(intro music) >> Hi everybody. Dave Vellante, back with Day Two coverage, we're live at the ARIA Hotel in Las Vegas for fal.con '22. Several thousand people here today. The keynote was, it was a little light. I think people were out late last night, but the keynote was outstanding and it's still going on. We had to break early because we have to strike early today, but we're really excited to have Stephan Goldberg here, Vice President of Technology Alliances at Claroty. And we're going to talk about an extremely important topic, which is the internet of things, the edge, we talk about it a lot. We haven't covered securing the edge here at theCUBE this week. And so Stephan really excited to have you on. >> Thank you for having me. >> You're very welcome. Tell us more about Claroty, C-L-A-R-O-T-Y, a very interesting spelling, but what's it all about? >> Claroty is cybersecurity company that specializes in cyber physical systems, also known as operational technology systems and the extended internet of things. The difference between the traditional IoT and what what everyone calls an IoT in the cyber physical system is that an IoT device has anything connected on the network that traditionally cannot carry an agent, a security camera, a card reader. A cyber physical system is a system that has influence and operates in the physical world but is controlled from the cyberspace. An example would be a controller, a turbine, a robotic arm, or an MRI machine. >> Yeah, so those are really high-end systems, run, are looked after by engineers, not necessarily consumers. So what's what's happening in that world? I mean, we've talked a lot on theCUBE about the schism between OT and IT, they haven't really talked a lot, but in the last several years, they've started to talk more. You look at the ecosystem of IoT providers. I mean, it's companies like Hitachi and PTC and Siemens. I mean, it's the different names than we're used to in IT. What are the big trends that you're seeing the macro? >> So, first of all, traditionally, most manufacturers and environments that were heavy on operations, operational technology, they had the networks air-gapped, completely separated. You had your IT network for business administration, you had the OT network to actually build stuff. Today with emerging technologies and even modern switching architecture everything is being converged. You have the same physical infrastructure in terms of networking, that carries both networks. Sometimes a human error, sometimes a business logic that needs to interconnect these networks to transmit data from the OT side of the house, to the IT side of the house, exposes the OT environment to cyber threats. >> Was that air-gap by design or was it just that there wasn't connectivity? >> It was air-gap by design, due to security and operational reasons, and also ownership in these organizations. The IT-managed space was completely separate from the OT-managed space. So whoever built a network for the controllers to build a car, for example, was an automation engineer and the vendors, that have built these networks, were automation vendors, unlike the traditional Ciscos of the world, that we're specializing in IT. Today we're seeing the IT vendors on the OT side, and the OT vendors, they're worried about the IT side. >> But I mean, tradition, I mean, engineers are control freaks. No offense, but, I'm glad they are, I'm thankful for that. So there must have been some initial reticence to them connecting up these air-gap systems. They went wanted to make sure that they were secure, that they did it right, and presumably that's where you guys come in. What are the exposures and risks of these, of this critical infrastructure that we should be aware of? >> So you're completely right. And from an operational perspective let let's call it change control is very rigorous. So they did not want to go on the internet and just, we're seeing it with adoption of cloud technologies, for example. Cloud as in industry four ago, five ago, cloud as in cyber security. We all heard Amol's keynote from this morning talking about critical infrastructures and we'll touch upon our partnership in a second, but CrowdStrike, CrowdStrike being considered and deployed within these environments is a new thing. It's a new thing because the OT operation managers and the chief information security officers, they understand that air-gap is no longer a valid strategy. From a business perspective, these networks are already connected. We're seeing the trends of cyber attacks, IT cyber attacks, like not Patreon, I'm not talking about the Stoxnet, the targeted OT. I'm talking about WannaCry, EternalBlue, IT vulnerabilities that did not target OT, but due to the outdated and the specification of OT posture on the networks, they hit healthcare, they hit OT much harder than they did IT. >> Was Log4J, did that sleep into OT, or any IT that. >> So, absolutely. >> So Log4J right, which was so pervasive, like so many of these malwares. >> All these vulnerabilities that, it's a windows vulnerability, it has nothing to do with OT. But then when you stop and you say, hold on, my human machine interface workstation, although it has some proprietary software by Rockwell or Siemens running on it, what is the underlying operating system? Oh, hold on, it's Windows. We haven't updated that for like eight years. We were focused on updating the software but not the underlying operating system. The vulnerabilities exist to a greater extent on the OT side of the house because of the same characteristic of operational technology environments. >> So the brute force air-gap approach was no longer viable because the business imperative came in and said, no, we have to connect these systems to digitally transform, or advance our business, there's opportunities to monetize, whatever it was. The business laid that out as an imperative. So now OT engineers have to rethink how they secure it. So what are the steps that they're taking and how does Claroty help? Is there a sort of a playbook, a sequential playbook? >> Absolutely, so before we discussed the maturity curve of adopting an CPS security, or OT security technology, let's touch upon the characteristic of the space and what it led vendors like Claroty to build. So you have the rigorous chain control. You have the security in mind, operations, lowered the risk state of mind. That led vendors, likes of Claroty, to build a solution. And I'm talking about seven, eight years ago, to be passive, mostly passive or passive only to inspect network and to analyze network and focus on detection rather than taking action like response or preventative maintenance. >> Um-hmm. >> It made vendors to build on-prem solutions because of the cloud-averse state of mind of this industry. And because OT is very specific, it led vendors to focus only on OT devices, overlooking what we discussed as IoT, Unfortunately, besides HMI and PLC, the controller in the plant, you also have the security camera. So when you install an OT security solution I'm talking about the traditional ones, they traditionally overlook the security camera or anything that is not considered traditional OT. These three observations, although they were necessary in the beginning, you understand the shortcomings of it today. >> Um-hmm. >> So cloud-averse led to on-prem which leads to war security. It's like comparing CrowdStrike and one of its traditional competitors in the antivirus space. What CrowdStrike innovated is the SaaS first, cloud-native solution that is continuously being updated and provide the best in cloud security, right? And that is very much like what Claroty's building. We decided to go SaaS first and cloud-native solution. >> So, because of cloud-aversion, the industry shows somewhat outdated deployment models, on-prem, which limited scale and created greater diversity, more stovepipes, all the problems that we always talk about. Okay, and so is the answer to that, just becoming more cloud, having more of an affinity to cloud? That was a starting point, right. >> This is exactly it. Air-gap is perceived as secured, but you don't get updates and you don't really know what's going on in your network. If you have a Claroty or a crosswork installer, you have much higher probability detecting fast and responding fast. If you don't have it, you are just blind. You will be bridged, that's the. >> I was going to say, plus, air-gap, it's true, but people can get through air-gaps, too. I mean, it's harder, but Stoxnet. Yeah, look at Stoxnet right, oh, it's mopping the floor, boom, or however it happened, but so yeah. >> Correct. >> So, but the point being, you know, assume that breach, even though I know CrowdStrike thinks that the unstoppable breach is a myth, but you know, you talk to people like Kevin Mandia, it's like, we assume you're going to get breached, right? Let's make that assumption. Yeah, okay, and so that means you've got to have visibility into the network. So what are those steps that you would, what's that maturity model that you referenced before? >> So on top of these underlying principles, which is cloud-native, comprehensive, not OT only, but XIoT, and then bring that the verticalization and OT specificity. On top of that, you're exactly right. There is a maturity curve. You cannot boil the ocean, deploy protections, and change the environment within one day. It starts with discovering everything that is connected to your network. Everything from the traditional workstations to the cameras, and of course ending up with the cyber physical systems on the network. That discovery cannot be only a high level profile, it needs to be in depth to the level you need to know application versions of these devices. If you cannot tell the application version you cannot correlate it to a vulnerability, right? Just knowing that's an HMI or that's a PLC by Siemens is insufficient. You need to know the app version, then you can correlate to vulnerability, then you can correlate to risk. This is the next step, risk assessment. You need to put up a score basically, on each one of these devices. A vulnerability score, risk score, in order to prioritize action. >> Um-hmm. >> These two steps are discovery and thinking about the environment. The next two steps are taking action. After we have the prioritized devices discovered on your network, our approach is that you need to ladle in and deploy protections from a preventative perspective. Claroty delivers recommended policies in the form of access control lists or rules. >> Right. >> That can leverage existing infrastructure without touching a device without patching it, just to protect it. The next step would be detection and response. Once you have these policies deployed you also can leverage them to spot policy deviations. >> And that's where CrowdStrike comes in. So talk about how you guys partner with CrowdStrike, what that integration looks like and what the differentiation is. >> So actually the integration with CrowdStrike crosses the the entire customer journey. It starts with visibility. CrowdStrike and us exchange data on the asset level. With the announcement during FalCon, with Falcon Discover for IoT, we are really, really proud working on that with CrowdStrike. Traditionally CrowdStrike discovered and provided data about the IT assets. And we did the same thing with CPS and OT. Today with Falcon Discover for IoT, and us expanding to the XIoT space, both of us look at all devices but we can discover different things. When you merge these data sets you have an unparalleled visibility into any environment, and specifically OT. The integrations continue, and maybe the second spotlight I'll put, but without diminishing the other ones, is detection and response. It's the XDR Alliance. Claroty is very proud to be one of the first partners, XDR Alliance partners, for CrowdStrike, fitting in to the XDR, to CrowdStrike's XDR, the data that is needed to mitigate and respond and get more context about breaches in these OT environments, but also take action. Also trigger action, via Claroty and leverage Claroty's network-centric capabilities to respond. >> We hear a lot. We heard a lot in today's keynote note about the data, the importance of data, of the graph database. How unique is this Stephan, in the industry, in your view? >> The uniqueness of what exactly? >> Of this joint solution, if you will, this capability. >> I told my counterparts from CrowdStrike yesterday, the go-to market ones and the product management ones. If we are successful with Falcon Discover for IoT, and that product matures, as we plan for it to mature, it will change the industry, the OT security industry, for all of us. Not only for Claroty, for all players in this space. And this is why it's so important for us to stay coordinated and support this amazing company to enter this space and provide better security to organizations that really support our lives. >> We got to leave it there, but this is such an important topic. We're seeing in the war in Ukraine, there's a cyber component in the future of war. >> Yes. >> Today. And what do they do? They go after critical infrastructure. So protecting that critical infrastructure is so important, especially for a country like the United States, which has so much critical infrastructure and a lot to lose. So Stephan, thanks so much. >> Thank you. >> For the work that you're doing. It was great to have you on theCUBE. >> Thank you. >> All right, keep it right there. Dave Vellante for theCUBE. We'll be right back from fal.con '22. We're live from the ARIA in Las Vegas. (techno music)

