Jordan smith, senior vice president of industries and global accounts for red hat kibble, unnatural. Thanks for that insight. Thanks for sharing great conversation around telcos and telco clouds and all the edge opportunities. Thanks for coming on. >>Thank you john >>Okay. It's the cubes coverage of Red Hat summit 21. I'm John for your host. Thanks for watching. Mhm mhm

>> Hi, I'm Peter Burroughs. And welcome to another cube conversation. This one is part of a very, very special digital community event sponsored by day trip. What we're going to be talking about today. Well, date comes here with a special product announcement that's intended to help customers do a better job of matching their technology needs with the speed and opportunities to use their data differently within their business. This is a problem that every single customer faces every single enterprise faces, and it's one that's become especially acute as those digital natives increasingly hunt down and take out some of those traditional businesses that are trying to better understand how to use their data. Now, as we have with all digital community events at the end of this one, we're gonna be running a crowd chat, so stay with us, will go through a couple of day trim and datum customer conversations, and then it'LL be your turn toe. Weigh in on what you think is important. Ask the questions of Data Room and others in the community that you think need to be addressed. Let's hear what you have to say about this increasingly special relationship between data technology and storage services. So without further ado, let's get it kicked off. Tim Page is the CEO of Datum. Tim, Welcome to the Cube. Thank you, Peter. So data give us a quick take on where you guys are. >> Yeah, Day tree ums formulated as a software to find converged infrastructure company that takes that converges to the next level. And the purpose of us is to give the user the same experience, whether you're working on Prem or across multi cloud. >> Great. So let's start by saying, that's the vision, but you've been talking a lot of customers. What's the problem that you keep hearing over and over that you're pointing towards? >> Yeah, it's funny. So it's so meet with the number CEOs over the years and specifically is related to a tree, and they'LL tell you they were on an on demand economy that expects instant outcomes, which means you have to digitally transform. And to do that, you've got to transform it, which means it's got to be easy. It's got to be consistent. You've got to get rid of a lot of the management issues, and it's got a feel and take advantage of the services that cloud has to offer. >> All right, so that's the nature of the problem. You've also done a fair amount of research looking into the specifics of what they're asking for. Give us some insight into what day terms discovering as you talk to customers about what the solutions are going to look like. >> It's interesting. So if you look at how to resolve that, you've got to conf urged to transform in some form or fashion. If you look at the first level of convergence a lot of people have done, it's been directly as relates the hardware architecture. We've taken that to a whole new level until Point were saying, How do you actually automate those mundane task that take multiple groups to solve specifically primary backup disaster recovery? All the policies involved in that is a lot of work that goes into that across multiple groups, and we set out to solve those issues, >> so there's still a need for performance. There's still the need for capacity to reduce management time and overhead etcetera. But Tim, as we move forward, how our customers responding this you're getting some sense of what percentage of them are going, Teo say Yeah, that's it >> s so interesting. So we could start a survey and got over five hundred people leaders to respond to it. It's interesting is they talk about performance management security, but they're also talking about consistency of that experience. And specifically, we asked how many of you is important to have your platform have built in backup and policy services with encryption built in et cetera. We got a seventy percent rate of those applicants of those those people interviewed saying is really important for that to be part of a plan. >> So it sounds like you're really talking about something Mohr than just a couple of products. You really talking about forcing customers or you're not forcing. Customers are starting the process of rethinking your data infrastructure, and I got that right. >> That's right. If you look at how infrastructure is grown in the last twenty years, right? Twenty years ago, san technology was related, and every time you throw open app, you had to put different policies that Apple put different one tight management to how much of my resources and go to certain things. We set out to actually automate that which is why it took us four years. To build this platform with a hundred programmers is, Well, how do we actually make you not think about how you're going to back up? How do you set a policy and no disaster recovery is going to run? And to do that, you've gotta have it one code base and we know we're on to something, even based on our survey, because the old array vendors are all buying Bolton's because they know users want an experience. But you can't have that experience with the ball time. You have to have it your fundamental platform. >> Well, let me let me step in here. So I've been around for a long time him and heard a lot of people talk about platforms. And if I have kind of one rule companies and introduce platforms that just expand, typically failed companies that bring an opinion and converge more things so it's simpler tend to be more successful. Which direction's date >> going? So we definitely That's why we took time, right? If you want to be an enterprise class company, you can't build a cheap platform in eighteen months and hit the market because were you, architect, you stay. So our purpose from the beginning was purposefully to spend four years building an enterprise clap platform that did away with a lot of the mundane task seeing management That's twenty years old. Technology right? One management. So if you're buying your multi cloud type technology experience in cages, you're just buying old stuff. We took an approach saying, We want that consistent approach that whether you're running your services on from or in any type of cloud, you could instantly take advantage of that, and it feels the same. That's a big task because you're looking to run the speed of storage with the resiliency of backup right, which is a whole different type of technology. Which is how our founders, who have built the first words in this went to the second, almost third version of that type of oven. Stan she ation of a platform. >> All right, so we know what the solution is going to look like. It's going to look like a data platform that's rethought to support the needs of data assets and introduces a set of converge services that really focus the value proposition to what the enterprise needs So what do you guys announcing? >> That's exactly right. So we've finalized what we call our auto matrix platform. So auto matrix in inherently In it we'LL have primary backup Disaster recovery D Our solution All the policies within that an encryption built in from the very beginning. Soto have those five things we believe toe actually have on the next generation experience across true multi cloud. You're not bolting on hardware technologies. You're bolting on software technologies that operate in the same manner. Those five things have to be an errand or you're a bolt on type company. >> So you're not building a platform out by acquisition. You build a platform out by architecture and development. >> That's right. And we took four years to do it with one hundred guys building this thing out. It's released, it's out and it's ready to go. So our first we're announcing is that first in Stan she ation of that as a product we're calling control shift, which is really a data mobility orchestrator. True sas based you could orchestrate from the prime from the cloud cloud to cloud, and our first generation of that is disaster recovery so truly to be able to set up your policies, check those policies and make sure you're going to have true disaster recovery with an Rto zero. It's a tough thing we've done it. >> That's upstanding. Great to hear Tim Page, CEO Data Room, talking about some of the announcement that were here more about in the second. Let's now turn our attention, Teo. A short video. Let's hear more about it. >> The bank is focused on small businesses and helping them achieve their success. We want to redesign the customer engagement in defining the bank of the future. This office is our first implementation of that concept, as you can see is a much more open floor plan design that increases the interaction between our lead bank associates and our clients with day tree and split provisioning. Oliver Data is now on the host, so we have seen eighty times lower application. Leighton. See, this gives our associates instant responses to their queries so they can answer client questions in real time. That time is always expensive in our business. In the past we had a forty eight hour recovery plan, but with the atrium we were able to far exceed that plan we've been able to recover systems in minutes now instead of backing at once per day with that backup time taking eighteen hours. Now we're doing full system snapshots our league, and we're replicating those offsite stay trim is the only vendor I know of that could provide this end to end encryption. So any cyber attacks that get into our system are neutralized with the data absolution. We don't have to have storage consultants anymore. We don't have to be stored. Experts were able to manage everything from a storage perceptive through the center, obviously spending less time and money on infrastructure. We continue to leverage new technologies to improve application performance and lower costs. We also want to animate RDR fail over. So we're looking forward to implementing daydreams. Product deloused orchestrate an automaton. RDR fell over process. >> It is always great to hear from a customer. Want to get on Peterborough's? This's a Cube conversation, part of a digital community event sponsored by Data Room. We were talking about how the relationship between the new digital business outcomes highly dependent upon data and the mismatch of technology to be able to support those new classes of outcomes is causing problems in so many different enterprises. So let's dig a little bit more deeply into someone. Tatum's announcements to try to find ways to close those gaps. We've got his already who's the CTO of data on with today, says all are welcome to the Cube, >> that being a good to see you again. >> So automate tricks give us a little bit more toe tail and how it's creating value for customers. >> So if you go to any data center today, you notice that for the amount of data they have their five different vendors and five different parts to manage the data. There is the primary storage. There is the backup on DH. There is the D R. And then there's mobility. And then there is the security or think about so this five different products, our kind of causing friction for you if you want to move, if you want to be in the undermanned economy and move fast in your business, these things are causing friction. You cannot move that fast. And so what we have done is that we took. We took a step back and built this automatics platform. It's provides this data services. We shall kind of quality that autonomous data services. The idea is that you don't have to really do much for it by converging all this functions into one simple platform that we let him with all the friction you need to manage all your data. And that's kind of what we call auto metrics that >> platform. So as a consequence, I gotta believe, Then your customers are discovering that not only is it simpler, easy to use perhaps a little bit less expertise required, but they also are more likely to be operationally successful with some of the core functions like D are that they have to work with. >> Yeah, So the other thing about these five five grandpre functions and products you need is that if you want to imagine a future, where you going, you know, leverage the cloud For a simple thing like the R, for example, the thing is that if you want to move this data to a different place with five different products, how does it move? Because, you know, all these five products must move together to some of the place. That's not how it's gonna operate for you. So by having these five different functions converge into one platform is that when the data moves between the other place, the functions move with it giving the same exist same exact, consistent view for your data. That's kind of what we were built. And on top of all the stuff is something we have this global data management applications to control the all the data you have your enterprise. >> So how are customers responding to this new architecture of autumn matrix converge services and a platform for building data applications? >> Yeah, so our customers consistently Teyla's one simple thing is that it's the most easiest platform there ever used in their entire enterprise life. So that's what we do aimed for simplicity for the customer experience. Autonomous data services give you exactly that experience. So as an example, last quarter we had about forty proof of concept sort in the field out of them, about thirty of adopted already, and we're waiting for the ten of the results to come out this quarter. So generally we found that a proof of concept don't come back because once you touch it, experience simplicity offered and how how do you get all this