>>from around the globe. It's the Cube with digital coverage of HP Green Lake day made possible by Hewlett Packard Enterprise. Okay, we're not gonna dive right into some of the news and get into the Green Lake Announcement details. And with me to do that is Keith White is the senior vice president and general manager for Green Lake Cloud Services and Hewlett Packard Enterprise. Keith, thanks for your time. Great to see you. >>Hey, thanks so much for having me. I'm really excited to be here. >>You're welcome. And so listen, before we get into the hard news, can you give us an update on just Green Lake and the business? How's it going? >>You bet. No, it's fantastic. And thanks, you know, for the opportunity again. And hey, I hope everyone's at home staying safe and healthy. It's been a great year for HP Green Lake. There's a ton of momentum that we're seeing in the market place. Uh, we've booked over $4 billion of total contract value to date, and that's over 1000 customers worldwide, and frankly, it's worldwide. It's in 50 50 different countries, and this is a variety of solutions. Variety of workloads. So really just tons of momentum. But it's not just about accelerating the current momentum. It's really about listening to our customers, staying ahead of their demands, delivering more value to them and really executing on the HB Green Lake. Promise. >>Great. Thanks for that and really great detail. Congratulations on the progress, but I know you're not done. So let's let's get to the news. What do people need to know? >>Awesome. Yeah, you know, there's three things that we want to share with you today. So first is all about it's computing. So I could go into some details on that were actually delivering new industry work clothes, which I think will be exciting for a lot of the major industries that are out there. And then we're expanding RHP capabilities just to make things easier and more effective. So first off, you know, we're excited to announce today, um, acceleration of mainstream as adoption for high performance computing through HP Green Lake. And you know, in essence, what we're really excited about is this whole idea of it's a. It's a unique opportunity to write customers with the power of an agile, elastic paper use cloud experience with H. P s market. See systems. So pretty soon any enterprise will be able to tackle their most demanding compute and did intensive workloads, power, artificial intelligence and machine learning initiatives toe provide better business insights and outcomes and again providing things like faster time to incite and accelerated innovation. So today's news is really, really gonna help speed up deployment of HPC projects by 75% and reduced TCO by upto 40% for customers. >>That's awesome. Excited to learn more about the HPC piece, especially. So tell us what's really different about the news today From your perspective. >>No, that's that's a great thing. And the idea is to really help customers with their business outcomes, from building safer cars to improving their manufacturing lines with sustainable materials. Advancing discovery for drug treatment, especially in this time of co vid or making critical millisecond decisions for those finance markets. So you'll see a lot of benefits and a lot of differentiation for customers in a variety of different scenarios and industries. >>Yeah, so I wonder if you could talk a little bit mawr about specifically, you know exactly what's new. Can you unpack some of that for us? >>You bet. Well, what's key is that any enterprise will be able to run their modeling and simulation work clothes in a fully managed because we manage everything for them pre bundled. So we'll give folks this idea of small, medium and large H p e c h piece services to operate in any data center or in a cold a location. These were close air, almost impossible to move to the public cloud because the data so large or it needs to be close by for Leighton see issues. Oftentimes, people have concerns about I p protection or applications and how they run within that that local environment. So if customers are betting their business on this insight and analytics, which many of them are, they need business, critical performance and experts to help them with implementation and migration as well as they want to see resiliency. >>So is this a do it yourself model? In other words, you know the customers have toe manage it on their own. Or how are you helping there? >>No, it's a great question. So the fantastic thing about HP Green Lake is that we manage it all for the customer. And so, in essence, they don't have to worry about anything on the back end, we can flow that we manage capacity. We manage performance, we manage updates and all of those types of things. So we really make it. Make it super simple. And, you know, we're offering these bundled solutions featuring RHP Apollo systems that are purpose built for running things like modeling and simulation workloads. Um, and again, because it's it's Green Lake. And because it's cloud services, this provides itself. Service provides automation. And, you know, customers can actually, um, manage however they want to. We can do it all for them. They could do some on their own. It's really super easy, and it's really up to them on how they want to manage that system. >>What about analytics? You know, you had a lot of people want to dig deeper into the data. How are you supporting that? >>Yeah, Analytics is key. And so one of the best things about this HPC implementation is that we provide unopened platform so customers have the ability to leverage whatever tools they want to do for analytics. They can manage whatever systems they want. Want to pull data from so they really have a ton of flexibility. But the key is because it's HP Green Lake, and because it's HP es market leading HPC systems, they get the fastest they get the it all managed for them. They only pay for what they use, so they don't need to write a huge check for a large up front. And frankly, they get the best of all those worlds together in order to come up with things that matter to them, which is that true business outcome, True Analytics s so that they could make the decisions they need to run their business. >>Yeah, that's awesome. You guys clearly making some good progress here? Actually, I see it really is a game changer for the types of customers that you described. I mean, particularly those folks that you like. You said You think they can't move stuff into the cloud. They've got to stay on Prem. But they want that cloud experience. I mean, that's that's really exciting. We're gonna have you back in a few minutes to talk about the Green Lake Cloud services and in some of the new industry platforms that you see evolving >>awesome. Thanks so much. I look forward to it. >>Yeah, us too. So Okay, right now we're gonna check out the conversation that I had earlier with Pete Ungaro and Addison Snell on HPC. Let's watch welcome everybody to the spotlight session here green. Late day, We're gonna dig into high performance computing. Let me first bring in Pete Ungaro, Who's the GM for HPC and Mission Critical solutions, that Hewlett Packard Enterprise. And then we're gonna pivot Addison Snell, who is the CEO of research firm Intersect 3. 60. So, Pete, starting with you Welcome. And really a pleasure to have you here. I want to first start off by asking you what is the key trends that you see in the HPC and supercomputing space? And I really appreciate if you could talk about how customer consumption patterns are changing. >>Yeah, I appreciate that, David, and thanks for having me. You know, I think the biggest thing that we're seeing is just the massive growth of data. And as we get larger and larger data sets larger and larger models happen, and we're having more and more new ways to compute on that data. So new algorithms like A. I would be a great example of that. And as people are starting to see this, especially they're going through a digital transformations. You know, more and more people I believe can take advantage of HPC but maybe don't know how and don't know how to get started on DSO. They're looking for how to get going into this environment and many customers that are longtime HBC customers, you know, just consume it on their own data centers. They have that capability, but many don't and so they're looking at. How can I do this? Do I need to build up that capability myself? Do I go to the cloud? What about my data and where that resides. So there's a lot of things that are going into thinking through How do I start to take advantage of this new infrastructure? >>Excellent. I mean, we all know HPC workloads. You're talking about supporting research and discovery for some of the toughest and most complex problems, particularly those that affecting society. So I'm interested in your thoughts on how you see Green Lake helping in these endeavors specifically, >>Yeah, One of the most exciting things about HPC is just the impact that it has, you know, everywhere from, you know, building safer cars and airplanes. Thio looking at climate change, uh, to, you know, finding new vaccines for things like Covic that we're all dealing with right now. So one of the biggest things is how do we take advantage event and use that to, you know, benefit society overall. And as we think about implementing HPC, you know, how do we get started? And then how do we grow and scale as we get more and more capability? So that's the biggest things that we're seeing on that front. >>Yes. Okay, So just about a year ago, you guys launched the Green Lake Initiative and the whole, you know, complete focus on as a service. So I'm curious as to how the new Green Lake services the HPC services specifically as it relates to Greenlee. How do they fit in the H. P s overall high performance computing portfolio and the strategy? >>Yeah, great question. You know, Green Lake is a new consumption model for eso. It's a very exciting We keep our entire HPC portfolio that we have today, but extend it with Green Lake and offer customers you know, expanded consumption choices. So, you know, customers that potentially are dealing with the growth of their data or they're moving toe digital transformation applications they can use green light just easily scale up from workstations toe, you know, manage their system costs or operational costs, or or if they don't have staff to expand their environment. Green Light provides all of that in a manage infrastructure for them. So if they're going from like a pilot environment up into a production environment over time, Green Lake enables them to do that very simply and easily without having toe have all that internal infrastructure people, computer data centers, etcetera. Green Lake provides all that for them so they can have a turnkey solution for HBC. >>So a lot easier entry strategies. A key key word that you use. There was choice, though. So basically you're providing optionality. You're not necessarily forcing them into a particular model. Is that correct? >>Yeah, 100%. Dave. What we want to do is just expand the choices so customers can buy a new choir and use that technology to their advantage is whether they're large or small. Whether they're you know, a startup or Fortune 500 company, whether they have their own data centers or they wanna, you know, use a Coehlo facility whether they have their own staff or not, we want to just provide them the opportunity to take advantage of this leading edge resource. >>Very interesting, Pete. It really appreciate the perspective that you guys have bring into the market. I mean, it seems to me it's gonna really accelerate broader adoption of high performance computing, toe the masses, really giving them an easier entry point I want to bring in now. Addison Snell to the discussion. Addison. He's the CEO is, I said of Intersect 3 60 which, in my view, is the world's leading market research company focused on HPC. Addison, you've been following the space for a while. You're an expert. You've seen a lot of changes over the years. What do you see is the critical aspect in the market, specifically as it relates toward this as a service delivery that we were just discussing with Pete and I wonder if you could sort of work in their the benefits in terms of, in your view, how it's gonna affect HPC usage broadly. Yeah, Good morning, David. Thanks very much for having me, Pete. It's great to see you again. So we've been tracking ah lot of these utility computing models in high performance computing for years, particularly as most of the usage by revenue is actually by commercial endeavors. Using high performance computing for their R and D and engineering projects and the like. And cloud computing has been a major portion of that and has the highest growth rate in the market right now, where we're seeing this double digit growth that accounted for about $1.4 billion of the high performance computing industry last year. But the bigger trend on which makes Green like really interesting is that we saw an additional about a billion dollars worth of spending outside what was directly measured in the cloud portion of the market in in areas that we deemed to be cloud like, which were as a service types of contracts that were still utility computing. But they might be under a software as a service portion of the budget under software or some other managed services type of contract that the user wasn't reported directly is cloud, but it was certainly influenced by utility computing, and I think that's gonna be a really dominant portion of the market going forward. And when we look at growth rate and where the market's been evolving, so that's interesting. I mean, basically, you're saying this, you know, the utility model is not brand new. We've seen that for years. Cloud was obviously a catalyst that gave that a boost. What is new, you're saying is and I'll say it this way. I'd love to get your independent perspective on this is so The definition of cloud is expanding where it's you know, people always say it's not a place, it's an experience and I couldn't agree more. But I wonder if you could give us your independent perspective on that, both on the thoughts of what I just said. But also, how would you rate H. P. E s position in this market? Well, you're right, absolutely, that the definition of cloud is expanding, and that's a challenge when we run our surveys that we try to be pedantic in a sense and define exactly what we're talking about. And that's how we're able to measure both the direct usage of ah, typical public cloud, but also ah more flexible notion off as a service. Now you asked