service is simple, then people don't tend to descend it back. They like to keep it and could have operated that way. >> So you mentioned earlier, and I kind of summarizing notion of applications, Data services, applications tell us a little bit about those and how they really toward a matrix. >> Right? So once you have data in multiple places, people have not up not a cloud. And we're going to also being all these different clouds and report that uniform experience you need this date. You need this global data management applications to extract value out off your data. And that's kind of the reason why we built some global data management applications. I SAS products, I think, install nothing to manage them. Then they sit outside and then they help you manage globally. All the data you have. >> So as a result, the I and O people, the destruction operations administrators, I can think of terms of automata whose platform the rest of the business could look at in terms of services and applications that through using and support, >> that's exactly right. So you get the single dashboard to manage all the data. You have an enterprise >> now I know you're introducing some of these applications today. Can you give us a little peek into? Yeah. >> Firstly, our automatics platform is a soft is available on prime as a software defined converge infrastructure, and you can get that we call it D V X. And then we also offer in the cloud our services. It's called Cloud Devi Ex. You could get these and we're also about kind off announcing the release ofthe control shift. It's over for one of our first date. Imagine applications, which kind of helps you manage data in a two different locations. >> So go over more specific and detail in the control shift. Specifically is which of those five data services you talk about is control shift most clearly associating with >> right. So if you go toe again back to this question about like five different services, if you have to think about B r o D. R. Is a necessity for every business, it's official protection. You need it. But the challenge is that you know that three four challenges you gently round into the most common people talk about is that one is that you have a plan. You'LL have a proper plan. It's challenging to plan something, and then you think about the fire drill. We have to run when there's a problem. And then last leaving actually pushed the button. Tofail over doesn't really work for you. Like how fast is it going to come up? So those three problems we can have one to solve really like really solidly So we call our service is a dear services fail proof tr that's actually takes a little courage to say fail proof. So control shift is our service, which actually does this. The orchestration does mobility across the two different places from could be on prime time on Prem on prompted the cloud. And because we have this into end data services ourselves, the it's easy to then to compliance checks all the time so we could do compliance checks every few minutes. So what that gives you that? Is that the confidence that that your dear plan's going to work for you when you need it? And then secondly, when you push the button because you also prime restoration back up, it's then easy to bring upon your services at once like that, and the last one is that because we are able to then work across the clouds and pride, the seamless experience. So when you move the data to the cloud, have some backups there. When you push a button to fail over, we'LL bring up your services in via MacLeod so that the idea is that it look exactly the same no matter where you are in the D. R or North India and then, you know, you watch the video, watch the demos. I think they look and see that you can tell the difference. >> Well, that's great. So give us a little bit of visibility into how day Truman intends to extend these capabilities, which give us a little visibility in the road map. Next. >> So we are already on Amazon with the cloud. The next time you're gonna be delivering his azure, that's the next step. But But if I step back a little bit and how do we think about our ourselves? Like if you look at his example Google, Google, you know, fairies, all the data and Internet data and prizes that instant search for that instant like an access to all the data you know, at your finger finger tips. So we wanted something similar for enterprise data. How do we Federated? How do we aggregate data and the property? The customer, the instant management they can get from all the data. They have already extract value from the data. So those things are set off application We're building towards organic scum. Examples are we're building, like, deep search. How do you find the things you want to find? You know, I've been a very nice into to weigh. And how do you do Compliance? GPR. And also, how do you think about you know, some dependent addicts on the data? And so we also extend our control shift not to just manage the data on all platforms. Brawls hardly manage data across different platforms. So those kind of things they're thinking about as a future >> excellent stuff is already CTO daydream. Thanks very much for talking to us about auto matrix control shift and the direction that you're taking with this very, very extreme new vision about data on business come more easily be bought together. So, you know, I'll tell you what. Let's take a look at a demo >> in today's enterprise data centers. You want a simple way to deal with your data, whether in the private or public cloud, and ensure that dealing with disaster recovery is easy to set up. Always complied and in sync with the sites they address and ready to run as the situations require built on consistent backups, allowing you to leverage any current or previous recovery point in time with near zero rto as the data does not have to be moved in order to use it. Automated orchestration lets you easily test or execute recovery plans you have constructed with greater confidence, all while monitoring actions and progress from essential resource. This, along with maintaining comprehensive run books of these actions, automatically from the orchestration framework. Managing your Systems Day Tree in autumn matrix provides this solution. Run on local host flash and get the benefits of better performance and lower. Leighton sees back up and protect your data on the same converged platform without extracting it to another system while securing the data in your enterprise with end and encryption automating salas desired for your business needs with policy driven methods. The capture the what, when and where aspects of protecting your data, keeping copies locally or at other sites efficiently Move the data from one location to another weather in your private or public cloud. This is the power of the software defined converged infrastructure with cloudy are from day tree, um, that we call Oughta Matrix. >> Hi. And welcome back to another cube conversation once again on Peter Births. And one of the biggest challenges that every user faces is How did they get Mohr out of their technology suppliers, especially during periods of significant transformation? Soto have that conversation. We've got Brian Bond, who's the director of infrastructure? The meter A seaman's business. Brian, welcome to the Cube. >> Thanks for having me. >> So tell us a little about the meteor and what you do there. >> So E Meter is a developer and supplier of smart grid infrastructure software for enterprise level clients. Utilities, water, power, energy and, ah, my team was charged with managing infrastructure for that entire business units. Everything from Deb Test Q and sales. >> Well, the you know, the intelligent infrastructure as it pertains to electronica rid. That's not a small set of applications of small city use cases. What kinds of pressure is that putting on your infrastructure >> A lot of it is the typical pressures that you would see with do more with less doom or faster. But a lot of it is wrapped around our customers and our our other end users in needing more storage, needing Mohr at performance and needing things delivered faster on a daily basis. Things change, and keeping up with the Joneses gets harder and harder to do as time moves on. >> So as you think about day trims Auto Matrix. How is it creating value for you today? Give us kind of, Ah, peek into what it's doing to alleviate some of these scaling and older and researcher pressures, >> So the first thing it does is it does allow us to do a lot more with less. We get two times the performance five times the capacity, and we spend zero time managing our storage infrastructure. And when I say zero time I mean zero time, we do not manage storage anymore. With the data in product, we can deploy thanks faster. We can recover things faster are Rto and R R P. O matrix is down two seconds instead of minutes or hours, and those types of things really allow us to provide, Ah much better level of service to our customers. >> And it's especially critical. Infrastructure like electronic grid is good to hear. That the Rto Harpo is getting is close to zero as possible. But that's the baseline today. Look out and is you and vision where the needs of these technologies are going for improving protection, consolidating converging gated services and overall, providing a better experience from a business uses data. How do you anticipate that you're goingto evolve your use of autumn matrix and related data from technologies? >> Well, we fully intend to to expand our use of the existing piece that we have. But then this new autumn matrix piece is going to help us, not witches deployments. But it's also going to help us with compliance testing, data recovery, disaster recovery, um, and also being able to deploy into any type of cloud or any type of location without having to change what we do in the back in being able to use one tool across the entire set of the infrastructure they were using. >> So what about the tool set? You're using the whole thing consistently, but what about the tool set when in easiest for you within your shop, >> installing the infrastructure pieces themselves in its entirety. We're very, very easy. So putting that into what we had already and where we were headed was very, very simple. We were able to do that on the fly in production and not have to do a whole lot of changes with the environments that were doing at the time. The the operational pieces within the D. V X, which is this the storage part of the platform were seamless as far as V Center and other tools that we're using went and allowed us to just extend what we were doing already and be able to just apply that as we went forward. And we immediately found that again, we just didn't manage storage anymore. And that wasn't something we were intending and that made our r I just go through the roof. >> So it sounds like time to value for the platform was reserved for quick and also it fit into your overall operational practices. So you have to do a whole bunch of unnatural acts to get >> right. We did not have to change a lot of policies. We didn't have to change a lot of procedures, a lot of sounds. We just shortened. We took a few steps out on a lot of cases. >> So how is it changing being able to do things like that, changing your conversation with your communities that you're serving a CZ? They asked for more stores where they ask for more capabilities. >> First off, it's making me say no, a lot less, and that makes them very, very happy. The answer usually is less. And then the answer to the question of how long will it take changes from? Oh, we can get that done in a couple of days or, oh, we can get that done in a couple hours to I did that while I was sitting here in the meeting with you, and it's it's been handled and you're off to the races. >> So it sounds like you're police in a pretty big bed and a true, uh, what's it like? Working with them is a company. >> It's been a great experience from from the start, in the initial piece of talking to them and going through the POC process. They were very helpful, very knowledgeable SCS on DH, and since then They've been very, very helpful in allowing us to tell them what our needs are, rather than them telling us what our needs are and going through and working through the new processes and the and the new procedures within our environments. They've been very instrumental and performance testing and deployment testing with things, uh, that a lot of other storage providers didn't have any interest in talking with us about so they've been very, very helpful with that and very, very knowledgeable people that air there are actually really smart, which is not surprising. But the fact that they can relay that into solutions to what my actual problems are and give me something that I can push forward on to my business and have ah, positive impact from Day one has been absolutely, without question, one of the better things. >> Well, it's always one of the big, biggest challenge when working with a company that just getting going is how do you get the smarts of that organization into the business outcomes that really succeeded? Sounds like it's working well. Absolutely. All right. Brian Bond, director Vital infrastructure demeanor, Seaman's business Thanks again for being on the Cube >> has been great >> on. Once again, this has been a cube conversation, and now what we'd like to do is don't forget this is your opportunity to participate in the crowd. Chat immediately after this video ends and let's hear your thoughts. What's important in your world is you think about new classes of data platforms, new rules of data, new approaches to taking great advantage of the data assets that air differentiating your business. Have those conversations make those comments? Asked those questions. We're here to help. Once again, Peter Bourjos, Let's go out yet.