about H P E. In particular, And that's extremely relevant not only with Green Lake but with their broader presence in high performance computing. H P E is the number one provider of systems for high performance computing worldwide, and that's largely based on the breath of H. P s offerings, in addition to their performance in various segments. So picking up a lot of the commercial market with their HP apology and 10 plus, they hit a lot of big memory configurations with Superdome flex and scale up to some of the most powerful supercomputers in the world with the HP Cray X platforms that go into some of the leading national labs. Now, Green Light gives them an opportunity to offer this kind of flexibility to customers rather than committing all it wants to a particular purchase price. But if you want to do position those on a utility computing basis pay for them as a service without committing to ah, particular public cloud. I think that's an interesting role for Green Lake to play in the market. Yeah, it's interesting. I mean earlier this year, we celebrated Exa scale Day with support from HP, and it really is all about a community and an ecosystem is a lot of camaraderie going on in the space that you guys are deep into, Addison says. We could wrap. What should observers expect in this HPC market in this space over the next a few years? Yeah, that's a great question. What to expect because of 2020 has taught us anything. It's the hazards of forecasting where we think the market is going. When we put out a market forecast, we tend not to look at huge things like unexpected pandemics or wars. But it's relevant to the topic here because, as I said, we were already forecasting Cloud and as a service, models growing. Any time you get into uncertainty, where it becomes less easy to plan for where you want to be in two years, three years, five years, that model speaks well to things that are cloud or as a service to do very well, flexibly, and therefore, when we look at the market and plan out where we think it is in 2020 2021 anything that accelerates uncertainty actually is going. Thio increase the need for something like Green Lake or and as a service or cloud type of environment. So we're expecting those sorts of deployments to come in over and above where we were already previously expected them in 2020 2021. Because as a service deals well with uncertainty. And that's just the world we've been in recently. I think there's a great comments and in a really good framework. And we've seen this with the pandemic, the pace at which the technology industry in particular, of course, HP specifically have responded to support that your point about agility and flexibility being crucial. And I'll go back toe something earlier that Pete said around the data, the sooner we can get to the data to analyze things, whether it's compressing the time to a vaccine or pivoting our business is the better off we are. So I wanna thank Pete and Addison for your perspectives today. Really great stuff, guys. Thank you. >>Yeah, Thank you. >>Alright, keep it right there from, or great insights and content you're watching green leg day. Alright, Great discussion on HPC. Now we're gonna get into some of the new industry examples and some of the case studies and new platforms. Keith HP, Green Lake It's moving forward. That's clear. You're picking up momentum with customers, but can you give us some examples of platforms for industry use cases and some specifics around that? >>You know, you bet, and actually you'll hear more details from Arwa Qadoura she leads are green like the market efforts in just a little bit. But specifically, I want to highlight some examples where we provide cloud services to help solve some of the most demanding workloads on the planet. So, first off in financial services, for example, traditional banks are facing increased competition and evolving customer expectations they need to transform so that they can reduce risk, manage cop and provided differentiated customer experience. We'll talk about a platform for Splunk that does just that. Second, in health care institutions, they face the growing list of challenges, some due to the cove in 19 Pandemic and others. Years in the making, like our aging population and rise in chronic disease, is really driving up demands, and it's straining capital budgets. These global trance create a critical need for transformation. Thio improve that patient experience and their business outcomes. Another example is in manufacturing. They're facing many challenges in order to remain competitive, right, they need to be able to identify new revenue streams run more efficiently from an operation standpoint and scale. Their resource is so you'll hear more about how we're optimizing and delivery for manufacturing with S. A P Hana and always gonna highlight a little more detail on today's news how we're delivering supercomputing through HP Green Lake It's scale and finally, how we have a robust ecosystem of partners to help enterprises easily deploy these solutions. For example, I think today you're gonna be talking to Skip Bacon from Splunk. >>Yeah, absolutely. We sure are. And some really great examples there, especially a couple industries that that stood out. I mean, financial services and health care. They're ripe for transformation and maybe disruption if if they don't move fast enough. So Keith will be coming back to you a little later today to wrap things up. So So thank you. Now, now we're gonna take a look at how HP is partnering with Splunk and how Green Lake compliments, data rich workloads. Let's watch. We're not going to dig deeper into a data oriented workload. How HP Green Lake fits into this use case and with me, a Skip Bacon vice president, product management at Splunk Skip. Good to see >>you. Good to see you as well there. >>So let's talk a little bit about Splunk. I mean, you guys are a dominant player and security and analytics and you know, it's funny, Skip, I used to comment that during the big data, the rise of big data Splunk really never positioned themselves is this big data player, and you know all that hype. But But you became kind of the leader in big data without really, even, you know, promoting it. It just happened overnight, and you're really now rapidly moving toward a subscription model. You're making some strategic moves in the M and a front. Give us your perspective on what's happening at the company and why customers are so passionate about your software. >>Sure, a great, great set up, Dave. Thanks. So, yeah, let's start with the data that's underneath big data, right? I think I think it is usual. The industry sort of seasons on a term and never stops toe. Think about what it really means. Sure, one big part of big data is your transaction and stuff, right? The things that catch generated by all of your Oracle's USC Cheops that reflect how the business actually occurred. But a much bigger part is all of your digital artifacts, all of the machine generated data that tells you the whole story about what led up to the things that actually happened right within the systems within the interactions within those systems. That's where Splunk is focused. And I think what the market is the whole is really validating is that that machine generated data those digital artifacts are a tely least is important, if not more so, than the transactional artifacts to this whole digital transformation problem right there. Critical to showing I t. How to get better developing and deploying and operating software, how to get better securing these systems, and then how to take this real time view of what the business looks like as it's executing in the software right now. And hold that up to and inform the business and close that feedback loop, right? So what is it we want to do differently digitally in order to do different better on the transformation side of the house. So I think a lot of splints. General growth is proof of the value crop and the need here for sure, as we're seeing play out specifically in the domains of ICTs he operations Dev, ops, Cyber Security, right? As well as more broadly in that in that cloak closing the business loop Splunk spin on its hair and growing our footprint overall with our customers and across many new customers, we've been on its hair with moving parts of that footprints who and as a service offering and spawn cloud. But a lot of that overall growth is really fueled by just making it simpler. Quicker, faster, cheaper, easier toe operates Plunkett scale because the data is certainly not slowing down right. There's more and more and more of it every day, more late, their potential value locked up in it. So anything that we can do and that our partners conducive to improve the cost economics to prove the agility to improve the responsiveness of these systems is huge. That that customer value crop and that's where we get so excited about what's going on with green life >>Yeah, so that makes sense. I mean, the digital businesses, a data business. And that means putting data at the core. And Splunk is obviously you keep part of that. So, as I said earlier, spunk your leader in this space, what's the deal with your HP relationship? You touched on that? What should we know about your your partnership? And what's that solution with H h p E? What's that customer Sweet spot. >>Yep. Good. All good questions. So we've been working with HP for quite a while on on a number of different fronts. This Green lake peace is the most interesting and sort of the intersection of, you know, purist intersection of both of these threads of these factories, if you will. So we've been working to take our core data platform deployed on an enterprise operator for kubernetes. Stick that a top H P s green like which is really kubernetes is a service platform and go prove performance, scalability, agility, flexibility, cost economics, starting with some of slugs, biggest customers. And we've proven, you know, alot of those things In great measure, I think the opportunity you know, the ability to vertically scale Splunk in containers that taught beefy boxes and really streamline the automation, the orchestration, the operations, all of that yields what, in the words of one of our mutual customers, literally put it as This is a transformational platform for deploying and operating spot for us so hard at work on the engineering side, hard at work on the architectural referencing, sizing, you know, capacity planning sides, and then increasing really rolling up our sleeves and taking the stuff the market together. >>Yeah, I mean, we're seeing the just the idea of cloud. The definition of cloud expanding hybrid brings in on Prem. We talked about the edge and and I really We've seen Splunk rapidly transitioning its pricing model to a subscription, you know, platform, if you will. And of course, that's what Green Lakes all about. What makes Splunk a good fit for Green Lake and vice versa? What does it mean for customers? >>Sure, So a couple different parts, I think, make make this a perfect marriage. Splunk at its core, if you're using it well, you're using it in a very iterative discovery driven kind of follow you the path to value basis that makes it a little hard to plan the infrastructure and decides these things right. We really want customers to be focused on how to get more data in how to get more value out. And if you're doing it well, those things, they're going to go up and up and up over time. You don't wanna be constrained by size and capacity planning, procurement cycles for infrastructure. So the Green Lake model, you know, customers got already deployed systems already deployed, capacity available in and as the service basis, very fast, very agile. If they need a next traunch of capacity to bring in that next data set or run, that next set of analytics right it's available immediately is a service, not hey, we've got to kick off the procurement cycle for a whole bunch more hardware boxes. So that flexibility, that agility or key to the general pattern for using Splunk and again that ability to vertically scale stick multiple Splunk instances into containers and load more and more those up on these physical boxes right gives you great cost economics. You know, Splunk has a voracious appetite for data for doing analytics against that data less expensive, we can make that processing the better and the ability to really fully sweat, you know, sweat the assets fully utilize those assets. That kind of vertical scale is the other great element of the Green Lake solution. >>Yes. I mean, when you think about the value prop for for customers with Splunk and HP green, that gets a lot of what you would expect from what we used to talk about with the early days of cloud. Uh, that that flexibility, uh, it takes it away. A lot of the sort of mundane capacity planning you can shift. Resource is you talked about, you know, scale in a in a number of of use cases. So that's sort of another interesting angle, isn't it? >>Yeah. Faster. It's the classic text story. Faster, quicker, cheaper, easier, right? Just take in the whole whole new holy levels and hold the extremes with these technologies. >>What do you see? Is the differentiators with Splunk in HP, Maybe what's different from sort of the way we used to do things, but also sort of, you know, modern day competition. >>Yeah. Good. All good. All good questions. So I think the general attributes of splinter differentiated green Laker differentiated. I think when you put them together, you get this classic one plus one equals three story. So what? I hear from a lot of our target customers, big enterprises, big public sector customers. They can see the path to these benefits. They understand in theory how these different technologies would work together. But they're concerned about their own skills and abilities to go building. Run those and the rial beauty of Green Lake and Splunk is this. All comes sort of pre design, pre integrated right pre built HP is then they're providing these running containers as a service. So it's taking a lot of the skills and the concerns off the customers