>> live from Mountain View, California It's the queue covering definite create twenty nineteen. Brought to You by Cisco >> Welcome back to the Cube. Elisa Martin with Set Cisco Definite Create twenty nineteen at the Computer History Museum, but here all day, talking with some really great innovative folks excited to welcome to the Cube. Marty Jane, senior director of this Cisco Global Partnership and Video. Marty, It's great to have you here. >> Thank you. Good to be here. >> So I always love talking about partnerships Where what Day One of Dev. Net. Tomorrow's day to. There's been a lot of a lot of community spirit is here, so I just kind of in the spirit of partnerships, lot of collaboration that community is is really strong. Uh, before we get into kind of the details of this Cisco in video partnership first kind of thing, I wonder is all right. This is the developer community. Why the developer community within video? >> That's a great question. So if you think about way, make GP use, which is a piece of silicon graphics processing unit, and it is really only a piece of silicon until a developer comes along and develops a cool app on it. So if you think about how we go to market our large conferences called GTC, it's really developer. Focus. We have a little over a million developers in our ecosystem, and I find it very synergistic with Cisco. If you think about Suzy, we's vision. I think it's the same idea. You look at over half a million developers in their ecosystem and they want to develop collapse, and that's how your platform becomes relevant. So if you think of all the modern innovation that's coming from developers, so these are the folks that we should be talking to on a daily basis. I see a lot of commonality, a lot of synergies. In fact, we had Sisko definite come over to our conference GTC, and they they appeal to our developers. And now we're here talking to their developers and also developing some joint platforms which the the folks can use for. Like I said, the more modern *** with all the new data that's coming, whether the coyote with a machine learning automotive, smart cities, you name it, we need to be able to provide the platform to the developers >> and a number of those topics came up today, even during the keynote, Smart cities being able to utilize and accelerate work leads with a I and machine learning. They gave some great examples during the keynote of how developers can build networks. They give this cool example of I think it right off the hills of Coachella of designing a secure network for an indoor concert, designing it for an outdoor festival, Coachella and then designing it for a massive stadium like a big football game like the Super Bowl, for example. And they showed it that higher end. They showed how they're using machine, learning to zoom in on. For example, they had this little red box and you see people and what's actually in there than the machines detected was a fight and in real time, analysing this data and thence, dispatching the appropriate security to come and obviously probably take the drinks out of their hands first. But it was a really interesting, great real world example. So you guys have been partners a long time. Our you've been actually working at various companies with Cisco for a long time, but I think of Cisco and video coming together. How are you great? Something to accelerate these? Aye. Aye. And machine weren't were machine learning workloads that we're starting to see in every industry. >> You bet. Great question. So let me first comment on what you said about smart cities. I like to think of it as smart and safe cities. So actually, the first set of application will be around public safety. What the example you were giving his spot on? If you have large crowds gathering, it makes sense for us to be able to look at those clouds. Crowds? We call it intelligent video analytics or idea. In fact, we have a platform here. The Sisko i R eleven o one with a GPU added to it. So now I can wash the crowds. And if there's a fight breaking out or somebody's carrying in a weapon, you want to know somebody walks in carrying a backpack and drops it and moves on. You want to know one? Inform somebody. So what is happening is way of these millions and millions of bites of video data, >> and >> that data is not being really used today. So what we're doing is saying you know what? Let's find those pieces of intelligence and the video data and do something with it. And public safety is absolutely the highest priority. So smartest, safe city makes a lot of sense. So what we're doing is we're going to market with partners at Cisco. So what we're doing is we're saying Okay, let's design these GPS into the servers, which are connected to cameras and think about how many cameras are deployed today, probably a billion. And a lot of the video data can now be used for public safety purposes, and we basically go out and talk to large companies. We talked to governments. We talked to cities along with Sisko to go even open their eyes to what is possible today. >> Right? Because of that data is dark for so long, they don't know what they don't know. >> While most cases, what happens is you record four days of video and until something happens, nobody goes back and takes a look at it. But now we have the ability to look at the real time and cities and government's desire that very much so, >> sir example, that's such a relevant topic. I mean, they know. There's also the issue of privacy. But to your point about not just a smart city but a smart, safe city. I like that. I think it's absolutely imperative. How do you have this conversations with cities with governments about All right, this is what we want. Do we want to actually apply machine learning? So the machines are taught What that line is with privacy with those boundaries are so that a person, I'd say a lay person not in technology. Maybe is a city government official who doesn't understand the technology or need Teo will go. I get it. >> Yes. So our conversations are really about what we call you cases. So think of enterprise. A good use case would be. In fact, we work with Cisco on developing use case. You know, you always badge in into an enterprise. You have your badge, you walk in. But you also have some cases. People follow you, following you in what stops you from following me into a building. And usually people are too polite to say no, you can walk in, but we've >> all had the video training or read the manual. We know we're not >> we're not supposed to bite, but >> then you're like, I >> don't just cultural, exactly. We just can't you know that. So now we have the ability. So we trained a in a network to say, Look, if Marty's badging in, only he's allowed to walk in. And if there's a second person walks in, I want to take put Little Red Square on that face and inform security that we have had more than one person walking. So these are some of the ways. So we talk about use cases. This is one use case crowd behavior. Analytics is another use case. You know, people were walking in the backpack, dropping it. Other use case would be something like Bar to Bart loses millions of dollars year because people jumped the turnstiles and Bart didn't really have a good way of of monitoring, measuring the losses until we put a camera and captured the number of people that were jumping. The turnstiles are going in through the handicap access, okay? They were losing ten times the dollar value of what we had thought. Wow. So this is how we start the conversation with use cases, you know? And what would you like to do? Being able to count the number of cars in intersection begin with counter number of pedestrians, so you could do traffic management better. That's the language we would use with cities and governments. And then we go deeper as you go through the implementation process. >> Well, that makes perfect sense going in the use case route, because you can clearly see in that example that you mentioned with Bart a massive business outcome and an opportunity to regain a tremendous amount of resource is that they could redeploy for whether it it's new trains, new trucks, etcetera than them, not realizing we're losing how much money. I think anybody when you could put the useless in that context of this is what you can expect as an outcome. They get it >> Absolutely. That's the really the only way to start the conversation than starting from bits and bytes. And this is the This is usually the case across industries. If you think about retail, for example, you know you go to a safe way to start talking about GPS and servers. That's not the great way to start, but they do have issues with shoplifting, for example. So how do you know a person is walking in, you know, through the checkout. And they have one item. Then there's a small item right here and they walk out with this. How do you monitor that? So now you can do that with the right kind of cameras that can capture. Look there Two items, not one. How do you know where shop are stopping Which aisle is the most popular? I'Ll How do you know that? Well, now you can have cameras would say, Look, we have red zones and Green Zone so you could do those kinds of things with modern ways of doing. I >> so interesting because it's so. I mean, the examples that you gave are so disparate, but yet they make so much sense was how how you're describing it rather than going into, you know, a grocery store in talking about GPS, which they might fall over with their eyes. Doing this >> right. >> You're actually putting in the context of a real world problem they've been experiencing since the beginning of time. Don't you understand? Only goodness and this is how we can use technology. It's the safe way becomes a technology company. They don't know it. What actually started packing their bottom line. >> That's right, And so even now, you know. So I have to take that and you extend that into How do you go to market? And it's something you wanted Teo Touch on. How do you go to market with Cisco's? How does ingredients is? Could do it together, right? So think of Cisco's sales teams who are talking to all these customers every day where their retailers, financial services, federal government, health care, you name it. So what we've done is we basically sort of taking all these industries and created the top three or four use cases we know are relevant to that industry, either for safety or for saving money's. For variety of their operational reason, we have narrowed it down to three or four five use cases and each of those target industries. So what we do now with Cisco teams that we would bring them into our facility or go to them and really talkto all those use cases and train them on Hey, look, this is what we do jointly, and that makes the conversation much easier. Then they will go and present to the customer and what's the customer gets an idea far this all possible. Now that starts a deeper level technology and server and GPU engagement. So this is one way we go up and talk to different customers. What's the school's >> second? About a bit. Marcus. Cisco is so enormous, they have a billion different. I'm slightly exaggerating products with but a lot of different technologies that form many different solutions. So I imagine your Cisco expertise over many years of working with Cisco's a partner for other companies. How do you once you get to that deeper level conversation, how do you bring this different groups within Cisco together? So that that solution conversation is one that really aligns to that use case and the customer doesn't get it? >> Yeah, that's a difficult question to answer. That's like, you know your work. It's just cause a large company. But I think I also think they're also very cells driven, and that's what drives the different groups to come together. In fact, some people called me the Connector because I've been working. Cisco's so long. I know people and definite I know people in sales. I know people in the server. BU, in fact, if you think about the The platform was talking about the i r eleven o one with the jets and GPU that came as a result. I was talking to the i o t bu result talking to Dev net our situation the definite he said. You know what? This is cool are gonna do this. Then we take that to the IOC Guys is Oh, this is cool. We can take that. Put it in this platform, and then I'm next. Actually, next week I'm talking to a sale. Seaman Cisco. They cover utilities. And this platform was profit for utilities. Even think about fire monitoring in a forest. How do you do, boy thousand? The people to just watch what happens. We can take a platform like that now and really deploy it in hundreds of places which could monitor fires or the starting off a fire. But yes, bringing them together. It is no easy task. It's fun >> where you are smiling. I like that. Marty the connector. Jane, thank you >> so much for >> joining me on the kid this afternoon. Fun conversation. I enjoyed it. >> Ofcourse. Thank you. Likewise. Thank >> you, Lisa Martin for the Cube. you're watching us live, Francisco Definite. Create twenty nineteen. This is the end of day one. Stick around, John. Failure on I will be back tomorrow to cover day too. Thanks for watching.