plate right, allowing them to fast board to, you know, cutting edge technology without any of the wrist. And then, most importantly, allowing customers to focus their very finite resource is their peoples their time, their money, their cycles on the things that are going to drive differentiated value back to the business. You know, let's face facts. Buying and provisioning Hardware is not a differentiating activity, running containers successfully, not differentiating running the core of Splunk. Not that differentiating. He can take all of those cycles and focus them instead on in the simple mechanics. How do we get more data in? Run more analytics on it and get more value out? Right then you're on the path to really delivering differentiated, you know, sustainable competitive basis type stuff back to the business, back to that digital transformation effort. So taking the skills out, taking the worries out, taking the concerns about new tech, out taking the procurement cycles, that improving scalability again quicker, faster, cheaper. Better for sure. >>It's kind of interesting when you when you look at the how the parlance has evolved from cloud and then you had Private Cloud. We talk a lot about hybrid, but I'm interested in your thoughts on why Splunk and HP Green Light green like now I mean, what's happening in the market that makes this the right place and in the right time, so to speak. >>Yeah, again, I put cloud right up there with big data is one of those really overloaded terms. Everything we keep keep redefining as we go if we define it. One way is as an experience instead of outcomes that customers looking for right, what does anyone of our mutual customers really want Well, they want capabilities that air quick to get up and running that air fast, to get the value that are aligned with how the price wise, with how they deliver value to the business and that they can quickly change right as the needs of the business and the operation shift. I think that's the outcome set that people are looking thio. Certainly the early days of cloud we thought were synonymous with public cloud. And hey, the way that you get those outcomes is you push things out. The public cloud providers, you know, what we saw is a lot of that motion in cases where there wasn't the best of alignment, right? You didn't get all those outcomes that you were hoping for. The cost savings weren't there or again. These big enterprises, these big organizations have a whole bunch of other work clothes that aren't necessarily public cloud amenable. But what they want is that same cloud experience. And this is where you see the evolution in the hybrid clouds and into private clouds. Yeah, any one of our customers is looking across the entirety of this landscape, things that are on Prem that they're probably gonna be on Prem forever. Things that they're moving into private cloud environments, things that they're moving into our growing or expanding or landing net new public cloud. They want those same outcomes, the same characteristics across all of that. That's a lot of Splunk value. Crop is a provider, right? Is we can go monitor and help you operate and developed and secure exactly all of that, no matter where it's located. Splunk on Green Lake is all about that stack, you know, working in that very cloud native way even where it made sense for customers to deploy and operate their own software. Even if this want, they're running over here themselves is hoping the modern, secure other work clothes that they put into their public cloud environments. >>Well, it Z another key proof point that we're seeing throughout the day here. Your software leader, you know, HP bring it together. It's ecosystem partners toe actually deliver tangible value. The customers skip. Great to hear your perspective today. Really appreciate you coming on the program. >>My pleasure. And thanks so much for having us take care. Stay well, >>Yeah, Cheers. You too. Okay, keep it right there. We're gonna go back to Keith now. Have him on a close out this segment of the program. You're watching HP Green Lake Day on the Cube. All right, We're So we're seeing some great examples of how Green Lake is supporting a lot of different industries. A lot of different workloads we just heard from Splunk really is part of the ecosystem. Really? A data heavy workload. And we're seeing the progress. HPC example Manufacturing. We talked about healthcare financial services, critical industries that are really driving towards the subscription model. So, Keith, thanks again for joining us. Is there anything else that we haven't hit that you feel are audience should should know about? >>Yeah, you bet. You know, we didn't cover some of the new capabilities that are really providing customers with the holistic experience to address their most demanding workloads with HP Green Lake. So first is our Green Lake managed security services. So this provides customers with an enterprise grade manage security solution that delivers lower costs and frees up a lot of their resource is the second is RHP advisory and Professional Services Group. So they help provide customers with tools and resource is to explore their needs for their digital transformation. Think about workshops and trials and proof of concepts and all of that implementation. Eso You get the strategy piece, you get the advisory piece, and then you get the implementation piece that's required to help them get started really quickly. And then third would be our H. P s moral software portfolio. So this provides customers with the ability to modernize their absent data unify, hybrid cloud and edge computing and operationalized artificial intelligence and machine learning and analytics. >>You know, I'm glad that you brought in the sort of machine intelligence piece in the machine learning because that's, ah, lot of times. That's the reason why people want to go to the cloud at the same time you bring in the security piece a lot of reasons why people want to keep things on Prem. And, of course, the use cases here. We're talking about it, really bringing that cloud experience that consumption model on Prem. I think it's critical critical for companies because they're expanding their notion of cloud computing really extending into hybrid and and the edge with that similar experience or substantially the same experience. So I think folks are gonna look at today's news as real progress. We're pushing you guys on some milestones and some proof points towards this vision is a critical juncture for organizations, especially those look, they're looking for comprehensive offerings to drive their digital transformations. Your thoughts keep >>Yeah, I know you. You know, we know as many as 70% of current and future APS and data are going to remain on Prem. They're gonna be in data centers, they're gonna be in Colo's, they're gonna be at the edge and, you know, really, for critical reasons. And so hybrid is key. As you mentioned, the number of times we wanna help customers transform their businesses and really drive business outcomes in this hybrid, multi cloud world with HP Green Lake and are targeted solutions. >>Excellent. Keith, Thanks again for coming on the program. Really appreciate your time. >>Always. Always. Thanks so much for having me and and take Take care of. Stay healthy, please. >>Alright. Keep it right there. Everybody, you're watching HP Green Lake day on the Cube

>> Welcome to the Special Cube conversation. We're here in Palo Alto, California Cube headquarters. I'm John for a host of the Cube were Mohit parents, founder and CEO of Cohesive Serial entrepreneur. Successful Distribute computing, phD, computer science. Welcome to the Cube. Thanks for having me here. So thanks for coming. You guys been very successful. You found the couple in twenty thirteen. Great traction. Great success, Great technology. What's the vision of Cohee City? >> Let me first start by describing the problem. And then I'll go under describing the vision. The problem in a nutshell, is ah what we call mass data fragmentation. It refers to the fact that everything sets in silos, whether it's the sender or whether it's the cloud All our data sets in silos in appliances. Just expect all across the whole universe. And our vision is to basically consolidate that onto one platform I The easiest way to understand our vision is to look at it. What a smartphone that in the consumer space before the smartphone came the all used to carry multiple devices, right? Phone, music, player, camera, and so on. So forth. Uh, the smartphone came. It put all of those on one platform gave us a single U I to manage it all, um, gave us the notion ofthe marketplace from where we could download maps and run on this platform and gave us machine learning. Our vision is something very similar for the world of leader in the world. That data is the most valuable resource today in the world, much more so than oil. And he had the infrastructure. Where we put that data is very fragmented. Let's look at the ladies under backups is one silo probably bought from different renders test. And there was another side of analytics is another one five chairs and object storage is another one. Our vision is is to put all of that on one platform, make it very simple. Make that platform span the data center and the cloud manager using one us bring machine learning concepts to it and at a market place from where people >> could, you know, the smart phones. A good analogy. I like that because you had a market where they made devices to make phone calls and then text messaging. Beak was like killer half of the time. But having the computer enable the whole new class of services functionality, usability and capability and that that iPhone was a seminal moment There. You see, the same thing in Tech right now with Cloud Cloud has changed again. Seeing cloud be successful. Scale is a huge thing. So functionality, new kinds of functionality and large scales with cloud computing has proven. And APS have come around that. So I gotta ask you, you know, backup has been in category that has been dominated. Public offerings dated domain, but the list is endless of great companies built great backup solutions or a K phones. And I think that's what you're getting at the phones is the backup. You guys are building new functions. I want to explain the reels, um, capabilities that's going to come out of the data because if you have data being backed up, you're touching the data. So if you built a platform for scale, it seems that you guys have talked about that product. What is the unique thinking behind it? How did you come to it? And what are some of the examples? >> Yeah, so let's start one step at a time. So, uh, even though it's a platform that can do multiple things just like the smartphone had to be a great phone to begin with. This is a great backup product to begin with. And once we've solved the back a problem for the customer, then we encouraged them to do more on this may be to file shares, baby to object storage. Maybe start using the clouds and sunset. The next thing you'LL say that. Imagine you will work on that data. So you've ingested some data using backups and you want to get some insights from that data today? What you're forced to do is you probably have to copy that data out into another side of creating one more fragment. One more copy of the data. Why not move APS to the data? But other than dated adapts. So our whole concept is that take this platform and take whatever happened. You wanted to run outside off this just running on this platform and thereby you're moving APS to the data. Not the dinner, perhaps moving their eyes. Heart. It is. Ah, is big moving abscess. Easy. So and that's what the hell is this about On That's the platform. That's the capability of the platform. It's a distributed platform. Let's you're on APS close to where that it is. That's the underlying a lot of >> people say I remember we're going back a couple years now talking about Cloud or once I want to be like Google. I want to be like Amazon because they were offering at large scale using open source software. You can. You were lead engineer on Google file system, so you know a lot about scale. But a lot of people wanted the scale and functionality of Google, but they wanted the ease of use of Apple. And I've heard you mentioned that when were before we came on. So this is actually an interesting dynamic. But not everyone's like, Oh, but they have now data scaling similar challenges that Google has one song or another's large scale. Talk about that dynamic because you're changing the game on backup did since you touching the data, you're going to make that more valuable beyond just backing up. And this the concept of moving absolute data talkabout this dynamic of scale, functionality and ease of use because if you're doing all the work with the data, why not extend that out? This is essentially what you're doing. Can you explain that? >> Yeah. I think about the problems that Google would have if they were dealing with lots and lots of fragments of data. If everything was studying in a different appliance, Uh, with the volume of data that day deal that they'LL just be going knots pulling their hair all day long, right? So they built a web scale system that was sort of like a single platform. I was fortunate to be part ofthe some of those technologies, like the Google file system. So they built that Web scale file system to make it look like make all of that look like one platform. And now that it was one platform, they could move the APP store. And we're basically trying tow do something similar to the realm ofthe second reader naps. Because we have lots and lots of data here today. It sets and silos be the backups or passed on diver filers, Object storage. We're gonna build one big platform that scales out in a Google like fashion which can be managed very simply, using one you Iike an apple like manageability. And with this concept, we become very similar to those hyper skill er's, and we bring some of the same innovations to people out there. I >> want to share a common e we were talking about before we came on camera. You were just preferred something. You said I'd like to solve one problem at a time and then move on. But what's interesting here? Competitive strategy wise, you're solving the backup problem. But why you got your hands on the data? You're actually going to re imagine the usability of that data. So you're essentially adding value to a basic function back up, putting a platform around and extending that out, perhaps to come to it. And it's kind >> of a >> land grab that's working. This is a unique It's a different way to think about, Is that right? >> So I like to say that we like the master's off one trade at a time, nor Jack of all trades, uh, and that first trade for us that we would be masters off his backups once we're happy there. Then we can go on and focus on, you know, maybe filers or object storage. And this is how we build the platform right eye. I always say that when you architect a system, you have to think about all this from day one. You can't incrementally at patches and expect the system to grow right. I sometimes draw an analogy between why Google won the war against Yahoo. Google, Tara, Phil are all as a platform there. Thought about all the use cases they'd be, you know, putting on the platform. Yeah, who just build something that was good for search. Didn't think beyond that. That's why they you know about a bunch of naps. And >> that's where they saw it and thought of >> the Google file system and then YouTube on top and Gmail on top and blah, blah, blah. No. So I was the same approach. We've talked about the problem and the problem off. The problem We want to address mastered a recommendation up front, and our system has bean architected to solve that. Even if we start by being masters of backups first, the system has been architected tto do way more than that. >> So it be safe to say that cohesive from a software core competency standpoint is distributed computing core competence or disputed systems large scale from a computer science, you know standpoint and then data. So expertise are those two is intact. >> Yes. Oh, distributed computing and distributed file systems. Those would be there to core competencies. But then again, depending on like whether it's backups or its testing, that their competences of within those domains. >> So I want to get into the private tech. First of all, thanks for saying you have responded to that. The product text. Phenomenal. You have platform can do multiple things. I want to talk about span F S on Spann Os. You have some news. You've got something share on overview of what that is and what the new news is. >> So when you're trying to control on manage of lots and lots of data, you better have a distributed file system. So we built one, and we call it Spanish Fast. The name comes from the fact that it's supposed to span nodes in the very center that's supposed to span multiple kinds of storage in the data center. It's supposed to span the data center and your multi cloud environment, their hands the names pan a fast, But since we were building it like a platform, that's not just there for your data. It also runs apse on top off this platform. Uh, the span of fast is not enough. It becomes full scale us, if you may want to call it. What? So where's it has a file system and it has the ability to run laps on the file system, and the same ability was built here. And the name's patter well, so we can store data, but we can also naps close to that >> and with multi cloud on the horizon are actually president today. A lot of people use multiple clouds, and certainly Salesforce's considered cloud you got Amazon. So especially this moment clouds of existing today in the Enterprise, the coordinated all but hybrid and and these things they're going on. Premise. It's cloud operations. This becomes an important part of the distributed environments that need to be managed. Talk about the impact of multi cloud in today's world because it's a systems thinking. You gotta think about it from day one, which is kind of today. I got on premise. I got multiple clouds out there, and some clouds or great, depending on the workload, picked the cloud for the workload. I'm a big believer in that. Your thoughts, though, on as people tried to get their arms around this and make it, you know, one environment with a lot of decoupled elements that are highly cohesive. Talk about that dynamic. >> Yeah. So Cloud is a very, um, nice entrant into the infrastructure world. It provides a lot ofthe functionality, but it doesn't quite solve that problem off massive fragmentation. When you put your dinner in the cloud, it's still fragmented. And when you're dealing with, often our customers are big. Customers are dealing with multiple clouds and the data centers, and they have dedicated people trying to move data and applications between them. That's the problem that Cohee City can actually solve very well, because we're building a platform that spans all this. Um, all of that becomes underlying infrastructure that we use. And now through us, they can easily move APS. They could easily move data. They can access the data anywhere. That's the value we been to them. We have a customer here in California, and that was spending, uh, hundred twenty thousand dollars per month. It's a new company, uh, one hundred one hundred twenty thousand dollars per month on the eight of us both after they consolidated that stuff threw us in the cloud, their ability used to seventeen thousand dollars per month. That's the kind of value we can bring. The customers >> well, the Amazon Dana. It's interesting cause you got storage and you got E C two of the compute you need compute to manage towards so against. Not just storage. That's the cost. It's it's data is driving the economics. That's where you're getting it. >> Yeah, So I think data and storage and compute go together as I'm a big fan off hyper convergence, which me, along with the rest of my team Edna tonics. And Monday it's gonna doing multiple things on the side I'm back from. And you can't do that without storage and compute both working in tandem >> so consolidating with cohesive because I'll be using cohesive, he allows the better management lower costs on Amazon. >> That's right. That's right, because we store the data efficiently on Amazon, cutting the costs, and then you can run your raps on top. You don't have to copy out the data toe, run your wraps, you can actually land on the platform and all that saves costs. >> That's a great tidbit. Notes no to the audience out there. Great to tip their pro tip. Talk about the announcement you have now have APS coming out. You got three native cohesively absence. My word. I don't know. You guys call it Think Caps is going to the Alps and then for third party application developers. So again, this kind of teases out there beyond backup story, which is platform. What of the apse, Where this come from? What? Some of the reasons why they're being built. Can you share specifics on that news? >> This goes back to our analogy to a smartphone on one of the innovations the smartphone, brother. The world was the notion of a marketplace. You could go to the marketplace and down wrap. Some of the gaps are from the vendor who built the smartphone. Some of them are from third parties. So we are. And when the first iphone came out that I had basically five straight and then now there are millions of them. So what we have seeded the system with is we have, ah, a couple ofthe third party apse for in particular one a splunk that runs on the platform with in a container. One is from a company called Menace. One is actually two laps are anti virus absent. One vendor is scented. One when is clam? Maybe, um though that third party APS But then we've built some, um, APs from cohesively itself when his app called spotlight on the security app. One is an app called Insight searches through the data when his app called Easy Scripts allows our customers to upload scraps on drawing them from Go easy. So these are the apse that I'd be exceeded the system where were also announcing an SD came in just like your smartphone has a nasty cave. The world out there can go and use that and build ups on top if he would like people out there in the world. Third parties are partners to build ups and run on this bathroom >> so moment, what's their motivation behind the app system or functionality? As the demand grows, functionalities needed. So I'll see platforms should be enabling, so I get why APS could build on platforms. But what was the motivation that around the apse now just l of evolution capabilities? What's the thoughts >> It goes back to our philosophy that if you need to do something, you shouldn't buy one more silo to do it. You should be able to extend your existing platform and then do stuff. That's what your smartphone does. Uh, basically, even you, by your smartphone, it can be a phone, and I'm number for the things. But then you extended the functionality of that by downloading maps. It's the same motivation, you know, extend the abilities of this platform. Just download maps and then extended right. >> Give the value proposition pitch for the developers out there. Why would they want to develop on? Complicity is it is a certain kind of developer. What's the makeup of the target audience? Who would build on obesity? >> So all kinds of people we expect to build on this platform. So the value for our customers, for instance, now rather than, uh, copying the data out of this platform onto one more silo and that's very expensive, they can actually build a nap that runs on this platform so that they don't have to move the data around, and it's very, very simple. That's the value for our customers. For the developers out there. Uh, it's the same value that they get when they build an app on a smart phone. Uh, they building up some cash, but out there can download that app and the APP and then pay that developer some money so they don't have to build the whole company or the whole thing. Now they can build a nap that runs on cohesive. It's really simple for them. They get a cut of whatever the customer pays, so there's value all around. It's a ven ven for everyone >> it's not. And it's good business model, too good community going to get an ecosystem developing its a classic growth growth opportunity for you guys. Congratulate. So what a business you guys have talked about a couple quarters ago Publicly, about two million to million dollars run rate. Give us the update on the business in terms of growth. Employee headcount. Key milestones. Can you share? Seok was empty, >> so you know the momentum is phenomenal. We're very flattered by the fact that despite the fact that we're a young company we've been selling for more than three years, of seventy percent of our customers are enterprise customers. The big guys with lots and lots of data. Uh, some of the biggest banks in the world now use us. Some of the biggest credit card companies in the world use us. Uh, a lot of the secret of federal agencies. You, us? Um, uh, some of the public customers I convention Hyatt uses us. Ah, big financial. Northern Trust uses us the famous. Uh uh, you know, food chain. Wendy's uses us. So those are the names I can I can mention that are actually using and benefiting from cohesive. Um, so lots of lots of great stuff. Um, we had three hundred percent year over year growth in revenue. Our head count, actually, er this week crossed one thousand people. So we spoke to our chief people. Officer. We should mention our one thousand employees in a special way. So all that great stuff is happening. >> It's like walking through the door. All the bills go office because you guys were two hundred last year. About this time >> when you get back, we are about to enter. People's a factor of five growth and about one years phenomenal had come growth. >> Well, that's massive growth. How big is this guy's a real state growing and buy more office space. >> Yeah, well, uh, they're headquartered in a building and son who's a downtown. We start, but we got it. That building about when you're back, we only had two floors were really expanded toe like five floors now and looking toe, you know, rent more. We've also expanded to other locations. Geographically, we now have an office and rally. We have ah, uh in office and cork in Ireland. We already had an office in Bangalore. We setting one up in pony. We're setting one up in Toronto, So lots and lots of expansion worldwide. Not >> really looking good as well. I mean, let's think about the economics. >> So this is the time they're being in mustard and growth. That's looking phenomenal on DH. There's a path to profitability. Um uh, it all depends on you know, our economics and what the board decides on how and when we wanna charge towards profitability, we can get there. It's looks easy, but I think it's our productive ity off our sales reps looks phenomenal. On average, productively is very high, which basically means that you know, we can get to profitability fairly quickly. If you want. >> We're going to say, very impressed with the growth and impressed that you go out on the road, talk to customers closing business. That's sign of a great CEO. Always make sure the customers are happy. >> Um, eventually, that sort of companies about a happy employees and be happy customers. Uh, and my job is to see you is to make sure what happened >> before we get in Some of the questions I have from the community. I prepare because people want knew you were coming on. I want to ask you about entrepreneurship in your journey. You've had quite the career Google image in that nutanix. And now here, >> Look at look at >> today's environment. I mean, it was a lot of talk about how entrepreneurship changed and starting a company, you know, you got a rocket ship, so you had a lot people coming on Now from the your journey you're on now. But a lot of other offers out there right now, kind of like looking transition. People say tech is bad, not good for society. Seen bad, negative press in their entrepreneurship is a great opportunity right now in tech. What's your