>> live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by Fortunate >> Welcome back to the Cube. Lisa Martin with Peter Burgers. We are coming to you Live from Orlando, Florida We've been at forty nine. Accelerate twenty nineteen all day. Peter, What a day our third year co hosting the Cuba Forty and accelerate. We heard a lot about industry leadership, product, leadership in innovation, partner. Success fourteen and accelerate. What? Some of the things that really stuck with you from the keynote all the way to the end of our interviews. >> Well, I was going to say first put a fork in May. Um, uh, Here's one of the things that I've observed. I've been doing the analyst thing and been a practitioner I t for over thirty years now on DH. Uh, it's amazing the degree to its security. People are often some of the smartest people you meet and some of the most straightforward people you meet, and partly that's because they are paid to ferret out nonsense. It's very, very difficult to fake security on. Uh, it just is, if there's one thing that even more than the last couple of years just struck me today. Perhaps it's because we're coming more familiar. Affording it is how smart these guys are, how smart they are, how informed they are, how well spoken they are. I mean, the interviews have been a breeze. I learned something from every single one of these for Jeanette interviews. So that's probably the first thing I'd say. The second thing I'd say is, um, the Ford. It has taken a different tack. We talked about this in the open, they have acknowledged, or they believe that having a degree of control over the underlying hardware is going to be a source of benefit to the customer on a source of advantage to Ford in it. And they continue to push that, and it appears pretty clear that they made a good bet that regard. We heard a lot about how a lot of new products are being placed on top of that platform and top those appliances a lot of additional functionality. But it also is pretty obvious that the ecosystem is growing faster, even in many respects and fortunate is in terms of the number of the amount of invention and innovation it's happening, and that's in part made possible by having a platform that's just higher performance. Oh, and if there's one last thing that I'd say is the degree to which Fortunate has made talked about this a second ago but made good bets and it appears clear that they're going to continue to make good bets bringing full circle Smart people that get stuff done in a domain that's absolutely essential to business are in a position to really shape the way that all this digital business transformation of digital business evolves. And Ford Net is punching above their weight in terms of how they're influencing the directions of the industry. >> They are punching up that there way. I think you mentioned that during one of our interview segment. I think they're proud of that. I think their confidence in what they're delivering and their history of being able to be pretty good at predicting what's going to happen was evident from the keynote this morning, where they showed a number of times where they are from an industry leadership in a market share perspective, calling out the names of their competitors, showing how much how far they've come, how much their customers are benefiting how much their business is growing as a result. So that confidence on pride was evident from the first time CEO Kinsey stepped on stage this morning. And I think we heard that throughout every interview segment today that you and I did with their leaders and some of their partners as well that there's since there that they know what they're doing. To your point, I agree. There was a lot of clarity of message. It's a very it's Security's a very interesting topic of conversation because it's pervasive across every industry. >> There wasn't the interviews weren't interchangeable. Each of them bought their expertise to bear on DH had something really interesting and useful to say, But it's at the core. You could see that the culture is thriving, that obviously it's a great Tam's great total addressable market that's growing. There's a lot of excitement inside the fortunate employee base about the possibilities and the role that they're likely to play, and I are playing on, you know, they talked a lot about Canada, Dabo's and some of the new. Some of the new alliance isn't even able to put together and influence. I mean, it's just It's a very good story in a market that is increasingly important. That's a potent combination for the Cube and for customers overall. >> And they did a great job on the education piece. Education was you mentioned Davis. That was an interesting kind of nod back to what they talked about last year's Accelerate twenty eighteen Educate education Ecosystem technology knows of the three pillars that were discussed in Davos is being essential components for safe and secure digital transformation, which they even set of Davos. Hey, there's the potential here in the next ten years for digital transformation to unlock. Ten can't be million. Maybe it is a huge value for businesses for society, and they said, Hey, fortunate, we've talked about these three tenants last year. We talked to John both just a little bit ago about how they are actively educating the channel from their bars to help them become msp sto. MSS peas their distributors how they're really educating, helping to mitigate some of the ostensible cybersecurity skills gap that we've talked about a very long time. But that's a a dedicated business model for them that hey, they want to drive preference with their partners. Everybody has. His customers have toys. Partners have choice. They've put a very strategic and evolutionary focus on evolving that. So customers in any industry have the opportunity to leverage security as as a best practice it as a benefit to their business. >> And there's a degree of altruism for why they did it, because they recognize that there's three and a half million open cybersecurity positions in the world. But they also demonstrated how smart and practical it is. Try to take that leadership. They want to become more competency based. How? Okay, great. Now, what does that allow you to do? It allows you to have your partners, your partner, network, connect independent of you to create solutions independent of you still based in your technology and basing your capabilities and services, but to engage customers in faster ways that may not necessarily involve you. Okay, so competency leads to new partner arrangements. Well, that also leads to more complex kinds of customer relations that generate greater value, greater service, all with the certainty of trust behind it, because you've done a better job of articulating what constitutes competency in an extremely complex domain. So it's a It's a It's a really interesting story. They've. They've clearly taken some best practices that we've seen emerge in the industry over the last few years and applied them anew. In a company that's going quite fast and a market that's growing faster than any other in Tech, >> this is largely this event accelerated. Think Derek Banky. I mention this is his seven. So around the seventh or eighth forty nine accelerate event that started its history wise as a partner conference. Obviously, it's grown tremendously, but there's a lot of partners here I would love to hear next year from the voice of the customer, a customer who has faced these challenges. We were speaking with one of their partners. It'LL come to me with Siemens, who was talking about Hey together. Seaman's from an O. T. Challenge and Opportunity, Perspective and Fortunate can help a customer transform and converge, and ot and thirty days in a harsh type of environment that's huge would love to hear more stories like showed the impact that customers can make by addressing these challenges and leveraging these technologies to not just react to threats as they come all the time. But she eventually become proactive and predictive. >> Well, the the the world economic form Dabo's uh, sport that put up a couple charts that showed how the World Economic Forum is basically putting cyber security at the center of a lot of the new economic activity associated with digital business on way would tend to agree with that. That's a very, very important feature, if for no other reason than just this notion of trust becomes so very essential. And so you know, for Net is in a position to make some crucial to really have a strong influence on how this industry plays out to make some pretty decent money. This they're generating more patents, then eighty percent. I mean, I don't know what the number is, but three times as many patents in the segment that they're operating in as anybody else. Lot of innovation, lot of dedication to doing that kind of stuff. But I think it is important for them to take on Maura the customer. You and I were talking about this earlier. They did it, you know, this conference and the keynotes and the conversations spoke to network administrators, network pros, security prose partners. We would weigh. Both believe that digital business outcomes are going to be tied into a CZ moral economic form. Does that core cybersecurity capability of abyss that of his says? And so it would be nice to have them feature more customers, but also to do eh clear job of taking a pull on that thread from outcome all the way to technology because the market needs that. It's not clear to a lot of people what really is the relationship between investment in cyber security and how that translates into new classes of business value that are gonna have a long term implications on how markets operate. >> Yeah, and it's going to be We gotta hear more than scalability, flexibility and speed those air obvious. But how our industry's being and business is being transformed. I know they >> are >> so waken boy, a lot of that down to that, that simple word trust. I mean, we heard a lot here. If there has been an erosion of trust and a lot of the most important institutions that we operate under, and if that continues, that's going to create a whole bunch of problems looking forward and so having a brand have trust associated with it in a physical as well as the digital world is going to be a major determinant of whether or not a company is going to be able to transform and take advantage of some of the new technologies and approaches to doing business in the future. >> That's a great point. Well, Peter, I enjoyed co hosting the Cube with you at our third ported. Accelerate. Appreciate all your insights and your time. >> You too. >> Thank you so much. We want to thank you for watching the queue began. We've been live here. Fortinet Accelerate twenty nineteen from Florida, Orlando, Florida for Peter Bourjos. Lisa Martin, You're watching the Cube?