thoughts on the current landscape and opportunities for, you know, folks out there building new things and going in solving a problem from old market and reimagining it for the new. Because a lot of new going on seeing a new sea change with cloud. And on premise, >> I would say, Um, this is probably the best time to do a company then ever in the past because technology is there to help people. Young entrepreneurs. Uh, there's plenty of money to be raised from the sea. Species are very happy to be helping. End of news a couple of pieces of caution that I wantto give to would be entrepreneurs. Uh, number one. Don't be in a hurry. Learn their hopes of doing a company first. Ah, before jumping and doing it because often I find that they burn their fingers and then they don't want to do a company again. First, go to a good company, learn the ropes of playing a company, and then do a company. That's number one number two. Uh, I would like to incorrigible and avenues to think about their ideas in the context. Off the following two thoughts one is, uh, the company needs to have a great entry point. That's how the company takes off. But then it also needs to have a bigger vision to look up to. And I often find that company's lack one or the other of these, Uh, and that's why they eventually fail or they never take off the ground. In our case, the entry point was backups, and the big vision is the consolidation off seconded and haps that I spoke about, Ah, one or the other if they're missing, it's not >> an extensive abilities key there, too. You get the beachheads real specific seconds, and then you see you point >> out of a vision. That's >> what broader beachhead without trying to take it all too fast or not knowing where to lay. That's gonna much the analogy. >> That's what I say. I beat master of one traitor, go ahead in the beachhead and then expanded the bigger >> and by the way, that's a classic proven way to do it. So, you know, just stay with what works, All right, let's get to the questions from the community. A lot of people wanted to ask your first question moment. You've a great perspective on the difference between hyper scale on enterprise worlds Is the enterprise still ten plus years behind the Giants in Tech? And how have you helped bring hyper scale thinking to the enterprise architecture? >> Um, the enterprise is, actually, surprisingly is getting closer and closer. Uh, with all the great technologies available, hyper convergence has bean. One of those technologies that has made hyper convergence combined with upscale, uh, is one of those technologies that has brought the enterprise were very close to the hyper scholars. Now they can buy products that are hyper energy that scale out in a group like fashion, and they can get some of the same benefits that the hyper scholars have enjoyed over the years, eh? So I won't say they have that far behind anymore. They're catching up, and they're catching up. Eyes >> used to be a few years ago, you could look at saying old relic, you know, modern cloud >> the and and the companies that I have found it have. I'm very flattered to say that have gonna, uh, hasten that journey. Uh, happy convergence. And he's even solving this problem of massive fragmentation. The hyper skills have kind of, you know, already solved that problem. They have massive, upscale systems that don't deliver data fragmentation. It's one platform, and you're gonna bring that value to the world through cohesive, >> great, great success. Okay, second question. There's a ton of money pouring into the data protection space again, a category that's there's a card in magic water for that. But again, you start Cummings that don't have magic watches because it's new. Why is this money pouring into space? Why now? >> Number one dealer is exploding. There's lots of lots of data. Ah, bulk off the data sets in what we call second story. It comes to it through back up straight. Your your production stuff has some production data, but eventually that data. Nobody wants to believe that they would keep it in there for at least six seven years, maybe forever. All dated, it comes to backups. The opportunity that people have seen is that they can actually now doom or with that data. It's not just dumb waiter sitting there, so it's not just data protection. It becomes more of a data management and you do data management through APS. That's what cohesion is exploding. We get the data onto a platform through backups, but then we expand into arrest of the vision and Kendra naps to extract value from the dealer right? That's why the money is coming. >> Well, you just answer the next question, which is, you know, why cohesively wind now the space is crowded, a lot of competition, So I'll just move on Ransomware, what's going on there and what's unique about Kohi City and what do you bring to the table with respect to Ransomware. >> So Ransomware is, uh, uh, something that we now live in. Its every enterprise is at risk, uh, being affected by ransomware. So what we have announced recently eating a month back, we announced our ransomware support. Uh, we can offer not just the detection, but also a number for the things we can detect Ransom where we can allow our customers toe apply fixes. When When that happens, we really allow things to be recovered once ransomware happened. So it's built into our data protection environment, right? That's how customers like it. So it adds value to the data that they already have. It's not just a dumb backup. >> And with all the third party and S t k stuff happening potential extensive bility on that core, >> that's right. Now we can have apse that can detect more round somewhere by virtue of the fact that we can support running absolutes to data. Some of those APs could be Andy dancing, perhaps help protect the data, do some custom stuff. Once said handsome, it is detected. All that becomes possible >> last question from the crowd here, the community multi cloud. Everyone's going up to the space. What is multi cloud data protection really about? And why cohesive? Isn't this just really a multi cloud vendor? Khun, do it all mean a lot of people saying they're multi cloud vendors. Y you what is multi cloud data protection all about? >> So, you know, big enterprise customers probably have a foot in every cloud, and they call it a multi cloud infrastructure. And if they want to protect the data and forced me, the data is very fragmented. So they need a backup solution for one for every cloud that's roughly multi cloudy. The production. Uh, we're cool. Here's the adds value. It's building one platform that spans your multicolored environment. So one platform can now take care ofall that those backups eso it really simplifies the job off doing backups or data protection in a multicolored environment. And that's where the Queen's devalue comes in. >> Well, congratulations. Final question for this interview. How would you summarize the state of cohesive the right now? Thousand employees growth on the customer traction side and revenue business funding. Males look good economic with a platform, certainly software margins looking very good growth. What's it all about right now? Culture value, proposition don't. >> It's kind of like a rocket ship, and we're just hanging on. But it's Ah, I think that focus is, um, when you grow this fast, uh, the challenge becomes, uh, keeping your culture intact and we tryto put a lot of effort on our culture. Our core values are cultural guidelines were fanatics about that. So we want everyone to feel that they're coming in and this is home away from home, and they treat others to make them feel it's home away from home. We're trying to build a family here, so there's a lot of emphasis on that. But at the same time, you know, we all work hard and let the company >> and the new ecosystem opportunity for you is looking really good because if he zaps takeoff, certainly the cohesively APS. And now you got third party with an S t. K. This is potentially a game changer for you as a company to a CZ Wells, you have product company. Software company makes a lot of scared, but now you're gonna be bringing developers and impact there. >> The impact, the talk, leadership impact. Uh, you know, I'm personally very fun off er you know I do these companies because I want to change the world. I won't change the way the world thinks this is the way I think. And if I can help the world think in this fashion contributed something to the world. And so that's the excitement that sort of mission is. Team is excited about that. It's just >> we got a great mind phD in computer science and two ships systems entrepreneur that thinks up new things that disrupt the status quo. And the old guard certainly track record their congratulations. Know what? Thanks for coming on The Cube. This's the Cube conversation here. Palo Alto. I'm John every year. Thanks for watching. What?

>> From Orlando, Florida, it's theCUBE. Covering SAP SAPPHIRE NOW 2018. Brought to you by NetApp. >> Hey, welcome to theCUBE. I'm Lisa Martin, on the ground, at SAPPHIRE NOW 2018 in the NetApp booth with Keith Townsend for the day. Keith and I are joined by Scott Feldman, the Global Head of SAP HANA and Leonardo Communities. Scott, welcome to theCUBE. >> Thank you, great to be here. >> So, communities, plural. Why are... Tell us about the communities at SAP. Why is there specifically an SAP HANA community, before we get into Leonardo? >> Okay, well it's kinda fun because you saw one community and then they say, "Well, go do another community." So you do one, and it's like, okay do one. Do another one. So we have, at SAP, a global community that runs on the SAP.com platform. That's for everybody. That's for all customers, all partners, all analysts, everybody. That's normally called a SAP community. What we realized back in, around 2012 or 2013, is that we wanted to have a special place where our SAP HANA early adopter customers could go and join and network with each other on an online presence, right, and then have an opportunity to share their knowledge with each other and get more information from SAP. So we created a separate community on SAP HANA. It's actually a pretty easy URL, it's called SAPHANACommunity.com. It's pretty simple to remember. And now, we've doing this for about five, six years. >> So talk to us about what's unique about the HANA community outside of the technology. SAP Communities, in general's already pretty big, very active community. >> Correct. >> But what was the call out or what was the results of creating the HANA community? >> Great, and that's a great question. So what's really interesting about the SAP HANA community is that the topic and coverage of the content is specifically related to SAP HANA, data management, database tools and technologies, analytics, and other surrounding areas that are connected to that HANA platform as an anchor. So we have provided, over the past five years, almost 300, 300 webinars of content on SAP HANA technology. A lot of that content has come from SAP product managers, a lot of it's come from solution experts, partners as well, have provided content. And they're in the form of webinar frameworks as well as whitepapers and other content that's on there. Now, the people that join the community, which is all free by the way for the customers that join, are mainly our SAP customers. Now I'm proud to tell you, here and also SAPPHIRE 2018, we're here, we're over 6,100 or so members, globally, of the SAP HANA community. And what's really great about that is, you know, relative to some of the millions of numbers of people throughout for other communities, it seems like, you know, 6,000 plus is a small number. But you have to keep in mind that it's very targeted, right? So the people that are through the door, and our members of the community on the SAP HANA Jam, we have it on our SAP Jam site which is hosting the SAP cloud platform. These are people that really are interested in that topic. And they really wanna learn about SAP HANA and the technology surrounding SAP HANA. So they're very, very high-qualified, high-quality people. >> Very engaged, it sounds like. >> Absolutely. >> So, speaking of that, so this morning during Bill McDermott's keynote, he mentioned 23,000 HANA customers. >> Yes. >> You mentioned 6,000 actively engaging in your community. >> Yes. >> Collaboration was a big theme of this morning, talking about, this is not grandpa's CRM anymore, what SAP is doing to break that status quo. How influential are those customers engaging in the HANA community to its development and its evolution? >> That's a fantastic question. So what's happened is the community... Think of almost like a pyramid. So the community of the large, vast number of people who have joined the community for interest in topics have mostly consumed information, they are kinda the base line of the pyramid. Some of those customers have some great stories to tell. Okay, so what we did was we started a webinar series in 2013 called Spotlight. And I'll take credit for the name, actually, 'cause we call it the SAP HANA Spotlight. And essentially, what we're doing is, imagine the customer in a spotlight where they're sharing their journey. They're sharing their SAP HANA story and their journey. So we launched that a number of years ago and now we've done almost 80 separate HANA Spotlight webinars with customers that are sharing their stories. Well we even took it one step further beyond that. In 2013, some of the executives from our early adopting customers for SAP HANA, they came over to SAP and they said, "Gee, SAP, we're betting our career "and our company survival "on this new technology called SAP HANA," back in 2013. And they basically came to us and said, "I wanna have a council." So we wanna have a council of influence so that we have an opportunity to get together, share stories, share our journeys with each other, get to know who the other customers are that are also early adopters and are embarking on this journey with us together, and then, more importantly, to answer your question, feed that information back to SAP development