>> Live from Orlando, Florida It's the que covering Accelerate nineteen. Brought to you by important >> Welcome back to the Cubes Coverage of Fortinet. Accelerate twenty nineteen. Live from Orlando, Florida I'm Lisa Martin with Peter Burress, and we're welcoming to the keep for the first time. Jeff Fully senior business development manager from Siemens. Jeff. Thanks for joining Peter and me today. >> Thanks for having me appreciate >> it. So everybody knows Seaman's in some form or fashion or capacity. Ah, here we are in a cyber security event. Talk to us a little bit about what Seamen's and Fortinet are doing together as partners and a little bit about your role in business. >> Sure, so the organization the part of semen that I'm a part of, is more of a digital industries. So what we do is ah, lot of NT operational technology environment area. So it's it's more of the harsh environments oil and gas, waste water, rail transportation. So we do a lot of the communication and the cyber security around that. We're working with Fortinet in order to bring the best of the practices on cybersecurity into that OT environment. So we're doing a collaboration between the two because there's that communication that needs to happen. They still need that access point into at OT environment >> Now. Explain why? Because because, you know, guys have grown up presuming that everything was going to be connected and a lot of business leaders presume that everything's going to be connected. The okey guys have had to work in a very, very different world where they had to do real time work, sometimes for thirty years. So take us a little bit through that dynamic. And why is it that today we actually Khun, start having conversations about how these two things come together, work together and generate value together? >> Sure, so typically from operational technology environment when they put something together, is normally for a twenty or thirty year span. They want to put something in the network and the environment that's going to last. That's going to be out there. It's not. They don't change it. They don't upgrade it normally, as they do in the ninety environment, which typically has like a five year life cycle. So in OT environment, what's happening? Noah's know times are changing and all these cyber attacks are happening. They're being mandated to do this. A good example is, in two thousand five, President Obama signed into a legislative order that you, we must in the US secure critical infrastructure and part of that securing that, saying We're going to make sure that you know we're not going to be happy because in the utility market, if we take down four of the major interconnects between their power grid than that stated that us had become a third world country in eight days. So what we're doing is >> not do that. >> No, we're trying to help prevent that. So by doing so, we need to add security. And historically, from noti environment, it's always been about there's not been remote access. There's not been that connectivity. It's always been about electrical and mechanical devices. But now is these devices are getting smarter. They're getting Mohr intelligent. There's more information to get out of it. You get more efficiency and more information out of so you can know. Do your job better. You could do remote access. And like in Florida, here we have a bunch of hurricanes. There's the ability to say after a hurricane, I could get remote access or I could do that communication out to these devices where you wouldn't be able to do periodically in the past. So because of that, because connectivity we need to start securing our infrastructure to make sure that no, as we get access to that potential, that the bad guys get access to those devices, too. So we're working with our product portfolio and partners like Fortinet in order to make sure that we're applying the best of the security in the O t world. >> So when this convergence, we're talking probably with folks who are not used to change. Change is hard for everybody. However, as you said and back in two thousand five became a presidential mandate. But also it >> was two thousand fifteen >> two thousand five. Obama signed in tow the listen president till two thousand. And I'm sorry. >> Thank you for the mass >> housing one. >> Yeah, just years ago on the math expert. So just a few years ago, there was this mandate from President Obama which we clarified was only four years ago. So but historically, folks that are not used to having to change system so quickly. Yet here's this mandate. There's also this increasing abundance of separate tax. How do you have those, I presume, difficult conversations with Theo Teesside about the opportunity for OT convergence and the benefits and why they have to get on board with this. >> So historically, from the OT side, they've been very reluctant to do something like this. They want to own their own environment. They want to do that. It's always been the perception that if you bring that cyber security of the world into that OT environment, it's going to hinder their operations. But that's not really the case. The convergence of T and O. T has been happening for decades now. I started my job seem it's in two thousand in the telecom world, and we were doing that convergence of n ot back in two thousand when we're doing voiceover. I pay right because that was happening back then. So this convergence of Tino Tee is It's an ongoing thing. It's just in. Different markets are different industries, so now that we're doing that, we're bringing it in there. They're starting to have that conversation, but then it becomes a really who owns that The operation are who owns that security? No ot still wants to drive their own. They want to own their own. Where I saying, Look, I know we have the knowledge we have experience. Let's help you get there So there's generally a demarcation point that they've come to an agreement on where I Teo say we're going to help you to this point. And then you can own all the critical assets out on the far end. >> So let's talk about that demarcation point. What constitutes what characterizes that demarcation point? What are where are we today? Because we're moving from hardwired, uh, thirty year footprint to increasingly wireless, uh, faster. We're moving towards that, but we're how far our way when you talk to customers. What is what are the attributes of that demarcation point? It's >> interesting because we sew it. That goes everything we saw of customers that are on dialogue, communication, serial communication, Ethernet fiber, wireless. Lt s o. There's a broad range of that we call the pipe. So you know the pipe is the communication just between the side down to the OT side really helps to find that demarcation is when you get down to what are the critical assets, what's really the operation or what's making money for that company on those of the assets, which really the operational organization's own and then the side really provides that communication down to that to that ball. >> Got it. So it's really business specific. But are we starting to see Are we started to see? Well, it's got a little bit more processing power or it's got a little bit more. There's the's security attributes that are associated with it or ot guys picking up on T related security, starting elements of it faster than others >> they are on. But really, it's it's ah, it's region and as industry specific and it's really what's driving it So like in the U. S. Like I meant in the utility sector, three utility sector has requirements called no exit, and these narcs IP requirements said you must do these things and they get very specific to the point of. You must have something that will detect anti virus or malware. You must do this if you look into Canada. Canada just recently passed away. Be requirements for Ontario and those are based upon framework cyber security framework to do that. So it's really debate the industry that they're in and the region that they're in. That's what's really driving that our how deeper and far they're going to go. >> And it goes back to your original point that it's being driven by regulatory edict or a past exposure and trying to make sure it doesn't happen again. >> They don't want to make the news, and they don't want to be pushed by the government. But those were really the two things in the operational technology or environment that's really driving for that cyber. >> Thank you, Sierra, One of your favorite success stories that really highlights the opportunities that O. T. And I t Convergence have enabled for customers of forty nine Seaman's >> Oh yeah, there's, ah again because I'm global experience. No, I've got around the world, but actually one of the favorites is Actually, there's two of them that have happened just here in North America, Oneness in Texas and one is in Canada. And both of these requirements came to say that they had a specific date, that they needed to make requirements to meet the regulatory otherwise, that they were going to get fined and they came to us and it is both home were pretty last minute. So what we're able to do is to say, Look, we have this platform that's rated for harsh environment. That's no into your networking to provide that communication. So then what we could do is we can work with our partners, put that application on that OT environment and then install and get certified for your application. So there was two of you, Like I said, one in the U. S. And one in Canada. Which way made the deadline's where they came back and said, No, thank you very much, very appreciative. >> And how quickly were you able to get this up and running is that they didn't miss the deadline and we're able to certain gleanings value from this. >> I just did a write up on one. We got a phone call on a Friday that they needed to provide a solution. So we worked over the weekend, and on Monday we proposed a solution. So once you do that, no, obviously they need to go through their value chain to get to sign offs, and we have to go through our process. But it was within thirty days were able to install it make their deadline and make sure that they were compliant. >> That's a pretty good marketing message to deliver that you guys could enable Such It is such a big convergence and it's a month's period >> of thirty days. >> Pretty impressive. >> That was, That was That was one thing that I think we all worked out. There was a deadline. We all work toward that. It was a trusted partner thing, you know. The customer came to us, they were asking for some stuff. They trusted us to do that. So like I said, we worked over the weekend, help them do that. We felt we had the right solution to address their requirements and at the end of the day were ableto meet that thirty day deadline. >> But the trust is not just with you. It's not just a seaman's. It's with an expanding array of cos it Seaman's is working. That's correct. What is it like working with a company like Ford Net to try to ensure that these new domains that are characterized by enormous uncertainty, technological operational organisational are not undermined by challenges of crafting that sushi solution together in such ways, it can be implemented quickly and with a high degree facility. >> I think it's a great opportunity for saying it's important not to be working together only from the fact of Fortinet has got the history. They've got the technology. They've got the name in their market space on DH. They've got the capability to deliver that Siemens. And for if you look from our customer space in our environment, no, we're very well developed, well entrenched in our customer. So to be able to bring the technology and the experience and the know how and bring that those cyber security requirements which are now being pushed down into the OT environment in and no amount of time it's not. There's no development needed, there's no additional stuff fourteen and already has that knowledge from the space. So to bring that into the environment, it's very beneficial. I think both of us, in order to help drive their customer opportunities in our market. >> And they talked a lot this morning during the keynote about where they are from the competitive leadership perspective that was peppered, ah, lot throughout the first at least ninety minutes of the keynote. But presumably obviously everybody has choice. Everybody likes choice. Simons has choice there. I'm just