so that we could, back at SAP, improve the product and come out with some additional features and functions and make it even better. Well that was 2013. Our very first meeting was up in Canada, in a suburb in Toronto, at one of our customer locations. We had 13 people in that meeting. Today, dial up six years, we're at over 750 members of an executive, so these are C-level VPS, senior IT, and chief architects that are in our community globally. We've done 24 meetings, I'm about to schedule the 25th meeting, and I've globalized that. And the customers, I thought they would've been tired of these kinds of meetings, they love it. They absolutely love it. So again, going back to that analogy, this is kind of the high peak point of the pyramid. We get the executives that are making these decisions and we talk about thought leadership. We don't talk about features and functionality. We do talk about road maps, we talk about investments that they need to make, and we anchor it again on the SAP HANA platform but we're bringing in other technologies and components like analytics or SAP Leonardo, right, or S/4 HANA, right. Now that it's announced, we'll bring in C/4 HANA. So we'll cover other topics as well, and of course the cloud platform. >> So you set it up, rinse and repeat, now we're at Leonardo. >> Rinse and repeat. Rinse and repeat. >> What is, first off, what is Leonardo? Great name, I love the name. But what is it? >> So SAP Leonardo is a methodology. It's an opportunity for our customers to co-design, co-invent, and get engaged in the design thinking process to understand how data, and we talked about this today, how we can, how data and how knowledge can enable an intelligent enterprise. And it's a process. So what people need to understand, and customers work with at SAP and they could go to the SAP Leonardo booth areas at the conferences and see as many testers as they wish. But essentially it's a foundation. It's an understanding of, how do I take where I am today from my own understanding of how I operate my business, and where do I need to go, what is my next gem process? Where do I need to be in five years to be that thought leader and how do I get there? So how do I take data that I know and data that I don't know? We have, I just ran into one of our customers... We run a program out of our team as well called the SAP Innovation Awards. It started off as the HANA Innovation Awards and now we cover all technologies and all topics for customer innovation. So SAP Leonardo, cloud platform solutions, SAP HANA solutions, data management solutions, these are all innovative offerings. We just announced all the winners, we have a actually ceremony tomorrow night where all the winners have been announced and they're gonna be receiving their trophies. We've been doing this for many years. What's interesting about that is all the innovative projects that are coming from the customer programs, projects, innovations. What are they doing? How are they co-innovating? Are they co-innovating with SAP? Are they doing smart farming? We have one winner that's actually doing smart farming, micro-crop planting to understand soil composition. And humidity and moisture composition is different even if you go one meter away on this, one meter, which is nothing. >> You're right. >> For the Americans listening, it's three feet. (everyone laughs) And that's pretty close. And they can actually combine different crop plantings based on soil conditions and compositions and this is all being monitored in the SAP HANA cloud. So this is really phenomenal. >> Yeah, that would be. >> And we love these kinds of stories. And what we're doing now, as you can imagine. You're probably gonna ask me, how do you connect the dots? Well it was pretty easy to connect the dots. We have the customers that are presented these great programs. They've created these great values that they're providing to their industry, right? And they're great wins and successes. And we're leveraging those customers in the community as thought leaders. And we're also doing sessions like that. I'd like to get them on theCUBE. Have them talk about some of the things >> That would be great. >> that they're doing. >> We would have fun. We love customer stories. >> I love it. I think it would be phenomenal. >> So, let's talk bout the dynamics of running a community program that featured around a product. And HANA, very straightforward, is about the tech, a lot of it was speeds and fees transitioned into solutions. >> Right. >> When you start out with something as ambitious as Leonardo framework, are the dynamics different, like what are, what is the community like? >> A little bit 'cause SAP HANA is the foundation. And we saw this today at the keynotes today. And Bill's keynote was phenomenal and we saw that how he was positioning this and it's all about the intelligent enterprise and SAP HANA as a foundation, it's fantastic. And we've been doing this for a lot of years. But what do we do to build upon that? When we established the foundational community for SAP HANA, people started coming in and wanting to understand everything about the HANA community. We did a couple fundamental things. Number one, we connected with the SAP HANA Academy. And I'll give a shout out to my friends at the academy, I love them to death, and we've been partnering with them for five plus years. The SAP HANA Academy is a YouTube site of thousands of videos on how to do anything. It could be data management, it could be data hub, it could be Vora which is the connected to Hadoop. It could be SAP HANA. It could be analytics. And there's thousands, literally thousands of videos on how to just about do anything that you want connected to the community. So the people and the SAP HANA Academy team has presented content, webinars on our community broadcasting at least for the last... This year they did one, they do like two or three every year for the last number of years. What we did with SAP Leonardo was, Leonardo can be thought of as a combination of the technologies. So we have, as you know, with machine learning, IoT, blockchain, right, analytics and a whole bunch of other things, design thinking methodologies that are in Leonardo, so what we did is we took a lot of that and created a series of webinars and content. We just finished something called the SAP Digital Transformation Series featuring SAP Leonardo in conjunction with ASUG, the America User Group, that's our co-conference sponsor here and we love them to death. And what we did was do the 14-part webinar series. We had thousands of people come onto these calls and each call covered, for example, Mala, who's our president, she did what is the overview of Leonardo? How do we do this? We covered analytics with Mike Flannagan. Maricel covered design thinking. And then we went from there. Then we covered the solutions themselves. What is IoT, what is blockchain, what is machine learning? How do you understand what these things do and how they impact your organization? Then we took it one step further. We went into the industry solutions. So the partners are developing industry solutions. The industry accelerates, we talked a little bit earlier, there's a press release that just came out on that, on some of the.. >> The Partner Medallion Initiative. >> The Premiere Medallion Initiative, right. My friend Mike is running, from the Leonardo team. And that is certifying partners for the specific solutions that they're building around the industry, the deliverables that they have around the SAP Leonardo, we feature that as well. So all of that content was in this series and we continue to build upon that. What we really want, though, now is we wanna do what we did this time last year which was, we want the customer stories. So we've done, I've told you, we've done a lot of webinars in the community. So a lot of content going to the members of the community from the experts that understand that content. Next step, second half of the year, is we want those customer stories out there. So those 80 or so webinars that I mentioned that we did with our customer Spotlights, we want those Spotlights now. So we'll focus those... Anybody watching, give me those Spotlights. We want those stories. We want the customers to really articulate their story, their challenges, their successes, their wins, what are they doing to the SAP technology that-- >> You're preaching to the choir about customer marketing persons so that there's no better value-- >> Isn't it great? >> Brand validation, than the voice of the customer. Speaking of brand validation, I heard this morning that Bill McDermott announced that you guys are now 17 on the top 100 global most valuable brands. >> Absolutely. >> He wants to be in the top 10. >> And we're proud of that. I'm part of that team. >> Up four. You're doing this with a tremendous amount of partners is what you mentioned, partners. We're in the NetApp booth. >> Correct. >> Talk to us about what SAP and NetApp are doing in the community to enable this amazing amount of education that you're doing. >> So that's a great find. I mean, SAP wouldn't be where it is today, and I've been with SAP for (chuckles) I don't wanna say the number of years but people watch me and they know I've been at SAP a long time. It's like you can't say Scott Feldman without SAP. So it's been kind of anchored in for a long time. It's sort of the blood, the blue blood runs in the DNA you know. It was just kind of fun. But some of the partners that we've worked with in the communities have taken it to another step. NetApp is one of those. And I love working with NetApp. They're a strategic technology provider and a fantastic global partner with SAP. I know you just heard from RJ who did an interview, we work a lot with him and his team as well, Roland and the rest of the team. And what NetApp has done is they've made another strategic investment with us in the communities, for the HANA community and the Leonardo community such that they're a name-sponsored partner. And what's really nice about that is we have a special spot and if you go to the SAPHANACommunity.com site, or if you're already a member, or the other one is, you can guess, SAPLeonardoCommunity.com, very similar, right? If you go to either one of those sites, you'll find that there's a spot for partners that are specific to that community, that have taken the next step to add additional value. NetApp is there, there's a page. And what we've done is we've created a page with all the NetApp content on, what is NetApp's contribution on SAP HANA and Leonardo? Where is the value proposition? Why NetApp? What are they doing with SAP? Where are the links that we can go for all the content that NetApp has provided to us to post in that community? And not only that, NetApp is also an outstanding member, upstanding member of the SAP HANA CL Council Community 'cause they also run SAP. And, in addition to that, NetApp is a strategic partner that provides webinar content for SAP, for the community. So, about once a quarter, there'll be a webinar that is sponsored by NetApp and now I'm bugging them a little bit to get the customers in front of the webinar so we can have these little-- >> There must be some NetApp-SAP Customer Spotlights just waiting to come into the surface, right? >> Oh, absolutely. And we're doing them in small snippets so what's really great about that, it's kinda like this discussion that we're having, these small chunks. 'Cause I think the new wave of doing things, >> Snackable content. >> And I could certainly tell you're from the generation that's just maybe a little bit younger, is that they don't have time to sit down and watch a webinar for one hour. But they'll take it in 20-minute doses. They'll just like, "Man, give me "all the 20-minute webinars you want." It's like, I'll just give me a chunk and I'll take it and boom. I really want that. So that's been a lot of fun. So NetApp's been a fantastic strategic partner and we'll continue to partner with them moving forward. >> So I'm hearing a lot of collaboration, a lot of participation, energy just radiating, I think off from the main stage-- >> Oh I don't like the community, just do the watch, uncles love it. >> From the main stage to what you're talking about, what with what you guys are doing and I love to hear that the customers are being recognized for their innovation. Not just-- >> They are, yeah. >> Transforming their businesses, new revenue streams, new business models, but leveraging their partners like SAP, like NetApp, to become the intelligent enterprise and change industries. >> Absolutely, Lisa. And they're becoming the thought leaders of their own industry. So if you want to become a leader or a thought leader in your own specific industry, join the SAP HANA Community, make the investments in SAP Leonardo, work with SAP, work with NetApp, and like Bill says, let's get it done. >> Let's get it done. Scott, thanks so much for stopping by and chatting with Keith and me this morning. >> Thank you for your time, it's been my pleasure. >> And enjoy the rest of the event. >> I look forward to it. >> All right. Lisa Martin with Keith Townsend on theCUBE from the NetApp booth at SAP SAPPHIRE NOW 2018. Thanks for watching. (funky music)

>> Narrator: Live from Las Vegas, it's theCUBE, covering AWS re:Invent 2017, presented by AWS, Intel, and our ecosystem of partners. >> Hello everyone, welcome to a special CUBE presentation here, live in Las Vegas for Amazon Web Service's AWS re:Invent 2017. This is theCUBE's fifth year here. We've been watching the progression. I'm John Furrier with Justin here as my co-host. Our two next guests are Bob Rogers, the chief data scientist at Intel, and Julie Cardoa, who's the CEO of Thorn. Great guests, showing some AI for good. Intel, obviously, good citizen and great technology partner. Welcome to theCUBE. >> Thank you, thanks for having us! >> So, I saw your talk you gave at the Public Sector Breakfast this morning here at re:Invent. Packed house, fire marshal was kicking people out. Really inspirational story. Intel, we've talked at South by Southwest. You guys are really doing a lot of AI for good. That's the theme here. You guys are doing incredible work. >> Julie: Thank you. >> Tell your story real quick. >> Yeah, so Thorn is a nonprofit, we started about five years ago, and we are just specifically dedicated to build new technologies to defend children form sexual abuse. We were seeing that, as, you know, new technologies emerge, there's new innovation out there, how child sexual abuse was presenting itself was changing dramatically. So, everything from child sex trafficking online, to the spread of child sexual abuse material, livestreaming abuse, and there wasn't a concentrated effort to put the best and brightest minds and technology together to be a part of the solution, and so that's what we do. We build products to stop child abuse. >> John: So you're a nonprofit? >> Julie: Yep! >> And you're in that public sector, but you guys have made a great progress. What's the story behind it? How did you get to do so effective work in such a short period of time as a nonprofit? >> Well, I think there's a couple things to that. One is, well, we learned a lot really quickly, so what we're doing today is not what we thought we would do five years ago. We thought we were gonna talk to big companies, and push them to do more, and then we realized that we actually needed to be a hub. We needed to build our own engineering teams, we needed to build product, and then bring in these companies to help us, and to add to that, but there had to be some there there, and so we actually have evolved. We're a nonprofit, but we are a product company. We have two products used in 23 countries around the world, stopping abuse every day. And I think the other thing we learned is that we really have to break down silos. So, we didn't, in a lot of our development, we didn't go the normal route of saying, okay, well this is a law enforcement job, so we're gonna go bid for a big government RFE. We just went and built a tool and gave it to a bunch of police officers and they said, "Wow, this works really well, "we're gonna keep using it." And it kinda spread like wildfire. >> And it's making a difference. It's really been a great inspirational story. Check out Thorn, amazing work, real use case, in my mind, a testimonial for how fast you can accelerate. Congratulations. Bob, I wanna get your take on this because it's a data problem that, actually, the technology's applying to a problem that people have been trying to crack the code on for a long time. >> Yeah, well, it's interesting, 'cause the context is that we're really in this era of AI explosion, and AI is really computer systems that can do things that only humans could do 10 years ago. That's kind of my basic way of thinking about it, so the problem of being able to recognize when you're looking at two images of the same child, which is the piece that we solved for Thorn, actually, you know, is a great example of using the current AI capabilities. You start with the problem of, if I show an algorithm two different images of the same child, can it recognize that they're the same? And you basically customize your training to create a very specific capability. Not a basic image recognition or facial recognition, but a very specific capability that's been trained with specific examples. I was gonna say something about what Julie was describing about their model. Their model to create that there there has been incredible because it allows them to really focus our energy into the right problems. We have lots of technology, we have lots of different ways of doing AI and machine learning, but when we get a focus on this is the data, this is the exact problem we need to solve, and this is the way it needs to work for law enforcement, for National Center for Missing and Exploited Children. It has really just turned the knob up to 11, so to speak. >> I mean, this is an example where, I mean, we always talk about how tech transformation can make things go faster. It's such an obvious problem. I mean, it's almost everyone kinda looks away because it's too hard. So, I wanna ask you, how do people make this happen for other areas for good? So, for instance, you know, what was the bottlenecks before? What solved the problem, because, I mean, you could really make a difference here. You guys are. >> Well, I think there's a couple things. I think you hit on one, which is this is a problem people turn away from. It's really hard to look at. And the other thing is is there's not a lot of money to be made in using advanced technology to find missing and exploited children, right? So, it did require the development of a nonprofit that said, "We're gonna do this, "and we're gonna fundraise to get it done." But it also required us to look at it from a technology angle, right? I think a lot of times people look at social issues from the impact angle, which we do, but we said, "What if we looked at it "from a different perspective? "How can technology disrupt in this area?" And then we made that the core of what we do, and we partnered with all the other amazing organizations that are doing the other work. And I think, then, what Bob said was that we created a hub where other experts could plug into, and I think, in any other issue area that you're working on, you can't just talk about it and convene people. You actually have to build, and when you build, you create a platform that others can add to, and I think that is one of the core reasons why we have seen so much progress, is we started out convening and really realized that wasn't gonna last very long, and then we built, and once we started building, we scaled. >> So, you got in the market quickly with something. >> Yeah. >> So, one of the issues with any sort of criminal enterprise is it tends to end up in a bit of an arms race, so you've built this great technology but then you've gotta keep one step ahead of the bad guys. So, how are you actually doing that? How are you continuing to invest in this and develop it to make sure that you're always one step ahead? >> So, I can address that on a couple of levels. One is, you know, working with Thorn, and I lead a program at Intel called the Safer Children Program, where we work with Thorn and also the National Center for Missing and Exploited Children. Those conversations bring in all of the tech giants, and there's a little bit of sibling rivalry. We're all trying to throw in our best tech. So, I think we all wanna do as well as we can for these partnerships. The other thing is, just in very tactical terms, working with Thorn, we've actually, Thorn and with Microsoft, we've created a capability to crowdsource more data to help improve the accuracy of these deep learning algorithms. So, by getting critical mass around this problem, we've actually now created enough visibility that we're getting more and more data. And as you said earlier, it's a data problem, so if you have enough data, you can actually create the models with the accuracy and the capability that you need. So, it starts to feed on itself. >> Julie talked about the business logic, how she attacked that. That's really, 'cause I think one thing notable, good use case, but from a tech perspective, how does the cloud fit in with Intel specifically? Because it really, the cloud is an enabler too. >> Bob: Yeah, absolutely. >> How's that all working with Intel? And you go on about whole new territory you guys are forging in here, it's awesome, but the cloud. >> Right, so, for us, the cloud is an incredible way for us to make our compute capability available to anyone who needs to do computing, especially in this data-driven algorithm era where more and more machine learning, more and more AI, more and more data-driven problems are coming to the fore, doing that work on the cloud and being able to scale your work according to how much data is coming in at any time, it makes the cloud a really natural place for us. And of course, Intel's hardware is a core component of pretty much all the cloud that you could connect to. >> And the compute that you guys provide, and Amazon adds to it, their cloud is impressive. Now, I'd like to know what you guys are gonna be talking about in your session. You have a session here at re:Invent. What's the title of the session, what's the agenda, is it the same stuff here, what's gonna be talked about? >> So, we're talking about life-changing AI applications, and in specific we're gonna talk about, at the end Julie will talk about what Thorn has done with the child-finder and the AI that we and Microsoft built for them. We'll also, I'll start out by talking about Intel's role broadly in the computing and AI space. Intel really looks to take all of its different hardware, and networking, and memory assets, and make it possible for anybody to do the kinds of artificial intelligence or machine learning they need to do. And then in the middle, there's a really cool deployment on AWS sandwich that (something) will talk about how they've taken the models and really dialed them up in terms of how fast you can go through this data, so that we can go through millions and millions of images in our searches, and come back with results really, really fast. So, it's a great sort of three piece story about the conception of AI, the deployment at scale and with high performance, and then how Thorn is really taking that and creating a human impact around it. >> So, Bob, I asked you the Intel question because no one calls up Intel and says, "Hey, give me some AI for good." I mean, I wish that would be the case. >> Well, they do now. >> If they do, well, share your strategy, because cloud makes sense. I could see how you could provision easily, get in there, really empowering people to do stuff that's passionable and relevant. But how do you guys play in all of this? 'Cause I know you supply stuff to the cloud guys. Is this a formal program you're doing at Intel? Is this a one-off? >> Yeah, so Safer Children is a formal program. It started with two other folks, Lisa Davis and Lisa Theinai, going to the VP of the entire data center group and saying, "There is an opportunity to make a big impact "with Intel technology, and we'd like to do this." And it started literally because Intel does actually want to do good work for humankind, and frankly, the fact that these people are using our technology and other technology to hurt children, it steams our dumplings, frankly. So, it started with that. >> You've been a team player with Amazon and everyone else. >> Exactly, so then, once we've been able to show that we can actually create technology and provide infrastructure to solve these problems, it starts to become a self-fulfilling prophecy where people are saying, "Hey, we've got this "interesting adjacent problem that "this kind of technology could solve. "Is there an opportunity to work together and solve that?" And that fits into our bigger, you know, people ask me all the time, "Why does Intel have a chief data scientist?" We're a hardware company, right? The answer is-- >> That processes a lot of data! >> Yes, that processes a lot of data. Literally, we need to help people know how to get value from their data. So, if people are successful with their analytics and their AI, guess what, they're gonna invest in their infrastructure, and it sort of lifts Intel's boat across the board. >> You guys have always been a great citizen, and great technology provider, and hats off to Intel. Julie, tell a story about an example people can get a feel for some of the impact, because I saw you on stage this morning with Theresa Carlson, and we've been tracking her efforts in the public sector have been amazing, and Intel's been part of that too, congratulations. But you were kind of emotional, and you got a lot of applause. What's some of the impact? Tell a story of how important this really is, and your work at Thorn. >> Yeah, well, I mean, one of the areas we work in is trying to identify children who are being sold online in the US. A lot of people, first of all, think that's happening somewhere else. No, that's here in this country. A lot of these kids are coming out of foster care, or are runaways, and they get convinced by a pimp or a trafficker to be sold into prostitution, basically. So, we have 150,000 escort ads posted every single day in this country, and somewhere in there are children, and it's really difficult to look through that with your eye, and determine what's a child. So, we built a tool called Spotlight that basically reads and analyzes every ad as it comes in, and we layer on smart algorithms to say to an officer, "Hey, this is an ad you need to pay attention to. "It looks like this could be a child." And we've had over 6,000 children identified over the last year. >> John: That's amazing. >> You know, it happens in a situation where, you know, you have online it says, you know, this girl's 18, and it's actually a 15-year-old girl who met a man who said he was 17, he was actually 30, had already been convicted of sex trafficking, and within 48 hours of meeting this girl, he had her up online for sale. So, that sounds like a unique incident. It is not unique, it happens every single day in almost every city and town across this country. And the work we're doing is to find those kids faster, and stop that trauma. >> Well, I just wanna say congratulations. That's great work. We had a CUBE alumni, founder of CloudAir, Jeff Hammerbacher, good friend of theCUBE. He had a famous quote that he said on theCUBE, then said on the Charlie Rose Show, "The best minds of our generations "are thinking about how to make people click ads. "That sucks." This is an example where you can really put the best minds on some of the real important things. >> Yeah, we love Jeff. I read that quote all the time. >> It's really a most important quote. Well, thanks so much. Congratulations, great inspiration, great story. Bob, thanks for coming on, appreciate it. CUBE live coverage here at AWS re:Invent 2017, kicking off day one of three days of wall-to-wall coverage here, live in Las Vegas. We'll be right back with more after this short break.