curious to get your take on some of the announcements that came out today from Fortinet. Does that excite Seaman's? Were you involved in that? In terms of being able to take the next set of customers who have the same challenge that you describe with the Texas based on Canada based customers and show them we can help you together? Seaman's importing that transform in thirty days. >> I think it's very exciting with fourteen that's doing in the new capabilities and functional yet they're coming out with. I think that's really going to be able to enhance our offering because it's really a differentiator for us. If you look at us from the operational technology side, there's not a lot of people out there that can actually do with porting that's able to bring to the table. So all these additional features functionality that was coming out by Fortinet to be able to put it on to our platform and our environment and to be able to offer that in the operational technology side. So I think it's a big differentiator from our competitors for both forty and for seeming to be able to jointly provide this offering to our customers. >> Just one question about your competition. A lot of companies like Siemens, especially that especially strong in the OT space, not just your customers. But suppliers like yourselves have also struggled a bit as they try to find a Z trying navigate that way forward to convergence of tea. No tea on appropriate convergence of tea. No tea. What is it about Seamans that has allowed you to not stub your toe or cut off your leg? Like some of the competitors, >> I believe that's because we've had a long history in both the A I T o T space. If you look at the vertical, are the digital industry that we're in right now. It's been very much ot centric for the last twenty five thirty years, but we have seen minces No. Three hundred seventy nine thousand people worldwide strong. We're very embracing the newer technology and the newer capabilities myself coming. No, starting with Siemens twenty years ago with a nice background being able to bring that knowledge that ability and doing that convergence of the idea no t within Seaman's for so long. I think we understand our customers, and we've been listening to them. And then we're partnering up with companies like Fortinet. Health says, Bring that technology that capability to our customers >> said that expertise, that partnership, What's your recommendation has be wrapped things up here for customers who are at the precipice of being able to understand why I know Teenie to converge with your recommendation for them to tackle this challenge successfully. >> I think the best advice I could have is let's sit down and have that conversation. Let's see what the requirements are. Let's see what they're trying to accomplish because I believe with the solutions that Siemens has between communication, the network in the security and then they technology and the capability that forty nets bring to the table we can to help design a customized solution for their environment in order to make sure that they can address their cyber security needs >> and do so quickly. Well, Jeff, thank you so much for joining Peter and me on the cute this afternoon. We appreciate your time. >> Thank you for >> for Peter. Boris. I'm Lisa Martin. You're watching the Cube

>> Hey, welcome back, everybody. Jeffrey here with the cue, we're having acute conversation that are probably out. The studio's a little bit of a break in the conference schedule, which means we're gonna have a little bit more intimate conversations outside of the context of a show we're really excited to have. Our next guest is running $1,000,000,000 company evaluation that been added for almost 10 years. Cloud first from the beginning, way ahead of the curve. And I think the curves probably kind of catching up to him in terms of really thinking about security in a cloud based way. It's J. Charger. He's the founder and CEO of Ze Scaler. J Welcome. Thank you, Jeff. So we've had a few of your associates on, but we've never had you on. So a great to have you on the Cube >> appreciate the opportunity. >> Absolutely. So you guys from the get go really took a cloud native approach security when everyone is building appliances and shipping appliances and a beautiful fronts and flashing lights and everyone's neighborhood appliances. You took a very different tact explain kind of your thinking when you founded the company. >> So all the companies I had done. I looked for a fuss to move her advantage. So if you are first mover, then you got significant advantage. A lot of others. So look at 2008 we were goingto Internet for a whole range of service is lots of information sitting there from weather to news and all the other stuff right now on Cloud Applications. Point of view sales force was doing very well. Net Suite was doing well, and I have been using sales force in that suite and all of my start up since the year 2001. Okay, when each of them was under 10,000,000 in sales. So my notion was simple. Will more and more information sit on the Internet? Answer was yes. If sales force the nets weed is so good, why won't other applications move? The cloud answer was yes. So if that's the case, why should security appliances sit in the data? Security should sit in the cloud as well. So with that simple notion, I said, if I start a new company, no legacy boxes to what he bought, you start a clean slate, clean architecture designed for the cloud. What we like to call. Born in the cloud for a cloud. That's what I did. What >> great foresight. I mean trying in 2008 if tha the enterprise Adoption of cloud I mean sales was really was the first application to drive that. I mean, I just think poor 80 p gets no credit for being really the earliest cloud that they weren't really a solution right there. That's the service provider. But sales force really kind of cracked the enterprise, not four. Trust with SAS application wasn't even turn back back then. So So, taking a cloud approach to security. Very different strategy than an appliance. And, you know, credit to you for thinking about you know, you could no longer build the wall in the moat anymore. Creon and Internet world. Yeah. >> So my no show, no simple. The old world off security Waas What you just mentioned castle and moat. I am safe in my castle. But when people wanted to go out to call it greener pastures, right, you needed to build a drawbridge. And that's the kind of drawbridge these appliances bills. And then if you really want to be outside for business and all other reasons you're not coming in right? So notion of Castle and Motors, No good. So we said, Let's give it up. So let's get away from the notion that I must secure my network on which users and applications are sitting. I really need to make sure the right user has access to write application or service, which may be on the Internet, which may be on a public cloud, which may be a sass application like Salesforce. Or it may be the data center. So we really thought very differently, Right? Network security will become irrelevant. Internet will become your corporate network, and we connect the right user to write application, Right? Very logical. It took us a while to evangelize and convince a bunch of customers, right. But as G and Nestle and Seaman's off, the Wolf jumped on it because they love the technology. We got fair amount of momentum, and then lots of other enterprises came along >> right, right. It's so interesting that nobody ever really talked about the Internet, has an application delivery platform back in the day, right? It was just it was Bbn. And then we had a few pictures. Thank you Netscape, but really to think of the Internet as a way to deliver application and an enterprise applications with great foresight that you had there. >> Yes. So I think we built >> on the foresight off sales force in that suite and other information sources on the great. I >> came from security side off it. I built a number of companies that build and sold appliances, right. But it was obvious that in the new world, security will become a service. So think of cloud computing. People get surprised about cloud computing being big. It's natural. It's a utility service. If I'm in the business on manufacturing veg, it's a B and C. Gray computing is not my business. If just like I plug into the wall socket, get electricity right, I should be able to turn on some device and terminal and access abdication, sitting somewhere right and managed by someone right and all. So we re needed good connectivity over the Internet to do that. As that has matured over the past 10 years, as devices have become more capable and mobile, it's a natural way to go to cloud computing, and for us to do cloud security was a very natural >> threat. Right. So then you use right place right time, right. So then you picked up on a couple These other tremendous trends that that that ah cloud centric application really take advantage of first is mobile. Next is you know, B Bring your own global right B y o d. And then this this funky little thing called Shadow I T. Which Amazon enabled by having a data center of the swipe of a credit card. Your application, your technology. This works great with all those various kind of access methodologies. Still consistently right >> now. And that is because the traditional security vendors so called network security vendors but protecting the network they assumed that you sat in an office on the Net for great. Only if you're outside. You came back to the network through vpn, right? We assume that Forget the network. Ah, user sitting in the office or at home or coffee shop airport has to get to some destination over some network. That's not What about securing the net for Let's have a policy and security. It says Whether you are on a PC auto mobile phone, you're simply connecting through our security check post. Do what you want to go. So mobile and clothes for the natural. Two things mobile became the user cloud became the destination, and Internet became the connector off the two. And we became the policy check post in the middle. >> So what? So what do you do in terms of your security application? Are you looking at, you know, Mac addresses? Are you looking at multi factor authentication? Cause I would assume if you're not guarding the network per se, you're really must be all about the identity and the rules that go along with that identity. >> It's a good question, so user needs to get to certain applications, and service is so you put them into buckets. First is external service is external means that a company doesn't need to management, and that is either open Internet, which could be Google Search could be Facebook lengthen and type of stuff. Or it could be SAS applications that Salesforce offers on Microsoft Office E 65. So in that case, we want to make sure that been uses. Go to those sites. Nothing bad should comment. That means the malware stuff and nothing good chili con you confidential information. So we are inspecting traffic going in and out. So we are about inspecting the traffic, the packets, the packets to make sure this is not malicious. Okay, Now, for authentication, we use third party serves like Microsoft A D or Octagon. They tell us who the user is into what the group is. And based on that sitting in the traffic path were that I who enforce the policy so that is for external applications. Okay, the second part of the secular service, what we called the school a private access is to make sure that you can get to your internal applications. Either in your data center, all this sitting in a public cloud, such chance as your eight of us there were less. Whatever mouth we're more worried about is the right person getting to the right application and the other checks are different. There you are connecting the right parties, Okay. Unless worried about >> security, and then does it work with the existing, um, turn of the of, you know, the internal corporate systems. Who identified you? Integrate, I assume, with all those existing types of systems. >> Yes. So we look at the destination you did. Existing system could be sitting on in your data center or in the cloud. It doesn't really matter. We look at your data center as a destination. OK, we look at stuff sitting in Azure as a destiny. >> And then and then this new little twist. So obviously Salesforce's been very successfully referenced them a few times, and I just like to point to the new 60 story tower. If anyone ever questions whether people think Cloud of Secures, go look downtown at the new school. But there's a big new entrance in play on kind of the Enterprise corporate SAS side. And that's office 3 65 It's not that noone you are still relatively new. I'm just curious to get your perspective. You've been at this for 10 years? Almost, um, the impact of that application specifically to this evolution to really pure SAS base model, getting more and more of the enterprise software stack. >> So number one application in any enterprise is email >> before you gotta think that's gonna be your next started. We gotta fix today after another e >> mail calendar ring sharing files and what it used to sit in your data center and you had to buy deploy manage Sutter was with in a Microsoft exchange. So Microsoft said, Forget about you managing it. I've will manage your exchange, uh, with a new name, all 50 65 in the clout so you don't what he bought it and are You come to me and I'll take care off it. I think it's a brilliant move by Microsoft, and customers are ready to give up. The headaches are maintaining the boxes, the software and sordid and everything. Right now, when the biggest application moves the cloud, every CEO pays attention to it. So as Office God embraced the corporate network start to break. Now, why would that happen if you aren't in 50 cities and on the globe, your exchanges? Sitting in Chicago Data Center every employee from every city came to Chicago. Did know Microsoft Office. This is sun setting something. Why should every employee go to Chicago? That's the networks on and then try to go to cloud right? So they're back. Haul over traditional corporate network using Mpls technology very expensive, and then they go to them. Then they go to the Internet to go to office. If the 65 slow slow. No one likes it. Microsatellite. >> Get too damn slow >> speed. OnlyTest Fetal light. You can only go so far. It's >> not fast. If you're going around the world and you're waiting for something, I >> have to go to New York City to my data center so I could come to a local site in San Francisco. It is hard, right? Right, And that's what our traditional networks have done. That's what traditional security boxes down what Z's killer says. Don't worry about having two or three gateways to the Internet. You have as many gay tricks as your employees because every employee simply points to the Z's. Killers near this data center were the security stack. We take care of security inspection and policy, and you get to where you need to get to the fastest way. So Office 3 65 is a great catalyst for the skin. Asked customers of struggling with user experience and the traffic getting clogged on the traditional network. We go in and say, if you did local Internet breakout, you go direct, but you couldn't go direct without us because you need some security check personally. So we are the checkpost sitting 100 data centers around the globe and uses a happy customer. We are happy. >> So I was gonna be my next point. Begs the question, How many access points do you guys have just answered? You have hundreds. So you worked with local Coehlo. You got a short You got a short hop from your device into the sea scaler system and then you you're into your network. >> You know, we are deployed and 100 data center. These are generally cola is coming from leading vendors. Maybe it connects maybe level three tire cities of gold and the goal is to shorten the distance. I'll tell you two interesting anecdotes. I talked to a C i o last year. I said, How many employees do you have? He said 10,000 said, How many Internet gateways do you have? I tell you, it's safe. I he's a 10,000. I said What? He said. Every employee has a laptop and laptop goes with it. Employee goes and indirectly goes the Internet. It's a gate for you, Right? Then he said, Sorry, I'm Miss Booke. Every employee is a smartphone, and many have tablets to have 25,000 gate. So if you start thinking that way, trying to take all the traffic back to some security appliance is sitting in a data center or 10 branch offices, right? Makes no sense. So that's where we come in. And I had an interesting discussion with a very large consumer company out of Europe. I went to see them to one of her early customers. I >> met the >> head of security. I said, I'm here to understand how well these killers working. Since our security is so good, you must be loving it. He smiled, and he said, I love you security, but I love something more than your security. I said, Huh? What is that? He said. Imagine if the world had four airport hubs to connect through and you are a world traveler. You'll be missing, he said. I have 160,000 employees in hundreds, 30 countries. I have four Internet gateways with security appliance sitting there and everyone has to go to one of those four before they get out, right, so they were miserable. Now they are blogging on the Internet than entrant has become very fast, she said. As a C so I love it because security leaders are blamed for slowing you down in the name of security. Now I have made uses happy abroad in better security. So it's all wonderful. >> Hey, sounds like you're a virtual networking company that Trojan horsed in as a security company >> way. So let's put it this way. I >> mean, the value problem. Like I'm just I'm teasing you. But it's really interesting, you know, kind of twisted tale, >> so don't know you actually making a very good point. So So this is what happening Every c. I is talking about digital transformation through I t transmission Right now. If you start drilling down, what does that mean? Applications are moving in the cloud. So that's the application transformation going on because applications are no longer in your data center, which was the central gravity. If applications the move to the cloud, the network that designed to bring everything to the data center becomes irrelevant. It's no good. So no companies are transforming the data center bit. Sorry, they're transforming the network not to transform network so you could directly go to the application. The only thing that's holding you back is security, so we essentially built a new type of security, so we're bringing security transformation, which is needed. Do transform your network and transfer your application. Right? So that's why people customers who buy us is typically the head off application, head of security and head of networking. All three come together because transformation doesn't happen in isolation. Traditional security boxes are bought, typically by the security team only because they said, put a box here, you need to inspect the traffic. We go in and say the old world off ideas change. Let me help you transform to the New World. Why we call it cloned enabled enterprise, right? And that's what we come >> pretty interesting, too, when you think of the impact that not only are you leveraging us and security layer in this cloud and getting in the way of the phone traffic in the laptop traffic, but to as people migrate to Maura and Maur of these enterprise SAS APS, you're leveraging their security infrastructure, which is usually significantly bigger than any particular individual company can ever afford. >> That that's correct. So a point there so sales force an enterprise doesn't need to worry about protecting Salesforce, they need to make sure they can have a shortest path and the right user is getting so. We help as a policy jackboots in the middle, and also we make sure employees on downloading confidential customer information and sending out in Gmail to somebody else. But when applications moved to Azure or eight of us, you as an enterprise have to what he bought securing it if you expose them. If there is all to the Internet, then somebody can discover you. Somebody can do denial of service attack. So how do you handle that? So that's where we come in. We kind of say even 1,000,000,000 applications are in azure. I will give you the shortest bat with all the technology that you need to secure your internal >> happy. It's interesting because there's been recent breaches reported at Amazon, where the Emma's the eight of US customer didn't secure their own instance. Inside of eight of us, it wasn't an eight of US problems configuration problem >> or it could be the policy problem or possible. Somebody, for example, came into your data center over vpn, and once they're on you network, they can have what we call the lateral boom and they can go around to see what's out there. And they could get to applications. So we overcome all those security >> issues. Okay, so you've been at this for a while. 3 65 is a game changer and kind of accelerating as you look forward, Um, what excites you? What scares you? You know, where do you see kind of security world evolving? Obviously, you know, here in the news all the time that the attacks now or, you know, oftentimes nation states and you know it's it's the security challenges grown significantly higher than just the crazy hacker working out of his mom's basement. A CZ You see the evolution? You know what, What, what's kind of scary and what's exciting. >> I think the scary part is inertia. People kind of say this high done security than the castle and moat. That's still still because they feel like I can put my arms that only I can see the drawbridge. And I got to see the airplane right over the missing on that. So so one someone gets into your castle, you're in trouble, right? So in the new approach we advocate, don't worry about castles, and moats. The desk applications are out there somewhere. Your users are out there somewhere, right? And they just need to reach the right application. So we are focuses connecting the right people. Now, more and more devices coming in. We all here. But I owe tease out. The I. O. T. At the end of the day is a copier printer of video camera or some machine controls >> or a nuclear power plant. >> They all need to talk to something, something right if they got hijacked. You thinkyou nuclear power plant is sending information about its health to place a. But it's going to Ukraine, right? That's a problem. How do you make sure that the coyote controls in a plant are talking right parties? So we actually sit in the middle, are connecting the party. So that's another area for us. For potential, right? Looking at opportunity. >> So another big one like mobile and in 3 65 wasn't enough. Now you have I a t. >> It's a natural hanging out with you. So today, every day we see tens of thousands of cameras and copiers calling the Internet, and customers have no idea know why are they calling. Generally, there's no malicious motive. The vendor wanted to know if the toner is down or not. Are things are working fine, but they have no security control. R. C So does a demo from the Internet. He logs onto the camera, are the printer and copier and actually gets can show that information can be obtained. So those are some of the things we must control and protect. And you do it not by doing network security but a policy base access from a right device to alright, destiny. >> So, are you seeing an increase in the in the, you know, kind of machine machine? A tremendous amount of >> traffic machine to machine. So is io to traffic, and there's a machine to machine traffic. So when you have a bunch of applications said in our data center and you a bunch of applications sitting an azure eight of us, they need to talk. So lot of that traffic goes through Z Skinner. Okay, so we're long enforcing it, then you're an application that needs to go and get, say, some market pricing information from Internet. So the machine a sitting in your data center or in azure is calling someone out. There are some server to get that information. So we come in in between as a checkpost too. Have right connectivity. >> You're saying I proper. Same value difference. Very simple, but elegant. J I'm hanging out of the more you see now, the touch to nowhere to be at the right time. We're having fun. It's a great story, and and I really appreciate you taking a few minutes out of your day to stop. But I >> have a great team that makes it happen. >> That's a big piece of it. Well, and good leadership as well. Obviously >> great leaders in the company. >> All right, Thank you. J Child Reza, founder and CEO of Ze Scaler. Check it out. Thanks again for stopping by the Cube. I'm Jeff. Rick. Thanks for watching. We'll catch you next time.

live from Las Vegas it's the cute covering knowledge 16 brought to you by service now here your host dave vellante and Jeff Frick we're back this is knowledge 16 this is the cube we go out to the events we extract the signal from the noise Matthias egg allah hafez here he's the program director at siemens AG worldwide conglomerate a US welcome to the cube thank you for inviting me star of the keynote this morning here we had that little snippet and but again you know welcome tell us what you do it siemens exactly so let me start i joined siemens in the crazy ebusiness world in two thousand but the journey i'm on currently is started in 2002 when we had the easy question of how many money is spending siemens on IT and this is an easy question but out in those days it was not to answer so we created a lot of transparency what is seaman spending in IT and we keep on driving that transparency based on the transparency we initiated different measure one was that we are focusing on service management in the infrastructure area for example in application we did a lot of consolidation and then we did several steps in the optimization based on the transparency we made we made some outsourcing deals we did a global IT organization and we managed our providers now since 12 years in service management but we thought what is the next step what is the big shot that is coming ahead of us and then we thought this is about service integration getting rid of the silos like network application data and the voice and having really an integration layer about the different topics as well as ensuring that we have end-to-end responsibility from the customer side and that was the challenge of answering that question was just so many stovepipes and so many systems and so many different systems of record and and is service now that integration layer is that exactly right so service now is our single service integration platform and it spans the word from the demand to the supply side demand of course our Siemens internal employees they were confronted in the old days with several portals my favorite example is always ordering an iPhone in Siemens was quite a difficult task you had to order in one part of the hardware in the other one the SIM card and in the third the messaging service now now we have the one-stop shop portal called my IT in Siemens and there we have a bundle where the customer has not to know which portal which provider we have our portal and the user can just concentrate what he needs and in that portal he can order and manage his IT and products as well as place incident so that's the demand side and then for the IT organization as you said we had a su of products and tools and processes and now with service management we have implemented a typical incident problem change service request config demand contract management's all the nice IT service management processes and rolled that out on a global scale so we have now one process one organization able to get the full transparency and the knowledge where is the status of IT and what is the head state is this so leading up to 2000 y2k we spend spend spend spend spend and then after y2k was a cut cut cut cut then how fast forward you've got visibility on the spend transparency what's the climate like Frank showed a chart today cost you know coming down but people are investing in IT because it's such an important part of the business are you able now to have much better line of sight on how those investments are producing for the business and has that affected your strategy totally and of course to a certain degree we have to go that path but we were able to cut the costs dramatically because we could shut down existing tool sets we could be faster in deploying new services so before we had the service now we had basically 15 tool sets that we had to an able to roll out the global service to Europe North America Latin and Asia 15 tools that now we have one that is of course dramatically faster in the deployment time in the time to customer in just enabling one tools that instead of 50 and you retired those other two sets or absolutely and people were screaming and kicking or was it absolutely they were all complaining about the tools but as soon as you tell them hey we are going shut down those tools they said hey that's the best we ever had and don't take my tool exactly but convincing them is quite easy with the ServiceNow product because it is from a usability standpoint modern integrated so you you catch that can catch them easily that they really can shut down the tools we even helped helped our providers also to shut down tools because they have basically the same environment they have not won cmdb one tool that they also have a fragmented environment and that's why we told all our providers in saying you can either work directly in our two or you have two connected to our tool but it's no longer that you have your own ecosystem so we have really generated an ecosystem from the employee that can order something in the mighty porter then it's going through our IT service management processes directly to our providers fully automated and that's where the providers also had to buy in in saying yeah we also see the benefits of consolidating our to landscape of getting better quality in our cmdb that that is the win-win situation what they don't like currently is that we have a much more transparency on how they perform now we don't have to wait until months end until we get a nice paper of green amber something we have now in our system real-time data anytime now we can really much more efficiently manage our provider can really dig into all the details that are available in our tools that and that's of course a big advantage but unfortunately provider has to get used to that that the customer is telling them how they provide it's a little bit a game changer it was that digit ID back to else la's or just new knowledge new information that you just didn't have before to help you manage that relationship now I mean of course SLA is an important topic but the SLA on a monthly basis speak one language but the experience on a daily basis tells another story so when we got the SAS on a month's end you always get an average ok level but if you then dig down into this as a in that country for this customer you saw some issues but that is now available in our ServiceNow instance and this is of course a great opportunity for us to manage the results of the providers and of course also as we have now our own tool set our own service integration architecture we can black in and out more easily the provider they don't like that as well but that is the advantage because I don't see and that is also a market trend that we get away from the 10 years 15 year outsourcing contracts this will be duration times of one year to year more cloud-based and to be really that or to support that velocity and speed that we can integrate much more easily the providers we have to have our own framework we have to have our own interfaces to the providers to really ensure we can plug in and out very easily one of the new acronyms that we are hearing at knowledge this year's asylum service integration and management it's been described as sort of son of ITIL i tilted Otto what is from your perspective matthias service i am so for me the big difference is i mean we we when we start with I to I think I too was a great achievement in defining the processes get a better maturity on incident problem and change and how this is done and also to generate the same verdict and so that you get a better understanding between the providers and the customers but what we missed in I tell is the integration so that we really if there is an incident and the we we allocate this incident to a provider and he doesn't feel responsible for it then we can transfer this incident to the next provider and hopefully he's then responsible and in charge so really the integration layer is for us very important because the market rent the competition in the different silos like end-user computing data and the application is pretty high so the value add for the customer is for me really in the integration layer getting the transparency across all your providers and of course the customers can you talk more about sort of how that is helped your your business and your providers business for example for the business I mean everybody talks about cloud services and all is fancy about cloud but to really manage cloud services is not that easy because what happened in in the in the old days the Siemens employs many they are cloud services with the credit card meaning if they wanted to have a server they look to Amazon or any other provider gave in the credit card and then this server was out of the IT well but now with the platform we have ensured that we can manage all the cloud services not only the ordering is done by our my IT porter we are getting also the reports not on a monthly basis but really on daily basis what is the usage of the cloud services and then we can either apps care downscale or even decommission those servers that are no longer needed because if they are managed by a credit card just we could to manage and that's why it was a key criteria for this platform to also managed cloud services and do you have a module for people to spin up just little dev instances of Amazon so you've actually brought shadow I tee underneath the ServiceNow platform absolutely and we have to expand that so we are at the beginning of that journey but as cloud is picking up and Siemens is also more addicted to cloud services we made sure that we have two examples of providers that are really working with that platform and that we can manage the whole life cycle of a cloud service so how would you describe sort of your strategy with respect to service now we're hearing a lot about obviously you know started in IT Service Management we're hearing a lot about other parts of the organization where are you guys in that whole journey I mean I could also start with talking about defenses staff outside of IT yeah but I think two topics are really important one is there are still a lot of IT service management processes within Siemens we have to shut down that means migration of existing tool sets is still a key activity for us because then we can fully leverage our investment we made into our ServiceNow platform in bringing in additional tools so this is one key component that we have to follow the second one is as we have a high degree of automation we really have to make sure that the system is mature for example we are exchanging data with our own application provider application for incident problem and change 13 million data sets per month that's quite a big number and if that data is not right if we have mixed up data the whole chain breaks the whole automation doesn't work so we spend also a lot of effort in hardening the system spending a lot of time in cleaning up the data that we are really sure we can also achieve the high degree of automation because it's always nice saying high degree of automation digitalization but getting there is an awful work because this is painful getting the right data cleaning the data and having the right data and as you do one then you just find your next point of failure right as you optimize the one then you move it it's a classic production line kind of band and that's why i say migration maturing the the system is one key then the third topic is of course we will bring in more providers more services more processes we we just downloaded from the ServiceNow App Store an application called Moby cod to manage our telecom expense management that we have also they are more transparency over the world and then of course we are in discussions to expand that platform also to facility management or HR but this will take some time because we still have in the HR facility area let's say Best of Breed applications and then it's hard to compete against the integration layer and saying okay but if it's integrated we have all the incidents in and all the data so that balance is not there but I heavenly believe that this will come as service now is more maturing in the HR facility area what not and then I think the the racial looks different and it's more promising also for Siemens to go beyond i TS so as you build out this integration architecture i have to ask you about security and my question is not one of a technical nature it's one of sort of a philosophical nature how is the conversation shifting right it's free decades we've spent money on the perimeter and protecting and and will keep the bad guys out now we all realize they can't keep the bad guys out it's how you respond to the bad guys and it seems as though ServiceNow could potentially is in some cases solving that problem how has the security conversation changed within your organization yeah i mean the security is high on the agenda with all the burn a little bit wilner abilities you here in the in the news and also did the day-to-day cases so security is a top agenda point and we had also some hard discussions within the siemens because the first reaction of demons was we have to have service now on premise we have to have our own nice server below the table and then we had some good discussions with herb is now we had discussions with other customers where they said no no we trust in this a solution then we did some penetration tests we did some assessment on side and that's where we said okay we will go with the SAS solution also for for semen and I'm pretty happy that we made the decision because now we don't have to focus on the operational topics we can really focus on the content bringing in new services bringing in you providers in rather discussing upgrading servers that you need to have the performance etc so that is also a next step we have on the agenda to bring in the vulnerability infosec topping also to our platform and but and is that the responsibility of sort of one group a group of gurus or is it a shared responsibility across the business or what should it be it is a shared responsibility because we are carefully watching how the ServiceNow cmdb is growing because we are collecting a lot of data we see exactly what is going on Adam and size of what are the customers ordering what in kind of incidents are they opening up we see exactly how our IT s doing and of course the provider data we have all the sea ice in our database and as we grow we grow the data that is in our system and that is of course a huge value but also security wise also a balance you have to make my last question I'll give you the last word we gotta wrap just knowledge you know your your experience here you know things you've learned anything that surprised you haha delighted you hear your you know I think the knowledge is really a great opportunity to meet at our customers to see what they have on the agenda were they working against and also it's a good opportunity to see what are the the hot topics for service now how does that match with our agenda that we have with our pipeline so we have a lot of discussions in the knowledge and that is a great value great Matthias egg will have thanks very much for coming in the cube preciate your time thank you good to have you all right keep right to everybody is the Cuba right back we're live at knowledge 16